Mind Targeting

Okay. Welcome to Mind Targeting, the secret mind strategy used by top achievers and I'm going to invite you if you have anyone else in your household or any staff maybe who is really, really ambitious and a real go-getter and wants to make a big transformation in the level of results they are getting, share this training with them because I'm going to be sharing with you today something really, really special and something which has had probably the biggest impact on my life by understanding this and the need to get over the dam. And I'll explain why by telling a few stories.

So what we're going to do is, we're going to cover very quickly why traditional thinking fails and I'm going to give you the theory and then I'm going to give you a simple exercise at the end used by Jack Nicolas. Jack Nicolas, as you probably know, I think he won 18 majors, more than any other golfer in history, doesn't look like Tiger's going to catch him, and he used exactly what I'm going to show you today every time he hit a golf ball because it's so powerful.

Okay, so what I've often said is, look, success as an architect or success in anything in life, this is more than just architect what I'm going to cover today. It's more than just about being a successful architect in business. It's going to be about being a success in anything, but obviously we're going to focus in on architecture. But to be successful as an architect, you need a strategy for getting clients, you need to take action on it, and then there's the one most people miss, is you need the right mindset for it too because I see a lot of people, we give them the strategy, they take action, maybe not as well as I want them to, but they do take action, and they don't necessarily get the results and it's because they are missing this final piece here. The mindset, like so, so important.

So, I'll tell you a little story. Just kind of the backstory on how I got to this thing. I was living at my grandmother's house. I was at university, maybe my second year or maybe my first, can't quite remember. My brother had burned our family house down so I was staying at my grandmother's, which was close to the university anyway and it wasn't burned, right? And I was a C student really, I was passing, I got the odd B, but in this one subject, commercial law, I was getting C's. It was quite a difficult one it was quite tricky. But after a while I'd try really hard, try really hard and get a C, try really hard, get a C, try really hard, get a C+. I started to see myself as a C student, which C student is okay, you're passing, you can get your degree. But it used to bug me.

And then my uncle went to a course that was being run by a guy called John Kehoe. It was called Mind Power and it was free to go at the town hall. So I went to the free one and he was selling a course for $500 and I couldn't afford that, but my uncle went. And what he did was he took really good notes and if you missed a session, this guy John Kehoe would give you a tape so you could listen to it. There was something like six sessions. Anyway, my uncle one way or another ended up rounding up six tapes, recording them all, giving them to me. So this was his whole course on tapes.

So, I studied them and I listened to every single one and basically his message was, "Go on, visualize what you want, roe." It was a bit more than that, but that was basically the message. Work out what you want, visualize yourself having it. And so I thought, "I'm going to give this a go." So, I thought I'll test this out. I knew the mind was really powerful but I didn't really have a method for tapping into it. So, I thought what I'll do is I'll imagine myself getting a B+ for this commercial law paper and I visualized it every day. I just visualized myself getting a B+ and getting my paper back and feeling like I earned a B+ and all that type of stuff.

Anyway, a lot of time went on. It was a long time between having set the example and getting the paper back and I kind of forgot about it. And I got the paper back and I got a B+. And I thought, "Oh, my goodness! A B+, how awesome. This is out of the blue." And I go, "Oh, yeah. I visualize getting a B+ every day for about a month. I wonder if that has anything to do with it?" And the honest answer is, "Well, possibly, but I'm not quite sure." So, I throw out, "It's good enough to try. Let me try it on something else. So, what else can I visualize?" And at the time I was a sportsman and I was playing the sport of cricket and I was playing club cricket, but I was desperately hungry and so I had the strategy, I knew what to do, fitness was okay, I was putting the work effort, I didn't lack for motivation, but I wasn't going any higher. I was just playing club cricket.

And I remember my uncle one day saying to me, "You are going to have to accept that being club cricketer is the highest ever you'll ever play." And that was like a dagger in my heart. I desperately wanted to play at representative level. And so I start to visualize being a representative player for the next season. Now this was over the winter when I started this visualization thing and I started to do it and I couldn't. It was kind of hard to imagine making the rep team because I hadn't made anything else. I was the guy that didn't make anything basically. And I just visualized. I saw myself being there again and again and again and after about 20 or 30 days, a funny thing starts to happen when you visualize something again and again and again for about 20 to 30 days and that is a new habit of thinking forms. And I know this now because I've done it on so many different things.

