Full Transcript for The Delusional Effect: Are You Delusional Enough to Succeed?

00:02:07.173 can say something, the words that are coming out of my mouth can possibly help you. 00:02:08.769 --> 00:02:14.214 A lot of my ideas come from, I guess, conversations that I have in my daily 00:02:14.214 --> 00:02:19.104 life with, you know, friends and family and people I come in contact with and 00:02:19.104 --> 00:02:21.894 people at the gym and some business associates. 00:02:21.894 --> 00:02:29.624 And, and so I don't know, a buddy of mine, he's a very successful sales guy. 00:02:29.624 --> 00:02:37.654 And, and we were talking a couple of weeks ago and we mentioned how we were just delusional. 00:02:38.183 --> 00:02:41.344 He said, man, I'm just delusional, Mike. I said, me too. He said, 00:02:41.344 --> 00:02:45.814 I'm so damn delusional that there's nothing that I don't think I can accomplish 00:02:45.814 --> 00:02:49.881 if I put my, if I put my mind to it, if I just want to do it, I'll do it. So. Yeah. 00:02:50.547 --> 00:02:53.568 I thought about it and, you know, I've taught on this before. 00:02:53.568 --> 00:02:56.788 I don't know if I had a podcast called The Delusional Effect, 00:02:56.788 --> 00:03:00.880 but let me tell you about it because there's more to it than just me saying, 00:03:01.176 --> 00:03:02.428 you've just got to be delusional. 00:03:02.428 --> 00:03:05.605 Just jump out there and just get it done. There is more to it than that. 00:03:06.203 --> 00:03:10.578 So the number one reason that salespeople can't get what they want is because 00:03:10.578 --> 00:03:15.108 they don't believe that they can get what they want. Do you understand what I'm saying? 00:03:15.462 --> 00:03:18.179 It's the number one reason is they don't believe it. 00:03:18.707 --> 00:03:20.818 Not because they don't have the skill set. Now, look, if you don't have the 00:03:20.818 --> 00:03:22.862 skill set, that's a whole different podcast. 00:03:23.216 --> 00:03:26.248 You know, now I might talk briefly about that, but the bottom line is, 00:03:26.248 --> 00:03:29.738 is the number one reason that salespeople don't get what they want is because 00:03:29.738 --> 00:03:33.810 they, they just don't believe that they can actually get what they want. 00:03:34.176 --> 00:03:38.158 The second, the prospect starts in with objections. 00:03:38.774 --> 00:03:42.268 The salesperson starts to lower their belief. They don't believe in themselves. 00:03:42.268 --> 00:03:43.847 They don't think they have the knowledge 00:03:44.184 --> 00:03:48.735 and they will even start making excuses as to why it's not a deal. 00:03:49.252 --> 00:03:55.398 This is exactly why so many sales are lost. I've witnessed this in the industries I've worked in. 00:03:55.398 --> 00:04:01.814 I have witnessed salespeople literally talking their prospect out of the deal, 00:04:02.156 --> 00:04:05.209 talking them out of it because it starts to get complicated. 00:04:05.384 --> 00:04:10.618 There might be some things that you have to do as a salesperson that you didn't 00:04:10.618 --> 00:04:15.438 learn, that you didn't become proficient at, that you're not an expert at. 00:04:15.629 --> 00:04:19.621 And so all of a sudden you get afraid. you'd rather kill the deal 00:04:20.056 --> 00:04:22.657 than try to figure out what you have to do or quite frankly, 00:04:22.796 --> 00:04:26.818 you just look stupid I mean, that's the bottom line if you don't know your craft, 00:04:26.818 --> 00:04:31.243 you look stupid I'm not saying wait to jump in, 00:04:31.823 --> 00:04:35.358 you know, until you know it all that's ridiculous but I'm telling you now, 00:04:35.666 --> 00:04:38.958 you need to learn that's what late nights are for you ever heard those stories 00:04:38.958 --> 00:04:43.338 where people say well, you know, I spent so many late nights you know, 00:04:43.338 --> 00:04:45.883 when my family was asleep that's what I did, 00:04:46.528 --> 00:04:49.345 When I wrote my first book, Always Bite Off More Than You Can Chew, 00:04:49.513 --> 00:04:52.915 the book's only about 150 pages, but damn, it took me several years to write. 