- Don't listen to anybody's fucking dialogue but your own.
(upbeat guitar riff)
- Hey welcome to the Tom Ferry show.
I'm super excited to introduce you to
my good friend David Goggins.
If you've heard that name you know
it's synonymous with the guy that broke
the world records for pull ups, who's really
about facing your fears, getting mentally,
physically, and emotionally tougher.
So that you can not only battle the demons of the past,
but you can look forward into the future
and be absolutely dominant.
In your business, and in your life.
I can't wait to get your feedback on this show, enjoy.
- Give them a little insight on what that meant for you
to just go through all of that.
Because those parts of the chapters also were insane.
- Right, so...
- Right, the detail.
- I'm the only person in the history of the military
who has ever gone through air force tactical
air control party training, army ranger school
as an army man in three whole weeks.
- Yeah.
- So, the only person ever to do that,
but the reason why I did it was because
when I was a young kid I considered myself very weak.
Very weak, and as I started developing this
indestructible mental tool box.
- Yeah, yeah.
- Because what I realized was the things I was
most afraid of, I cowered from, I had to
start facing these things, and becoming an expert
at the things I feared the most.
- Yeah.
- I was afraid of my whole mind.
My mind would get off on these crazy places of woe is me.
My internal conversation wasn't great,
so I had to start mastering it.
Once I started mastering it, the horrible place
I was at, I was literally, I considered myself
the worst person ever alive.
That was my conversation, but once I started
mastering my own life, I started realizing:
my god man, this was in me?
- Yep.
I was a 300 pound fat guy, now I'm 181 pounds
or 90 pounds, whatever it was.
I'm going to go through all these hell weeks
so I started realizing the capabilities
of the human soul and the human mind.
- Yeah.
- So I started to examine it more and more.
So, we have a theorist and we have a practitioner.
The theorist is a person that's going to sit back
and read books from a library that someone else wrote.
They become real smart about someone else wrote, okay?
A practitioner is a man, is me.
I put myself in hell, lived in it for a long time
and figured out how the human mind works while suffering.
- Yes, yes, yeah. - While in pain, while in misery.
And that's how I wrote my book.
- Yeah.
- I'm going to tell you exactly what your mind is thinking.
Most of us don't stay in hell long enough to write the book.
- Yeah.
- I stayed in long enough to write it and finish the book.
- Okay so I just gotta say, for you watching right now,
I want you to think about what David just said.
Like a lot of our clients right now,
this is actually one of the questions I want to ask you is:
A lot of our clients are dealing with a changing market
a changing real estate environment - Right.
Right, and there's people that are watching this
that are entrepreneurs and salespeople and teenagers.
But you know, their world is changing.
- Right.
- I remember the first time I met you,
you were saying: I had to look in the mirror and say
okay I'm not that smart, roger that
I can do something about it.
- Right.
- I can get educated, right?
I'm not as physically strong as I want to be.
Okay, I can do something about that.
Like, you have this mindset of like: Weakness?
Go out and solve it.
Go put yourself in that.
- Right.
- Could you just speak to the guys and the gals
that are watching this right now that are,
they're afraid to make phone calls.
- Right.
- Like they make a phone call and
someone says yes they make 10 thousand dollars.
- Right.
- You're with me?
And they are candy asses and they're afraid to do it.
- So, I call it in my book here it's called
the accountability mirror.
- Yep.
- But it's called raw accountability.
- Yeah.
- Not just accountability where we find
that nice happy word.
- Yeah.
- If you're fat you look in the mirror
and you say well I eat a little too much.
No you're fucking fat.
- My exoskeleton is larger than yours.
- Right, no, yeah.
- That's the new one right?
- Yeah I mean you cannot say that to yourself,
but see you have to make a list.
- Yeah.
- Of the things that you don't like to do.
This list should be very long.
Like if you don't like making calls.
- Yeah, yep.
- The very first thing you should do
is start making a shit ton of fucking calls.
Because why?
That begins to own you.
- Yes.
- You start to drive yourself this way versus this way.
- Yes.
- But you'll figure out, if you start making
a whole bunch of fucking calls.
If you don't like calling, call a lot.
- Yeah.
- Guess what happens?
- You get over it.
So, what we do a lot is, I've heard
a lot of people say: triple down on this
triple down on most of your strengths.
- Yeah.
- No no no no no.
That works for a lot of things,
but when you're afraid and you don't have the courage.
You have to triple down on your weaknesses.
- Yeah.
- It makes that become where you start to guide yourself.
Okay, I don't like calling?
Today I'm making 100 calls.
- Yeah.
- I'm going to dial 100 times.
- Say that one more time.
Everybody talks about triple down on your strengths, right?
- Right.
- Play to your strengths,
- Right.
- There's a million books on that.
- Yes.
- And the way I heard it was like,
what you fear is going to own you more than
the power of your strengths.
So you've gotta attack, I mean did I get it the right way?
- Yeah so that's 100 percent true.