But to start with you can't believe it so you just sort of force yourself to see whatever it is you want. And then after a while it becomes natural and you start to see yourself that way and you start to accept it and when you're forcing yourself to see yourself as something that you really don't see yourself as being, it's kind of hard work, but it's in your head, you're doing it in your head. After about 20 or 30 days a pattern starts to form and you form a habit. And then it goes into your stomach and you just kind of feel your confidence goes through the roof for some reason. You just know it's going to happen. And so that summer I did become a representative player and it was amazing and i thought, "Wow!" I'd come from out of the blue, no one expected me to make representative team, which was Canterbury. Okay, so we played six provinces in New Zealand and they played a provincial tournament, it's like interstate, and they would play each other. And that's one level below playing international cricket. The best players from the representative competition would then get selected for the international.

So I thought, "Well, if it worked for this, and I'm pretty sure it was the visualization, why don't I visualize being an international player?" And I did and the next year I was. So I had gone from club player, who was a struggling club player. I wasn't selected in the Canterbury B team, I wasn't selected in the emerging players team, I wasn't selected in the promising players or anything like that. I was just a club player. Two years later I'm playing international cricket against ... If you're in America it wouldn't make much difference, but the Aussies and Kiwis, Allen Border and Dean Jones and Greg McDermott, these famous player that if you know cricket, you know exactly who they are. They're household names and here was I with them having visualized myself being there. Okay?

Then I went into sales some years later and I was struggling away earning $50,000 a month and my boss came in to me one day and he said, 'Oh, you know you're problem is-" He's been to an NLP course and he said, "Your problem is you see yourself as a $50,000 a year salesperson. You should see yourself as a $100,000 a year." That was as simple as it was for him. But I knew it because I'd already done this, right? When I was a struggling sportsman, I saw myself as a struggling sportsman, then I trained myself to see myself as a representative and then an international player. I trained myself to think that way. So I knew it immediately when he said this and I thought, "Oh, yeah. I really need to see myself as a $100,000 a month salesperson."

And then I thought about it for a couple of days and thought $100,000 a month, the highest I'd ever sold in a month, this is selling photocopies, was 87. I could see myself doing 100 anyway. What I have to do is visualize myself doing something bigger that if I hit it, it's so big that I knew it was because the mental exercise I was doing. So I said, "All right, what about 150?" And I go, "Nah, let's go bigger." My budget per month was 50 and the highest I'd ever hit was 87, so I visualized 200 and there was one guy in our company called Jean Claude, what was his name? Jean Paul Winkle and he was the legend. He was number one in the country. And one month he'd done 200,000 and we all thought he was just a god. Sold 200,000, that's four months worth of budget in a single month. And so I'm going to visualize 200,000 per month.

So I did it again, I visualized every single day. And to start with once again, "Oh, I still see myself as a 50,000." So I had to force myself and after about 20 or 30 days, boom, it goes into my stomach. I start to feel, I can feel the 200,000. I can feel myself. I can see myself. I know what I would say and it became a habit of thinking like a $200,000 per month salesperson. Does this make sense? Have you ever done anything like this before? But anyway, I just knew it was going to come and I remember my boss coming up and he would often stand out in the storehouse and have a cigarette and he would take you out there for a chat. And he was smoking away one day and he said, "You're numbers aren't very good, Richard." And I said, "Watch this. Don't worry about that. You just watch this space." And he laughed and walked off and thought, "Oh, who do I think I am? Watch this space." What do I mean? My numbers are low. But I just knew something was coming. I could feel it. I could sense it, right?

And I'm going to give you the technique I used in about 15 minutes, but you've got to listen to the story because if you don't know, if I don't give you a roadmap for how this feels and looks like to walk through, I just think it will help you to hear my story. So, anyway, and it did. I got $200,000 worth of sales in a month. It was unbelievable. 200,000, that's four times my budget and we were commission only so that was a lot of money to earn. Now, what I wasn't counting on was I also did 200 the next month. So, 200 then 200, this was incredible. The next month I had no prospects. I did 30, which was pretty good, it's okay. 30K, no prospect because they are all sold. The following month I did 200,000 again. My whole budget. I'd done my whole budget for the year in the first four months. This guy Jean Paul Winkle was now looking at me thinking, "What is going on down there?" And I was doing over half the budget for the branch. It was unbelievable. There's about seven salespeople. I was doing over half. It was unbelievable.

