A “Do Over” Done Over with Stephen Gregg of iTrac Systems | DO 60

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On this episode, Matt is joined by one of his most cherished and revered mentors, Mr. Stephen Gregg.  As one of the earliest guests of this podcast, Stephen shared his own rise/fall/rise again story.  It’s a Your Do Over favorite!

Today Matt interviews Stephen about his newest venture, a sales productivity tool called iTrac Systems.  This episode is extremely valuable to anyone in the middle of their “Do Over,” however if you find yourself in any sort of sales profession (corporate sales, direct sales, MLM, network marketing, or even running a small business) this is an episode you won’t want to miss!

 

5 Important Lessons from the Episode

  • The difference between leads and prospects is as pronounced as the difference between activity and accomplishment.  Leads don’t turn into prospects until you take action and contact them.
  • Don’t let a lack of financial resources discourage you from launching a business or service.  Rather than stress about the money, focus you energy on developing an epic idea.  If the idea is good enough, the money will find you.
  • You cannot carry both belief and doubt in your idea.  There is simply no grey area.  You must believe 100% that the business works.  If you believe it, so will others.
  • The root word of “motivation” is motive, or your reason for doing why you’re doing what you’re doing.  If you don’t have a firm understanding why you are working, every obstacle that inevitably comes your way has the ability to derail your efforts.
  • F.O.C.U.S: Follow one course until successful.  Focus on just one thing at a time.  Don’t worry about how everything is going to pan out.  Focus completely on the first thing and the next step will become clear.

 

What You’ll Learn:

  • How to know when to leave something good for something great.
  • Why staying focused on the money-making activities is critical to success; and
  • How to know when you are focused on the right activities.
  • The clues you should look for that indicate it’s time to move on.
  • Why creating a method for tracking your success is so important.
  • What the iTrac system does and how it can support your efforts.
  • Why many people think “sales just doesn’t work!”
  • How to overcome the money obstacle when starting your “Do Over.”
  • How to silence the negative self-talk in your head.
  • The two beliefs you must have to become successful in business.
  • What to do if your spouse or other loved one doesn’t believe in your ideas.
  • Why integrity is so incredibly important in gaining success and support.
  • How to discover your underlying motivation and develop razor-sharp focus.
  • The five step process to overcome fear in any aspect of your life.

 

Resources Mentioned in this Podcast:

  • Get started on your own “do over” by downloading “The 3 Pillars of Creating the Ultimate Do Over” at  FreeDoOver.com
  • Sign up for iTrac at iTrac Systems.com

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Podcast Transcript:

Matthew Theriault: Hey, this is Matt, “The Do Over Guy,” and it’s about that time. it’s time for your Do Over and it’s Episode 60.

(Voice Over): During an era where countless people, businesses, and organizations are feeling the pinch, running out of time, running out of money, losing confidence, feeling as if life is unfair, praying for another chance and unless something is done, life is going to pass them by. Life is going to pass them by.

Fortunately, in the nick of time, there is now a place where the ignored, underestimated and unknown steps to producing results and making life work are revealed. Save your career. Save your business. Save your health. Save your relationships. Save your life. Get from where you are to where you want to be, faster and with greater ease than you ever thought possible. Say, “Hello!” to Your Do Over.

Matt: Welcome, this is Episode 60 of the Your Do Over Podcast and this is the place where I show people who want more out of life, people dissatisfied with their current situation. People who are just sick and tired about being sick and tired or even people who are okay with life but just want more out of it.

I mean this is the place where I show them all how to start over and begin a new life setting goals and objectives so they can create wealth, create financial freedom, create the lives of their dreams and just live that life to the fullest.

You can get your do over started fast by laying a solid foundation where you can download the Three Pillars of creating the Ultimate Do Over and you can get that for free at FreeDoOver.com. It’s a 55-minute mp3 audio program that I put together, that I made just for you with three specific steps on how to get success as you start over and that’s yours for free at FreeDoOver.com.

Alright, so today, I’m joined by a very special friend and business associate. I referenced him anonymously several times in my book. We actually had him on the show before, way back, back in the very beginning of the Your Do Over show. As he was sharing with us his own do over and the lessons that he learned. This year, he is embarked on a new Do Over.

He is very excited about it as you’re going to hear in his voice, and because he is so excited, probably the most excited and passionate I’ve ever seen him, there’s no doubt that this will be his last Do Over. I’m confident of that.

So, get your white paper out, get your blue ink out for this episode as he’s a wealth of business experience and life experience and success and accomplishment experience. He got this experience in triumph and and overcoming adversity.

He’s almost certain, no, I guarantee, he will drop some golden nuggets of wisdom for you to use on your own Do Over. So you want to make sure you write those down so you don’t forget them, alright?
So, without further ado, on the phone today, I am joined by Mr. Stephen Gregg. Stephen, Thanks for joining us again on the Your Do Over show. It’s such a pleasure to have you back.

Stephen Gregg: All right, Thank you, I appreciate you allowing me to come back.

Matt: Yeah, you bet. You know, you got the, you’re on early early in the show’s history. I think it was episode number five. I was still still trying to get the whole structure of the show down and you’re just a great guest.
We had a lot of comments and response about your appearance here and you’re back. The reason I’m having you back today is you essentially done over again since your last Do Over, haven’t you?

Stephen: Yeah, seems like I’m always on the Do Over program. Hopefully this program, this time it’s going to be the final Do Over. That’s the Goal.

Matt: Right, absolutely. That’s always the goal, certainly. We take our lessons from our past mistakes and past experiences. We learn from those and hopefully don’t make the same mistakes twice and so we’re going to talk a lot about that today.

So, for those that didn’t catch up on the episode five or haven’t heard about episode five and who’s Stephen Gregg is.Kind of just tell me a little about your background, your history and how you are, where you are today.

Stephen: Sure, no problem. What I’ve been until my entire life. My entire adult, that’s all I’ve ever done is direct sales and I’ve been an entrepreneur since I was eighteen years old. I got into direct sales, network marketing, did a lot of insurance, a lot of different things.

Then, come about 1997 or so, got into a company and started really learning the industry. Learning the industry of sales and direct sales, leading people and I was mentored by some people that were doing really well in the industry at that time. From there, I joined the company called Aphalacom, you know the company on TV with a duck. With all the benefits and stuff.

I did really well there but at that time I created a system that really worked well and I developed that system over the next, you know, seven or eight years. From there, I joined another real estate company and did really well in that company.

Made a lot of money in it, you know, seven figure income in a short period of time in that real estate company but then of course, 2007, 2008, the market turned on me. Hit me pretty hard. Lost a lot of money.
Lost my office, had to start all over and that’s where the phrase “Do Over” came because I had to figure what I was going to do next. So that’s how I got to where I was a few years ago and now developing my new company and it’s doing well. We’re just starting to take off.

Matt: Got it, got it. So, the last time you’re on here, talking about the mini-view mirrors. The rear view mirrors.

Stephen: Yeah, the Maxiview mirrors.

Matt: Maxiview mirrors. Yes. That was something that you were really excited about and obviously that’s something that you’re no longer involved in. So, tell me what happened there.

Stephen: Yeah, it’s funny. I just met with my partner that was in there this morning. As a matter of fact, we just left the restaurant with meeting with him. Maxiview mirrors did very very well. We were on QVC. So do in a lot of catalogues, lots of fleets. Did a lot of great things with that product and you know, sometimes when you’re on a product and you’re doing it really well, a lot of it is exciting.

Sometimes, it’s time to move on and that was my buddy Harry, that was his product, his company, his baby. We did a lot of great things with it but I needed my own. You know, I needed something of mine and that was I was wrestling with for the last couple of years. I need my product. What is something for me? Fortunately, now I developed something for myself. I basically gave Harry back his business and now I went on and built my own product.

