May 26, 2024
835. Master The Art Of Timing
Timing is everything. Don't treat it as if it is nothing.
Today I am riffing out of Robert Greene's book "The 48 Laws Of Power." How to master the art of timing. In it he writes that there are 3 aspects of time:
1. Long Time
2. Forced Time
3. End Time
I'll unpack each one of these for you.
If you feel like time is slipping away from you or you tried and failed due to timing, this episode is for you.
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Keep it simple. Keep it moving. Never settle. Stay tough.
Transcript
WEBVTT
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All right.
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3, 2, 1.
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Let's get it.
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Welcome to another episode of what's your problem, the podcast where we will help you develop the skills to handle the adversity.
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Embrace uncertainty, never settle again.
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That's the three problems that you face in life.
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Doesn't matter what your social status is, adversity, uncertainty, and complacency, and we're going to develop the skills.
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Of communication, curiosity, creativity, continuous learning, and action and productive confrontation.
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You tie those skills up.
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That's going to give you the confidence.
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To be RFA ready for anything.
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I'm your host marsh buice.
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So I'm so happy that you were back here with me.
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If this is your first time here.
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Welcome aboard.
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This is episode 835.
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So we got a lot of content, man.
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You got a lot of content that you can go back to and find the thing that best fits for you for that day, because you may be.
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Dealing with something and you need some tools.
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Uh, some thought processes to kind of change that narrative.
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Well, I got plenty of content for you too.
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Access for free.
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So I'm so happy to be back here with you and today, man, we're going to talk about mastering.
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The art of timing, timing is everything.
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Yet.
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We treat it as if it's nothing and you've either had situations before where.
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The timing was wrong.
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You think back to these old cars and the old cars had timing.
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And so when the timing was off, you had to adjust the carburetor to get that thing to run smooth.
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And when it was all spitting and sputtering.
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Then you had to keep tweaking that thing.
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You pop the hood, you adjust the carburetor until the sputtering became smooth.
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And a lot of times, that's what we have to do in our lives is you may find that your life is sputtering right now, either something blew up in your face.
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So it was the wrong timing.
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And now you've probably pulled your punch because you don't want it to happen again.
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Or maybe you find yourself.
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I find myself in this spot a lot of times.
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Is I'm frustrated because it seems like time is speeding up.
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And I'm not getting enough.
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Accomplished.
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And it just feeds upon itself.
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It makes it more and more frustrating.
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And recently our dove into Robert Green's book 48 laws of power.
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It's a thick book, man.
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And it's.
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The words are tight.
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. So it's a very, very laborious read.
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So what I like to do is the random reading.
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Is I'll take 15, 20 minutes of my morning, pick a book off the shelf.
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And just read that one chapter.
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And so that way I don't have to power through a book cover to cover.
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I can just jump in on a chapter that most resonates with me, read it and then apply it to my life.
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And so this one was mastering the art of timing.
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It's on page 2 96, for those of you who want to go back to it and check me out on it.
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And Robert Green.
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Talks about, there are three ways to master timing.
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There's three categories to it as long time.
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Forced time.
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And end time, long time, forced time end time.
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And so quickly, what I want to do is I want to break down these aspects of timing.
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So that way you can not only spot.
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But also manipulate it and I use the word manipulation.
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It's got a bad rap.
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When you think of manipulation, you think of pulling over.
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On somebody it's got nothing to do with that manipulation.
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Is the fact that you control the flow, so you may manipulate it to slow it down.
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Timing or you may manipulate it to speed it up.
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Either way it's to your advantage.
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It's just being able to spot.
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Where I'm at.
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In the timing aspect.
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In which of these three and sometimes it's all three.
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I'll unpack it here in a minute.
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So you use which of these three at that moment.
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To create an opportunity.
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So quickly, let me unpack these for you long time.
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This is my favorite one.
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And I think because it's got four sub categories to it also.
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But long time is where you actually have, believe it or not.
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You actually have the ability to slow time down.
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The reason why.
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Time is speeding up for you.
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It's your emotions either externally are internally, either externally you're you're, you're, you're getting triggered by these outside influences and circumstances.
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And so you get all erratic which then feeds into the internal.
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or maybe on the external things.
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Aren't too bad.
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It's okay.
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Pretty smooth.
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But internally, man, you got that.
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That disconnect is like, dude, I just can't get anything done.
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I can't close the lid on a toilet.
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You're not accomplishing anything.
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The reason why time is speeding up for you.
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Is because you've got that internal.
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Negative churn going on.
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So when you can learn to settle your emotions.
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You can actually lengthen time.
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Robert Green related to a baby or little kid.
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You know, kids don't give any aspect to time at all.
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So they just.
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It's a long time, but as you get to be an adult and as you get older, I don't know.
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It's like, you look at the sands in the hourglass.
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You're like, oh, I've got to hurry.
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I've even gone off on my wife before and just snapped at her.
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'cause I'm like, you don't understand, like I'm 50 and I've missed out on so much.
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I got to get all this back.
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You know, there's a lot of things that I've messed up on.
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There's a lot of things that I missed and I got to get these things back and she was like, not, not at that pace.
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You're not gonna get anything.
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As a matter of fact, you're going to make even more mistakes.
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It's going to blow up in your face and you're exhausting yourself.
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And you're torching.
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Those who love you.
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Because you're running this singular race.
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So I've had to, and constantly have to.
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Settle my emotions.
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When I can settle my emotions.