00:04:53.141 --> 00:04:56.833 This was before AI, by the way. I didn't use AI to write the damn book. 00:04:57.025 --> 00:04:59.474 I wrote the book. It's about my life. I mean, I had to write. 00:04:59.474 --> 00:05:00.595 The AI doesn't know my life. 00:05:01.362 --> 00:05:05.364 So what I'm trying to say is that you're going to have to burn some midnight 00:05:05.364 --> 00:05:09.984 oil. You're going to have to put some extra effort in if you're choosing to 00:05:09.984 --> 00:05:11.967 take your life to the next level. 00:05:12.339 --> 00:05:15.705 The delusional effect is quite frankly, it's as old as time. 00:05:15.856 --> 00:05:21.446 It's the belief in yourself so much, and I mean 110% and then some, 00:05:22.106 --> 00:05:24.504 that you can get absolutely whatever you want. 00:05:24.504 --> 00:05:28.964 Now, if you're missing a leg, and I apologize if you're an amputee. 00:05:28.964 --> 00:05:31.400 I don't need any hate stuff, but I'm being for real. 00:05:31.742 --> 00:05:36.322 If you're missing a leg, I'm not saying you can't play for the NFL, 00:05:36.851 --> 00:05:38.290 you know, for the National Football League. 00:05:38.627 --> 00:05:42.858 But chances are it's going to be pretty damn hard to get on a team. 00:05:43.264 --> 00:05:47.514 Now, that's a terrible extreme example. I swear to God, I'm sorry, 00:05:47.514 --> 00:05:48.372 I should not have said that. 00:05:49.072 --> 00:05:52.689 But it's true because I had a friend of mine that was an amputee. 00:05:53.465 --> 00:05:58.718 I bring this up because I'm trying to tell you that you need to dream and, 00:05:58.927 --> 00:06:01.534 but have a little bit of sense about it. 00:06:01.830 --> 00:06:06.352 You need to make sure you have the ability to do it. Do you have the ability? 00:06:06.955 --> 00:06:11.164 So pick what your dream is. If it's an income goal, you can make as much money as you want. 00:06:11.377 -->

00:06:15.534 I don't care what your personal situation is, what your physical situation is. 00:06:15.778 --> 00:06:17.827 You can make as much money as you want. 00:06:18.593 --> 00:06:22.756 So remember, it's the belief in yourself so much. 00:06:23.600 --> 00:06:27.529 That you can get whatever you want. That's all it is. Is skill important? 00:06:27.529 --> 00:06:30.196 As I said a minute ago, of course it's important. You must be skilled at your craft. 00:06:30.469 --> 00:06:36.139 But if you lack the belief in yourself that you can close the deal and get the 00:06:36.139 --> 00:06:39.582 prospect to sign on the line, to move forward and take action, 00:06:39.907 --> 00:06:42.008 you will never truly be successful in sales. 00:06:42.768 --> 00:06:47.476 You're just not. It starts with your competence, starts with your belief system. 00:06:47.627 --> 00:06:51.110 It starts with a good attitude. It starts with, I don't know. 00:06:51.714 --> 00:06:54.518 I've been accused of being a little cocky and arrogant. And, 00:06:55.079 --> 00:06:58.379 you know, there's people that are cocky and arrogant that are just rude and 00:06:58.379 --> 00:06:59.363 you hate being around them. 00:06:59.618 --> 00:07:02.387 Then there's people that are cocky and arrogant. You're like, I get it. 00:07:02.643 --> 00:07:07.259 I get it. This individual, man, they get whatever they want because they're 00:07:07.259 --> 00:07:11.448 just so damn delusional about it. They're going to get it. 00:07:12.474 --> 00:07:17.049 And again, before the haters chime in, I never said lie to people to over embellish 00:07:17.049 --> 00:07:20.519 your product or service, to cheat people out of their money. 00:07:20.519 --> 00:07:23.370 I said, believe in yourself. 00:07:23.968 --> 00:07:26.766 And the only way that I know how to do this is by having confidence. 