So, anyway, the boss comes down and says, "What are doing and what can we do to help the other guys? You're doing great, but what about everyone else?" I said, "I should teach them visualization." And he was like, "What?" I said, "Yeah." So, we got all the staff in every morning for a month. I just taught them visualization. I taught them to visualize every month. We'd arrive half an hour early and they all turned up and within three months all of them had had their best ever sales month. Okay?

If you're going to be a champion, if you're going to be a top performer in anything, you've got to think like one first. So, I've got a question for you, what percentage of your success, given you're an architect or whatever else. Maybe you're not an architect. Maybe you're a son or a daughter listening to this, but whatever it is you're trying to achieve, what portion of your success would you attribute to your mindset? You've got to have the skills and you've got to have the fitness and you've got to have the basic chops for whatever it is you're doing, but given you've got that, what percentage of your success comes down to your mindset? Now when I ask this, most people say 80, 90, 100, which is true. It's true, 80 or 90. So, why do we spend so much time on the 20% if it's mechanics? Let's spend some more time ... If you're an architect, you just need to do what we teach you on this course. That's the 20%. Just do it.

But you've also got to get your head in the game as well. You've got to think like a top performing architect. Whatever success is for you. So, if you're going to be a champion, you have to think like one first. Right? You can't afford to think like one's second. So let me explain how this works. Here's how most people do it, and this is what is wrong. They think, "Okay, what are the outcomes I'm currently getting? I'm getting average results. I'm a $50,000 a month salesperson," like me. Okay, and then I go, "What's my mindset? Well, my outcomes are 50,000 therefor I see myself as a $50,000 a month salesperson." Makes sense, right? Common sense. So therefor I make decisions based on being a 50,000 because that's logical, right? And then based on the decisions I make, I take actions of a 50,000 salesperson, which gets me the results. It's kind of a self-fulfilling prophecy, right? That makes sense. That's realistic, isn't it? Yes, it is, but that's the problem.

If you're going to be a champion you have to think like one first so that type of thinking is not thinking like one first. What do we have to do? Well, we have to reverse engineer success. So, notice before I had outcome as number one and that's how most people, they start out with their outcomes and they see themself in that way. Now, what I'm saying is, you choose your mindset first irrespective of the outcomes you're currently getting. So we put a wall up between the results you're getting and your mindset. Okay? You're going to go from being realistic to being unrealistic. What we are going to do is when you set your goal, what I want you to do is, I want your goal to determine your mindset. Okay? So, if on the previous exercise, or the goal setting exercise, you said, "I want to earn," I don't know, "I want to earn $150,000 a year, or "I want to win these type of projects." Great! Then that's what determines your mindset. Not the current results you're getting. Does that make sense? Right. The mindset is, well, the goal is number one, but on this, the goal determines how we think. Okay? Then that influences your decisions, that influences your actions, that influences your results, and that's how it works.

This is how successful people set up their brain. Right? I'm just going to show you the previous one, right? The previous one was ... Where is it? Here it is. They look at their outcomes. They say, "Okay, that's how I see myself. That's my mindset. I'll base my mindset on the results I'm getting." No. No, no, no, no, no. If you're going to be a champion, you've got to think like one first, right? Okay. So, we put up a wall, we choose our goal, and we create a mindset based on the goal we want. Okay? Okay. How do we do that? Let's dig into this.

Obviously, you need to start with your target, right? We've all got a mind, but we don't have a right roadmap for it, so what I'm showing you today is kind of a roadmap for it. I want to go back a wee step and let's say the goal is losing weight. I was a speaker in Tahiti at an insurance broker's conference and I thought, I was going to be there for a week, and I thought, "I wonder if I could lose a couple of kilograms, four or five pounds, while I'm there. I can eat healthy, eat fruit." But what I ended up doing was eating apple pie. I was thinking apples, I ended up eating apple pie. And I thought, "What's going on here?" The problem we have with our brain is the solution. We have an iceberg here, right? And so we see the iceberg and think, "Well, there's the iceberg." But what we don't see is the underneath of it. That's the reality. The iceberg is huge. If we only look at that, we say, "That's not a very big iceberg." Hang on, most of it is below the surface and this is kind of like your mind. All right? There's a small piece above the surface that we kind of see and feel and know. There's a huge bit below the surface.