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Then it's going to give me.
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The long-time aspect.
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And Robert Green breaks it down to four different ways of long time.
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The number one thing.
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Is when you can settle your emotions.
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And unclutter your mind.
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You can actually see into the future.
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And think about this.
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You settle your emotions down.
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You don't get triggered externally or internally.
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You're not running around, putting out fires.
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That gives you the ability.
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To settle and see.
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What's coming into the future.
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This is the only time you should settle in life.
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When you can settle your emotions, you're able to settle in.
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And see what's going on.
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And see what's coming.
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That's why, you know, you look at these.
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These power players out there and they're able to seize these opportunities.
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Why are they able to seize the opportunities?
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It's because they're not running around.
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Responding.
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Uh, reacting, putting out a bunch of fires.
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There are times where you do have to do those things.
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But so many times, if you think about your day, I was thinking about this as I was writing this I'm like, how many times am I just trying to get through a day?
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Right.
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And I'm just trying to work in the day.
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Instead of working on.
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The trajectory of my life.
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And so when you can settle those emotions, And see into the future.
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Then this is going to give you a couple of other advantages that green talks about the second form of long time.
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And advantage of long time.
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Is.
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Number one, seeing into the future.
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Number two.
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You don't get trapped in another man's game.
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That's key.
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And so many times, if you think about you have to accomplish so much.
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Well, if somebody comes along.
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With an ulterior motive.
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That's a bright and shiny object that you think you got to have, or you better jump on it.
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Then you get trapped in their game.
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And so then they're able to manipulate you.
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Are you end up holding the bag?
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A bag full of consequences.
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That had you settled your emotions.
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Then you wouldn't have made these careless mistakes.
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The careless mistakes or because you're running around.
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Not giving any thought.
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To the manipulation of time.
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You slow that thing down.
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See into the future.
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Don't get trapped in another man's game.
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Which gives you the third advantage.
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When you can master the art of long time.
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You can actually see and seize other opportunities at advantages.
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That those who are hurriedly running around, putting out fires, trying to show how busy they are.
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You're able to kind of settle in that pocket.
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Feel that tension yet?
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You don't react to it.
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And you can strike.
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And seize opportunities because you saw them and they didn't.
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And then the fourth aspect of long time.
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Is you're able to complete a task.
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And move on to something else.
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Chop wood carry water.
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And so you complete this task.
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You go to the next task, complete the task.
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Go to the next task where everybody else is running around.
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Trying to, you know, they everything's half-baked.
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They started stopped, jumped something.
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I'll start, stop jumped something else.
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Start-stop jumped to something else.
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You don't do all that.
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It's the tortoise and the Hare, right.
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Slow methodical.
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At your pace.
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It's your cadence.
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It's because you're manipulating.
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In a good way.
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Long time.
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The second aspect.
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Of.
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Mastering the art of timing.
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Is forced time.
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. Forced time is where you use this to your advantage.
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This is where you not only manipulate time to slow time down, but also you speed it up when you want to trigger.
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Sometimes.
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A careless mistake.
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So you want to expose the vulnerabilities.
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Of the other party, the weaknesses.
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And so when you do that, then you can seize those opportunities.
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This is a game of life that we're playing.
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So whether you're in sales or in life, you need these skills.
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And there are times when you actually need to speed things up.
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So as a buyer, You slow it down to see what other incentives come your way, but also that you forced that timing, but also there's a time as a buyer to speed it up and say, I'll close it right now, but these are the things that are required.
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These are the incentives.
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You do this, I'll do this right now.
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And so you've used that to your advantage of.
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As the seller.
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You can use force time to your advantage too.
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Sometimes it's slowing it down.
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And you slide into the bucket of long time.
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Too.
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Actually survey the landscape a little bit.
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To spot any advantages that you can.
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To ask a few more questions.
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And then you speed it up and close it.
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This is what Mike Weinberg calls picking the scab.
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And so you see this to your advantage.
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You.
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You accentuate on this, you pick the scab, you pull out the.
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Issues or problems you address them, you close it.
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And this is where you speed things up.
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So you can use that to your advantage as the seller.
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Also, this is where we'll put deadlines.
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Meaning it's the end of the month.
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There's extra incentives.
00:12:05.059 --> 00:12:05.990
You better jump on it.
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If you don't, you're going to miss out on this.
00:12:08.090 --> 00:12:12.320
So it's the fear of impending losses, so I can manipulate that time and speed it up.
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To force a decision.
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And then the last aspect of timing mastering your timing is in time.
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Robert Green relates this to a Hawk tracking its prey.
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A Hawk may fly for miles for hours.
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Tracking that rodent, that prey.
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But then when it's time, He seizes it, he doesn't pull up in mid-flight he strikes that's what you got to do.
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I've seen so many salespeople.
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Miss out on an opportunity.
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Because they're conversationalist and not closers.
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And so all they're doing is, is they like to keep the conversation going.
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Partly because their fear of the rejection.
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The rejection.
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Is what gets the objections out.
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So sometimes I will force.
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I'll go back to forced time.
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I'll throw something out there.
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Let's do it.
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I know they're not going to take advantage of it.
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Sometimes they will, but I know they won't say yes, but I'm doing that to trigger a no.
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So that way I can get the objection out onto the table, address it.
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And now that I've addressed that concern.
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Now I see the need to close the deal.
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I'm the advantage.
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I'm the, I'm the solution.