Matt: Got it, got it. You know, that’s something that most of the time we’re talking with people that have come off of big failures or big disappointments or the industry changed or technology changed and they have to start over and do over again. That wasn’t necessarily the case in your situation, things were going good.

So, sometimes, that can even be a more difficult decision to make as to leave something that is going kind of good. To go for something great, so to speak. What were some of the first sign or what was the kind of turning point for you that was like, “Okay, even though this is going good, it’s not what I wanted. I got to go after mine.”

Stephen: Well, the turning point for me was the word I love to use which is called residual income. You know, in the product Maxiview mirrors was a great product but you know, but you have to keep selling the product.

You sell it today, you have to sell it tomorrow and you have to continuously generate new market share. But I wanted something that could create a passive income where I can build it once for a period of time and then stop working and the income will keep coming.

What I didn’t want to do is those certain industries that I didn’t want to get into but I wanted something that’s my product that they can produce in a long term passive income. So I tried to find different things, trying to find different sources and I finally found the product in the industry for me, that was the big turning point right there. Just trying to find something that’s passive.

Matt: Got it. So, you essentially, represented another person’s product, another person’s service or you had a partnership in your endeavours. Now you’re out there on your own and you got your own product and service going and congratulations for that by the way.

Stephen: Thank you.

Matt: It’s a long time overdue, definitely. But what have you learned from your past partnerships that, I guess, some of the mistakes that you just, “When I run my business, I’m never going to blank”.

Stephen: Sure. That’s a good question. You know, there’s a lot of different ones and everyone runs their business definitely but I tell you one of the biggest ones I needed to learn was I needed to be in control of the final decision.

That was one of the big ones for me, personally, because I noticed, you know, I had a lot of drive, I had a lot of ideas, had a lot of ambition but sometimes that ambitions can get stifled or get stopped because other people want to go to a different direction which may not necessarily be the best decision.

So, that wasn’t I was always made the right decisions but I was always making decisions that were right for the company from my perspective and a lot of the time, their perspective. But because it was my idea, sometimes that would get stopped.

Now, with my product, I can make that final decision even though I don’t always make the final decision but I have the ability to. Because of that, it allows the company to go in the right direction. In the direction that I believe it’s the right direction.

You know, if I make a mistake, that’s okay, I’ll take responsibility for it. If I don’t make a mistake and it goes right, I get the recognition for it but I wanted to, one, keep that in control. I think that was one the biggest ones I learned.

Matt: Got it. So, the other side of the coin is, I know you’ve worked with a lot of very successful entrepreneurs and successful leaders. What is one lesson that “When I run my business, I’m going to make sure I do, fill in the blank.”

Stephen: Sure. Another thing that I learned is, What’s the reason why a lot of people don’t succeed in business, because I had to look at myself and what were some of the elements that I was missing and one of the biggest elements was to stay in focus on the correct activities because over the years, in business, you can get busy doing a lot of stuff.

Especially when you run your own business, being out in sales, specially, I could be busy doing a lot of things but not doing income producing activities. So, one of the things I learned over the years is that, I need to make sure I have a system in place to stay in focus on the correct money making activities even though I have to run an entire company.

You know, I was just coming back from the meeting I was telling you about my buddy Harry with my new partner, Lee, and that was we were just discussing. You know, I run the company here and I do different elements but I also need to stay focus on the thing that was going to drive sales.

So the bottom line is, you know, I’m the leader of the sales force right now until our team grows. So, I needed to stay focus. So, that was another big thing that I would absolutely tell anyone that’s running a business is don’t just get busy playing the busy game, you got to stay focus on money making activities.

Matt: Indeed. A lesson we see from you very well. It served me very well, I think that was one of the keys to business for sure. You are a walking living example of that. You know, if you’ve, gone to several endeavours, you shared with us that you been sales in your entire life. Multiple products, multiple services. Complete this sentence for me, “It’s time to move on when…”.

Stephen: It’s time to move on when you’re doing the right things consistently and it’s not moving you forward. In other words, it’s not advancing the ball. In other words, if you’re doing something, if I’m doing something in a business.

I’m doing the correct activities but for some reason, either the market’s not working or the market changed or some dynamic is not continuously advancing the ball, allowing me to move forward towards my goal. That’s when I have to say, okay, do I want to keep this pushing this into a hole or do I want to pull it out of the hole and go a different direction around the hole.

So, that’s the one thing that I would say if something’s not working, and you know you’re doing the right activities because we know when we’re doing the right stuff or when we’re not doing the right stuff. If you are doing the right activity but it’s not advancing the ball towards your goal, that’s when you may want to sit down and evaluate what you are actually doing and if you’re going the right direction.

Matt: You know, you said when we’re doing the right activity and that activity can be very specific depending on what you are actually doing but generally speaking, how do you know when you’re doing the right activity?

Stephen: That’s a good question. How do you know when you’re doing the right activity? Depends on what you’re trying to accomplish like if I’m trying to build a website, am I doing the things that are going to produce a website that’s going to sell? You know, if you’re making the website nice and pretty but the website is not functional, then that’s probably not necessarily the right activity.

You need to find out, okay, what’s going to make this website sell? or if I’m in the sales industry and I’m trying to sell a product but I’m out doing, passing out flyers, yes, or passing out flyers, an activity that could be needed.

But if my market does not require a person to pass out flyers to generate leads, there’s no way to get those leads in from those fliers though they may not be the correct activity. Will be a better activity would be going to a networking event and speak with someone one on one or doing an internet marketing campaign that you can track the sales. That’s a better activity than going putting flyers on cars. Does that make sense?

Matt: Yes, but there are some industries where passing out flyers is very effective, right?

Stephen: That’s correct. Exactly, the way you’ll know is to get leads from that activity. So if you pass out flyers and put them on cars and they get leads from those activities, now you may be doing the right activity. That’s correct. So if the right activity produces the results you’re looking for, that’s one of the big indicators that you’re doing the right activities.

Matt: So, circle back around to my previous question. You know, it’s time to move on when.. and you said, When you know you are doing the right activities as not getting results. So how do you know when it’s, if you’re getting results, for example, passing out fliers, how do you know if it is the flyers fault or the business’s fault or the industries’ fault or market’s fault? Do you have any insight on that?

Stephen: Yeah, you know, that’s one of the things that I’ve learned to do as well is a self analyzation. In other words, you got to, kind of, analyze what you’re doing and test and track. Tracking is so important when it comes to business.

I mean, if you really think about any business out there, it has to be some measure of tracking success. So, in other words, let’s go back to that flyer example. If you have yellow flyers and it says a certain sentence and you pass out a thousand of those flyers and they generate no sales. Then, you took that same flyer and put it on a blue piece of paper, change the words a little bit and you pass out the same thousand flyers in a different area.

Now, that produced ten leads. Now, you know that there’s something different or better yet. Let me step back a little bit. Let’s say you used the exact same words, just the color of the flyer.

Now you know blue produces better than yellow because you measured two different things in the same area and got better results. The only way you knew how to do that is to track that information because a lot of people that’s where they drop the ball.

They don’t have some method for tracking success. So, because of that, they keep on passing out flyers, passing out flyers, passing out flyers, next thing he knows, they say, passing out flyers doesn’t work. It wasn’t the passing out flyers didn’t work; they didn’t have a measure, some type of measurement for success. It was the big things that I learned over the years.

Matt: Right, I mean, if they say if you can’t measure, you can’t manage it, right?

Stephen: Yeah, exactly. I mean, if I want to lose weight, what’s the first thing I should do? Is to measure what I’m eating. Track on what I’m eating. Then I can eat better and make better decisions on my eating. That’s what going to lose weight.

If I want to save money, my goal was to save money, now what I would do is to track what I spend. I would get on my receipts and see how much I’m spending and where I’m wasting my money while spending it.

