Business Success: 2 Key Factors You Must Have to Succeed

Business leaders transfer emotion. If you can’t get someone excited, if you don’t have certainty in yourself or the business, don’t expect anyone to get excited or trust what you have to say.

Business Success: The 2 Key Factors You Must Have to Succeed

Today, we’re going to talk about the two biggest missing elements for you to go out and crush it in your business.

The first element that’s missing from you is fire.

What I’ve learned years and years ago is people are not motivated by the depth of your logic. They’re motivated by you being able to stir something up inside them.

The challenge for me was I spent so long thinking of all the logical reasons why my network marketing company or my products in my company were going to be of huge value to someone else, and there’s nothing wrong with logic, but people buy primarily based on emotion.

Then it is backed up with logic.

You need to have some logic in your presentation. You need to have some logic if you’re talking about your products and services, your business, and the system that you follow.

It’s okay to have that, but if your primary is logic, you’re going to struggle for a long period of time.

You’re going to be like I was, banging your head against the wall for five long and painful years wondering why the hell you can’t get your business going.

I was always in my head, but when you can get out of your head and come from your heart and get excited, truly passionate about what you’re doing, you’re going to find that people are drawn to that.

If you look at the great leaders of the world, it wasn’t because they wowed people with their logic. It was because they wowed people with their emotion, with their passion, with their faith, with promoting a vision that was much bigger than what most people were used to talking about.

Ignorance on Fire

I will tell you ignorance on fire is a million times better than knowledge on ice.

If I had to take someone who is brand new to my company and knew almost nothing, who barely even knew the name of the company, but they were absolutely on fire, willing to go take massive action versus someone who had been in my company for the last five years, and memorized the policies and procedures, knew the compensation plan up and down, knew the product up and down, but they approached people with a logical manner, being calm cool and collected, guess who I’m going to take?

I’m going to take the brand new idiot over the genius every single time. Why?

People are moved based on emotion.

Read a book by Daniel Goleman called Primal Leadership.

I will admit I’ve only read about the first third of the book because it gets overly analytical and I start tuning out. I keeping saying I’ll come back to the book later which I never do, but what it says is that great leaders have the ability to transfer emotion to other people.

Great Business Leaders Transfer Emotion

If we know great leaders transfer emotion, what do bad leaders do? They don’t transfer any emotion.

You’ve got to get more excited than more logical.

What you’re missing in your business is fire. You’re missing the excitement. People aren’t feeling your message and if people don’t feel your message, they don’t take heart to it and it’s in one ear and out the other.

We are bombarded with data coming in on a daily basis, constantly on our phones.

The average person unlocks their phone over 100 times a day.

They’re going to Instagram 84 times, going to Facebook 73 times, and looking at Snapchat and Twitter. They’ve got text messages coming in.

We’re bombarded with all this information.

What is it about you that’s going to allow you to stand out above all of the noise?

You’ve Got to Have Some Fire.

If you have no fire, you just blend in. You’re average and people don’t pay attention or listen.

Many years ago, I was involved in a network marketing company and had a guy join my team. On his first night, he sponsored 18 people.

How did he do it?

He heard about the company in the afternoon, got excited, and didn’t know what to do.

So, he called a bunch of people and said, “Hey, I need you to be at my house at 7 o’clock tonight. It’s important.” And he hung up on them.

That Was His Invite.

I’m not telling you to do that invite but this is what he did.

He didn’t know what to do or what to say.

26 out of 26 showed up at his house and 18 enrolled that same night.

He barely knew the name of the company and didn’t understand how everything worked. He just attracted a ton of people because he was on fire.

Over the last 24 years, building an organization that has grown to over a million customers around the world, lots and lots of people who’ve achieved financial freedom, it amazes me that there are so many incredibly brilliant people who get involved, and they try over and over again, but can’t seem to make it work.

When you look at them, there’s no fire.

Then you got people who are not very smart, who don’t understand jack shit, and they go out and they crush it and they build a big business.

You obviously need to know how your compensation plan works and how your product works. I’m not saying don’t learn all that. I’m just saying don’t wait to take massive action.

