Bringing Your True Value to the Market with Daniel Gomez

Harry Spaight [00:00:03]:
What is the good word? Oh, I love the sound effects. We have a great guest today. Not like the other guests are not great, but Daniel Gomez, ladies and gentlemen, is a good friend of mine. And let me just tell you a quick story about Daniel, and this one really touches me, and I'll try not to get all choked up, but Daniel Gomez was on the lead Sell Grow podcast with Eric Konovalov and myself about a little less than a year ago, probably last, well, February of 2021. I could not stop thinking about Daniel Gomez. This guy moved me. So after the podcast, I think a day or two went by, I called Daniel and I said, dude, I can't get you out of my mind. And from that point on, he says, oh, you got to come to sticker shock.

Harry Spaight [00:00:55]:
You got to come learn to speak. And the more I listened to Daniel, I mean, the more touched I was that this guy is moving mountains. And one of those mountains he moved was me from being a person that struggled at believing in myself and helped me get over that hump. And now I have utmost confidence that we all have our audience. So thank you, Daniel Gomez, for coming into my life and being a great motivator and friend over the last year. So welcome to the Sales Made Easy podcast.

Daniel Gomez [00:01:30]:
My brother man, Harry Spade in the house. We have a saying. Ladies and gentlemen, Harry Spade. Harry Spade. Harry, what an honor to be here on your podcast, man. And it's hard to believe it's already going on a year that I. That I would say, I don't want to say I barely met you, but I had the blessing of meeting you and just the epic growth you've made. Your new book is out right behind you, right there, selling with dignity and just all the great things you're doing.

Daniel Gomez [00:01:59]:
And that's what it's about, you know, just giving back, bringing your A game every single day and just really having fun. So I'm excited to have a conversation with you, man. However I can serve your audience, I'm all yours. Just don't pull too many strings.

Harry Spaight [00:02:13]:
Oh, man, we are in for a treat today. I mean, Dan, you've got so much wisdom. I mean, your background. Let's just. We're going to dive into something today about your own self worth, you know, having the right mindset. We're going to dive into that. But can you tell the audience here a little bit about your background so we can see where you're coming from because you are an amazing person. So let's hear a little bit about your backstory, man.

Daniel Gomez [00:02:42]:
Well, Daniel Gomez inspires, just loves people, and I love pornography into people. Even when I ran multi million dollar organizations, even though I was a metal castle, I only answered to the owners. I still love to do the training. Harry. It wasn't. It wasn't a power trip. It was just the fact that I love to get up there and just motivate people and get them yelling and screaming. I am the best.

Daniel Gomez [00:03:04]:
I love myself. And every Monday, I did that for many, many years. Many, many Mondays. And little did I know that that was the foundation that God was setting for me to come out and really have my own brand and explode out into the world in 2018. And I'll tell you, sometimes we do so much things in life and business area, we don't even realize what we do. And what I mean by that is, four years ago, when my wife was diagnosed with breast cancer, it's like I had to make a decision. Do I stay running multimillion dollar organizations or do I step out? And when I stepped out, I didn't realize how much I knew from running all these dealerships, having 100 employees. And that's my backstory.

Daniel Gomez [00:03:43]:
We all do more things than we realize. And when you really step back and reflect, you realize that you're more valuable than what you thought you were. Harry. And that was my claim to fame that I just said. Wow. I didn't realize I knew all these things. And I don't say that like foolishly or arrogantly, but it's just sometimes we get caught up in the mundane and the mundane wears us down.

Harry Spaight [00:04:06]:
Yeah, absolutely. So you had experience in sales leadership for a good number of years. What brought you over to the cliff, so to speak? It was a good cliff of just going in on your own. I mean, you mentioned that your wife was struggling with some health concerns with cancer, but you had to be thinking about starting your own business for years, right? Or no?

Daniel Gomez [00:04:31]:
Well, actually, when I'm 48 years old and when my dad was. When I was 26, my dad was diagnosed with cancer and I lost him a year later. They gave him a month to live, and by God's grace, he lived actually a whole year. But that was really my first dive into entrepreneurship. We sold pinatas. And it was.

Harry Spaight [00:04:49]:
What was that?

Daniel Gomez [00:04:50]:
We sold pinatas.

Harry Spaight [00:04:51]:
Pinatas, like the things that you bash and candy comes out.

Daniel Gomez [00:04:55]:
Yes, yes.

Harry Spaight [00:04:56]:
Okay.

Daniel Gomez [00:04:57]:
We sold a lot of clowns. I'll tell you what, here in San Antonio, Texas, and South Texas, they love those clown pinatas. But I. It gave me confidence because even though we closed the store down after my dad passed away, because I just didn't have any desire to really do it. I said, man, I said, if I can sell pinatas to h E b into these grocery stores, I said, what can I not sell? That was really my state of mind. And as my dad kind of went to be with the Lord and I just sat there watching Blue's Clues with my son Julian. He was 10 months, I got depressed and just really didn't know what I wanted to do. I took a job, hated it.

Daniel Gomez [00:05:33]:
Worked at a check company for a year and just really. But I really grew my foundation and kind of built myself up. And that when. That's when I came out and I started working in automotive sales. But I say that when I was there for almost two decades, it came to another headway, like I did with my father, where I had to make a decision. When my wife was diagnosed with breast cancer, was I going to take care of my wife or was I going to hire somebody? And I think at that time, I was already kind of burned out in what I was doing, but I thought I was burned out because of the fact that I was burned out on the job. But the realization was this, Terry, is that I had a lot of junk inside of me that I had to work out of me. Wow.