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Here's the service.
00:13:33.070 --> 00:13:34.570
Here's the product that offer.
00:13:35.110 --> 00:13:36.759
Here's what I'll stand behind and do.
00:13:36.909 --> 00:13:37.539
Let's go.
00:13:38.289 --> 00:13:43.029
And many times, and dude, I'm using sales as an, as a metaphor.
00:13:43.330 --> 00:13:45.669
Sales is the ultimate metaphor for life.
00:13:45.669 --> 00:13:50.559
We're all selling our way through life because selling is getting someone to accept your product service or idea.
00:13:50.830 --> 00:13:53.169
So we're all needing to use.
00:13:53.529 --> 00:13:55.360
And master the art of timing.
00:13:55.899 --> 00:13:58.029
And so the in time.
00:13:58.389 --> 00:14:01.539
Means that you need to see when it's time to close.
00:14:01.990 --> 00:14:06.190
And many times we totally miss that because we're not, we're not listening for it.
00:14:06.399 --> 00:14:14.320
We're not paying attention to it because we just want to keep the conversation going close it, land the plane, be done with it.
00:14:14.649 --> 00:14:16.330
And sometimes when you end it.
00:14:16.870 --> 00:14:22.809
It may trigger something where it has to go back to force time, or maybe it has to go back to long time.
00:14:23.139 --> 00:14:29.860
What I love about this whole analogy is, is they're going to slide in different buckets at different times.
00:14:30.159 --> 00:14:35.830
And so instead of getting butt hurt, because this one part of timing did not work at that moment.
00:14:35.830 --> 00:14:40.419
So let's say, I thought it was an in time and I tried to close it and it didn't work.
00:14:41.049 --> 00:14:42.399
It didn't blow up in your face.
00:14:42.399 --> 00:14:43.990
Just slide into the other area.
00:14:43.990 --> 00:14:44.139
Okay.
00:14:44.169 --> 00:14:44.889
Where do I need to go?
00:14:44.889 --> 00:14:46.269
I need to go back to long time.
00:14:46.659 --> 00:14:47.019
Okay.
00:14:47.198 --> 00:14:48.159
What part of it?
00:14:48.208 --> 00:14:49.769
need to settle down my emotions.
00:14:49.769 --> 00:14:51.658
Maybe I'm getting too wrapped up in this deal.
00:14:52.198 --> 00:14:54.479
Maybe I'm getting trapped into their game.
00:14:55.229 --> 00:14:58.408
And now no longer playing mine, maybe I'm missing out.
00:14:58.438 --> 00:14:59.969
I need to slow this thing down.
00:15:00.359 --> 00:15:02.068
To seize the opportunities.
00:15:02.548 --> 00:15:05.278
Or maybe I need to complete one task address.
00:15:05.308 --> 00:15:06.599
Certain concerns.
00:15:07.669 --> 00:15:09.230
Before moving on to the next thing.
00:15:10.039 --> 00:15:11.389
See how it all slides.
00:15:11.688 --> 00:15:14.210
So it's not, you know, they're not siloed off.
00:15:14.210 --> 00:15:16.340
They're actually, it's, it's a blending of all.
00:15:16.340 --> 00:15:17.720
That's what timing is.
00:15:18.019 --> 00:15:23.539
It's a blending of all, but a lot of times, You either think that time is slipping away from you.
00:15:23.539 --> 00:15:25.938
So you make things worse and you get careless.
00:15:26.509 --> 00:15:30.529
or something did not work at the time, blew up in your face.
00:15:30.529 --> 00:15:33.019
So now you're, you're overly cautious.
00:15:33.169 --> 00:15:36.620
You don't need to man, the advantages that you're going to get in life.
00:15:37.730 --> 00:15:42.080
Are predicated based on how you master the art of timing.
00:15:42.080 --> 00:15:44.600
As I said, at the beginning, timing is everything.
00:15:45.198 --> 00:15:47.090
But don't treat it as if it's nothing.
00:15:47.539 --> 00:15:50.389
And there's more, more than one aspect of timing.
00:15:50.750 --> 00:15:55.279
So if something isn't working for you right now, Where are you?
00:15:55.279 --> 00:15:58.309
What bucket are you in and what bucket should you be in?
00:15:58.938 --> 00:16:04.220
And then also, if you feel like that things are slipping away from you and timing's actually speeding up.
00:16:04.759 --> 00:16:08.029
Number one thing is settle your emotions.
00:16:08.389 --> 00:16:10.039
Settle these things down.
00:16:11.179 --> 00:16:12.948
Get into that long time.
00:16:14.059 --> 00:16:17.240
See, which of those categories you may fit in.
00:16:18.860 --> 00:16:20.240
And then maneuver from there.
00:16:20.840 --> 00:16:21.259
All right.
00:16:21.620 --> 00:16:22.279
Let's get outta here.
00:16:22.309 --> 00:16:23.570
Thanks for sharing this episode.
00:16:23.570 --> 00:16:24.169
Keep it simple.
00:16:24.169 --> 00:16:24.799
Keep it moving.
00:16:24.799 --> 00:16:25.309
Never settle.
00:16:25.309 --> 00:16:26.279
Stay tough peace.
00:00:00.359 --> 00:00:00.629
All right.
00:00:00.629 --> 00:00:01.229
3, 2, 1.
00:00:01.229 --> 00:00:01.828
Let's get it.