I’ll make better spending decisions, which means I’ll probably save money. So, you know, that’s one of the key elements about business if you think about any business on the planet, one of the first they do when they set up their company, they decide what product they want. One of the first thing they do is to get Quickbooks. Why?

Because Quickbooks are their business measurement tool. It’s how they measure every part of their business. If their business is spending too much on advertising, Quickbooks are going to tell them.

If they’re spending too much money on, you know, this type of food that’s not selling, Quickbooks is going to tell them. If they’re not getting enough customers on the door, buying enough of a certain amount of products, Quickbooks is going to tell them because it runs the numbers.

Matt: Got it, cool. Definitely right on track with my beliefs for sure. Business is just all about systems. You know, without the system, the business doesn’t work. It’s you that ends up doing the work.

Stephen: Yeah, that’s right, that’s right.

Matt: We’ve definitely learned that lesson together. So, let’s cut the suspense and tell me what you’re up to now and the final Do Over of Mr. Stephen Greggs. What are you up to right now how is that working for you?

Stephen: Sure, Well, we, you know, it’s interesting you’d ask that question and I know we’ve been talking about this a little bit but, what we did created something that was very unique in the direct sales industry because this is my love and passion has been direct sales.

Either selling directly to consumers, selling to businesses, network marketing, insurance, I’ve been in real estate. All these different industries are direct sales. Anyone out there has to go generate business. What I noticed was a big hole in the industry. I noticed something like what I just talked about right now is tracking.

Having some type of system of measurement to see what’s working and what’s not working. Where you’re having your success and where you’re having your failure. Like I mentioned earlier that every business out there that’s successful has some type of a counting type system to track your business but then I was looking at the sales industry and we don’t have anything like that.

You know, we just go out there and sell stuff and hopefully it work and hopefully it’s or maybe it is not. What I used to do is I used to create an Excel spread sheet and I put all my numbers on there and track all the things I’m doing but you know, that’s only very limited for myself. About 8 months ago, I decided I was going to create this product that I’ve been using ever since the Aflack days which were called a success report.

It was called weekly success report at that time. Since then, it was created and called a daily activity tracker. A daily activity tracker system is a system that you can actually put in your numbers on a daily basis why you’re out there in the fields from your smartphone and inside the system will show you exactly what a person is doing or not doing.

So in other words, it shows me exactly what I’m doing to build my business and I put this daily activity tracking system together and we call it iTrac and it’s amazing what it’s been doing right now. Companies all across the country are picking it up and love it and it’s really helping a lot of sales people stay focus on the correct money making activities.

Matt: Got it. So, you said you input your numbers, track your numbers. Specifically, what numbers?

Stephen: Sure. Well, in sales, what we’ve learned is that there are 13 key components to sell something. I’ll give you, I’ll tell you what those are. Person has to first get leads. Then they turn those leads into prospects.

They’re one of the big things a lot of people don’t realize is the difference between leads and prospects. This is where confusing activities where accomplishments comes at. You know, leads are names and numbers like a phonebook are a bunch of leads but they don’t turn into prospects until you’ve spoken to them and they’re possibly interested in what you’re doing.

That’s prospects. First thing you have to do is to get leads, turn them into prospects. From there, you then have to call them, dial the phone to them and then after that, you then invite them to something. You either invite to a presentation, to a walkthrough, to a demonstration or something.

After, you do that, you could invite them in person, on the phone or by email. After you invite them, some of them say yes and they show up to the presentation. Then you do a demonstration to them; after you do that demonstration, then some of those people actually set a second meeting with you. After you set a second meeting, then, some of those people show up to the second meeting.

From there, they make a decision to buy your product. That 13-step process is what we own. That’s what we patented. Is the sale process to sell anything? So, throughout my week, what I do is I go into my iTrac system and I can go in and while I’m out in the field, let’s see if I go to a networking event right now and I meet three prospects I take in my smarthphone.

I put in the numbers and it’s all synced up in my iTrac system. Then, I go in and talk to someone, I tell them about my business. I give them my card, they give me theirs. They’re open to talking to me more about my product.

I open my iTrac and I punch the number in and I can see that now I’ve met two prospects that day and I’ve put those in. Now, they’re all synced up in my iTrac system. Then, I do that throughout my day, so by the time night comes, I can go to my system and all my numbers are all synced up in my iTrac system.

So now, I can look up my numbers and I can see, Wow! I got a lot of prospects today, made some appointments today, did some follow-ups today, and Wow, I made two sales from that. Now I can see my exact numbers. So, there’s no more ambiguity about my business. I can see exactly what I’m doing.

Matt: So, you know you created this; you’ve been using this system for yourself. Tell me, what is this exact system has done for you, in a tangible reference and an intangible like psychologically for your business and actual hard real world results. What has it done for Stephen Gregg?

Stephen: Sure. What it has done for me, even before was an online system. When I used to use it in Alfack, it was on a piece of paper and just from the paper, I used to have my team to do that; we had about five people in my team. The second smallest team was ten people.

They had twice as many people. We used to double their results with half the people. The reason why was because they stayed focus on money making activities. In my last business, I was in real estate one, we generated a seven figure income and grew our business faster than any company in the industry.

I’m sorry, any other team in our company and any other company that was building business similar than I was in that company.

We grew it faster than anyone because of the system that we’ve put it in place. Now, we’re doing right now, we’re actually just launched not long ago and we’re launching to the world and we have had 100% of the company that looked at it said yes.

We have some huge names out there, I can’t mention all the names right now but we have some huge names of some companies out there that are taking iTrac and taking it to the world. It’s the missing piece in the direct sales industry. It’s pretty tremendous for us so far.

Matt: Well, what names can you drop?

Stephen: Well, one of them is called Sandler Sales. Sandler Sales is a big training company. They train people, you know, sales representatives all around the country. That’s one company that came forward with us and they’re starting to use the iTrac system I marketed.

They’ll carve their organization. Their biggest offices are here in Orange County. They actually are using the product as well. Now, they are going to start providing to all their customers.

We just contracted just the other day with Les Brown. I don’t know if you know what Les Brown is but he’s the number one motivational speaker in the world right now. He actually came aboard with iTrac as well. So those are the three of the names that I can share with you right now. We have some other ones on the, looking at the iTrac at this minute.

Matt: Very good. So those are, those are like very, any sort of sales or at any sort of sales at all, those are pretty much household names. That’s awesome. So, is that your ideal client? I mean, who is your ideal client, who’s your ideal costumer?

Stephen: Sure. Our ideal client is a person that’s in sales. If you’re in sales, or if the person’s in sales and they want to be more effective and efficient in their business, iTrac is mandatory for them. It’s almost silly.

How can a person run their business without Quickbooks? How can a company do that? How could a Dell Taco, I’m looking across the street of Dell Taco, how could Dell Taco run their business effectively without an accounting system to manage their business? You know, you look at the sales industries and this is why it’s created.

I’ll tell you about how it was created for management here in a moment but how could a salesperson run their business effectively without knowing their numbers? That’s where most people quit the industry.

They say sales doesn’t work and they say that the industry is bad and the economy is horrible. Really? Is it the economy this horrible or let’s see what you physically did? Let’s see if you physically worked and if you did then the results will show up.

The results will there. If you didn’t do the work, then the results won’t be there but at least now you know. You can see what’s working and what’s not working. iTrac is almost like a diagnostic tool.

Matt: You know, there’s some, is it just for, like, an individual can just go and use it, you don’t have to have this giant organization, right?

Stephen: Yeah, that’s right. You can just be by yourself. I use it for myself everyday but one of the things we’ve developed in here as well if you’re sales manager or a person who has a team of people that they work.

It can be, you know, for a sales manager or real estate broker could have 10 or 20 sales representatives and of course they all want to do better and they all want to work together or a person could be in network marketing and they could have 10, 20, 50, 100 people in their line and they want to help each other grow because that’s the whole business at their end.