Daniel Gomez [00:06:12]:
That I never dealt with. And I always wondered, right, we do these amazing trainers. We bring other people in to our organization just to get a different perspective. Because, right, sometimes they put that filter between us and them when we see him every day. But the thing was this is, why does. Why does Joe do amazing? And why does John not do anything? Same training, same role playing, same everything. Joe rocks it, and John just is average or below. And I said, why is that? And I never really knew the answer when I was younger, of course, and because we're just moving at 100 miles an hour.

Daniel Gomez [00:06:50]:
But now that I step back and reflected and really did work on myself, and now I really do this, the coaching aspect of it, you realize that, man, there's more to a salesperson than just having selling skills and sales knowledge. And I think that's where most organizations fail, because they think if they have the right skill set, the right sales skills, the knowledge, they should be succeeding and breaking sales records. And, of course, that's farthest from the truth, Harry.

Harry Spaight [00:07:19]:
Yeah, for sure. So, like, one of the things you just touched on is like, I mean, they can have the same training, but just because you can say the words like, I, I look I liken it to a relationship, a couple of people meeting each other. One person may know what to say, but if it's not coming from the place within. Right. Your genuine self, who you really are, you can say the words, but the words just fall on deaf ears. And then someone else can use the same words but have meaning behind them. Right. And that's the difference.

Harry Spaight [00:07:59]:
Right. It's not just the words, it's where do they come from, where do they originate from? So yeah, that's right. That's a great observation.

Daniel Gomez [00:08:07]:
You're right. Because this is the biggest mistake that we, and we forget this. Right. We're humans and we forget things and it happens. We think communication is, is, is, is words. It's not 97. No. Right.

Daniel Gomez [00:08:19]:
It's 7% of communication is, is, is, is words. 93% is non verbal communication. Yeah, that's 93% of communication is non verbal. What's your tonality? And one thing that we don't realize as, as sales professionals, as, as these account executives or even an entrepreneur, if you don't bring the enthusiasm, if you don't bring the energy, if you don't bring the passion, the customer, the end user, is buying you before they buy any product, before they buy any service. So they can say if you don't believe in that product or service that you're offering them, they can see right through you if you're lying. But we, but we tend to try to tell ourselves, well, I can wing it. No, you can't. Because they can sense your vibration, they can sense your heart and they can really sense, man, you know what? Daniel is just, just trying to get a good one on me.

Harry Spaight [00:09:08]:
Oh, I love it. Yeah. So people can sense that. And you said they can sense your vibration. What do you mean by that?

Daniel Gomez [00:09:17]:
Well, just, just if you're genuine about what you're offering. And I think like for me, like sticker shock, I'm passionate about it because when I came out as that keynote speaker, as a motivational speaker, we didn't, I didn't have a platform. I think I went to two seeking academies, which I spent thousands on them and I didn't get a video, I didn't get optics on stage, and yet I got charged more than what I, what I charged for sticker shock. So when I say that, hey, you come to sticker shock, we truly set you up to succeed. We give you a legitimate platform for you to make something of yourself. It's like, I mean it because I know what it was like speaking on hotel Floors. I know what it's like speaking at networking events and, and the big break for me and my speaking career was when I, when I went and trained the United States Air Force. My wife actually had my wife go with me.

Daniel Gomez [00:10:04]:
And I said, honey, I need you to stay home from work this day because I need you to record me. We recorded it on an iPhone and that's when my big, that's when my big break came. And I still use that video on my, on my, on my website. Daniel Gomez, speaker.com But I say that because I believe in sticker shock, because we give you the tangible products that I wasn't given. And I know what, believe me, it, and forgive me for using this word, but it sucked because it took me, grew me, it made me a better person and build my character. But sometimes, you know, we all want that opportunity to, where, hey, we can save a month or six months, why not do it? And it's great to see people like yourself just doing amazing. And like you opened up. You're just, you're not the same Harry I met less than a year ago and it's amazing.

Harry Spaight [00:10:49]:
Yeah, no, exactly. And yeah, lots of different directions to go on that one.

Daniel Gomez [00:10:54]:
So.

Harry Spaight [00:10:56]:
Yeah. So like let's, I'm going to go back before you mentioned this vibration about where, where you're really coming from when you're speaking to someone. So this is something. Well, let me ask you, can it be faked? Can someone like go to acting school and act sincere and really be successful? What's your take on that? And I'm saying acting school, but you know, sales training and whatever it is.

Daniel Gomez [00:11:25]:
Yeah. And the answer is, the answer is, this is your answer. It's not sustainable. We said, again, it's not sustainable. You can get a, you can win one game. We'll just say it's, it's a, it's a basketball season of 80 something games and you're going to win maybe four or five games. But. Right, you're going to win.

Daniel Gomez [00:11:42]:
But then after a while you're going to start losing because it's not sustainable. Your, your talent will get you there. Right. But your character is what's going to keep you there. And most people think that, right. Just because they have a natural talent of sales or natural talent of, of, of people skills or jabbering, right. That it's going to get them, that they're going to be able to sustain it. That's why you see a lot of people that rise up in organizations and their character doesn't keep them there because, right, they're, they're people of non integrity and we can hide anything we want from anybody else, but the truth is we reap what we sow, Harry.