You don’t need all of those to get it stirred up.

You Need Certainty & Confidence in Business

The second biggest element missing for most people is certainly.

If you have no certainty, you can’t expect other people to follow you.

There’s a rule in leadership that says, “Leaders will only follow other leaders that they perceive are at a higher level of leadership than themselves”

One of the biggest elements of leadership is certainty and confidence.

If you don’t have certainty in yourself, you cannot expect anyone else to have certainty in you.

If you don’t have absolute certainty in your company or product, you can’t expect anyone else to have any amount of certainty in those things.

You need to have certainty in the person that you’re showing your business to you. Otherwise, don’t expect them to have certainty about themselves.

Certainty and leadership is something that people follow.

You’ve got to have certainty in you and your products, certainly in the company and in the person that you’re showing it to.

It takes just as much energy to be certain as it does to be uncertain.

I’m not saying fake it till you make it, but if you don’t have certainty in your product, maybe you should either not be selling your product or get the certainty.

If you don’t have certainty in yourself, that’s probably the biggest area where you need to fake it.

You’ve got to tell yourself that you are certain you’re going to win.

Great Business Leaders Transfer Greatness

I had the top rank in my company when I joined my current company because I had absolute certainty. There was zero doubt that I would hit the top rank.

There wasn’t an ounce of doubt that I would help many other people hit the top rank.

When I sit down with someone, I’m able to share with them with total certainty that they, too, feel that certainty.

I said great leaders have the ability to transfer emotion, so you need to transfer a fire, but you also need to transfer certainty.

Have you ever had someone who is just over the top ‘hype-y’? And you’re like, “Oh, God. You’re too much.”

I had a guy join my team a few years ago and this guy was too much.

He Was Just Bouncing Off the Freaking Wall

He wasn’t shy at all. We meet with prospects and he loaded them up and I felt weird.

I’m certain and I’m on fire but this guy was one a completely different level.

He was so cheesy. He’s so certain. He was so on fire. It was almost like a turnoff for me.

The weird thing was I was feeling uncomfortable because of his hype but the people that he was showing it to, they got excited.

This guy was enrolling more than not enrolling.

He was brand new and hardly knew anything. He was crazy excited and people followed him.

You’re going to have to back up that certainty and excitement with some knowledge.

You’re going to have to get some product knowledge, get some knowledge on the compensation plan, you need to get all that, but the bottom line is for me, that was an incredible lesson that ignorance on fire is a million times better than knowledge on ice.

Let’s Go Back

Almost 20 years ago, I call my buddy. We’ll call him John.

I’m pitching John and I had all of the logical points about my company and why he should join, why it was so great. He’s like, “Eh, I don’t think it’s right for me.”

Cool. I’m onto the next one. It’s just how it works. Not everyone is going to say yes so I moved on.

Then I enroll this guy Dave.

Dave is an example of “ignorance on fire”. He was filled with certainly, excitement, and is over the top.

Dave goes, “We’re going to call this person and this person. Let’s call John.”

I go, “Oh, I already called John.” Dave didn’t care.

He’s like, “Well, let’s call him again.”

I’m thinking, “Oh my gosh. I’ve already called John. I don’t want to beat him up. It’s weird. He rejected me. I don’t want to go chase people and all this.”

The Call

We called John and Dave gets on the phone and starts sharing his excitement, talking about how big it’s going to be and we’re going to travel around the world. He was just on fire. No logic at all.

I knew all about the company and he knew nothing. He was brand new.

John goes, “Wow! I didn’t realize it was like this. I’m in.”

I’m like… Oh my God. I shared so much knowledge with him. I gave him all of this brilliant stuff and he didn’t join. Dave calls him with nothing but fire and certainty and excitement and he freakin’ joins

What’s the lesson here?

You need fire and certainty.

Get on fire and people will come from miles away to watch you burn.

If you want some advanced training on leadership, feel free to hop over to LeadwithMatt.com and you’ll get some strategies on becoming a powerful leader and attracting powerful leaders.

If you’d like to learn how about how to set goals that will get you motivated, check out this blog post.