So, we’ve developed a part of iTrac where it’s a team tracking system where I could now send it out to my ten people, my team is there. I love to be able to manage with you and support you and your business. They can link to me in the iTrac system.

Now, I can see their reports, they can see my report. Now, we can literally help each other build a business. I just mentioned that iTrac is like a diagnostic tool. It’s kind of like this. Imagine your car, your check engine lights come on.

You don’t take your car to the mechanic say, “You know, Mr Mechanic, my check engine lights came on, can you check my entire car and see what the problem is?”. Nobody does that. They go and say, “You know, my check engine light came on, something is wrong, can you check?”

What they do, the mechanic sticks his little tool in and diagnose the car. He diagnoses the car. He looks and sneaks around the car and see what the problem is and the problem could just be your gas cap is loose. You tighten the gas cap, the check engine goes off and you go about your business.

No big deal. iTrac does the same thing for a sales person, so a person could look on there. They can go to the end of the week and could see all the numbers that they’ve put in. They could say, “You know, you got 100 leads this week, got 50 prospects. I made 45 calls this week, I’ve talked to 17 people but not one appointment.”

What’s that telling me is, whatever I’m saying on the phone when I’m talking to those people may not be necessarily working so I could get some help, could get some training on that. Or, you know, I talked to 17 people, made 10 appointments but none of them showed up.

None of them confirmed my appointments. So, whenever I’m saying, you know, to make those appointments, maybe they don’t believe me or maybe they’re not really saying yes, maybe they’re saying, “Yes, I’ll try to come.” You know, they’re not really getting a firm yes.

But whatever it is, whatever the problem is, I kind of diagnose them by looking at the numbers. For the first time in history in the direct sales industry, we now have a tool that can actually see exactly what a person’s doing so we can now fix the problem before it’s too late. That’s how we use it in our team in our office.

Matt: Got it, got it. So, eight months, when did you officially launch?

Stephen: We officially launched the site two weeks ago. We already have about 45 companies in the system now ready to start releasing the product out to their teams and to their companies and their sale representative.

Matt: So, out there, as far as fellow entrepreneur. I’m always looking at the competition and where the opportunities are. I mean, there’s a lot of system out there like, how are you competing with the sales forces of the world?

Stephen: You know, that’s probably one of the biggest questions we have because we have developed a new market. You know, 10 years ago, there was no such thing as a CRM, no such thing, never existed, nowhere.

Matt: What does CRM stand for?

Stephen: CRM is Customer Relation Management system where you can put in your leads and all your names and you can just do your calendar and your to-do sheet and all your stuff in one system. Back then, we used to do system-like act or Gold Mine or we used to use, a lot of people still use now, what was it called, Microsoft….

Matt: Outlook.

Stephen: Outlook, yeah. People use outlook and you know, that was a great system. You still need to use those. We have one ourselves, for our company.

But iTrac is different because what iTrac does, it tracks all the things, the money making activities that you need to track before you put something in Outlook or before you put it into the CRM or the Sales Force.

See, with the Sales Force it does not track how many times you dialled the phone. It doesn’t track how many times you invited a person to a meeting; it doesn’t track how many those people actually said yes to you by the numbers.

It tracks all the people and all the data but doesn’t make sure and ensure person actually uses the system so that you can analyse the numbers. What it does attracts the people and the information. Now, there is a part there in iTrac I do want to mention.

We have a prospect log inside of the system that actually, you can’t put your names, your numbers, your leads and your information in a very simplified fashion but it is nowhere near to the extent of a CRM.

Because what we found in direct sales is that people would use a CRM type system and they’ll be in there, checking their emails. They’ll be doing their marketing, they’ll be working on their database, and they’ll be looking on the leads inside the system. They’ll be doing their to-do sheet but none of those are money making activities.

Those are activities that need to be done sometime but not during business hours. During business hours, we need to be doing the money making activities with iTrac focuses on. So, that’s why we keep our system separate. Does that make sense?

Matt: Oh, totally! Totally. I get it. I was a customer of Sales Force before and quite honestly, it was way more than I ever needed to use. I’m sure there are super giant sales forces out there that need that type of system but it was way too, complicated and intricate.

Stephen: Yeah yeah, for the average Joe, firstly, outside sales people, we’re movers and shakers. We’re the drivers. We’re out there trying to get things done. The last thing we want to do is sit there and trying to analyse and figure out all these information that’s in CRMs.

Not just sales force, most of them are a little bit more cumbersome. They’re challenging the youth but you do need some type of database for your information but iTrac keeps on your focus on the things that’s going to generate income.

You know, that’s one of the things that we know for a fact is that if you iTrac your activity, your result increase. If you look at the numbers, your results increase. If you want to lose weight, you track what you eat.

You’ll lose weight. If you want to, you know, save money, you track what you spend and you’ll save money. If you iTrac your activity, your results increase. That’s just the bottomline. That’s how it works.

Matt: Got it. Got it. So, someone out there listening that is in the sales industry and they want to try this out for themselves, or someone that has a, is in a networking marketing company that’s starting build a team or someone just has their own little sales force of 5000 people. Where would they go to get more information about iTrac?

Stephen: Sure, they could just go to our website it’s iTracSystems.com, and that’s i-t-r-a-c systems with an “s”, .com.

Matt: So, no “ck”, just c.

Stephen: That’s right.

Matt: Cool. Awesome. So, certainly if this is making sense to you, head on over there and check that out and, do theystart subscribing right away? Do you offer free trial or anything like that?

Stephen: Actually, they can go on and try it out. By the way, there’s no free trial because inside the iTrac system, we have a couple hundred hours with the free trainings, sales trainings, that’s inside the system.

So, we didn’t give a free trial but what we do give is a 30-day money back guarantee because we know that if someone uses this system, their result is going to increase.

But if you use the system because you watched the training and you don’t believe it’s worth the mere $29.00, or whatever it is, whichever level you choose, you will get a 100% of your money back. Because we know that the people that use the system, the results are going to increase.

Matt: Cool. Awesome. You know, Stephen, I’ve known you for a long time and you are a passionate guy but I can just tell with the way that you are speaking in this interview that this is something you’re extremely extremely passionate about. How is your, I guess, how is your business mindset changed since you started with iTrac?

Stephen: We know for a long time, it was challenging, I would tell you. To be honest with you, it was tough because coming out of that real estate I made a lot of money. You know, made a lot of money in a short period of time. My goal there was to help a lot of people.

I love how helping people. If I can do anything in this world is to help people. I love to watch and help people grow. That’s my entire, you know me, that’s my MO, I love helping people grow, and what if I make a dime on it or not.

So, I love that. So, you know, it was tough for me to find the product that could, one, generate a passive income I wanted, another thing, and two, to generate good income for myself, for my family.

But more importantly, it was to help people succeed. Help people grow in business, help grow in their character. So, one of the things I do with iTrac, I dumped hundreds of my hours, my mind set and the things that I learned over the last 20 years of training inside of iTrac to help them grow.

I also put together the system with one intent: to help people succeed. So, because of that, my mind set is off the chart. I am so fired up. I’m more excited right now about this product and this business than I have been about any business or any opportunity I’ve ever been in by far. I’m in it for life. The reason why, is because I know what it’s going to do for people. It will change them and they will be more successful.

Matt: I can tell that’s a deep conviction of yours. It’s very exciting to stumble across a business or a service or even if it’s your own business that you feel that passion about because the belief is really the foundation and where your results are going to begin.

You know, so, Stephen, per a survey that I conducted with the listeners of the show is probably about a year ago now and I still get the same comments and the same requests and the same questions that I discovered in this survey.

I discovered top five challenges that people face in their Do Overs. I just want to speak on these a bit and get your perspective and your insight and perhaps some of these were an issue for you. Maybe you can share with us some advice or tip on how to overcome them. Okay?

Stephen: Okay. No problem.