00:00:01.919 --> 00:00:08.519
Welcome to another episode of what's your problem, the podcast where we will help you develop the skills to handle the adversity.
00:00:08.519 --> 00:00:10.378
Embrace uncertainty, never settle again.
00:00:10.409 --> 00:00:13.109
That's the three problems that you face in life.
00:00:13.560 --> 00:00:19.920
Doesn't matter what your social status is, adversity, uncertainty, and complacency, and we're going to develop the skills.
00:00:20.579 --> 00:00:25.379
Of communication, curiosity, creativity, continuous learning, and action and productive confrontation.
00:00:26.219 --> 00:00:27.390
You tie those skills up.
00:00:27.420 --> 00:00:28.980
That's going to give you the confidence.
00:00:29.730 --> 00:00:31.739
To be RFA ready for anything.
00:00:31.768 --> 00:00:32.829
I'm your host marsh buice.
00:00:32.848 --> 00:00:35.069
So I'm so happy that you were back here with me.
00:00:35.399 --> 00:00:36.719
If this is your first time here.
00:00:36.719 --> 00:00:37.709
Welcome aboard.
00:00:38.159 --> 00:00:40.378
This is episode 835.
00:00:40.738 --> 00:00:42.509
So we got a lot of content, man.
00:00:42.509 --> 00:00:50.310
You got a lot of content that you can go back to and find the thing that best fits for you for that day, because you may be.
00:00:50.789 --> 00:00:53.219
Dealing with something and you need some tools.
00:00:53.549 --> 00:00:56.729
Uh, some thought processes to kind of change that narrative.
00:00:57.030 --> 00:00:59.729
Well, I got plenty of content for you too.
00:01:00.390 --> 00:01:01.950
Access for free.
00:01:02.100 --> 00:01:07.709
So I'm so happy to be back here with you and today, man, we're going to talk about mastering.
00:01:08.159 --> 00:01:10.799
The art of timing, timing is everything.
00:01:11.129 --> 00:01:11.429
Yet.
00:01:11.429 --> 00:01:16.890
We treat it as if it's nothing and you've either had situations before where.
00:01:17.489 --> 00:01:18.989
The timing was wrong.
00:01:19.200 --> 00:01:23.969
You think back to these old cars and the old cars had timing.
00:01:24.269 --> 00:01:29.609
And so when the timing was off, you had to adjust the carburetor to get that thing to run smooth.
00:01:30.028 --> 00:01:32.069
And when it was all spitting and sputtering.
00:01:32.609 --> 00:01:36.299
Then you had to keep tweaking that thing.
00:01:36.299 --> 00:01:41.819
You pop the hood, you adjust the carburetor until the sputtering became smooth.
00:01:42.209 --> 00:01:51.118
And a lot of times, that's what we have to do in our lives is you may find that your life is sputtering right now, either something blew up in your face.
00:01:51.149 --> 00:01:52.709
So it was the wrong timing.
00:01:52.950 --> 00:01:56.670
And now you've probably pulled your punch because you don't want it to happen again.
00:01:57.088 --> 00:01:58.498
Or maybe you find yourself.
00:01:58.498 --> 00:02:01.109
I find myself in this spot a lot of times.
00:02:01.379 --> 00:02:05.308
Is I'm frustrated because it seems like time is speeding up.
00:02:05.730 --> 00:02:07.079
And I'm not getting enough.
00:02:07.319 --> 00:02:08.250
Accomplished.
00:02:08.639 --> 00:02:10.680
And it just feeds upon itself.
00:02:11.430 --> 00:02:13.500
It makes it more and more frustrating.
00:02:13.949 --> 00:02:19.349
And recently our dove into Robert Green's book 48 laws of power.
00:02:19.710 --> 00:02:20.939
It's a thick book, man.
00:02:21.000 --> 00:02:21.479
And it's.
00:02:22.080 --> 00:02:23.409
The words are tight.
00:02:23.879 --> 00:02:27.870
. So it's a very, very laborious read.
00:02:27.870 --> 00:02:30.180
So what I like to do is the random reading.
00:02:31.229 --> 00:02:35.879
Is I'll take 15, 20 minutes of my morning, pick a book off the shelf.
00:02:36.479 --> 00:02:38.520
And just read that one chapter.
00:02:39.210 --> 00:02:42.449
And so that way I don't have to power through a book cover to cover.
00:02:42.449 --> 00:02:48.030
I can just jump in on a chapter that most resonates with me, read it and then apply it to my life.
00:02:48.330 --> 00:02:51.719
And so this one was mastering the art of timing.
00:02:51.750 --> 00:02:56.669
It's on page 2 96, for those of you who want to go back to it and check me out on it.
00:02:57.389 --> 00:02:58.289
And Robert Green.
00:02:59.159 --> 00:03:03.509
Talks about, there are three ways to master timing.
00:03:04.500 --> 00:03:06.870
There's three categories to it as long time.
00:03:07.560 --> 00:03:08.460
Forced time.
00:03:09.180 --> 00:03:12.780
And end time, long time, forced time end time.
00:03:13.110 --> 00:03:17.370
And so quickly, what I want to do is I want to break down these aspects of timing.
00:03:17.699 --> 00:03:19.979
So that way you can not only spot.
00:03:20.370 --> 00:03:24.840
But also manipulate it and I use the word manipulation.
00:03:25.050 --> 00:03:26.129
It's got a bad rap.
00:03:26.159 --> 00:03:28.949
When you think of manipulation, you think of pulling over.