Daniel Gomez [00:12:18]:
And once you reap that, once you keep sowing those seeds of, of whatever you're sowing, that isn't right, it's going to catch up to you and it can't be sustained.

Harry Spaight [00:12:26]:
Yeah. I mean that is so great. And it is absolutely 100 true. I've seen it for years and years. So the, the fakers, right, People who are just pretending to be someone who they really aren't may get that first sale, but they're not going to have a love relationship with the customer afterwards, right? So the customer buys the first time from that person because they think they're great. But then after a while they start to see the true colors. You can't hide it for years, right? You can't hide it every time. So eventually you let your guard down and you say like if you're a person that for instance, doesn't love people and you're in sales and, and you're just in it for the money, that is going to show through, right? You're going to say yes to things that are not true.

Harry Spaight [00:13:18]:
You're going to make promises that you don't keep. You're not going to show up post sale. There's all kinds of things that happen. And I remember a person, one time I was having this coaching session and the person says, I don't even like people. I'm in this for the money. And like, oh my goodness, this. No wonder, right? No wonder you're in this, you know, rut and things aren't working out. You just nailed it right there.

Harry Spaight [00:13:48]:
So can a person like that change or what's your thought?

Daniel Gomez [00:13:53]:
Yes, you can change. And, and I'm gonna say what? Definitely you can change. You know why, Harry? Because that's me.

Harry Spaight [00:14:00]:
Yeah. Oh man. Talk to me.

Daniel Gomez [00:14:03]:
And I say this because, and I'm just going to be, I mean I'm, you know me, I'm always real, I'm always honest.

Harry Spaight [00:14:08]:
You're always real for sure.

Daniel Gomez [00:14:10]:
And I think, I think growing up in the automotive industry, and not that it's a bad. I love the automotive industry. I wouldn't have the success that I would have because of that. I think whether you're an automotive or you do short term leases, whatever you is right. In other words, where it's a, it's a transactional business to say you can make relationships out of this and for me, I was very successful in the automotive industry because I built relationships. I send out Christmas cards, I send out birthday cards. I mean, I spent thousands of dollars in postage. And even the owner would be like, dude, enough already.

Daniel Gomez [00:14:44]:
But it was like, you know, it's just like, well, you want me to sell cars or not? But it was. It was like, I'm not going to be outside in the hot weather when I can just send out a thousand cards. But. Right. A thousand times at that time, times 40 cents. That's $400 or whatever it is. But it was just. But they weren't used to it because no one ever did it.

Daniel Gomez [00:15:01]:
But once they said, okay, well, we're selling cars. I understand that. But even though I built relationships and I truly meant it on. The one thing that you. That you learn in the automotive industry is you got to close the deal today. Right? And that's the one thing that I had a shift on me. I noticed when. When I came out, even though I love people, Harry, to say, I still wanted to sell today.

Daniel Gomez [00:15:25]:
Right. I didn't want to wait for tomorrow because that's not the way I was conditioned.

Harry Spaight [00:15:29]:
Yeah.

Daniel Gomez [00:15:29]:
And I think that there's a lot of sales professionals out there, account executives. That a product they sell, that's just the culture. That's the environment. And I get it, right? You go to the mall and you want somebody trying to sell you the candle or the Asian oil, it's like, buy it today because you ain't coming back. Right? You got to close the deal. I mean, I get it and I respect that. But I think. I think.

Daniel Gomez [00:15:50]:
I think when you're working with. With B2B, it's. I had to shift my mind because I realized that my. My attitude, my approach wasn't working well for some people. And I was wondering, well, what's, like, there's nothing wrong with that. Well, you're. You're too direct. I'm like, well, you're gonna buy or not, right? And I meant.

Daniel Gomez [00:16:08]:
Well, I didn't say. I didn't say it like.

Harry Spaight [00:16:10]:
No, I know.

Daniel Gomez [00:16:11]:
But it's just like that was. That was. That's the way they heard it. That was. That was their interpretation of it. So I think since then, I really learned these past two and a half years to really be intentional on building relationships. I really focused on delivering value because the market's going to pay you according to the value delivered to the marketplace. And if you're sowing those seeds, you're doing these things, guess what? It's going to come back in the long run.

Daniel Gomez [00:16:38]:
I just had, just the other day, I wasn't even trying to work. Gentlemen called me. He goes, hey man, I need to hire you as my coach. I said, okay. He goes, okay, you ready? I'm like, for what? It's like now they're, they're dying to give me their credit card numbers. I'm like, I'm like, well, yeah, let me pull over. He was like, well, can you, you want to do this? I said, yeah, for sure. Like, but, but because, because this is the truth.

Daniel Gomez [00:16:58]:
People are always watching us, Harry. Whether we're an entrepreneur, sales professional, whatever we're doing in our industry, in sales, are watching you. And they're saying, is this guy real? She real. Is she going to be on LinkedIn for two months and then disappear? Are they going to be on social media for a couple of weeks and then disappear? Because we see it all the time and I think that's why it's important as, especially as representing your brand, your product, your service, your business, whoever you work for, you need to be posting consistently on what you're offering. Because people want to do business with people they can trust, like, and believe in. If they like you, they can trust you. And then when they trust you, they can believe in you. Because you're gonna write, the true business comes when you follow up afterwards, because the fortune's in the follow up.

