Hey guys, how are you doing today? All right, so let's get started. You know, I actually wanted to be an astronaut. Yeah. When I was in college I wanted to go to Mars and I figured by 2020, which was, you know, pretty close to now that we would actually be sending manned missions. And I didn't care that it took nine months to get there and, longer to even get back. I just wanted to do something really big. And for me it had always been a possibility. I mean, being an astronaut was something that we got kind of drilled into us at Purdue because Neal Armstrong went there and they actually at one time had an astronaut major. I was finishing up my masters, finishing up my thesis and I, went out with some friends and it was a typical Friday night, you know, on a college campus, a group us going out like college kids do. And it was my last year at Purdue and I was starting to really talk about what I was going to do next. And one of the younger guys that we went out with, his name was Shane and we were just sitting across stools on a, on a high top table and music was loud and you know, typical bar, kind of restaurant area. People were drinking, eating, maybe get into a little trouble all around us. But it was one of those conversations where you don't really notice anybody around you. You're so focused in on the other person, even if you have to like shout at them over the noise and the music around you. But Shane was super interested in what I was doing and where I was going with my degree. So much so that he flagged the waitress down to get her pen and he slid it over on top of a, one of those little square cocktail napkins, those little white napkins. He slid it over across the table and he said, you know, he wanted my autograph and he said it was because I was going to be an astronaut. He wanted to prove that he knew me when I went to Mars and of course I signed it. I mean, I felt great. I wonder if he still has it. Probably not because obviously I didn't become an astronaut, but that belief in me really solidified my resolve and I'm a different kind of breed. I don't know if you figured that out. We were only three podcasts in, but you know, I just know I can do things. I had this mindset that if I get the right knowledge and work hard, I can do anything. So what happened? I mean obviously this isn't a podcast by an astronaut. This is an Mlm podcast by a rocket scientist. Well, family happened, you know, they're my first priority. One of the requirements for applying to the astronaut program, besides my degree, was work experience. And in that time of working, I had some kids. Astronauts spend countless hours preparing for missions plus missions can last months, especially if you go up to the space station. And my dream of being an astronaut was replaced by the reality of being the best dad that I can. So I tell you this because I'm a little different. When I first was exposed to Mlm, I didn't think I couldn't do it. I didn't know any better really. I just, I thought it was something that I could put my mind to and I could accomplish just like I had accomplished a masters in aeronautical engineering. But what I soon realized I didn't have the necessary skills. People started giving me excuses as to why they couldn't do it and I didn't understand, but I thought maybe it was a knowledge thing. If they just knew what I knew, it would be a slam dunk. And to me it was some type of formula. It was a transfer of knowledge problem. I had no clue what I really needed to do was to transfer belief and not knowledge. That's actually marketing. Transferring belief is, marketing. Transferring knowledge is not anything, it's not even sales. But you know, I'm an aeronautical engineer, so give me a break. It takes me a while to learn things like that. But I did a few things, you know, I thought if I could get good at some things that it would fix my problem. I starting really in depth on the products. Right. I, if I could say every ingredient and what they did, people for sure would see what I see. I learned the ins and outs of the comp plan and all the rewards you could get. I read up on all the techniques, how to invite people to look at stuff, to look at your product, what to say, what to do to follow up, how often and all those those training's that you see for traditional MLM. I mean, have you ever heard the phrase, would you, if I, you know, I became a master at saying that, but what I ended up doing is barfing on people. I had this idea as most in doing multilevel marketing that if I said the right thing, I will be able to bring the walls down that people put up like some Jedi mind trick that I could get them to see what I saw and they would join me. Instead of my team growing the little team I had stalled, you know, I did what a lot of people do in Mlm or even in anything they're really passionate about it. I mean when you're really passionate about something you really get good at the details. Some people call this techno babble, but I dug into the details and got lost in them. When somebody asked me something about anything, I turned on the fire hose and beat that person to death. I killed any chance I had at them being interested. Basically what happened is when you barf on people like that, they get confused or overwhelmed and they just don't want to have anything to do with what you're talking about because it's making them feel overwhelmed or feel bad. It's making them feel a certain way so it won't even register with them. You could have been telling them a guaranteed way to make $1 million, but if they don't want to hear it, they're not going to receive it so they walk away or shut down. There's this great concept I learned from a book called Expert Secrets and it's a great book on marketing, not necessarily MLM, but it's called an epiphany bridge. It's this concept that highlights how you bring people from one belief to another. You have a story of how you got to the thing you believe in now. MLM or otherwise, you had an experience that pulled you across the bridge. You can't start someone on the other side of the bridge and have them believe the same things that you do. That's why the story is so important. By telling stories, you let people experience what you did, walking them across the bridge. I'm not the best storyteller yet. I'm learning, and I'm learning why this is so important. I need to make you feel what I felt and question what I questioned. Then and only then do you want to take the next step. I know how to tell if you do it wrong. I