So I have my book here but what happens is
when I was younger a lot of things in society
made this big world of all these endless
fucking possibilities, endless possibilities,
my life made my possibilities this fucking big.
- Yep.
- Because it made me afraid of all these different things.
- Yeah.
- So, all of this stuff trapped in my mind
it shackled my brain, it made me a prisoner in my own self.
Saying this is all I can do, because why?
I'm afraid of this, I'm insecure over here,
I got self doubt over here, back behind me
good lord who knows what's behind me
I'm not gonna look behind me.
So your life is this bit, versus it being like
I can do all this shit out here if I start
to break down all of these different walls and barriers.
And that's when I started realizing,
I could become a Navy Seal.
I could become this, but I was afraid of the water.
Think about this,
- I know.
- Why the fuck are you going to go and be
a Navy Seal, when all you do is play in the water.
- Yeah.
- And we don't play, we're in it and we're living in it,
- You're tying knots, you're swimming in it for miles.
- That's right, the ocean is unforgiving.
- Yeah, yeah yeah yeah.
- So in my mind it's, I'm going to go be a Navy Seal.
- Yeah.
- If I didn't face that fear, no one would ever know me.
I was number three behind Michelle Obama for a long time,
until my book sold out.
- Yeah.
- And I was a guy just 21 years ago,
who was 300 pounds, could barely read and write,
and now I have a book just two spots behind Michelle Obama.
- Yeah.
- Guess why?
- Hopefully we get it above today.
- Right, just because I was afraid.
- Yeah.
- But you overcome those fears, guess what happens?
The whole world, you unlock this door
and everything opens back up again.
- You said, and I want to say this was
one of the first times we met.
We were sitting backstage at the summit,
- Yep.
- You were in the face of my sun,
like you were like: look man when I was a Navy Seal
like you had to kick down doors, and you knew
there could be people on the other end
of that door with a gun.
And if you weren't willing to do that,
you're in the wrong game.
- That's right.
- Like if that sort of metaphor for life.
There's so many people that are just
afraid of the other side of the door,
so they just look the other direction.
- Right.
- So I want to, I actually wrote this down for you.
I actually said, in my mind one of the things that
makes you just a genius.
- Right.
- And I don't use that word lightly, right?
- Right.
- I mean there's a lot of different kinds of intelligence
you are a genius in my opinion.
You took what could've been the most tragic story
and reforged it into one of the
most extraordinary identities.
- Right.
- Like, what you believe about yourself,
how you view yourself, and how you act.
Somebody's watching this right now David,
and they identify themselves as a fat person,
as a lazy person, who doesn't follow through.
What advice do you have for that person
to reshape their identity?
- So that person was me.
Everything you just mentioned was me.
I made a thousand dollars a month,
300 pounds, I can't do any of this stuff.
- Yeah.
- These people are better than me.
- Yeah.
- So the first thing is, that's the first big
problem right there.
The first big problem is that you have,
you know, a lot of people above you.
- Yeah.
- Put no one above you.
- Yeah.
- No one.
If you believe in something...
- Say that again, say that again
because that's, you know, but you know
but but the man, the people that make more money,
the people that are better looking,
the ones that are on social media and
they're so good at this.
- I put God above me, and besides that
there's no one better than me.
- You got it.
- You have to become an equal, so this is how I look at it.
If you're playing, and I talked about it
at your conference, if you're playing
Roger Federer before you get on the court,
with Roger Federer.
He's the best of all time.
But you're also a professional tennis player man
you're forgetting your own fucking resume.
- Yep.
- So once you get on the court,
that's not even...
It's a grand slam.
It's five sets, hopefully, if you can
go the distance with this guy.
- Yep, yep.
- But before you even bounce the ball to serve it,
you're down two sets, because why?
You look across and you're playing
fucking Roger Federer, but guess what?
If you get a good shot on Roger Federer
in the third set, and you realize
I can play with this motherfucker.
- Yeah.
- But it's too late, you gave up two sets
before you got on the court, you gotta
stop giving up two fucking sets before the game begins.
And we do that already we give two sets
before the game begins, so I'd learn that real quick.
I saw these Navy Seals before I became one,
my God they're better than me.
- Yep.
- They're better than me, I gave up a hundred sets
and I had to work up to realize, these are human beings
with the same shit I have.
Yeah there's some people who run faster, swim better,
but mentality is mentality.
- Yeah.
- Just know you're not going to outwork me
so I'm going to catch up somewhere.
- Yep.
- So that being said, I used all that 300 pound man,
that fat guy, that dumb guy, and people say
why do you say dumb?
You have to be real with your fucking self.
- Yeah you've gotta be raw, you've gotta be raw.
- If you're not smart you're fucking dumb
but you can become smart.
- Yep, yep.
- You can become smart.
It's not a permanent tag, you're dumb forever,
you're fat forever, no.
- Yep, yep.
- Be raw, don't find the cushy word.