If that was a metaphor for the mind, what would the bit above the surface be? I can hear you. Go on, give me an answer. What would it be? Conscious mind. Did you say that? You did? Good. Conscious mind. So, what would the big bit below the surface be? Right? Subconscious. Okay? So, if I'm sitting on top, I'm just sitting on this iceberg and I'm trying to paddle to land, and I'm trying to paddle towards land sitting on top of the iceberg above the water, but the current's going the other way, which way am I going to go? Of course I'm going to go the way of the current. No matter how hard I paddle unless there's no current at all. Well, even then. Right? Even then it's probably too big to paddle. So, we've got to influence ... If you're trying to communicate to your mind, which is the bit that's going to have the biggest influence on your mindset? Is it your conscious mind or your subconscious? We know. It's the bit below the surface that we don't really understand very well. We've got to learn how to speak to that part. We're pretty good at speaking to the conscious mind, but we're not very good at moving and influencing the subconscious. Okay? So, we could be consciously paddling left, but if the current's going right we're going to be in trouble.

Okay, so how do you communicate to your subconscious mind? Well, and what happens when you gain control? Amazing things happen when you gain control. Amazing things. Now, here are some of the things, just very quickly. When I train sales teams, the sales teams have phenomenal results when we train them on visualizing and seeing themself as a high performer. I'm not going to go through them all, but these are the average results that I get reported back. I would take big companies through and we'd test them and get them to give me feedback. This is their average feedback for the results they get. It is so worth doing.

Let me give you an example of an exercise I want you to do. I'm going to take you through me as a photocopy salesman just to set the scene and I'll show you what to do a bit later on, but remember I said if you're going to be a champion, you've got to think like one first. Right? Or, if you're going to be a $200,000 a month photocopy salesman, you've got to think like a $200,000 photocopy salesman. If you're going to be an expert in passive house design, you've got to think like an expert in passive house design first. Not when you become one, you've got to think like one first. Okay. If you want to be a modern house, high-end, luxury $3,000,000 plus house designer, you've got to think like one. You've got to become one first. Okay?

So, when I was a photocopy guy doing 50,000 a month, here's kind of what I was like at a 50,000. I was a bit scruffy. I would do a lot of cold calling. I was earning $50,000 per month, so therefor I was thinking, "Well, I'm kind of a $50,000 a month guy." I was sending out proposals and waiting for people to give me answers as to whether they wanted them or not. I was a little bit needy because I needed to find $50,000 worth of sales every single month, right? Then I said, "Okay. If I'm going to be a 200, I'm going to have to change the way I think." And I sat there and think, "If I was already a $200,000 a month salesperson, what would I see?" And here's the kind of things I saw.

I saw myself as being better dressed wearing slightly better clothes, but wearing the clothes better. Take more care about how I was presented. Now, this may not be for you, but this was for me. I saw people calling me. I saw people referring people to me and being more in demand. I didn't see myself doing the cold calling. I saw myself selling $200,000 a month. I saw myself, rather than giving out proposals and waiting for people, I would face to face or on the phone when I was talking to them, I would say, "Okay, let me tell you, it's going to be about this. Does that work? About 350 a month." And the other thing I would do is, I saw myself being a bit more laid back. So, rather than being needy, I saw myself as not really caring one way or the other whether they went with something or not. I present the offer and all that type of stuff, but really gave them the impression. I saw myself as having the mindset that, "I don't need you. I've got plenty on. So, if you want to do it, do it. If you don't, no problem." Real laid back. And ironically, I don't know if she visualized this, but I ended up having a PA. I was doing so much business that the company got a personal assistant for me to process all the orders. So, that was pretty cool.

Okay. So, I'm going to imagine, I know money might not be the thing for you, but let's say you're a $50,000 a year architect and you'd say, "Well, I wonder what it would be like to be a $200,000 a year architect?" So, I'm just going to make some stuff up here just [inaudible 00:22:07]. It may not be $200,000 you want. Maybe it's you want to work on certain type of fulfilling projects that you really love doing. That's fine. Whatever it is. But let's just use the $200,000 metaphor. So, let's say at the moment you think like a $50,000 a year architect and you hope clients accept your fee. You're a little bit nervous when you present the fee, a bit on edge. You feel that clients are a little bit scarce and hard to find. Can you get that feeling? Is that an easy one to feel? You end up following your client's salesperson. What that means is you sort of ask the client what they want or when they want it and basically you follow their lead. Not a good idea, but what most people do. And you'll take anything and you're probably a little bit of a generalist, right?