Daniel Gomez [00:17:48]:
Most, most sales professionals, they, I don't, I don't even call them sales professionals. I say salespeople because they're not professionals yet, right? They don't follow up after, after the sale. And it's like me and you, right? I said, hey, we, why don't you come back or why don't we do this? Or it's like, but it's, but it's because I can generally help you. And the thing is this, is that when you have that connection with your client and you know you can help them, why you're doing them an injustice by not offering that. So I really had to learn not to be so transactional on, on the front end of entrepreneurship because like I said, in the automotive industry, it was like, let's close the deal today. But it did take some intentionality on it, Harry.

Harry Spaight [00:18:26]:
Yeah, it's such a valid point. I remember coaching a person who came out of construction sales, like remodeling sales, and it was a one call close, and the person would stay in someone's living room and until it was their bedtime, right? I mean, he just, he knew that if he Left, he wasn't getting the business. And then when he got into business, to business sales, we had to coach. The person is like, look, you know, you got to give people a chance, right? You got to get people a chance to shop, to understand, to build trust. It's not, you know, it's not this one call closed nonsense, right? These people are smart buyers. Not that homeowners aren't smart buyers, but they're not buying every day. As a professional, when you get into corporate space, you're dealing with professional buyers and they can get through the fake, you know, the show up and throw up the person. That's not it.

Harry Spaight [00:19:32]:
That's not sincere. And you mentioned, you know, this whole thing about your brand. How long are you going to stay with your brand? I mean, do you ever hear people say, well, I tried that and it just didn't work. And they've. And what do you. What do you do with that? Right? What's your thought?

Daniel Gomez [00:19:50]:
Well, I mean, your brand is your promise to the marketplace. Let me say it again. Your brand is a promise to the marketplace. And you see my RDG logo on the back? That's for Daniel Gomez Inspires. That's our brand that we came out with. And dad trusted people to come out when we came out with our sticker shock brand. Well, I can trust sticker Shock because Daniel's behind it. I can trust show the fake coaching because Daniel's behind it.

Daniel Gomez [00:20:15]:
Right? DG Enterprises is the umbrella over that. And you got to keep your word. And there's been many times when it's like, it's hard to. Because you need to be intentional on letting people know that you care about them. I think if there's one thing that I've really learned in business and is I was working hard to produce revenue to produce sales. And that's all great. We need that in business. But I really wasn't working hard on building a community.

Daniel Gomez [00:20:46]:
And I think if I had one light thing that came out on me just last year was, I think it was towards the summer I said it just. I just thought about. I said, I've never tried to build a community. Like, I just. It wasn't my intention. And my goal going into 2022 is you have to build a community because the community is what's going to get you the referral business. The community is going to. What's going to follow up and buy from you again.

Daniel Gomez [00:21:08]:
And the community is what's going to be the one that's going to help make life easier for you. So that's, that's what I would say is your brand is your promise to the business. Your brand is a promise to the marketplace. And this is the things so many people. We want instant gratification, we want to microwave everything because unfortunately, the times that they put on these drive throughs are get shorter and shorter because people are less and less patient. But it's really developed a mindset in business where you walk in and, okay, well, this didn't work. Let me try something else. And the reality is if you never give your chance, if you never give your yourself the opportunity to build roots, you're never gonna make it.

Daniel Gomez [00:21:47]:
And those people that keep jumping and jumping and jumping, they're developing that habit of jumping and jumping and jumping that they're never gonna sustain any success because they're not gonna have the character. So you need to really give yourself. You need to really, whenever you come into any new position or any new job, you need to give yourself at least six months. I would say six months, even as a year. Because that is gonna. What's gonna really show the. The result. Because it takes a while, right? That seed has to be planted.

Daniel Gomez [00:22:13]:
It germinates, it sprouts, you got to water it. And people just want to plant a seed and just come and pluck up the harvest. It doesn't work that way. Right.

Harry Spaight [00:22:22]:
You know, like entrepreneurs, they might read a book on sales and say, all right, now I'm. Now I've got all the ammo, I've got all the arrows in the quiver, so to speak. Reading a book, I mean, it's a great start. But someone who is a pro in sales is a completely different level of selling than someone who's relatively new to it. It's just they're both quote unquote in sales. But you said salesperson versus sales professional. What's the difference there to you?

Daniel Gomez [00:23:00]:
Well, there's a huge difference. The salesperson is the one that rose out of bed shows up with their crusty eyes. They're wrinkled, right? If it's a female, they don't even take chance to really be professional. They just kind of show up wrinkly and shirts not tucked in. We've all seen them in the meetings, right? Spilling coffee stains on their shirt. The mustard stains, yeah, but we've seen it. Whether it's makeup, lipstick, coffee, or whatever it may be, but a self professional shows up. They're right, they're dressed to the T, they looked apart, their hair's combed, they're groomed, they walk with confidence.

Daniel Gomez [00:23:32]:
And the main thing is this, is that a salesperson is living paycheck to paycheck. A sales professional makes at least six figures. They have money in the bank. So they're not, they don't have that desperation on their face when they, when they call on people. They have that confidence, you know, like, right, I don't. It's a big difference between, right, I need your business. No, I don't need your business, Harry. I want your business.