So what I did with all this stuff is I realized
okay here it is, this is what you are David.
But now check this out, and this is
what's funny about this, this is not a lie
because I don't bullshit.
I used to bullshit all the time but
I don't give a fuck who likes me.
This book right here, I sat back
when I was 300 pounds so my strength was this.
- And you put the fat David right there
on the cover man,
- Oh yeah, fat David is right behind me.
- which I totally love.
- Oh yeah he's right behind me
that fat David is right behind me.
- Yeah, yeah.
- So this was funny, I swear to God on this,
when I sat back and I was like my God
I'm able to visualize years beyond where I'm at right now.
- Uh huh.
- How are you going to feel if you pull this off?
When I got the idea to become a Navy Seal,
at 300 pounds, hate the water, can't run
down the fucking block, horrible.
And I put everything on that.
My whole life I'm going to be a Navy Seal,
come hell or high water.
- Yep.
- Who does that?
- Yeah.
- The hardest thing where I'm going to put on that...
- But I hope everyone watching this,
- Exactly!
- commits to something like that!
- You've gotta commit to it!
- You've gotta commit.
- You've gotta put everything on yourself.
- Yeah.
- Which is why I self published.
- Yeah.
- And that's why I'm like I'm so glad
it's number three behind Michelle Obama,
because guess what?
Everybody, here you go I self published.
- Every publishing company on the planet
right now is very pissed.
- Is very upset.
Well, I turned down a 300 thousand dollar offer.
Because I was like, I'm better than that.
- Yeah.
- But anyways the power of it all, was,
could you guys sit back and be able to imagine
- Mm hm.
- Where you wanna be, like that's the power.
If I can pull this off, what kind of story have
I just created?
- Yeah.
- And that's what I did.
I created a story.
- Yeah, what's the better story
oh I was always afraid to make phone calls,
and I'm just using that.
- No, it's true though.
- I'm afraid to practice, I'm afraid to
you know, to go out and knock on doors,
to try something new, right?
It's that whole, you know, we'd always talk
fixed mind set, growth mind set
- That's right.
- and all that stuff.
But let me go deep with you...
- Let me say one thing, please.
- Yeah, well of course!
- It's funny you talked about that.
I worked with a guy, who was in a business
like this for five years.
- Yep, yeah.
- I'm not going to mention his name.
He called me up five years ago and said
I want you to work with me.
- Yep.
- His job, a big day for them, was
if you had five meetings and 40 calls.
- Yep.
- 40 dials that was like according to their
big business plan, that was a day.
- Yeah.
- He said I want to make more money, all this shit
is just like you know bogging me down.
I said this is your fucking day?
Five meetings and 40 fucking calls?
- Do you start at 10 and end at four?
- Yeah!
And this company you work for says that this is a great day?
- Yeah.
- This is what we want?
- I had this guy, no shit, one day he made
a thousand cold calls and had seven fucking meetings.
- Yeah.
- So his new norm, which has now the company are like
how did you become, he made a hundred thousand
went to making six hundred thousand dollars
in three years.
- Yeah.
- That's the jump he had.
Just because his mindset changed
because the company put this shit,
- This label.
this is what is a good day.
A good day is 40 calls, five fucking meetings.
That's a fucking bullshit day because
you're comparing yourself with mediocre people.
Do not run with mediocre people.
- Bingo.
- I'm gonna just tell you how to beat these
mediocre people, this is your new 300 dials
and eight fucking meetings.
- Yeah.
- And his whole world changed.
- Now 300 calls?
That's just another day.
- Yeah.
- So it's just the mindset change
where, don't look at something
like for instance hell week.
When you get to Wednesday, of hell week you're broken.
So everybody on Wednesday...
- Well give em context,
- So okay,
- you've got 72 hours without sleep,
- We're talking 130 hours of training,
- Yeah.
- It starts on Sunday, ends on Friday,
and on Wednesday, you're almost done.
Half way through,
- Yeah.
- So everybody on Wednesday they hear this.
Because Wednesday is like man, you're so tired and done.
- Mm hm.
- So that becomes your new norm!
- Yep.
- No!
- You're cruising into Wednesday
getting ready to feel tired when you don't even know why?
- Becomes someone told you to feel tired.
- Bingo.
- So for me I was like, hang on a second.
I started studying my mind a whole bunch
while growing up, facing these things.
Don't listen to anybody's fucking dialogue but your own.
- Yeah.
- They're tired, they're not you.
- Yeah.
- So it's just all about, it's just
your mind has a tactical advantage over you at all times.
It knows your weaknesses, it knows your strengths
and it will guide you into your nice comfort zone.
- Yeah.
- We have to reprogram our minds to get like
a different vantage point.
- Mm hm.
- So that you know how to be in charge of yourself
versus your mind being in charge of you.
- Yep.
Keepin' it simple, keepin' it real my man.
Hey, it's coach Tom Ferry.
Have you been considering hiring a coach?
If so, click the link below and check out what we do.
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