So, I'm going to imagine I am a $50,000 a year architect who wants to become a 200. So, this may not be you, but this would be me. First thing is, I now see myself as a $200,000 a year architect. That's what I'm earning. $200,000 a year. Okay. I see, rather than me hoping a client will accept my fee, I see myself giving proposals and thinking the client will be lucky if they get me. Notice the shift there? The client will be lucky because I'm really good and if they get me, then they're doing better out of this than I will. They are going to make more money out of their project, because I'm either going to add so much value, so they're going to get resale value, or if they're a developer, they're going to get ... They're going to be lucky. They're the lucky one.

Now, interesting this one, because I'd see, rather than the clients being a scarce resource, there's lots of clients, right? But there's only one of me. So I see me being the scarce resource now. There is only one of me. There's lots of clients. There's only one of me. Subtle difference isn't it? Clients follow my process. "So, Mr. Client, you're interested in checking me out are you? Okay. Well, let me run you through how I operate. Is that all right?" They'll say, "Yeah." "Okay, well here's how we do it. You need to make sure I'm right for you and I need to make sure you're right for me. So, this is the process we use to evaluate each other and make sure we're a good fit. One, two, three, four, five. Does that make sense?" "Yes." "Okay. If that's the case then let's schedule a meeting here, a meeting here, and we'll both able to make a decision whether we both want to move ahead by Thursday of next week. How's that?" "Sounds good."

Ever done that before? Well, you should. Take anything. No, I select clients. I let clients know that I don't take everybody. I am busy and I let them know that I need to check them out and make sure they're a good fit because not everybody is. Right? Because I'm a specialist. I introduce certain types of projects with certain types of clients and the clients have to fit a certain criteria. So I need to check you out, make sure we're a good fit, if we are, great. If we're not, I'll let you know respectfully and I'll point you in the direction of someone who might be a better fit. How does that feel? A little bit different doesn't it? It gives off a completely different vibe than the $50,000 version of Richard who's a bit needy and a bit desperate. Gives off a completely different vibe. I want to be in demand.

Okay. So, visualization, visualization. Right. Do you visualize? You ever visualized? I can't. A lot of people say, "I can't visualize." You already do, right? Daydreams are visualizations. If I sit down and think of a gray elephant sitting on a block fence, shut your eyes and don't think of a gray elephant sitting on a block fence with a little girl with a pink hoodie on. Please don't think of that gray elephant. What do you do? You can't. You think of a gray elephant with a blue sky and little puffy clouds in the background and its tail hanging over the side. Don't think of a gray elephant, but you do. Now here's ... What's the color of the front door at your house? What's the color of the front door at your house? You can give me the answer, right? How can you give me the answer? Well, I'll tell you how you can give me the answer, what you do is you visualize the front door of your house, you look at it, and you go, "Oh, it's this color." And then you tell me. There's the color.

You just visualized it without even thinking. We do this all the time. We visualize things all the time. We don't even know it. So if I said, "Think of yourself. How do you see yourself?" Bang. You'd do a little visualization of yourself, probably unconsciously. You'll see yourself probably as you are and you'll say, "Oh, I'm that type of person." Right? I want you to see yourself, when you do a little visualization, I want you to see yourself as better than you are. I want you to see yourself in line with where you want to be.

Okay, so here's the big thing. If you want to speak to someone in Italian, in Italy, you need to speak Italian, right? If you want to speak to someone in France, you usually need to speak French. If you are speaking to someone in China, what language to you have to speak? No, not Chinese, Cantonese or one of the other ones, right? But you have to speak their language and it's the same with the brain. So, we've got the conscious and the subconscious, right? The conscious understands logic and reason. That's why when we give ourselves logical instructions, it doesn't move the subconscious. The subconscious understand images and emotions. Boom. That's it. It understands pictures. The subconscious thinks in pictures and emotions. Right? That is how we move the iceberg in any direction we want it to go, using images and emotions. That's the language this part of the brain understands, right.