00:03:29.310 --> 00:03:32.490
On somebody it's got nothing to do with that manipulation.
00:03:32.939 --> 00:03:38.550
Is the fact that you control the flow, so you may manipulate it to slow it down.
00:03:38.969 --> 00:03:42.479
Timing or you may manipulate it to speed it up.
00:03:43.259 --> 00:03:46.080
Either way it's to your advantage.
00:03:46.379 --> 00:03:48.180
It's just being able to spot.
00:03:48.569 --> 00:03:49.680
Where I'm at.
00:03:50.129 --> 00:03:51.689
In the timing aspect.
00:03:52.259 --> 00:03:55.889
In which of these three and sometimes it's all three.
00:03:55.979 --> 00:03:57.270
I'll unpack it here in a minute.
00:03:57.699 --> 00:04:01.120
So you use which of these three at that moment.
00:04:02.139 --> 00:04:03.729
To create an opportunity.
00:04:04.090 --> 00:04:07.060
So quickly, let me unpack these for you long time.
00:04:07.120 --> 00:04:08.229
This is my favorite one.
00:04:08.439 --> 00:04:11.829
And I think because it's got four sub categories to it also.
00:04:12.280 --> 00:04:17.290
But long time is where you actually have, believe it or not.
00:04:17.769 --> 00:04:21.189
You actually have the ability to slow time down.
00:04:21.819 --> 00:04:23.199
The reason why.
00:04:23.560 --> 00:04:25.810
Time is speeding up for you.
00:04:26.350 --> 00:04:38.860
It's your emotions either externally are internally, either externally you're you're, you're, you're getting triggered by these outside influences and circumstances.
00:04:39.100 --> 00:04:42.730
And so you get all erratic which then feeds into the internal.
00:04:43.149 --> 00:04:45.910
or maybe on the external things.
00:04:45.910 --> 00:04:46.810
Aren't too bad.
00:04:47.079 --> 00:04:47.829
It's okay.
00:04:48.069 --> 00:04:48.939
Pretty smooth.
00:04:49.329 --> 00:04:51.189
But internally, man, you got that.
00:04:52.360 --> 00:04:56.649
That disconnect is like, dude, I just can't get anything done.
00:04:56.860 --> 00:04:58.660
I can't close the lid on a toilet.
00:04:59.680 --> 00:05:01.389
You're not accomplishing anything.
00:05:01.899 --> 00:05:04.300
The reason why time is speeding up for you.
00:05:04.750 --> 00:05:07.600
Is because you've got that internal.
00:05:08.500 --> 00:05:10.180
Negative churn going on.
00:05:10.660 --> 00:05:13.600
So when you can learn to settle your emotions.
00:05:15.220 --> 00:05:17.860
You can actually lengthen time.
00:05:18.160 --> 00:05:21.699
Robert Green related to a baby or little kid.
00:05:22.209 --> 00:05:25.899
You know, kids don't give any aspect to time at all.
00:05:26.259 --> 00:05:27.129
So they just.
00:05:27.639 --> 00:05:34.240
It's a long time, but as you get to be an adult and as you get older, I don't know.
00:05:34.240 --> 00:05:36.819
It's like, you look at the sands in the hourglass.
00:05:36.819 --> 00:05:38.079
You're like, oh, I've got to hurry.
00:05:38.290 --> 00:05:41.560
I've even gone off on my wife before and just snapped at her.
00:05:42.040 --> 00:05:46.779
'cause I'm like, you don't understand, like I'm 50 and I've missed out on so much.
00:05:46.779 --> 00:05:47.860
I got to get all this back.
00:05:48.129 --> 00:05:50.560
You know, there's a lot of things that I've messed up on.
00:05:50.560 --> 00:05:56.230
There's a lot of things that I missed and I got to get these things back and she was like, not, not at that pace.
00:05:56.560 --> 00:05:57.550
You're not gonna get anything.
00:05:57.550 --> 00:06:00.040
As a matter of fact, you're going to make even more mistakes.
00:06:00.040 --> 00:06:03.699
It's going to blow up in your face and you're exhausting yourself.
00:06:04.180 --> 00:06:05.199
And you're torching.
00:06:05.230 --> 00:06:06.310
Those who love you.
00:06:06.819 --> 00:06:09.100
Because you're running this singular race.
00:06:09.699 --> 00:06:12.699
So I've had to, and constantly have to.
00:06:13.389 --> 00:06:14.589
Settle my emotions.
00:06:14.980 --> 00:06:16.689
When I can settle my emotions.
00:06:17.230 --> 00:06:18.459
Then it's going to give me.
00:06:19.180 --> 00:06:20.589
The long-time aspect.
00:06:21.129 --> 00:06:24.759
And Robert Green breaks it down to four different ways of long time.
00:06:25.959 --> 00:06:27.310
The number one thing.
00:06:27.819 --> 00:06:30.759
Is when you can settle your emotions.
00:06:32.199 --> 00:06:33.970
And unclutter your mind.
00:06:35.019 --> 00:06:36.850
You can actually see into the future.
00:06:37.480 --> 00:06:38.350
And think about this.
00:06:38.649 --> 00:06:40.509
You settle your emotions down.
00:06:41.170 --> 00:06:44.139
You don't get triggered externally or internally.
00:06:46.000 --> 00:06:48.339
You're not running around, putting out fires.
00:06:49.930 --> 00:06:51.399
That gives you the ability.