00:07:27.753 --> 00:07:33.303 It's true. I personally have so much confidence in myself that it pisses most people off. 00:07:33.860 --> 00:07:38.678 It pisses some people off. They will fire me if I work for them because I'm 00:07:38.678 --> 00:07:40.184 just, I'm overconfident. 00:07:40.840 --> 00:07:44.418 I mean, it's just, you know, well, I'm not overconfident. Other people will 00:07:44.418 --> 00:07:49.876 say that I'm overconfident, you know, so people that are competing with me. Oh, trust me. 00:07:50.540 --> 00:07:55.128 Yeah. I love competition because I firmly believe that competition gives me 00:07:55.128 --> 00:07:56.558 the chance to give you the ability 00:07:56.558 --> 00:07:59.624 to get better because I'm going to show you what it's like to lose. 00:08:00.187 --> 00:08:06.421 And that sounds harsh, but that's just what it is. I refuse to lose. 00:08:06.723 --> 00:08:08.650 I refuse to fail. 00:08:09.143 --> 00:08:15.308 And again, this part of the delusional effect has nothing to do with my potential 00:08:15.308 --> 00:08:18.820 client and has everything to do with me. 00:08:19.035 --> 00:08:21.804 It has everything to do with you. 00:08:22.580 --> 00:08:26.010 I'm sure a lot of you have heard the famous quote. It's one of my favorites from Henry Ford. 00:08:26.388 --> 00:08:31.351 He said, whether you think you can or think you can't, you're right. 00:08:32.175 --> 00:08:34.638 You know, that's what's called a, you've heard it before, a self-fulfilling 00:08:34.638 --> 00:08:38.387 prophecy. Your thoughts absolutely determine the life you live. 00:08:39.275 --> 00:08:43.858 Next come your words, the shit you keep spewing out of your mouth day in and 00:08:43.858 --> 00:08:46.444 day out about, oh, woe is me. 00:08:46.676 --> 00:08:48.499 My life is so hard. 00:08:49.214 --> 00:08:51.275 Do good people fall on hard times? Absolutely. 00:08:52.318 --> 00:08:56.464 I always say I don't believe in luck, but I kind to do. Bad, bad things just happen. 00:08:57.056 --> 00:09:01.588 Bad, bad luck. It just happens. Good people fall on hard times. 00:09:02.234 --> 00:09:06.698 But bitching and complaining all day and all night does not fix the problem ever. 00:09:06.901 --> 00:09:11.398 Matter of fact, when you bitch and moan and complain, it literally prevents 00:09:11.398 --> 00:09:13.838 your brain from coming up with a solution. Did you know that? 00:09:14.018 --> 00:09:15.521 There's all kinds of research on this. 00:09:16.032 --> 00:09:21.768 The more you complain, the more you keep going over and over and over again 00:09:21.768 --> 00:09:27.398 about the freaking problem that you're in, It literally shuts down your ability 00:09:27.398 --> 00:09:29.999 to figure out what to do to fix it. 00:09:31.083 --> 00:09:35.366 Becoming so delusional that you'll prevail and speaking what you want to do 00:09:35.366 --> 00:09:39.884 into existence is the only way to change your life. Did you hear that? 00:09:40.453 --> 00:09:46.786 You gotta become so delusional that you'll prevail and speak what you want into 00:09:46.786 --> 00:09:52.661 existence. It's biblical for crying out loud. God said, let there be light. He said it. 00:09:52.823 --> 00:09:55.893 He spoke it into existence. 00:09:56.707 --> 00:10:00.266 There are literal generations of families out there that live in poverty simply 00:10:00.266 --> 00:10:04.370 because they've been taught that this is their cross to bear. 00:10:05.029 --> 00:10:11.556 I personally know of several families out there that have broken this ridiculous 00:10:11.556 --> 00:10:14.818 belief system and they have created incredible lives. 00:10:15.479 --> 00:10:18.636 And I'm not talking about mansions and Lambos. I'm talking about, 00:10:18.636 --> 00:10:22.846 and that's fine if that's what you've done, but I'm talking about graduating 00:10:22.846 --> 00:10:28.656 college and having a great paying career, building a family in a nice home in the suburbs. 00:10:28.656 --> 00:10:30.729 Yes, folks, that's a fine life. 00:10:30.885 --> 00:10:34.571 It's something to be proud of. Quite frankly, it's the American dream.