Matt: So, number one. No surprise here. As certainly as starting a brand new business as you have done is probably something you can speak on but money. Money, people don’t think they don’t have the money to do over.

They don’t have the money to start their own business or just to start life over in general or whatever that maybe for them. So the money obstacle, what’s your recommendation on overcoming the money obstacle or is it even an obstacle?

Stephen: It’s funny you said that. I got a couple, I just got one story on this. I used to teach about that, that used to be my excuse for a lot of people. Those were excuses for me for years but I remember one time when I joined that Rosae company. Two scenarios, I’ll tell you. The first one was, when I first joined the company, it was like $20,000 to join that business.

At the point when I looked at that business, I really didn’t have the cash. I had lot of debt at that time and I was not in a good position financially but when I look at it, this is what I said to myself. The people listening to this may want to consider looking at this for themselves as well.

When I first looked at it, I said, “You know, I don’t have $20,000 to join that business.” And I said to myself at that point, “You know, Stephen, you’ve been working for 20 straight years and if you don’t have the ability to write the check for $20,000. Whatever you’re doing is not working.” I had to say that to myself.

I said, “You know what, I need to do this. I need to do this business because it makes sense, I believe I can do it and I’ll find the money.” That was my answer. I don’t know where I’m going to get the money but I’ll find the money. So I signed up for that business that night for 75 bucks is all that cost to sign up initially and within two weeks, I found the $20,000. I don’t even remember how, to tell you the truth.

Probably got credit cards, whatever it took but it didn’t matter because from that $20,000 investment, I made over a million dollars in a year and half, two years of time frame.

So, you know, it was worth it for me to do that but that commitment was what I made the decision on. Fast forward now to iTrac, I left that business, made a lot of money, industry changed on me, lost a lot of money, just like, it happens for all of us.

Matt: Right.

Stephen: So, come to iTrac. Let me tell you, when I looked at this business, this product, I didn’t have the money again but this is one thing that happened to me that my friend told me that I completely forgot because I told him this, I said, he said to me.

One day I was a little discouraged, didn’t have the cash to put this thing together, didn’t know how much it was going to cost and it cost hundred times more than we anticipated on the costing. Stephen, you know what, you told me this, years ago. “You don’t have a money problem, you have an idea problem.

You haven’t gotten an idea big enough for people to invest on it.” I said, “Wow! You know what, I forgot all about that. You are actually right.” So what did I do? I did like pinky dinky doo. I got my big idea hit on and I said, “I need to come up with a big idea.” I sat down and though about it and that’s how iTrac came.

I’ve hadn’t an invest a dollar of my own money in iTrac. I had hundreds of thousands of dollars invested in iTrac because the idea came first. Once the idea’s there and you have something big enough, the money will come. So, don’t use that as your stopping point of, you know, “I don’t have the money.” You just don’t have, you just have an idea problem. So, no money is an excuse.

Matt: Got it. I like it. So it’s not a money obstacle, it’s an idea obstacle. I love it. Okay. So, number two. Number two was, you and I had a lot of conversation about this. Is negative thinking, you know, doubting yourself or receiving doubt from your network or your environment, what are some of the things that you, you know, when you’re starting a business, not everything goes smoothly and perfect as you like it to. Negative thoughts are just part of the process and you have to have a system or a method of counter acting that. So, how do you deal with negative thinking?

Stephen: Well, you know, negative thinking definitely part of life. A lot of people do use that as something that hurts them long term. You guys hear all the words about the law of attraction.

You hear all the stuff out there but I’m going to break it down for you in a very simplified fashion which, there’s two things that you have to have. One of them in my opinion is the most important out of anything you you’re going to do in business is you got to have a very high belief. You have to understand that you are building a belief machine. Your business is a belief machine. That’s what it is.

On every aspect, the reason why I have 20 people working with my company right now is because they believe in my company. If they didn’t believe in my company, they wouldn’t do it. If I didn’t believe in this product as much as I did, I wouldn’t have ever done it.

There are two things you have to believe in more than anything else when you’re first getting started in a business. One, you have to believe that the business works. When you first starting a business, you have to believe that whatever you are about to do, whatever product you are about to market, whatever product you are about to sell, you have to believe with a high level belief that the business works.

That the business works, the industry works, and the product works. You have to believe it. Beyond the shadow of a doubt, you can’t have belief and doubt. You either have to believe it or you doubt. If you doubt, people will feel it and they won’t do business with you.

Because people do business with you first, your product second. People buy you first, if you believe in what you do, people will buy the product. So that’s the first thing. You got to have a belief that the business work.

The second thing you have to believe is probably the harder ones people to develop is that they can do. You have to believe that you can do whatever you say you are going to do. This is where the unique part comes. A lot of times people believe that it can be done.

There’s a difference believing it can be done and that you can do it. Give me an example, years ago when I worked for Aflac, when I first got into that business, I just came out of an industry, an network marketing industry.

I used to be very very shy and secure. When I first started at Aflac company, I started to learn the stuff I was teaching and I wanted to teach so I asked my manager, “Could I train at the next event?”

The next event was in January. All the sales managers, all the leaders, everybody was going to be in this event. There’s going to be 300 people there. I asked if I could train. You got to understand, at the time I asked the question, I have never trained in front of people before but I asked if I could do it because I was having some success in the field.

He said, “Okay, go prove yourself first.” So for that ER, proved myself that I could and he called me, “Stephen, you need, you can do this training. No problem.” I was going to do a three-hour training in this meeting for the first time in my entire career.

So, I remember me and my wife, we still having [inaudible 43:26] engaged and I said, “I changed my mind. I don’t want to do it. I’m not going to do it.” And my wife said, “Stephen, you can do it. You can do it. I believe you, I believe in you, you can do it. It’s not that it can’t be done, you can do it.”

It took me, my wife to believe, at that time I was engaged to her. She believed in me enough to fortunately I believed in me enough. That day set the stage because that training I did that day, I’ve been teaching for years because of that.

But the biggest that had to happen was I had to believe that I can do it. Not that it could be done. So, if you want to be successful in business, that’s one of the two things, you have to do with a high belief and the two things you have to believe is that, one, the business works and you can do it. That’s the first step. That helps you overcome your negative thinking.

Matt: Right, right. That leads me, I’m going to skip these next two because I want to go right to the this other one. What was number five in people’s list because it’s something you just touched on was the lack of spousal and family support.

You know, we see a lot of couples out there and we have one that’s very conservative minded and one that’s every liberal and entrepreneurial minded. That tends to be a conflict and indirectly can become one of the leading results of divorce. What would you say to somebody that doesn’t have, isn’t blessed with a spouse like yours that does believe in you? How do you overcome that?

Stephen: You know, that is a tough one. It really is. There’s two sides to the coin. If you have a wife dealing with a husband or a husband dealing with a wife, they’re different. Different dynamics. I can only speak, I can speak for both sides but I can speak from experience in one side with my wife.

When I look at that real estate business, when I’m looking at that, you can imagine I have been through several things up to that point that had not worked. I’ve been to some that did work, I’ve been to some that did not work.

So when I saw this $20,000 business that I saw without my wife, she wasn’t there, I came home that night and said, “Honey, we’re in!” She was like, “We’re in? What are you talking about?” I said, “You don’t need to know. This is awesome. We’re going to do this thing”

She said, “What is it? She goes, “how much is the cost?” I said, “You just need to see it.” I didn’t tell her so I took her to the meeting and she saw what I saw and she said the same thing. “Well, how are we going to come up with $20,00?”

I just said, “You know what, I don’t know but I’m going to come up with $20,000. Do you believe in me?” She said, “Yeah I do, I trust you.” I said “Okay, give me this last shot. I will make this one happen.” She believed in me. So, what had to happen for me is I had to be a man of my word.

So because I became a man of my word and I made that business work, she began to believe in me from that point on. So, you know what, up to that point, it wasn’t that way. Because I had not done that yet but from that point on, now I build trust in my wife and she trust me.