00:06:52.449 --> 00:06:54.970
To settle and see.
00:06:56.170 --> 00:06:57.550
What's coming into the future.
00:06:57.639 --> 00:06:59.649
This is the only time you should settle in life.
00:07:01.160 --> 00:07:04.310
When you can settle your emotions, you're able to settle in.
00:07:05.089 --> 00:07:06.110
And see what's going on.
00:07:06.589 --> 00:07:07.550
And see what's coming.
00:07:08.089 --> 00:07:09.649
That's why, you know, you look at these.
00:07:09.889 --> 00:07:14.209
These power players out there and they're able to seize these opportunities.
00:07:14.569 --> 00:07:16.730
Why are they able to seize the opportunities?
00:07:17.240 --> 00:07:19.009
It's because they're not running around.
00:07:19.519 --> 00:07:20.480
Responding.
00:07:20.870 --> 00:07:23.420
Uh, reacting, putting out a bunch of fires.
00:07:23.839 --> 00:07:27.500
There are times where you do have to do those things.
00:07:28.189 --> 00:07:36.680
But so many times, if you think about your day, I was thinking about this as I was writing this I'm like, how many times am I just trying to get through a day?
00:07:37.100 --> 00:07:37.579
Right.
00:07:37.970 --> 00:07:40.129
And I'm just trying to work in the day.
00:07:40.610 --> 00:07:42.379
Instead of working on.
00:07:43.009 --> 00:07:44.689
The trajectory of my life.
00:07:45.379 --> 00:07:49.759
And so when you can settle those emotions, And see into the future.
00:07:50.930 --> 00:07:56.509
Then this is going to give you a couple of other advantages that green talks about the second form of long time.
00:07:57.139 --> 00:07:58.610
And advantage of long time.
00:07:59.329 --> 00:07:59.899
Is.
00:08:00.800 --> 00:08:02.480
Number one, seeing into the future.
00:08:02.750 --> 00:08:03.709
Number two.
00:08:04.189 --> 00:08:06.259
You don't get trapped in another man's game.
00:08:07.490 --> 00:08:08.120
That's key.
00:08:08.660 --> 00:08:12.560
And so many times, if you think about you have to accomplish so much.
00:08:13.189 --> 00:08:14.959
Well, if somebody comes along.
00:08:15.439 --> 00:08:16.970
With an ulterior motive.
00:08:18.199 --> 00:08:22.610
That's a bright and shiny object that you think you got to have, or you better jump on it.
00:08:24.110 --> 00:08:25.610
Then you get trapped in their game.
00:08:26.209 --> 00:08:28.879
And so then they're able to manipulate you.
00:08:29.329 --> 00:08:31.009
Are you end up holding the bag?
00:08:31.610 --> 00:08:33.230
A bag full of consequences.
00:08:34.070 --> 00:08:36.548
That had you settled your emotions.
00:08:37.389 --> 00:08:40.090
Then you wouldn't have made these careless mistakes.
00:08:40.450 --> 00:08:44.438
The careless mistakes or because you're running around.
00:08:44.919 --> 00:08:46.299
Not giving any thought.
00:08:47.590 --> 00:08:49.299
To the manipulation of time.
00:08:49.299 --> 00:08:51.009
You slow that thing down.
00:08:51.159 --> 00:08:52.539
See into the future.
00:08:52.840 --> 00:08:54.789
Don't get trapped in another man's game.
00:08:55.629 --> 00:08:57.399
Which gives you the third advantage.
00:08:58.629 --> 00:09:02.139
When you can master the art of long time.
00:09:03.700 --> 00:09:09.879
You can actually see and seize other opportunities at advantages.
00:09:10.539 --> 00:09:15.879
That those who are hurriedly running around, putting out fires, trying to show how busy they are.
00:09:18.340 --> 00:09:20.649
You're able to kind of settle in that pocket.
00:09:20.950 --> 00:09:22.269
Feel that tension yet?
00:09:22.269 --> 00:09:23.559
You don't react to it.
00:09:24.759 --> 00:09:25.960
And you can strike.
00:09:26.649 --> 00:09:31.000
And seize opportunities because you saw them and they didn't.
00:09:31.330 --> 00:09:33.340
And then the fourth aspect of long time.
00:09:34.600 --> 00:09:37.029
Is you're able to complete a task.
00:09:37.720 --> 00:09:39.159
And move on to something else.
00:09:39.700 --> 00:09:41.139
Chop wood carry water.
00:09:41.529 --> 00:09:43.240
And so you complete this task.
00:09:43.929 --> 00:09:47.080
You go to the next task, complete the task.
00:09:47.529 --> 00:09:50.919
Go to the next task where everybody else is running around.
00:09:51.460 --> 00:09:53.649
Trying to, you know, they everything's half-baked.
00:09:53.919 --> 00:09:55.779
They started stopped, jumped something.
00:09:55.809 --> 00:09:57.639
I'll start, stop jumped something else.
00:09:57.639 --> 00:09:59.019
Start-stop jumped to something else.
00:09:59.379 --> 00:10:00.279
You don't do all that.
00:10:00.909 --> 00:10:02.500
It's the tortoise and the Hare, right.
00:10:03.129 --> 00:10:05.230
Slow methodical.
00:10:07.179 --> 00:10:08.139
At your pace.
00:10:10.149 --> 00:10:11.200
It's your cadence.