00:10:34.774 --> 00:10:36.772 The American dream is not to be rich. 00:10:37.073 --> 00:10:40.836 That's bullshit that's been made up on social media. The American dream is not 00:10:40.836 --> 00:10:46.315 to have a giant mansion and five Lambos and an eight-car garage and Rolls Royce. None of that. 00:10:46.594 --> 00:10:50.344 That's not the American dream. The American dream is freedom. 00:10:51.046 --> 00:10:55.546 The American dream is having a beautiful home to live in and comfort and some 00:10:55.546 --> 00:10:59.596 safety and a wonderful family. That's the American dream. 00:11:00.283 --> 00:11:05.839 You decide what your dream is. You decide if it's a penthouse apartment in New York City, go for it. 00:11:06.779 --> 00:11:11.759 But you don't have to become a millionaire living in a mansion, 00:11:12.079 --> 00:11:14.459 again, with an eight-car garage to be happy. 00:11:14.801 --> 00:11:18.650 If you can't be happy with 2,200 square feet and food on the table, 00:11:18.975 --> 00:11:21.146 I'm telling you, you will never be happy. 00:11:21.942 --> 00:11:27.526 Be happy with what you have today. I'm not saying settle. I'm saying be happy. 00:11:28.327 --> 00:11:32.123 You don't want to become content if you have bigger dreams. 00:11:32.524 --> 00:11:36.413 So back to the purpose of the podcast. Many folks need to become delusional 00:11:36.732 --> 00:11:40.152 in their thinking just to get out of their current situation. 00:11:40.732 --> 00:11:45.051 And then if your goals are true financial freedom, well, it's time to become delusional. 00:11:45.504 --> 00:11:48.846 It's time to become that person that doesn't need anyone to believe in them. 00:11:49.160 --> 00:11:53.539 I am personally very fortunate to have my wife and family that believes in me, 00:11:53.539 --> 00:11:58.349 but I promise you, even if I didn't have them, I'm delusional enough to know 00:11:58.349 --> 00:12:01.873 that I believe in myself enough and for everyone around me. 00:12:02.566 --> 00:12:05.986 So many times in my life I've been told, you can't do that. 00:12:06.525 --> 00:12:11.899 Holy shit, if that didn't propel my delusional thinking enough for me to accomplish 00:12:11.899 --> 00:12:18.235 exactly what others said I couldn't, so many people would say things were impossible. 00:12:18.878 --> 00:12:23.951 That just, oh my God, it lit an incredible fire underneath me. 00:12:24.549 --> 00:12:28.313 Has anyone ever told you that you can't do it? That you're not good enough? 00:12:28.989 --> 00:12:30.794 That you don't have what it takes? 00:12:31.573 --> 00:12:37.689 I know you have I absolutely know That someone has told you that It's sadly 00:12:37.689 --> 00:12:42.389 the way the pathetic world works sometimes We just want to hold people down 00:12:42.569 --> 00:12:44.914 Instead of lifting them up So here's the good news. 00:12:45.848 --> 00:12:51.065 Going for your dreams and your seemingly unattainable goals is what makes living 00:12:51.065 --> 00:12:53.835 life just a little bit sweeter, in my opinion. 00:12:54.455 --> 00:12:58.665 Sure, you're going to fall on your face. Hell, you might even go bankrupt more 00:12:58.665 --> 00:13:00.411 than once. Henry Ford did. 00:13:01.026 --> 00:13:05.589 He went bankrupt twice before starting Ford Motor Company, and the rest is history. 00:13:06.215 --> 00:13:10.995 Interesting enough, Ford Motor Company is the only American auto manufacturer 00:13:10.995 --> 00:13:14.041 to have never filed bankruptcy. Isn't that interesting? 00:13:14.551 --> 00:13:18.464 Henry Ford filed bankruptcy twice. He doesn't give up on his dream. 00:13:18.574 --> 00:13:23.340 He goes a third time, starts Ford Motor Company, and to this day, 00:13:23.549 --> 00:13:27.615 they've never filed bankruptcy. The point being, and I'm not saying you should 00:13:27.615 --> 00:13:29.168 just file bankruptcy at the drop of a hat. 00:13:29.377 --> 00:13:34.335 What I'm saying is that most would agree that filing for bankruptcy is a pretty 00:13:34.335 --> 00:13:38.264 serious failure, but what if Ford would have given up? 00:13:38.455 --> 00:13:41.015 What if he would have said, oh my God, I filed bankruptcy, I'm such a failure, 00:13:41.015 --> 00:13:44.707 I'm a loser, I'm gonna just do nothing. What if he would have just given up? 00:13:45.352 --> 00:13:49.137 I'm telling you, he had the delusional effect in full force. 