Daniel Gomez [00:23:51]:
And I know our product can help you. And when you approach it with that attitude, not with arrogance but with confidence, saying, right, I know I can help you. That's what a professional is. It's a big difference. And your goal is too is this, is that when you realize, when you walk in that authority of being that self professional. This is what I realized in all the trainings I've done. And just everything is, we have a higher self image of who we are. And going back to John and Joe is usually the people that don't succeed, like the Johns to say they have a poor poverty consciousness about themselves.

Daniel Gomez [00:24:30]:
Because you're never going to make more than what your self image allows you to.

Harry Spaight [00:24:37]:
Explain that. What is, what do you mean by that? I believe you. But help, help, help the listener understand that.

Daniel Gomez [00:24:46]:
Well, if, if you have a poor self image and a poor self image can be. We'll just say you mean and right. We'll just say Daniel Gomez grew up and his, my dad would always say, you can never do anything right. You're not going to amount to anything. You can never do anything right. We heard that over and over. Well, that's the self image, right? Our confidence levels low, we have a low self esteem, low self image. It's a poor self image because in our mind we believe I can never do anything right.

Daniel Gomez [00:25:14]:
So Harry is just training his heart out, giving you all the ammo you need and right. You know it. And the moment you go to be like make a call, you're like, you freeze because your mindset and you can never do anything right. Why are you going to call? So you have a right. You, you have that poverty consciousness and you never rise above that because you've never been taught that. So guess what? You get your first sales gig and you just, you don't make it. Those are the people that sell one or two cars. They blame their manager, they blame their co workers.

Daniel Gomez [00:25:48]:
That was my lead, that was my client. I saw them first, I called them and it's everybody's fault but their own. They don't take Responsibility. Because that's just the language, Right. That's the language they heard at home. And in reality, they have a low self confidence. They don't believe in themselves. So the easy way is to always just blame it on other people.

Daniel Gomez [00:26:07]:
And the answer is, you got to raise that self image that way. Right. The larger your self image, just, just imagine the larger your self image, the larger the bank account.

Harry Spaight [00:26:19]:
Yeah, yeah. I mean, we're not talking about being obnoxious, Right. We're not talking about being rude and egotistical. We're talking about recognizing your real value. Yes. And that's where a lot of us struggle. I've struggled with it. I mean, so one of the things you mentioned was.

Harry Spaight [00:26:40]:
Well, I forgot exactly how you said it, but the poverty mindset. So an example that comes to mind for me is say, I mean, I grew up in, you know, a long time ago, right. So I was in high school in the 1970s, and, you know, when people made $20,000 a year, that wasn't terrible. Right. You know, so it went up. I mean, the average income might have been five to $10,000 in the 60s and in the 70s went up a little bit more. And then if you don't leave that mindset, right. You could be making.

Harry Spaight [00:27:20]:
There are people that make $20,000. You're making $400 a week today.

Daniel Gomez [00:27:25]:
Yes.

Harry Spaight [00:27:26]:
Right. 40 years later. And they still have the mindset from the 1970s, unfortunately, because that's just what they've been surrounded with. And so then they get an opportunity to maybe earn, you know, another $10,000 a year, whatever the number is. If it's 30,000, 20, 30. But it's not. It's not the standard of living number.

Daniel Gomez [00:27:49]:
Right.

Harry Spaight [00:27:49]:
And so if they get an opportunity, they frequently just hover around that same number and don't think beyond because they don't believe themselves to be capable. Am I getting that right?

Daniel Gomez [00:28:03]:
Yeah, because they have. Right. It goes back to the poverty consciousness. So another good example of what we're talking about is if you have someone that would just say that they were working at a job for 10 years and at that job, this happened to one. True story. One of my clients, if they're making, we'll just say they're making $30,000 a year and they're making it right. They're okay. They're not.

Daniel Gomez [00:28:27]:
They're still paycheck to paycheck, but they're making it. Well, guess what? Once they hit in sales, right. We'll just say 30,000. What's that that's 2,500amonth. We'll just say they have an amazing month and they hit 4,000. All of a sudden, their second month, you know what happens to that person usually the following month? They don't sell anything because subconsciously, they're not even aware of it. Subconsciously, their financial thermostat is telling them, you know what? You made two months salary in one month. Take it easy.

Daniel Gomez [00:28:58]:
And even though they want to, usually most people ain't disciplined to push through that. So the. What's, what's the answer is you got to be intentional on raising your financial thermostat for making $30,000 a year to 40 to 50. That's why most entrepreneurs never hit 100,000. You know why? Because as employees, they've never broken a hundred thousand in their life. So how can they do that as an entrepreneur? That's the biggest mindset. Right. We've all heard of that glass barrier, that glass ceiling.

Harry Spaight [00:29:26]:
Yeah.

Daniel Gomez [00:29:26]:
Most people can't do it. And when I really sat back and thought about it, I was like, wow. Like I'm doing crap that nobody else did. Right. I mean, if you think about it, I did a post on Facebook. And what I mean by that is, in three years and nine months, I came from nowhere to be one of the top motivational speakers in the world. I came from nowhere to win Podcasts of the year. I came from nowhere, and I'm voted top 20 executive coach in San Antonio, Texas, out of nowhere in less than four years.