If you look at all great achievers, they kind of know this. The top performers know this. I do know that it's possible to program your brain. It really is. I've done it my whole life. Everything is kind of a brainwashing, I've done it myself. Jim Carey wrote out a check for $10,000,000 to himself when he was a struggling actor and he put a date on it and when that date came up, he had that money in the bank to pay himself. He had visualize all the time having that money in the bank and being a successful actor. All these top people seem to do it, right? Marilyn Monroe used to dream of becoming a star. She's visualizing. Right? Great influences. Madonna talks about this- Not Madonna. Oprah, talks about seeing and visualizing things all the time. When great influences throughout history talk they inspire thousands and millions of people by speaking in pictures, emotional images. "We'll fight them on the beaches and we'll fight them in the air and we'll fight them on the land and a thousand years from now, people will look back and say, 'That was their finest hour.'" He's telling a story. He's getting people to visualize something which isn't happening, but he's getting them to imagine it. He's planting the seed in their brain.

All the great influences throughout history did the same thing. They didn't just give logical answers that affected people at a logical level, they spoke in metaphors and stories and similes and analogies because they want to move them emotionally. They planted images that made them emotional and moved people emotionally, right? They spoke in images, metaphors, analogies, similes, and stories. So much more powerful than just giving people a logical answer or a logical argument. What did he say, Martin Luther King? What did he say? He said, "I have a dream that one day this nation will rise up and live out the true meaning of it's creed." And he tells the story, tells his dream and people sit there and dream along with him. He touches their heart.

This is the secret to architecture. People don't want to buy a logical house or a logical building. They want to buy something which inspires them, which shifts them emotionally, which makes them feel proud or inspired or calm or comfortable or safe. It's emotions we crave. It's not the logical superficial stuff. It's the emotional stuff. Look at the greatest achievers throughout history, they seem to know this stuff, right? Even him. They seem to know it. The top performers, they just dream. They visualize themself being and having what it was I wanted. "Every dream I've ever had has come true a thousand times."

Now this is a good, Elvis- Not Elvis, Arnie. "It's all in the mind. I can remember when nothing accept the belief that my mind was the key to where I wanted to go. When I was very young I visualized myself being and having what it was i wanted. Immediately I never had any doubts about it. The mind's so incredible." He did this. And he said he did this when he went into the movies, he visualized himself being the highest paid actor. He did it when he was Mr. Universe. He became the governor, the Govenator, and now he's back into movies. He just visualized success all the time. And that's why Albert Einstein said, "Imagination is more important than intelligence." And this is the guy that for the 20th century, got the biggest brain box, he was awarded the biggest brain box of the 20th century. And he was saying intelligence isn't the most important thing, it's imagination. Because with imagination we can see anything. We can see ourselves as being and doing anything. Right? These people know it.

Okay. So, I'm going to give you two laws. Subconscious doesn't understand the difference between what is real and what's imagined. Think about this. It doesn't understand the difference between what's real and what's imagined. What do you mean? What I mean is, your conscious mind understands the difference. So, if I said, "You're earning $200,000, your conscious mind would say, "No, I'm not, I'm earning 50." Right? But if you visualize and imagine and see and feel as if you are, then you're subconscious will not pick up that you're not, it'll just see what you're seeing and it'll go, "Okay." And it'll take that feeling onboard and if you rehears it, rehearse it, rehearse it, you're subconscious will automatically think that way. Right?

The second law is, you've got the power to entertain or dismiss any thought. Like, you can see yourself as being a $50,000 a year architect or an architect that does anything that he or she can get, or you can see yourself being a specialist that's in demand earning $200,000. Right? You can imagine whatever you want. Your subconscious will take anything you give it. So, if you're just going to give it what you're giving at the moment, you'll be stuck where you are at the moment. Okay? If you give it what you want and you give it again and again and again and retrain yourself through habit five minutes a day, then your subconscious will be retrained, re-patterned, re-grooved, and reconnected to the level of thinking that you want. If you're going to be a champion, you've got to think like one first. If you want to be a top architect, you've got to think like one first, not when you get there. That's being reactive. I want you to be proactive.

I'm ranting I know, but it's important. Subconscious mind, responds to images and emotions. So, when Ali said, "I wrestled with an alley cat and tussled with a whale, handcuffed lightening, put thunder in jail. I'm so mean I make medicine sick. I shook the world I'm a bad, bad man." Who was he trying to influence to start with? Himself. Who did he end up influencing because he's so hypnotic with his type of image rich emotional language? Who'd he influence? Everybody including his opponents because it's so hypnotic. It's subconscious. Coming up with images and emotions.