She had to give me the opportunity to make that statement of trust and I did and now she trust whatever I say. So, now, doing what I’m doing now, there’s no question about trust. So, with the man, one of the biggest things is being a man of integrity. Doing what you say what you’re going to do. So, if you step up and you say, “Honey, I want to build this business”

And you say I’m going to do it, do it. Believe in yourself enough, believe in the product enough, make the decision and stick with it and make it happen. That’s one of the things that makes the difference because if you don’t have that wife’s or spouse’s support, either you’re going to have to step and make the decision and pray that they are there for you or not do it.

For me, I’m the man of my family. I have to take care of my family so sometimes I have to take that chance even if she doesn’t agree, to provide for the family. Does that make sense?

Matt: Absolutely. You hit the nail on the head. I think a lot of times where someone doesn’t have that spousal or family support, that support or the lack of support is based on the past experience that they had with you already of you may be out of integrity on previous ventures or even if it was just one or it could be a handful.

If you want that support it really does, I mean, I’m a big believer in integrity and I believe that’s what really what makes life work here in the secular world is just doing say what you are going to do and doing what you are saying.

If you do that, I think you’ll have all the support in the world. So, if you find yourself never have really done that before or looked at it from that perspective, I said I was going to do it, so now I have to do it.

For no other reason that I said I was going to do it. I think that’s where the trust and the support can come from and that’s where people beliefs comes in and you know other people believe in you it just bolsters your belief in yourself.

Stephen: That’s right. I haven’t always been that way. You know, there have been times over the years where I made mistakes in business or in personal relationships and I had to go back and humbly apologize.

So you know what, I wasn’t a man of my word but I’m going to make that up now. Some people, if they know you and they trust, they’ll give that shot to give it a chance.

Because people generally want to believe in other people but then if you do get that second chance, you better make good on that chance. So, you know, that’s another thing that you have to do there.

Matt: Awesome. Awesome.

Stephen: That would go both ways. Man or woman, I guess. I guess, be the same on the woman’s side as well.

Matt: Yup. I think any relationship, whether it’s personal or business. I think, one of the biggest assets you can have in your business is that of honesty and integrity and really operating from that perspective.

Stephen: Yeah, absolutely.

Matt: Sweet. So, going from, what’s next? The negative thinking was a challenge, motivation is a challenge for people and focus is a challenge.

There’s a lot of overlapping grey area there between negative thinking and let’s say, staying positive in your thinking, staying motivated and staying focused. But can you speak on motivation and focus independently?

Stephen: Sure. Motivation and focus. So, sure. Let’s talk about motivation first. Motivation, the root word to the word motivation is motive. In other words, what’s your motive? In other words, what’s your reason?

What’s the driving force for making that go? For making you get out of your bed in the morning to go do what you want to do. That’s a motivation means. Motivation usually is self-motivation. It’s not from an outside thing. It’s from an inside thing.

So, like right now, I have a huge motivation for why I’m doing what I’m doing. That has absolutely nothing to do with money. You know, I want to be a great example for my kids. I’m doing this for really help a lot of people change their lives.

I love doing that. I’m doing it because I flat out love doing it. That’s why I’m doing it because if I got out of bed, if I had one job to do, this is what I’d be doing. Even if I wasn’t getting paid for it because I love helping people grow.

So, I have an internal burn. An internal motive. Can you have some external motive? Sure, you can want that new car. You can want that new trip to Hawaii. You can want a big bank account.

You can want all these things. Those are great. But I’m going to tell you, the internal motives are far stronger and longer lasting than the external motives. Yeah, once you have the new car, then what?

Once you have the, you know, iPad, then what? Once you have the new house, then what? The next bigger one, the next bigger one? Those things don’t drive you long term, usually is to help and give back.

The other day, I went, I really was thinking about it way home from church, I was talking about I wanted to be able to give more to the poor and the needy. So , I stopped at the grocery store and there was this lady out there, she was with the quartet club and they were talking about this non-profit right here in Orange County where they give to families that are in need.

I said, “That’s it.” So, on Friday I’m going to that meeting and that’s going to be part of my drive is so I can help as many families as I possibly can that are in need. You know, I got a business that could generate a great income for myself and for my family.

I want to help as many as family that I can take care of. That’s my motive. That’s what motivation really is. It’s when it self, it’s a self burn. It’s has nothing to do with anyone else. It has nothing to do why my wife or my kids.

Even though I do have burns and motives for them too but it’s personal. It’s my motive. It’s my reason why I’m doing it. So that’s the first thing. Focus.

Matt: Real quick on the motivation. How did you discover that helping people that was something that drove you?

Stephen: Well, for me, I know how to tell when I’m excited about something. It’s easy for me to tell because when I get excited, I sit on the edge of my seat.

I’m passionate in my voice. You can hear it when I talk about it. When someone calls me up, giving an example, we had a big meeting, couple months of ago, called Sales in Motion, where we’re going to release iTrac.

Before it was actually launched, we called up one hundred people and invited out to our meeting. There was this one guy, I had a website, old website, it had these little pop-out things where you can put your name and phone number. You can contact me if you wanted to.

So, this guy called me up out of the blue and said, “You know, I saw your video from some other company, from years ago. Some of the things you said were really interesting. I’m in a network marketing business. I’m building my business but it’s not working for me.

So, I said, “Okay, how can I help you?” He goes, “Well, you know, with some of the things you said really inspired me and I was wondering if you are willing to mentor me.” I said, “Well, I really don’t have a mentoring program right now but let me tell you what I’m willing to do. If you are willing to come out here to this Sales in Motion event, I’m willing to coach you and mentor you and help you in your business.”

So, he said, “Okay.” And then I talked to him the next day, he said he couldn’t come because he didn’t have the money. I said, well, if you don’t have the money, that’s exactly the reason why you need to be here. So, he said, “Okay.”

And I said, “This is what I’m going to do for you. If you’re willing to come, I’m willing to pay for your hotel.” So, he flew out here and I paid for his hotel, in a nice hotel down in New Port beach. Why did I do that?
I don’t get anything from him. He is not in my down line. He is not in my business. As a matter of fact, we gave away the iTrac for free to the guy because he came through the event.

So, I didn’t even make any money off him. It had nothing to do with money. You know what it was? Watching that guy gleam. Watching him get on the stage when I brought him on the stage and watching his belief go through the roof. That’s the reason I did it.

That’s who I know what my burn is, is because I would do it even if it was for free. So, you got to find out what your passion is. A person has to find out what their passion is and what they get excited about and has nothing to do with money.

So, that’s how I know for myself is when I’m excited about something, when I’m passionate about it.
Matt: Got it, got it. Awesome. So, focus, this is a biggie for you, I know it is.

Stephen: Yeah, yeah. Well, it’s biggie now because I’ve learned how to do it. Yeah, my motto back in the day was “unfocus”. Focus actually is an acronym. I like to acronym that I learned years ago.

Focused is for FOCUS that stands for Follow One Course Until Successful. The reason I said I was unfocused because I used to follow unfocuse before I could spell focus. I follow many courses until unsuccessful actually. Then, you figure out that you can focus.

So, follow one course. Think about that follow. You have to learn to follow. If you want to become a leader or something, you ‘ve got to learn to ask for help. That’s one of the things that I’ve learned to do is I’ve learned to surround myself with people much smarter than me. People that are more savvy in sales. People that know how to build websites better than I do.

People that know how to do all the things what it takes to succeed in my business, I need to learn how to follow so I can learn to lead. One of the things is follow. One, one course.

See, one course means one direction. The challenge with a lot of people is when they trying to do something that, achieve something, they are all over the place. They’re doing multiple things at multiple times.

I break it down even to the minute. That’s why iTrac is set up, once you used the system, you’ll know that you have to focus on one day. Monday. If today is Monday and you want to start doing your activity today, you cannot fill out Tuesday until you’re done with Monday.