Daniel Gomez [00:29:55]:
Why? A big part of it was because when I came out of the automotive industry, I knew I was making a quarter million dollars a year. I knew my value. I said, so my financial thermostat was up there. So I didn't make that the first year. I'm not going to lie to people and say, oh, yes, no, but I transition. I did break. I did hit six figures. I made over 100,000.

Daniel Gomez [00:30:17]:
It wasn't what I was making. But guess what? I've already surpassed that because now I just built up the systems, the processes. But the initial thing that helped me was my financial thermostat was set like, hey, I'm a six figure guy all the way. Let's do this. And when you think that way, you attract those opportunities that allow you to make that income. So if you're just focused on making as a salesperson, $4,000 a month, that's all you're ever going to make. Because you don't raise the bar. How do you raise the bar? I'll tell you, the one thing is you hang around with the Harry's faith.

Daniel Gomez [00:30:55]:
Seriously. Right.

Harry Spaight [00:30:55]:
No, I appreciate that, but you got.

Daniel Gomez [00:30:57]:
To hang around with people that think differently. But most people and, and I've seen it, right? I'm not talking bad. I was guilty of this when I was younger. You got to stop going to the bars after work. You got to stop talking with all the negativity and complaining about the process. They cut my commissions. Well, guess what? If you're good, you create your own commissions, you create your own salary. And that's the thing is, are you hanging around the winner circle? Are you hanging around the circle jerk circle where everybody's just complaining because the biggest thing you can do to kill yourselves is complain?

Harry Spaight [00:31:30]:
Well, that's it. And as far as, like an entrepreneur is concerned, we're talking about this mindset and having a mindset where it's not coming from a place of poverty or a place of, you know, where there's just not wealth and abundance. And this is something that a lot of us have to deal with, right? It's. It's human nature. For whatever reason. It's. It goes more negative than positive, and it is a constant fight until we get to the point where we can say, I think I'm making it now. Right.

Harry Spaight [00:32:04]:
I think I've got most of the head trash gone. But, I mean, we still have to deal with it occasionally, right? I mean, is that. That the end of the world? We have to deal with a little head trash that puts us back in that restrictive mindset or what's your thought?

Daniel Gomez [00:32:17]:
No, it does. And I'm glad we're talking about this, because the worst thing, you know, what's one of the worst things that happened to us as Americans? The middle class, we wake up poor. I was, I mean, we were below middle class when I was growing up, and we were eating cereal with water. I'm just being real.

Harry Spaight [00:32:33]:
Cereal with water.

Daniel Gomez [00:32:34]:
Cereal with water. I remember that.

Harry Spaight [00:32:36]:
Wow. Yeah.

Daniel Gomez [00:32:37]:
And then, and then as you grow up, you get a little bit of money in the bank. You know, you're able to buy a little bit nicer things. And then you get comfortable. And then you get comfortable and you lose that drive that you one had, and you settle there at 70,000, 80,000, and you just, you get complacent. That's why Most men over 35, 40, they gain weight because that's the time when they kind of grow to that and they. Instead of. Right, instead of progressing, they're regressing. Instead of being creative, they're disintegrating, they're decaying.

Daniel Gomez [00:33:09]:
And I'm going to be honest, it never ends. If you're truly going to be a business owner, if you're truly going to be that person, you never stop growing. And what do I mean by that? Something interesting happened to me last year. Harry is. Came back from Miami, and I really was disappointed with myself. Why? Because the three months prior to that, I just. I didn't. I was.

Daniel Gomez [00:33:35]:
I wasn't as sharp as I was. I was taking shortcuts in my workouts. If Harry would call me, I would get my phone and say, oh, I gotta go. My workout's done. So I was just going through the motions. And so many of us, we go through the motions. And then when I went to Palm Springs with my wife, I was like, wow, right? It kind of opened me up to, like, right. Different environment, solved different things.

Daniel Gomez [00:33:57]:
It awakened my spirit. Then when I went to Miami, I was like, oh, crap, right? To be on a yacht, it's just.

Harry Spaight [00:34:04]:
It's.

Daniel Gomez [00:34:04]:
It's different level to be in Miami Bay. And it's just to see these houses and to experience them and not to see it on the video, but to see it, it's like, man, it just awakens your spirit. And I remember coming back on my French jet. We were. We were there, and I was just like, man, like, well, what did you learn? I go, man, I just. I got lazy just because I had more money than I've ever had in the bank. I got lazy. I got comfortable.

Daniel Gomez [00:34:27]:
And I just felt like, God says, you think that money's gonna buy what I need you to buy? Because we get selfish, right? Let's be real, right? We'll be selfish. And I said, well, I need help. I didn't need a coach. I know. Not that I didn't need a coach, but I needed my workouts, right? If I was taking shortcuts in my workouts, I'm taking shortcuts somewhere in my business. I just can't see it. And the best thing I ever did last year is I'm going on three months already having a personal trainer comes to my house. I hate him when he leaves, right? I hate him when he gets here because he pushes me.

Daniel Gomez [00:35:02]:
You know, I feel like getting sick sometimes. But when he leaves, I'm like, man, I feel great. And he gives me that edge. He gives me that fire back. And we had our best November last year. In 2021, we had our best December. And it's just, we're going to grow from There. But I say that because I got comfortable in my own success and I had somebody, they had to come and push me to realize that there's another level.

Daniel Gomez [00:35:23]:
And every level requires a new fire, a new passion and more accountability on your end. Because this is the thing is most people, Harry, they don't know how to receive at higher levels. Yeah.