mean, I've done it a lot. I mean, how often have you told somebody all about a movie or even a joke, and it just fell flat and you said, I guess she had to be there. Let me, let me do a little example. I mean, I'm an aeronautical engineer. So, how do airplanes fly? A lot of people ask me that. Especially kids sometimes. But what if I just said, well, here's how it works. The wings provide lift to keep the plane from falling to overcome gravity and the engines and propellers provide thrust to make it work and drive your plane forward. And that's how a plane flies. Now, unless you actually know how the forces on a plane work, do you believe me? I mean, you might admit it that I have some authority with my degree and, you could just take what I say at face value, but what if you don't know who I am or what I do? That's what many of us try to do with MLM. We say stuff like, just sign up your friends and family and then they do the same. Before long you're quitting your job. All you have to do is share, share, share, that product with people, and it just works. What! Come on now. Let me try to build a bridge with that same example. It starts with a story. When I was little, I used to look at airplanes and just take it for granted that they flew. That's just what they did. My family even flew to Florida for a vacation when I was eight or nine and I didn't even give a thought of how the plane flew. As I grew though, I started to question, I was the kid that asked why to everything. Maybe you were too. I remember the time it clicked though. My mom was driving down the road in our small town, Ohio. We were going about 45 miles per hour, so it was a nice day in the windows were down. Sitting in the front seat. I had my arm rested on the door and the wind felt so nice and even the sound was relaxing. I reached out to feel the wind I made my hand flat to slice into the wind and I rotated my hand to lift my arm up as the air force it up and the other way to make it go down. It was just like a wing on a plane. Of course, I became a plane in my head, zooming through the air as we drove down the road, but I still had a few questions like how does the wing hold up the whole plane? I didn't get that answer until a few years later. I saw a picture of a Boeing 777 being tested at the factory and that's a pretty big passenger plane. They had it hanging on wires from the ceiling attached, all along the wing and nothing on the middle of the plane or the fuselage. And that's when it hit me. They had to design the plane that way ,so the wings didn't break off. The wings actually supported the entire weight of the plane. I thought. Wow. That was awesome. And engineering is cool, which is why I became an engineer. So while the wind is moving or the plane moving through the air, like a car, it caused the wings to go up and down, lifting the whole plane. So you see what I did there? It was a little different explanation. I stayed away from techno babble. I used a story instead of all those terms I could have used like lift, drag, thrust, Bernoulli's principle, and all those things that you could use as an engineer. But I stayed away from that ,and I laid a foundation that everybody could remember. Like, how many times have you driven in a car when you were little and stuck out your hand? And then, I gave some examples just to introduce that belief. And then once you do that you can move forward. Then you may be used a little techno babble, maybe use the basic principles of flight and you can get into more detail, but only for those who want it. That explanation may have been perfectly fine. Don't technobabble yourself out of a sale. Some people are fine with that quick explanation, that's all they want. And if you keep talking, you'll talk yourself out of it. If they want to know more, they'll ask and then you can continue to walk them along that bridge, that epiphany bridge. That's what I did in my first two podcasts. I gave an origin story. I had to tell you where I was before I could get you to join me in my journey. And hopefully you're starting to follow along and seeing the things that I see. You're seeing, the things that I see. You don't have to say all the right things to be good in MLM. That's what I'm trying to get across here. But you do have to get good at telling stories. That's all it is. Telling stories to change beliefs. If you're not getting the results you want, tell different stories. Cut back on that techno babble. Become an MLM rocket scientist. What I mean is imagine you know all this highly technical stuff. Maybe you do in whatever job or whatever vocation you're in. Even stay at home moms know some things that I don't about all those little doodads and things that help with kids. Just imagine that you know more than somebody else. You don't want to drown them in technical details. When people ask me what I do, I don't tell them right away. No, I give this little explanation on what I do and if they ask more, I build on it. I don't immediately start talking about computational fluid dynamics and aerodynamics of the plane and all these things. Yeah, that's what I do, but nobody knows what that is until you build the bridge to it. Don't be a salesman. I don't try to sell to sell rocket science to people when they ask me or aerospace engineering. No, it's not about sales, it's about a connection. And you do that through stories. So if you apply that kind of principle to Mlm, telling people stories, bringing them along, making that connection, the sales happen and after we get good at that, we automate it. That's the rocket science and that's the fun part that really clicked with me a few years ago. This whole thing is about creating a story machine that can be played over and over to as many people as possible, but you have to build the foundation first. That's what we're going to get into in the future podcasts. Okay. I want to keep these short. I'm not going to babble on until everybody gets tired of me. But if you want to check out my blueprint, head on over to rocketsciencemlm.com and we'll have a quick free pdf that outlines what I'm doing and eventually we'll be able to follow along and I'll go through it. Plus if you stick around, what's going on in this podcast is we're going to build a better vehicle. We're going to get better together with this whole MLM thing and telling stories is just a small piece. So practice that story telling. Bring people across bridges, and then we'll catch up next time with the next tip, and I'll see you guys later.