Just over 9 months ago, I enrolled in a college lecture called “Foundations of Personal Selling”.

I sat down in the class for the first time, "Wow, this professor knows his shit". 

Each time I went to class, he’d mesmerize the class. 

His speech was cunning.

His energy towards the students was vibrant. 

His charisma gave hope to those with none.

After going to a few classes, I was influenced by this guy. 

I soon went to LinkedIn to see his experience before becoming a professor.

this is what I discovered...

My professor only had 2 years of sales experience. 

Most was from teaching and educating other professors on his curriculum

"Hmm, odd, I almost have a real-life application than this guy and I'm 21 years old".

Without knowing any better I started applying some of his tactics to help sell my ghostwriting 1v1 coaching on a few sales calls.

I had several sales calls where I had the perfect prospect. But when I got on those calls (who were referrals from my current clients, lay-ups), I fell on my face with embarrassment. 

Rather than trying to get to the prospect to take action on the problems he was experiencing, I was playing the role of buddy-buddy nice sales guy.

So I decided to hop on a quick call with my friend Connor Widmaier, a closer at Dickie Bush’s Premium Ghostwriting Academy, who offered me a free consult. 

Connor is an expert at sales. He's closed over a million for PGA and has helped me a ton throughout my sales journey. You can check out his X profile Here. During the call, I brought up my struggles and how most of the advice I’d been implementing was from my university sales professor.

“No one who’s ever closed 7-figures selling has ever used SPIN, it was a concept made for universities that’s based on relationship theory”. 

think for yourself or die... 

Looking back on it, I could care less about closing the sale, the lesson I’m interested in learning is blindly accepting advice from people who don’t have the same goals as you.

When you don’t think for yourself, this is what happens:

• You lose your curiosity

• You’re reluctant to take action

• You get worse at solving problems

• You say things for the sake of not upsetting anyone’s feelings

• You think things are the way they are because you’ve been told so

• You fail to realize how much time you waste because you don’t have a vision

To make matters worse, it's hard to climb out of the hole once you're 10 feet deep.  

I wrote a bit about this last week but decided to make the rest of this newsletter about how you can use a few of these laws.

Since practicing these laws, I picked the 5 that drastically get me out of a hole.

They’ve helped me manage my thought patterns, empathize with others, and protect myself from views or ideas that I don’t agree with.

5 rules about humans to understand why you behave the way you do:

1) people are self-absorbed 

Your thinking is limited when you're living in your own head.

When we get out of our heads and think about others we can turn our self-love into empathy.

Practice getting out of your head whenever you are around new people. 

Each setting in public is an opportunity to practice getting outside your head and into someone else's. 

A little bit of curiosity could be the catalyst to add someone to your network, find a mutual connection, or even a client. 

You never know who's around you until you learn who they are. 

2) people are aggressive 

Your nature is to be aggressive. To go on hunts and then spend time to rest and reflect deeply.

Jordan Peterson always says "Become a monster". 

So become a monster…

…but a controlled one who isn't afraid to back down from a business opportunity, cold approach at a coffee shop, or voicing an opinion around a friend. 

Attack these opportunities relentlessly.

There is a dark side inside of you waiting to be expressed.

Learn how to channel it and you’ll become unstoppable.

3) People can be influenced

For good or for worse, people can be easily influenced. 

Win people by giving them the option to decide for their higher self. 

"Don't you wanna be the better version of yourself" -- Scott Adams 

4) individuality is overpowered by groups

I once went to a networking marketing event at my school. Most of the conversations were pointless icebreakers and conversation starters, with little depth or insight into actual marketing. 

It's because groupthink is so strong in the corporate business world. Very few bring their unique insights to be talked about because there is supposed “a set way of doing things”.

You may also see this in your social circles: 

Do your conversations revolve around the same 3-4 topics that you wouldn't normally talk about? 

Do your friends have group slang? (Like... sick, dope, etc) 

Become aware of what others believe and consciously decide to reject or accept.

5) beware the fragile ego

You are always fighting your ego.  

Instead, pick 1 overwhelming desire in your life. 

And only allow yourself to worry about that 1 thing. 

After you pick your 1 thing that you deeply desire, you’ll notice yourself in the zone of “wishful thinking”

• “I wish my coffee was warmer”

• “I wish it wasn’t raining outside”

• “I wish I had a boat”

Whatever it is.

If you're able to let everything else go, you'll remain present because you'll be reminded that our endeavors are much more difficult than we imagine. 

Need little, want less.

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While these are only a few of the laws, using them to understand those around you will help give you more control in business, friendships, and life. 

I've discovered that understanding human nature is a lifelong process and that from time to time, you will slip.

Giving yourself compassion, acceptance, and time to reflect is a great way to get back on the path.

See you next tuesday.

Thanks for reading,

Tyler Remez (wiz of copy)

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