Harry Spaight [00:35:37]:
I mean if they haven't already talked themselves out of it in the first place. Right. That, that's not for me, that's for the super wealthy. But a lot of these people were not super wealthy at one time. They all were not raised as trust fund kids. I mean there may be a percentage, but I've read enough statistics that the majority of billionaires are self starting billionaires. They're the first ones in their family that became billionaires. So what is it, what does that track trace down to? And it's really mindset you got to believe and it sounds like you've reached a point in your life where you can say I've got to tie in my personal life, my own health, my own routines with your business.

Harry Spaight [00:36:26]:
And I really like the connection there because you're pushing yourself physically and anyone who works out does some kind of exercise. I don't think anybody walks away after some kind of exercise that says, man, I feel terrible, I wish I didn't do that. Right. Most of us feel, you know, feel some kind of adrenaline, we feel grateful, we feel like we're glad we did it. Right. And so that positive energy helps in other aspects of our life too, doesn't it?

Daniel Gomez [00:37:00]:
And if you're a real leader of an organization, if you have a self esteem, it's easy, right? How do you know they value themselves? Look at the way they look. Yeah, I mean I'm not, I don't mean to be cruel, but I'm just being honest.

Harry Spaight [00:37:11]:
Well, it's because if you point, if.

Daniel Gomez [00:37:14]:
You don't value yourself enough to, to take care of yourself, you don't value enough yourself to take care of your body. We only get one shot at this. This is what upsets me sometimes. And I say a word upsets because I, I say it with passion because I hate to see people struggle. People think we got like a practice life like we're practicing. We don't. There's no practice, there's no practice in life. There's no, like we get one shot.

Daniel Gomez [00:37:38]:
And there is a way to balance your work life, balance your career, your entrepreneurship, your business, whatever it is that you're doing, whichever path you're taking right I get it. Entrepreneurship, being a business owner is it for everybody. But if you're in an organization and you're just a fat cow and you're comfortable and you're out of shape and it's like you got man boobs. If you're a man and if you're a lady that, you know, you let yourself go, it's like, why, you're much more valuable than that. God didn't put you here to be just a mediocre person. You're not an accident.

Harry Spaight [00:38:08]:
Right?

Daniel Gomez [00:38:09]:
Take that success that you've had and build on that. Invest in a trainer, go out there and learn new skills, get a new fire. And Harry. And not to just toot your own horn, but I'm being, I'm tooting your horn because you're a great example. You had great financial success, great sales, professional skills, and you did amazing in that. But you said, you know what? I want to try. I want to write a book. Why not? Think about this.

Daniel Gomez [00:38:31]:
Colonel Sanders was 60. What was he, 65 years old? He got, he says, man, I, I can't live off of Social Security. I need to do something with myself. And he became a multi millionaire at the age of 72 and a half, 73, depending on who you ask. He was 72 plus. So you're never too old.

Harry Spaight [00:38:49]:
Right?

Daniel Gomez [00:38:49]:
The thing is this is that. But you know, you know, with the sad part about is, and I'm glad we're talking about this because I hope it lights a fire under somebody. Is that a great example is when you, when you waste your talent, how awesome the legendary Bear Bryant was. Before there was ever Dick Saban, there.

Harry Spaight [00:39:08]:
Was Bear Bryant, coach of Alabama. Right.

Daniel Gomez [00:39:14]:
The sad part about it is once he lost his purpose, two years later, he was just thought his reason to continue going. Yeah. And that's the truth is most people do it, but they die and they're still walking around. They don't even know it. Harry.

Harry Spaight [00:39:30]:
Yeah, that's so true. Yeah. I just get the chills. And you're right. It's like, you know, when a person, whether you're an entrepreneur in sales, if you start with the neg, the world, the news, the media, everything about it, right. It's negative. They try to get you hooked on negativity because we watch that. So whether, wherever we are and we migrate towards that negativity, you know, if you listen to this, just, just say, am I, am I doing that? You know, and you just, you start looking inward and that if you start, you find yourself in a position where you're not really growing.

Harry Spaight [00:40:14]:
Well, we know that if you're not growing, baby, you're going backwards. Right? I mean, there is no standing still in life. The world is passing us by, and a lot of people are just trying to hold on to the little spot, and it's just. That's not the way to live. Right. Have some passion and look back at your victories in life. Daniel Gomez. Get me inspired, ladies and gentlemen.

Harry Spaight [00:40:40]:
But you look back at those victories and you say, no, Maybe it's been 20 years since you had this great victory where you really feel, like, a sense of accomplishment. Just go back to that and say, why can't I do that now and just reflect on that and say, what's the next phase for me? I mean, that's what I did. It may not be for, you know, writing a book, may not be for everyone, but maybe it's a career change. It's getting better at the craft. If you're an entrepreneur, getting better at your business, maybe expanding into social media, and there's all kinds of things. And, you know, you're the guest here. So what do you think, Daniel?

Daniel Gomez [00:41:19]:
No, I love what you're talking about because you're. You're. Because you're being honest. You know, what you said right there reminded me of something. You know what? When it comes to sales, professionals, salespeople, you know, one of the biggest mistakes they make. I made that mistake. I had a whole wall full of gold.

Harry Spaight [00:41:38]:
Okay?

Daniel Gomez [00:41:38]:
Trophies.