00:10:12.460 --> 00:10:13.750
It's because you're manipulating.
00:10:14.289 --> 00:10:15.039
In a good way.
00:10:16.450 --> 00:10:16.990
Long time.
00:10:17.470 --> 00:10:18.399
The second aspect.
00:10:19.149 --> 00:10:19.840
Of.
00:10:20.438 --> 00:10:22.240
Mastering the art of timing.
00:10:22.870 --> 00:10:24.370
Is forced time.
00:10:24.830 --> 00:10:27.139
. Forced time is where you use this to your advantage.
00:10:27.169 --> 00:10:34.190
This is where you not only manipulate time to slow time down, but also you speed it up when you want to trigger.
00:10:34.340 --> 00:10:35.179
Sometimes.
00:10:35.480 --> 00:10:36.679
A careless mistake.
00:10:36.860 --> 00:10:39.470
So you want to expose the vulnerabilities.
00:10:39.830 --> 00:10:41.840
Of the other party, the weaknesses.
00:10:41.870 --> 00:10:45.679
And so when you do that, then you can seize those opportunities.
00:10:45.980 --> 00:10:47.779
This is a game of life that we're playing.
00:10:47.779 --> 00:10:51.230
So whether you're in sales or in life, you need these skills.
00:10:51.409 --> 00:10:54.379
And there are times when you actually need to speed things up.
00:10:54.649 --> 00:11:10.460
So as a buyer, You slow it down to see what other incentives come your way, but also that you forced that timing, but also there's a time as a buyer to speed it up and say, I'll close it right now, but these are the things that are required.
00:11:10.460 --> 00:11:11.450
These are the incentives.
00:11:11.450 --> 00:11:13.250
You do this, I'll do this right now.
00:11:13.610 --> 00:11:15.769
And so you've used that to your advantage of.
00:11:16.009 --> 00:11:16.970
As the seller.
00:11:17.779 --> 00:11:20.149
You can use force time to your advantage too.
00:11:20.389 --> 00:11:22.460
Sometimes it's slowing it down.
00:11:23.120 --> 00:11:25.639
And you slide into the bucket of long time.
00:11:26.600 --> 00:11:27.230
Too.
00:11:27.769 --> 00:11:30.409
Actually survey the landscape a little bit.
00:11:30.950 --> 00:11:33.740
To spot any advantages that you can.
00:11:34.370 --> 00:11:36.559
To ask a few more questions.
00:11:37.070 --> 00:11:38.870
And then you speed it up and close it.
00:11:39.289 --> 00:11:42.200
This is what Mike Weinberg calls picking the scab.
00:11:42.529 --> 00:11:44.360
And so you see this to your advantage.
00:11:44.360 --> 00:11:44.539
You.
00:11:44.629 --> 00:11:50.240
You accentuate on this, you pick the scab, you pull out the.
00:11:51.019 --> 00:11:54.440
Issues or problems you address them, you close it.
00:11:54.860 --> 00:11:56.570
And this is where you speed things up.
00:11:56.570 --> 00:11:58.909
So you can use that to your advantage as the seller.
00:11:58.909 --> 00:12:01.669
Also, this is where we'll put deadlines.
00:12:01.909 --> 00:12:03.620
Meaning it's the end of the month.
00:12:03.860 --> 00:12:05.029
There's extra incentives.
00:12:05.059 --> 00:12:05.990
You better jump on it.
00:12:06.019 --> 00:12:07.850
If you don't, you're going to miss out on this.
00:12:08.090 --> 00:12:12.320
So it's the fear of impending losses, so I can manipulate that time and speed it up.
00:12:12.950 --> 00:12:14.990
To force a decision.
00:12:16.129 --> 00:12:21.110
And then the last aspect of timing mastering your timing is in time.
00:12:21.409 --> 00:12:25.490
Robert Green relates this to a Hawk tracking its prey.
00:12:25.779 --> 00:12:29.110
A Hawk may fly for miles for hours.
00:12:29.620 --> 00:12:32.679
Tracking that rodent, that prey.
00:12:33.429 --> 00:12:40.779
But then when it's time, He seizes it, he doesn't pull up in mid-flight he strikes that's what you got to do.
00:12:40.990 --> 00:12:42.759
I've seen so many salespeople.
00:12:43.809 --> 00:12:45.429
Miss out on an opportunity.
00:12:45.730 --> 00:12:49.210
Because they're conversationalist and not closers.
00:12:49.690 --> 00:12:53.529
And so all they're doing is, is they like to keep the conversation going.
00:12:53.950 --> 00:12:56.350
Partly because their fear of the rejection.
00:12:56.799 --> 00:12:57.879
The rejection.
00:12:58.779 --> 00:13:00.909
Is what gets the objections out.
00:13:01.179 --> 00:13:03.309
So sometimes I will force.
00:13:03.669 --> 00:13:05.139
I'll go back to forced time.
00:13:05.919 --> 00:13:07.629
I'll throw something out there.
00:13:07.629 --> 00:13:08.559
Let's do it.
00:13:09.460 --> 00:13:11.649
I know they're not going to take advantage of it.
00:13:11.649 --> 00:13:16.750
Sometimes they will, but I know they won't say yes, but I'm doing that to trigger a no.
00:13:16.840 --> 00:13:21.129
So that way I can get the objection out onto the table, address it.
00:13:21.940 --> 00:13:24.129
And now that I've addressed that concern.