Because Tuesday doesn’t mean anything until you did Monday. You can fill out Wednesday until you are done with Tuesday. So you need to focus on one day at a time.

When it comes to goal setting, a lot of people want to set these monthly goals and yearly goals, annual goals. That’s great and dandy but what are you going to do today? What are you going to do today for your business?

Well, I’m too busy. I got so much going on. Great. Well, what’s going to happen tomorrow? Man, I got so much going on, I’m so busy, I can’t do this and that. See, excuses start happening everyday but you want this goal for the year.

You want this goal for the week. You want this goal for the month. That way you have a successful week, is you have a successful day. So, you have a successful day, five times in a row. So, focus is so important. So, Follow One Course Until, Until, so question is, how long is until?

The answer is, until you get there. So, if your goal is to achieve a goal, then you’re going to persevere until you get there. Perseverance is the key that goes with until. A lot of people, they quit too soon. They can be inches from their success and then they quit.

I remember in that real estate company that I was in not long ago, few years ago. I remember that first three months of that business, you know, I told you it costs $20,000 to get in. I had to borrow that and find it but then the next three months, I literally went broke. I had nothing to the point where we’re going to go this college in December with no money, nothing to get to the college but we made a decision.

We’re going to make a sale this week and we’re going to the college. So, that week, I did make a sale with this one lady but the way I made the sale is I went to my mentor and I said, “You know what, I don’t know how to do this business. Something’s wrong. Can you help me? “You know, I asked for help. I followed. He showed me how to close and he did it.

He signed one person but we didn’t know if the money was going to come so we went to that school, hoping the money would be in that account on Monday and it was, fortunately. Because we would be sleeping in the car. But the whole point was, it was until, it wasn’t “Lina, we’re going to quit” after times got tough.

We were known as the, I was known as the Six-Dollar Man. The reason I was known as the Six-Dollar Man is because there was a soup plantation across the street. We went to a meeting one day; my wife was pregnant with my son. We walked across; we had to park at the soup plantation and walked across the street to the hotel because we didn’t have six bucks to park in the parking lot. So, my pregnant wife goes and went to the hotel.

That was a week before we made that sale. From that next month, I made $30,000, the next month, I made $70,000, the next month, I made a $100,000 and by the end of that year, I made $560,000 in my bank account. But it was until, it wasn’t no quit, it was until I got it. That’s the mindset that you have to have is you got to follow one course until successful.

Then, you got to really learn what success is and success is the mind set that you see it in. It’s not when you get to a certain dollar amount. There’s a whole train doing success but until you feel successful, until you achieve what you’re trying to achieve. There’s no such thing as quit. That’s how I see focus.

Matt: Got it, but Stephen, this all sounds great and I know you can do it but I’m scared. I’m scared to make that leap. What would you tell to somebody that’s scared or has fear about actually going out and pursuing what their passionate about, pursuing what motivates them?

Go ahead and having that faith and recognizing it’s just an idea of problems, not a money problem and they’re determined to get focused but they’re still scared. What would you recommend to them?

Stephen: Sure, it’s funny to talk about fear. I actually do training on fear and I don’t know how much time I have but if you don’t mind, I’ll give them the five little simple techniques on how to overcome fear right now.

Matt: Let’s go for it.

Stephen: Yeah, because fear is a big thing. It’s what stops people dead in their tracks. I know for me, I was afraid of my own shadow for a long time since I was in sales. I could sell one person at a time, put three people in a room and I was done.

I couldn’t talk anymore. So fear froze me for a long time. I know how much that is. Fear is another acronym. It means False Evidence Appearing Real. It’s really thinking about its false. It’s not real. It’s false evidence. It may be evidence, it may be something in your mind that you believe but it doesn’t make it real. It is false evidence.

It appears like it is real. It doesn’t say that it’s false evidence that is real. It’s false evidence that appears real. If you really think about that, it appears like it to you.

Most people don’t even see what you are afraid of. It’s in your mind. It’s in your psyche. So, a lot of the times, we stop ourselves and there’s nothing physically stopping us. It’s only your thinking. So, it appears real.

So, these techniques I teach on how to overcome fear in a really short brief way to do it, I want to talk about this and the first one is you have to write down what it is you are that you afraid of. What is specifically is that you are afraid of? Because once you decided what those fears are and, let’s say public speaking is one of your fears.

I’m afraid to talk in front of people. That’s one of the things you have to do is to decide what those fears are. Once you write those down, then you have to make a decision that you want to overcome those fear.

You have to make a decision. Of course, I’m breaking this down. This is more like a hour-long training but I’m giving it to you in five minutes.

Once you write down the fear, let’s say public speaking. You want to overcome that fear but you are afraid to do it. First, you wrote that down. Next thing is, you decide, “You know, I do want to overcome this fear” You got to make a decision.

A decision is a decision. It’s not, “I’d like to overcome the fear.” “Yeah, I think it would be a good idea to overcome the fear” No, it has to absolute decision to overcome the fear.

That’s it, I’m not going to be afraid anymore, I’m overcoming it; I don’t care how long it takes. That’s a decision. Second part of that, the third one is actually is you have to change the way you see fear.

You have to change the way you see fear. Because fear, like I said, is in your brain. So, let me give an example. You ever got on a rollercoaster before?

Matt: Yes.

Stephen: Big ones. Like Magic Mountain-type Roller Coasters?

Matt: Yes.

Stephen: Yes, so, think about this, you are about to get on a roller coaster. You stand in line for two hours to get on that two-minute ride. Right? You get up to the roller coaster, you hopped in and you get buckled up, snapped in, then you start going up the hill.

Click, click, click, click, click, click. When you get to the top of the hill and then you look down and what happen? You scream, “Ahhhhh” your eyes get big and they snap a photo of you and you look ridiculous and then you’re going downhill and then you go around the corners and you’re screaming and fired up on this roller coaster right? Remember when you are way up that thing and you have that butterflies in your stomach?

Matt: Right.

Stephen: Those are fear butterflies. But really they are, they are excitement butterflies because what do you do as soon as you get off that rollercoaster? You run to the next line. That’s what you do. See, what happen is in your mind, you knew that thing was going to happen on the roller coaster.

You knew you were going to be safe but you still did it anyway. You were afraid, or you know, fear, but it was really excitement. You were excited about it. So, what I’ve learned to do in my own brain is before I go to do something that “normally would be afraid to do” is I change it in my head to say “These aren’t fear butterflies I’m feeling in my stomach, these are excitement butterflies I feel in my stomach” because they are exactly the same.

They feel the exact same. So, I changed it and if you think about it with the rollercoaster, when you are afraid to do something, you run from it. When you are excited about something, you run to it.

Which is the next step is you have to do what you fear most to overcome fear. You do what you what you overcome you fear most. So, if I’m afraid to go public speaking, that’s what I’m going to go do. I’m going to join Toastmaster’s and I’m going to learn to public speak, that’s what I did. I don’t know how to raise the money, so you know what I’m going to do?

I’m going to find a way to raise the money. I don’t know what it is I need to do, whatever it is that you are afraid of, do what you fear the most and you control fear. I can say this is probably one of the greatest techniques I’ve learned to use for myself is that when I recognize that I’m afraid of something, I run to it and I do it anyway then I overcome the fear. That fear, the thing that I was afraid of is probably the most beneficial thing I needed to do. Think about yourself.

Think about the businesses that you may be in or the situations that you are in. When you feel afraid to do something and you end up overcoming that and you do it, usually that’s the best thing you could have done.

It ends up as a benefit for you. So, that’s the fourth step is that you got to do what you fear most and then you control fear. It literally can be that simple. It doesn’t need to be more complicated. What people do is they make it more complicated in their own head but really it isn’t.

