- I have a whole library of his work.
Like, I study Bruce Lee.
Like it's an objection,
"Let me think about it."
"What do you need to think about?"
Boom, right?
Let's say they say let's do a quick role play, okay?
Cause it's easier to demonstrate.
- So I'm curious
I'm gonna ask you two questions here at the same time.
One, what did the practice of martial arts teach you?
And the second, you know, on the topic
of Bruce Lee, essentially, he mentored you right,
from a distance.
- Yes he did.
- And that is very common today where people are tuned
into other people's social media platforms
like yourself Dan, and they're being mentored by you.
So my two questions are one,
what did you learn
from the practice of martial arts
and number two, what did you learn from Bruce Lee?
- Wow, okay, that's a big question.
First of all, I'm a huge fan of Bruce Lee, obviously.
And I've actually studied
under two of Bruce Lee's original students
Sifu Ted Wong and Sifu Joe Lewis.
Both are Bruce Lee's original students.
So, and when I say I'm a big fan of Bruce Lee
I don't mean like I just watch his movies,
I mean, I have a whole library of his work.
Like I study Bruce Lee.
Like I really study Bruce Lee.
So, how he has impact my life,
tremendously his philosophies
because we will think
as an actor, he's actually, he's a philosopher.
He's an artist, right?
Martial artists. - Yeah.
- Not just a fighter.
And I see what I do.
I hear people talk about entrepreneurship.
Now, Matt he's my definition of an entrepreneur.
And I believe an entrepreneur is an artist in commerce.
- Now, what do you mean by that?
- Meaning that we use our skills.
We turn our vision into reality.
Some people like to paint.
Business is our art form.
- Okay.
- We takes an idea,
we put together the people, we turn it into reality
and we turn something from nothing to something, right?
So that's an art form.
That's why I say entrepreneur is an artist.
In commerce, okay, lemme give you a perfect example.
Okay, I'm going to give you a perfect example.
Let's say, talk about in sales, okay?
In sales, you have,
one of the most common objections you hear is,
let me think about it, I'll get back to you.
- Yep - Have you heard
of that before, right?
- Who has and who hasn't. - Right?
You talk to the prospect.
They're like, hey man, Matt, love what you do.
Let me think about it.
I'll get back to you.
Now in martial arts so in sales, a lot
of people that they talk about handling objections, right?
A prospect throws an objection at you.
You're gonna somehow say something
to you handle the objection, right?
In martial art it's the same.
I make a room, you can see me, okay?
I'll demonstrate.
- So you perfect.
- Okay so someone throws an objection at you.
So think of that as a strike.
So we will do example, most salespeople they would block
and then they would counter, right?
It's an objection.
Let me think about it.
What do you need to think about boom, right?
- Yeah.
- That's a very typical traditional martial art.
Now, Bruce Lee's martial art, on the other hand, JKD stands
for the way of the intercepting fist.
Meaning Bruce didn't believe in blocking.
Because from his perspective, blocking you're too reactive.
When someone's I want to think about, ooh, it's too slow.
He believes in intercepting meaning to preempt the strike.
So if, instead of me blocking
and then attacking someone wants to attack
I just intercept.
- So it's essentially seeing the step ahead
or being a step ahead.
- So tech sales.
So instead of way to the very end, your prospect says
I wanna think about it, right?
So here's what I would do.
Let's do a quick role play, okay?
Cause it's easier to demonstrate.
So Matt, pretend I'm a closer, you're my prospect, okay?
We're five minutes into the conversation,
before I say something, I'll say something like this
I'm gonna preempt the whole thing.
I say, hey Matt, before I get
into how I could help you solve your problems
I can help your company.
Can we make a simple agreement?
- [Matt] Sure.
- By the end of our conversation
you could say three things to me.
First thing you could say is,
yes, that you think is a good fit
that we're gonna move forward,
you know work together, okay?
And that's good we're gonna work together.
The second thing you could say is no.
And I want you to know it's perfectly okay to say no, okay?
If you don't think it's good for yourself okay.
Don't worry about that.
The third thing that you could say to me
but I don't want you to, is I wanna think about it
because usually from my experience, when someone says
I wanna think about to me what they mean is no
I'll rather just tell me no, is definitely.
- Yeah.
Yeah hundred percent.
- That's a preempt.
So now we will not get to the end of the conversation
and you would say, I wanna think about it
'cause I've already made agreement with you.
Five minutes into the conversation.
you're gonna say yes
or you're gonna say, no.
- I love that.
- You see, that's a preempt.
So that's how I took a martial art philosophy
and applied it in business.
I can show you a hundred other examples
but that's one of those.