Harry Spaight [00:41:39]:
Yeah.

Daniel Gomez [00:41:40]:
And you know what? We live off those past victories, glory days. Live off of those trophies. We live, officers. And they hinder you from going forward many times. Don't they know who I am? Don't they see the success I've done? We've had it, right? We've all had those. Yeah, those. Those. I don't know what you would call it, but I don't.

Daniel Gomez [00:42:01]:
I don't. I don't want to say what we call them in the car business, but. Right. A prima donna. We have all had those prima donna salespeople, and they live off their glory of what they did yesterday. And then they carry that year after year, and they wonder why they don't continue forward. Because they keep off living off the victories of the past. Let me tell you, in sales, you know what you have to be, Harry? You have to be an ego, baby.

Daniel Gomez [00:42:24]:
You know why? Because an eagle never eats dead prey. An eagle always goes out and gets fresh prey. Think about that. An ego never eats dead prey. They never relish on the victories of the past. They Go out there and every time an eagle eats, they eat something fresh. And an eagle soars alone. An eagle rises above the storms.

Daniel Gomez [00:42:45]:
You're going to have adversities as a self professional. You're going to go through two weeks of not selling nothing. You're going to go through those lows. But an eagle, unlike a crow, unlike a pigeon, unlike a raven that go into the cave and hide from the storm. The eagle uses the force of the storm, the power of the storm to help it rise above it. And it rises even higher because of the adversities of that wind. It takes it higher than it ever could. And that's exactly what those adversities and cells do, is they make you a better closer, make you a better negotiator, and they make you care more about your, about your, about your clients.

Harry Spaight [00:43:22]:
Yeah. And you know, and that need to stick with it. Right. It's just. Don't give up. This is, this is, you know, as an entrepreneur or in sales, you know, giving up, status quo. Those are, those are the enemies. Right.

Harry Spaight [00:43:38]:
So, Daniel, we're approaching the mark here. So what final thoughts? I know it, dude, we could go on for hours. Go on for hours. So what are your final thoughts, my man?

Daniel Gomez [00:43:53]:
My final thoughts are this. As it's, as 2022 is here, what are you going to change with yourself? What are you going to change about yourself? What are you going to really be? Write this down, write this question. What am I going to really be intentional about to help me prove myself? How are you going to improve yourself? Ask yourself these questions. Ask yourself that. Take responsibility for yourself. Push it a little bit further. Stretch your thinking, stretch your mind. Stretch it.

Daniel Gomez [00:44:21]:
What event can I go to? What can I start doing that's different? If you made a hundred thousand, great. How can I get to 125? How can I get to 150? If I made a quarter million dollars in revenue as a business, how can I get to half a million? That's the problem, Harry, is we never ask ourselves these questions as sales professionals. We get, we just kind of live off the let it happen to us day by day. No, have a bigger vision for yourself. I really want your audience to set a bigger vision for themselves in 2022. Dream so big that people think you're scared, that you're crazy. I did. I'm still okay.

Harry Spaight [00:44:57]:
Yeah.

Daniel Gomez [00:44:58]:
And the last word of wisdom, I would say this is, and this is something that I really, I think after finally going on four years of being in business for myself, I think this is it hit me here recently and in 2021 that really just stop worrying about what people think. It's that simple. But it's, that's how powerful it is. Harry, as a sales professional, you stop worrying about what people think and just go out there and promote yourself. Go out there and post on social media. Go out there and just put yourself out there. Because without marketing, without exposure, your brand, your product, your services, you don't want to be the best kept secret that never makes any money and goes broken out of business.

Harry Spaight [00:45:47]:
Wisdom, pure wisdom. Gold coming out of the lips of one Daniel Gomez. And if you guys, you got to go to Daniel Gomez's. Was it Dana GOMEZ speaker on YouTube?

Daniel Gomez [00:46:02]:
Yeah. Daniel Gomez Inspires is our channel. Just go to YouTube, it's Daniel Gomez Inspires our handles. Our brand is Daniel Goldman Inspires. So you can find us on Daniel Goldman inspires on IG and on Pinterest, also on YouTube and then on, also on Facebook. So that's our brand. And then also you can go to. We have our sales book right here.

Daniel Gomez [00:46:23]:
Sticker Shock the day you realize you're worth millions. Right? Most salespeople undervalue themselves so they never break those mental barriers. Stuck to Shock will help you on Amazon. And if you want to just grow as an individual, you were born to fly. It's going to help you just really create some success habits and shift your thinking, your perspective and it was a fun man. I had a great time.

Harry Spaight [00:46:44]:
Daniel Gomez does indeed inspire and I suggest that you guys look him up. The links will be in the show notes but he is one that you can learn a ton from. So Daniel, it's been a real treat. I love you, man. And thanks for joining me on the Sales Made Easy podcast. My brother, what a great time.

Daniel Gomez [00:47:05]:
My brother on the Sales Made Easy and the last one, last gift I want to give out to your audience. If they go to daniel gomezglobal.com just send me a message through the website and put complimentary discovery session Harry Spade and they'll get a free 45 minute coaching session on me. Just my way of giving back to your audience and maybe I can help him elevate a little bit higher. Harry.

Harry Spaight [00:47:24]:
So very nice. Thank you my brother.

Daniel Gomez [00:47:27]:
Thank you, brother. I appreciate you. All