00:13:49.462 --> 00:13:53.491 He had the delusional effect in full force. 00:13:54.094 --> 00:13:58.071 He was too delusional to believe that his dream could be stopped by anything 00:13:58.222 --> 00:14:01.031 or anyone on the planet. How about you? 00:14:01.737 --> 00:14:05.185 What do you believe? Honestly, take a second, think to yourself, 00:14:05.452 --> 00:14:09.575 what do you believe? Are you delusional enough to go out and get what you want? 00:14:10.439 --> 00:14:14.357 I say you are if you simply make the decision to do so. Remember, 00:14:14.950 --> 00:14:18.435 if you say you're going to do something and then you don't actually do it, 00:14:18.435 --> 00:14:19.930 you never made a decision. 00:14:20.354 --> 00:14:24.853 A decision is decisive. A decision means I'm going to take action. 00:14:25.161 --> 00:14:30.815 I'm going to get this done means you step off and start making it happen. 00:14:31.872 --> 00:14:37.492 So what are you going to do about it? Are you truly delusional in the good way 00:14:37.492 --> 00:14:41.452 that I'm talking about? Because I know some delusional folks out there, 00:14:41.452 --> 00:14:43.928 trust me, that are not delusional in the right way. 00:14:44.131 --> 00:14:48.532 Remember, guys, affirmations are important. I was just talking about speaking 00:14:48.532 --> 00:14:51.126 what you want into existence. But here's the thing. 00:14:51.497 --> 00:14:59.212 You can talk all day, but speaking without taking action is the beginning of delusion. 00:14:59.520 --> 00:15:02.502 Not the same thing as the delusional effect I'm talking about. 00:15:02.800 --> 00:15:07.454 Delusion means you're just talking and nothing's happening. 00:15:08.156 --> 00:15:11.941 Action is probably one of the most important words in the English dictionary. 00:15:12.463 --> 00:15:16.782 Well, in any dictionary, action, you've got to move. 00:15:17.003 --> 00:15:22.500 You've got to create something. You've got to cause friction. You got to get going. 00:15:23.142 --> 00:15:26.683 So how delusional are you? Are you going to go for your dreams today. 00:15:27.322 --> 00:15:29.802 And I don't care what age you are. I don't care where you're at in life. 00:15:29.802 --> 00:15:32.395 I don't care how rich you are. I don't care how poor you are. 00:15:32.598 --> 00:15:35.019 You want to get to the next level. 00:15:35.721 --> 00:15:39.442 It's time to get delusional. All right. I love you. I really do. 00:15:39.442 --> 00:15:42.339 I swear to God, I won't be gone that long this time. 00:15:42.536 --> 00:15:45.305 I'm coming back around. I got a lot to say. 00:15:45.706 --> 00:15:48.932 I pray that every single one of you that might be listening to my voice right 00:15:48.932 --> 00:15:54.454 now will achieve your dreams, no matter how big they will be. So just go for them. 00:15:54.669 --> 00:15:59.069 I don't care what you're trying to accomplish. Go for your dreams. Do what you got to do. 00:15:59.278 --> 00:16:06.218 Let's go. It's time to be delusional. Until next time, let's get out there and make it a great day. 00:16:07.059 --> 00:16:11.202 Thanks for listening to the Next Level Selling Podcast. Please be sure to leave 00:16:11.202 --> 00:16:14.082 a review and subscribe wherever you get your podcasts. 00:16:14.082 --> 00:16:18.672 Are you ready to have your team inspired and propel your organization to the 00:16:18.672 --> 00:16:22.912 top? Michael is ready to deliver one of his signature talks at your upcoming 00:16:22.912 --> 00:16:26.895 event, guaranteed to ignite everyone's passion for success. 00:16:27.110 --> 00:16:31.074 Go to michaelpalk.com and click on the contact link today. 00:16:31.342 --> 00:16:34.029 And remember, we'll see you at the top.