You recognize what it is, you made the decision you want to overcome the fear, you change the way you see fear and you realize that this is not really fear, I’m just excited about doing it, that’s what these butterflies, you are playing this mental game in your own and you do what you fear most and then you; step five is you repeat the process as many times as it takes until you overcome the fear. So, give you real life example, afraid to go prospecting, cold calling at the mall.

Then what you do is you say, “You know what, I’m going to overcome this fear and you go cold calling at the mall.” The first time you walk up to someone, you got the butterflies, you got the bats in your stomachs, and you say “Oh, these aren’t fear butterflies, these are excitement butterflies so I’m going to go do it.”

You say something to someone, they don’t beat you up like you think they’re going to. They don’t do anything. They are nice to you and you say “Oh, they’re pretty nice.” You overcame it.

You do it again, you still have the same butterflies but they are not as big anymore and then you overcome the fear, you do it, you talk to the next person and you’ve overcome it.

You talk to the next one, you’ve overcome. You talk to the next person, you’ve overcome it and that person buys from you and refers you to the biggest company you could have done business with. Because you do what you feared most and you overcame fear.
That’s how that works. You learn to develop a habit out of it because developing how to overcome fear is kind of like a muscle. If you don’t use it over a period of time, what happens if you don’t go to the gym over a period of time, Matt?

Matt: You start to get flabby?

Stephen: Yeah, you get flabby, you get weak, your muscles get weak. Same thing with your fear, overcoming fear muscles. If you get use to overcoming fear, then your muscles become strong.

What those muscles are called, what we use the word that we used them for is called, insecure or not confident. Like not confident in certain things. But what happens is your confidence muscles increase and then people see it. When your confidence muscles increase, people will believe in you and they want to do business with you.

So, that’s how, you know in the next show, we’ve have a lot of time to go over it but that’s the technique that I absolutely teach and it’s actually inside the iTrac system. The whole two hour training but it’s a really powerful technique to really help people overcome fear. I love watching people that are definitely afraid to not afraid anymore and they come different.

Matt: You know Stephen, I know that I didn’t really care about the time because I really wanted to selfishly, for selfish purposes, I want to show you off a bit, to show why you are on this show for a second time and how much of an integral part you’ve played in my personal Do Over because I know for a fact, I will not be doing what I’m doing today if I was not for you.

You know, one of the greatest gifts that you gave me was, up to this point, I mean, we’re both only year apart in age and when I met you, it was obvious that over the last 20 years we’ve read the same books, listen to the same programs, we’ve taken the same courses.

We had a lot of the exact same information in our head. So, the things that you are speaking and teaching wasn’t really new information to me but you know what, it was the real breakthrough and just being around you and knowing you was, “Oh, wow! He actually reads these stuff and he goes and does it.”

And just having that example of someone that does a training on fear, which is probably compiled from 20 years of your own experience, in your own studies. But to actually watch you go and do exactly what you just said, what you train people to do, I’ve never seen you train or teach anybody to do anything that you haven’t done yourself and that you’re probably not already, that you are still doing yourself. I just think that speaks volume we talked about integrity.

After seeing you do over and over and over and over exactly what you say and you know, it reminded of when you going to the mall, for example of how to overcome that fear. That’s certainly, you know, I followed your lead in that. I wasn’t in the mall but it was going from business to business in one business door and out in another. Asking for the business owner and asking for the sale.

That was something that just terrified. I think, we started that course, it was just like a quick little eight-week course and you are up there leading it and there are probably in that first day, you told people this, “I’m going to give you an amazing breakthrough in your business and we are going to do this and do that.

You are going to get all these leads, you are going to make these sales, you are going to make all these money, you are going to help all these people, it’s going to be awesome. In that first day, you had probably, I don’t know, the room was filled, probably 60 or 70 people in that room.

The following week, about half of the people were there and then the half and half and half and by the eight course. There was just you and me staring each other in the face and it was kind of like a, “Well, here’s the last day of school and it was just you and me.”

It kind of shows that it’s no accident that I’ve accomplished what I accomplished because I now do what I say. I now read something and I go out and implement it. All these great personal development books and how to books and self help books, they ‘re all pretty much right on the money, it’s right on the money but you just, we have this habit of keeping going from book to book to book trying to find the magic answer, trying to find the silver bullet and it’s probably in the first book you read, you just didn’t implement what you read. You know, so, I’m really excited what you are doing right because what you have done for me personally, you’ve put it into this little system, this iTrac system.

You walked me through it about a week ago, you walked into the whole back office, you have been talking about it forever and I was like, “This is going to be great, this is going to be great.” You finally showed it to me and it’s a, I’m really proud of what you’ve put together. It’s awesome.

Thanks so much for what you’ve done for me. Thanks for being on the show and sharing yourself so graciously and so generously and love to again, have you back. We won’t wait 50 episodes before we have you back, is that all right?

Stephen: Yeah, no problem. I appreciate it. Thank you, I really appreciate this man. I really love being on your show and you get me out of myself. Just even the way you ask the questions and you let me to talk.

You just allowed me to talk and showing me the question and answer, question and answer, I can actually pour my heart out. I really appreciate that a lot. I’m really proud of you too. All you’ve done for me and with me. We’ve built a lot of things together.

The student sometimes becomes the teacher and I know I call you all the time about the Internet marketing and how to do these podcasts and stuff and even patiently walked me through these little things that I don’t know. I don’t know everything. I appreciate you as a great friend and a mentor as well.

Matt: Thanks Stephen. So one more time, if they want to go check iTrac, where do they go?

Stephen: They go to iTracSystems.com. You go to iTracSystems.com. That’s I-T-R-A-C-S-Y-S-T-E-M-S.com and you can check out iTrac and see what it is all about.

Matt: Perfect. Thanks Stephen. Have an awesome day and we’ll talk soon.

Stephen: No problem. Thank you. You have a good one

Matt: All right, take care

Stephen: Bye bye.

Matt: All right, thanks again, Stephen. We wish you the absolute best in your new venture. iTrac Systems. If you lead a team in the direct sales industry or if you have a down line in a network marketing company, or you manage a sales organization or a team of any size and you are looking to either grow your organization or dramatically increase their productivity and results, I endorse Stephen’s iTrac systems. It’s the foundation of my success today. It’s very much the foundation of my own coaching. I know if I ever find my own personal production slipping, all I have to do is return to the basics.

It is awesome that Stephen has brought this system into the future and turned it into an online platform. Very easy to use and it is just awesome. Anyway, I give him a little extra endorsement for two reasons.

I give him more endorsement than I probably ever given anybody on this show and I do it for two reasons. First, I feel like I owe it to him. I mean, I don’t know if I could ever repay him for what he has done for me and my Do Over.

I just wouldn’t be where I am today if our paths never crossed, so I owe it to him. I want you guys to experience the same benefit from him as well. Second, iTrac systems is the real deal. It’s simple, it’s easy for me to get behind that because I know it works because it owrks for me and it’s working for my coaching clients as well.

We haven’t used the actual iTrac, we use a variation of it but he’s taken that and perfected it, he refined it, he fine tuned it and put it online. It’s one of those simple and effective things that will make you think, “Ha! Why didn’t I think of that?”

Well, Stephen did think of it. If you’re involved in sales in any capacity, you’ll be grateful for what Stephen has put together so go check it out. It’s at iTracSystem.com. That’s it for today. God loves you and so do I. I am Matt the Do Over Guy and I will see you on the next episode of your Do Over.

(Voice Over): Thank you for tuning in to your Do Over, where the ignored, the underestimate and the unknown steps to producing results and making life work are revealed. Remember, knowledge is potential power. Take action on what you learned today. This is not your learn over, it’s your Do Over. To view the resources reference to today’s show and to retrieve a complete show transcript, visit www.thedooverguy.com. Stay connected with Matt “Do Over Guy” Theriault on twitter @DoOverGuy and on Facebook at www.facebook.com/dooverguru.

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