Cafe Nero. Do you like it? I'm more of a Costa coffee guy. Well shut up. It's the 11th of February and I don't hear any of your opinions on coffee. Alright? Respect. Respect. I'm sorry it's coming so hot. Wow it's spicy. Yeah. Like a pumpkin latte. But I'm gonna cool things down. I'm gonna put a little bit of ice in your latte. Mm-hmm. Because we've got Seneca. Our soul is sometimes a king and sometimes a tyrant. A king by attending to what is honorable.

protects the good health of the body in its care and gives it no base or sordid command. But uncontrolled, desire-fuelled, overindulgent soul is turned from a king into that most feared and detested thing, a tyrant. We talk a lot about the story you tell yourself, so like, if I was to ask, who are you? You might say, I'm Zach, I'm a father, I own a business, I enjoy jujitsu and...

walking my dogs, but, but there's, there's also so much more to that. And also the story can change. it's an interesting one of who we are, but it's about, I think a big thing is keeping the promises that you make. So you are the things that you tell yourself that you're going to do, you stick with, because if you say, I'm going to do this all the time and then you quit, you, you, think of it as like,

paint, you know, like just like lines of pain. The more you do the things that you say you're going to do, you're building up that kind of that evidence. You're thickening those brain, like the brain waves to say, yeah, that's you. You are who you say you are. The second you break it, it's like, might as well just rub it all out. You're kind of breaking promises with yourself. Yeah. If you think about the first time you go to the gym, maybe you've got this new habit in January. First time you go into the gym for the first week. It's quite odd.

body's aching a bit, it's actually hard to keep up with the habit. Maybe I want to go back to type. I want to fall back on the previous set of habits. You get through the first month, it's going to start to feel slightly easier. You get to 90 days, which is typically how long it takes a habit to form. Then it's just part of you. So why am I going to, just, that's what I do. I just go to the gym at this time on this day. And it becomes that thing. It's the same with things like, you know, when you first started doing your ice bath, you're looking at it thinking, I might go.

wash the dishes actually. Yeah. What's that? That needs doing rather than getting it. What's TikTok doing? What's TikTok doing? Exactly. And I think it's one of those things for salespeople. You want to have a set of habits that you fall back on no matter what that you're past the 90 days. there things that happen no matter what. So a great example of this might be I'm in the last week of the month. I'm looking like I might miss target. Do I play short term games? And by that, mean,

Do I start saying to people, look, if we get this over the line today, um, I'll give you a discount. It's not a discount. would normally give, I'm giving it. You're yourself. Exactly. I'm the evidence there is I'm actually not who I said I was last week. I'm this different guy this week. I'm this desperation, desperation. You're not a king. No. Exactly. So what do you think it is about sticking to it? No matter what sticking to the process, not moving on your moles, not discounting.

that means that, you know what, this is something that I'm going to stick to no matter what. there's a process in place for a reason. You've put something in place to get you from A to B and those kind of, you fall to your habits, don't you? And if you start those bad habits and you let things seep through, all of a sudden you might feel shame or a bit of like guilt around who you've become or what you've done. No salesperson I feel can get home and...

They did a big discount and they did something that's typically out of character and feel proud of themselves. So it's as much as it might be about hitting target. It's also about the sense of achievement and fulfillment. that's, that's money is one thing and taking home that commission. Yeah. But also you want to leave work and feel like I've done a good job. You know what, you know what word I absolutely hate. Try. Try. Try. Give me an example of it.

I'm going to try to hit target. I'm going to try to go to the gym. I'm going to try to give up our coal this year. Right. What would you rather it sound like? I'm going to, or I'm not going to. what is trying? Trying means like, trying is you saying to yourself that I'm not even convinced I can do this. And if that doubt or lack of self belief is there to start with, well, I can tell you how this ends. You know, that famous philosopher who said, do or do not, there is no try. No, who was it? Yoda. I like that. But not the little one. The really little one. The really little one. Exactly. I used to you looked a bit like Yoda when you were younger. There's a lot of, I think, incentive now around short term games. Just talking about that. So I, I actually don't have TikTok, but I know that people who do, it's very algorithm focused and I've had

young lads in my team who've got into, you know, day trading and got into things because it's, there's this short term win here. There's this short term goal. I actually can't think of a short term. I don't think I've ever met someone in the pub or like a barbecue or something like, what do you do? Oh, I'm a day trader. I don't think I've ever met someone who does that because effectively things like that are, in my opinion, it's just gambling. Isn't it? That's really what you're doing.

There are no popular books called how to get rich by the age of 85. Are there? they're not. The long stuff is like, well, yeah, that works, but it's boring. But of course it works. Like that's the boring stuff. Like you put, put your money into like a low risk fund and over 40 years, it'll probably do something if you're consistent with it. that is when people want everything now and the ability to delay that gratification.

and not play those short games like is so powerful. And if you can win that, like you spoke a little bit about TikTok there and like you see so many people like go viral and they have the 15 minutes, but then it's like, that's it. What do you actually want for your life, your career, whatever it is, do you want a short term win that you can shout about? Yeah, I've got this dealing. Or do you want to play the long-term game and actually win in the long run to the when you're on your deathbed, you look back and you go, I did it and I did it the way I wanted to do it. Yeah, exactly. I think from salespeople and sales leaders, it's about putting the goal in the horizon. all get in the boat together and we row. Yeah, we don't, we don't change the destination. The destination stays where it is. we row. We're not turning back. We're not stopping for a bit. We'll put it there and we'll just marching for them for just almost forget about it.

I'm just doing the work now to get to the goal. Get the work done and get to the island. I've been Jack Frimston. I've been Zach Thompson. Remember you or die? Alright, alright.