00:13:24.639 --> 00:13:27.549
Now I see the need to close the deal.
00:13:28.000 --> 00:13:29.169
I'm the advantage.
00:13:30.100 --> 00:13:31.659
I'm the, I'm the solution.
00:13:31.840 --> 00:13:32.950
Here's the service.
00:13:33.070 --> 00:13:34.570
Here's the product that offer.
00:13:35.110 --> 00:13:36.759
Here's what I'll stand behind and do.
00:13:36.909 --> 00:13:37.539
Let's go.
00:13:38.289 --> 00:13:43.029
And many times, and dude, I'm using sales as an, as a metaphor.
00:13:43.330 --> 00:13:45.669
Sales is the ultimate metaphor for life.
00:13:45.669 --> 00:13:50.559
We're all selling our way through life because selling is getting someone to accept your product service or idea.
00:13:50.830 --> 00:13:53.169
So we're all needing to use.
00:13:53.529 --> 00:13:55.360
And master the art of timing.
00:13:55.899 --> 00:13:58.029
And so the in time.
00:13:58.389 --> 00:14:01.539
Means that you need to see when it's time to close.
00:14:01.990 --> 00:14:06.190
And many times we totally miss that because we're not, we're not listening for it.
00:14:06.399 --> 00:14:14.320
We're not paying attention to it because we just want to keep the conversation going close it, land the plane, be done with it.
00:14:14.649 --> 00:14:16.330
And sometimes when you end it.
00:14:16.870 --> 00:14:22.809
It may trigger something where it has to go back to force time, or maybe it has to go back to long time.
00:14:23.139 --> 00:14:29.860
What I love about this whole analogy is, is they're going to slide in different buckets at different times.
00:14:30.159 --> 00:14:35.830
And so instead of getting butt hurt, because this one part of timing did not work at that moment.
00:14:35.830 --> 00:14:40.419
So let's say, I thought it was an in time and I tried to close it and it didn't work.
00:14:41.049 --> 00:14:42.399
It didn't blow up in your face.
00:14:42.399 --> 00:14:43.990
Just slide into the other area.
00:14:43.990 --> 00:14:44.139
Okay.
00:14:44.169 --> 00:14:44.889
Where do I need to go?
00:14:44.889 --> 00:14:46.269
I need to go back to long time.
00:14:46.659 --> 00:14:47.019
Okay.
00:14:47.198 --> 00:14:48.159
What part of it?
00:14:48.208 --> 00:14:49.769
need to settle down my emotions.
00:14:49.769 --> 00:14:51.658
Maybe I'm getting too wrapped up in this deal.
00:14:52.198 --> 00:14:54.479
Maybe I'm getting trapped into their game.
00:14:55.229 --> 00:14:58.408
And now no longer playing mine, maybe I'm missing out.
00:14:58.438 --> 00:14:59.969
I need to slow this thing down.
00:15:00.359 --> 00:15:02.068
To seize the opportunities.
00:15:02.548 --> 00:15:05.278
Or maybe I need to complete one task address.
00:15:05.308 --> 00:15:06.599
Certain concerns.
00:15:07.669 --> 00:15:09.230
Before moving on to the next thing.
00:15:10.039 --> 00:15:11.389
See how it all slides.
00:15:11.688 --> 00:15:14.210
So it's not, you know, they're not siloed off.
00:15:14.210 --> 00:15:16.340
They're actually, it's, it's a blending of all.
00:15:16.340 --> 00:15:17.720
That's what timing is.
00:15:18.019 --> 00:15:23.539
It's a blending of all, but a lot of times, You either think that time is slipping away from you.
00:15:23.539 --> 00:15:25.938
So you make things worse and you get careless.
00:15:26.509 --> 00:15:30.529
or something did not work at the time, blew up in your face.
00:15:30.529 --> 00:15:33.019
So now you're, you're overly cautious.
00:15:33.169 --> 00:15:36.620
You don't need to man, the advantages that you're going to get in life.
00:15:37.730 --> 00:15:42.080
Are predicated based on how you master the art of timing.
00:15:42.080 --> 00:15:44.600
As I said, at the beginning, timing is everything.
00:15:45.198 --> 00:15:47.090
But don't treat it as if it's nothing.
00:15:47.539 --> 00:15:50.389
And there's more, more than one aspect of timing.
00:15:50.750 --> 00:15:55.279
So if something isn't working for you right now, Where are you?
00:15:55.279 --> 00:15:58.309
What bucket are you in and what bucket should you be in?
00:15:58.938 --> 00:16:04.220
And then also, if you feel like that things are slipping away from you and timing's actually speeding up.
00:16:04.759 --> 00:16:08.029
Number one thing is settle your emotions.
00:16:08.389 --> 00:16:10.039
Settle these things down.
00:16:11.179 --> 00:16:12.948
Get into that long time.
00:16:14.059 --> 00:16:17.240
See, which of those categories you may fit in.
00:16:18.860 --> 00:16:20.240
And then maneuver from there.
00:16:20.840 --> 00:16:21.259
All right.
00:16:21.620 --> 00:16:22.279
Let's get outta here.
00:16:22.309 --> 00:16:23.570
Thanks for sharing this episode.
00:16:23.570 --> 00:16:24.169
Keep it simple.
00:16:24.169 --> 00:16:24.799
Keep it moving.
00:16:24.799 --> 00:16:25.309
Never settle.
00:16:25.309 --> 00:16:26.279
Stay tough peace.