So, let's go. We know that successful people visualize. The conscious mind responds to logic. The subconscious responds to emotions and images. Repetition drills in new thinking habits into place, it locks it in. Repetition, repetition, repetition. Same way you learn math. Four times four is what? 16. You didn't think about that, it just came up. Five times five is what? 25. It's drilled in. Right. Drill in seeing yourself as the architect you want to be. Or if you're not an architect, drill in whatever it is you want to happen. Drill it in so when you go five times five, you see what it is, you see the 25. Right? Don't see what you're currently getting, otherwise you'll be stuck there.

Number five, visualize. Visualizations create confidence, focus, resilience, and motivation. Right? You immediately rehearse what you want. Okay. I'm going to show you a quick exercise. Okay. This is it. You ready? This is the exercise. Jack Nicolas. 18 majors. "I've never played a shot in my life without playing it in my mind first." He was a visualizer. "First I see the ball sitting exactly where it is I want it. Then I see the ball flying through the air. Then I see the exact shot to make it all happen." Boom. One, two, three. What's he doing? He's reverse engineering it from where he wants it to be to what has to happen to get there. "Only then would I take the shot." Brilliant. Boom. Winner. Winner, winner, winner, winner, winner, winner, winner. Is that a blueprint for winning at anything though, not just golf? Of course it is. Right? If that structure works for him to win 18 majors, could it work for you just to earn some more money or win some better projects? Is it easier to win a major than it is to win some good projects? Of course it is, but he's just showed you a winning formula. Okay.

So key steps. These are the key steps. I want you to write down who you need to become. Okay. If you are going to be a champion, you've got to think like one first. Okay. Remember? I wrote down here. Let's say 200K is the target. Clients are lucky to have me. Boom, boom, boom. Mop it down. Then rehearse being Mr. In Demand or Mrs. In Demand for five minutes every day. "What? Five minutes every day?" Yes, five minutes every day. You've got to re-pattern your subconscious. That's how you do it. Number three, see Mr. or Mrs. In Demand from notable perspective. So, see yourself ... When I was wanting to play international cricket, I would say, "If I was an international cricketer, what would I be doing on a Friday night?" Well, I think, and it got me going for a run. If I was an international cricketer, I'd be going for a run. "What would I be eating?" Well, I'd be eating this stuff rather than this stuff. Right?

See all sorts of different aspects of being the successful person you want to become. Use a timer. I'm only asking for five minutes a day. Stick a timer on so that you can just go for it for five minutes then you can relax. You've already written it down, so you can just look at your page if you want or if you already know what's there, you just sit there. You don't have to think, "Oh, how much time have I got left?" I used to do that. "How much time have I got left?" Because you'll lose track of time. So, have the timer. 

And five, build on to your daily routine. So, what do I mean there? What I mean is, build it into something you're already doing. The best way to build a new habit is to piggyback it on to an existing habit. Right? It's really hard to start new habits, but let's say you say, "Okay, I'm going to do five minutes of visualization, how do I piggyback it on to something else every day?" Well, do you go to the bathroom every day? Yes. Well you could piggyback it on to going to the bathroom. Right? You won't be interrupted. It's the one place you won't be interrupted. Be a good place to do it. Maybe it's just before you go to bed or maybe it's just as you wake up. You know you're going to be waking up and you know you're going to be going to sleep. Now if you do it before you go to sleep, you might get too excited, so don't do it there I would say.

If you walk a certain route to catch the bus or catch the train, you could do it as I leave the gate, bang, I have one go in England. As soon as I shut the gate, I visualize and it takes me about five minutes to get to the station, and bang, I visualize going through, rehearsing, me being this whatever it was, for five minutes. That's it. So, if you're going to be a champion you've got to think like one first, "I am Mr. In Demand. I said that even before I knew I was." Said by you. Okay. So you are going to rehearse being Mr. or Mrs. In Demand or whatever it is that you want to achieve. You're going to rehearse being that person for five minutes a day.

And you have to go for at least 30 days because you want it to become a habit. I would say, do it for the next year. I promise, you'll get the results. Right? So, really when I say you have to do it for at least 30 days, it only starts when you've done it for 30 days. The power of it only starts when you've done it for 30 days. Okay? So, have a whiteboard marker and just tick them off. So, that's your exercise. I want you to retrain your mind to think like the person that you want to become. To think like the person who has already achieved what you want to achieve. That's it. Go and do it.