[Intro]
911, what's the nature of your emergency?
Ashlie: Welcome back to another episode of Tactical Living by LEO Warriors. I'm your host Ashlie Walton.
Clint: And I'm your co-host, Clint Walton.
Ashlie: In today's episode, we're going to talk about how regardless of what you're trying to advance with, your mindset is key…and in particular for Clint, how different his mindset is NOW compared to the last time that he tried to test for a detective and how he's about to go through this journey again, only this time with a different mindset.
Clint: That's so important and I'm glad we're talking about this subject. Because before, I let my nerves always get the best of me and I'm going into this with a completely open mind and not really having the nerves that I did before.
Ashlie: So baby for the listener, take us through the journey of what you've tried to accomplish in your past and where your mindset was.
Clint: Well my mindset, it's always been just study, learn a huge amount of information over time and see if we could really dial in what I need to have to prepare myself. You know the process is very entailed. There's about a five-step process.
Ashlie: And we're talking about testing for detective.
Clint: Yeah. And in that process, it's… people say, you know testing for detective is harder than testing for higher positions in the department because it's like getting your foot in the door to that promotional process. And I've always looked at the entire situation of well they already know who they want to select. They already know what they want to hear and the questions are always open up for interpretation. And as I go through this process, I really understand the points of, yeah the questions are open for interpretation but if you present them in such a way of what they're looking for, you'll succeed. And I've always let the nerves get the best of me, like I've already said. And as I prepare for my interview, as I prepare for my written exam and my scenario that I have to do, I'm going in and I really realize I know all the information that they're going to ask me. I practice it on a daily basis and I just need to get out of my head and be present in this situation.
Ashlie: So baby, before, we had spent together collectively and then you solely many many hours, many weekends in the past. You've tried to test for detective before. You didn't make the list. And this time you're going into this with a completely different mindset. So talk me through what the difference is between where you were trying to test the last time versus where you're at now.
Clint: You know, my mindset has always been I need to memorize all the subjects. I need to memorize my opening, my closing... just everything surrounding it. And the penal code book… it's huge. It's something that there is no way anyone can memorize the whole thing in a year's time. And as I look at this, I practice every day what I preach so to speak. Now, I just need to articulate that into the answers to my questions. And I've always tripped myself up by. I'll memorize it and then the nerves get the best of me when I start trying to articulate it. And as I go into this process, I'm not memorizing anything. I'm going into it as I know the answers to the questions already and just letting the answers flow out. A lot of it has to do with just my mindset and how I'm approaching it and not letting the nerves get the best of me. But it's really something that I just need to speak clearly and get my message to them and I kind of am manipulating the situation into, you know… we do a lot of training when it comes to marketing and stuff like that. And there's a hook, story, offer mindset that I have used for everything and anything that we do. And so I'm using that with answering my questions. So I see what the question is and I see the exact terminology that they'll be looking for, but then I give them a story of how I've implemented that process for myself and then my offer is going to be why I'm the best candidate for the position.
Ashlie: You've got to love some Russell Brunson. I think a lot of us don't always realize the fact that anywhere we're at in life, we are always sales people. I remember being a kid and using that hook, story, offer methodology when it came to trying to sell my dad on buying me a new toy or even letting me go out and stay a little bit later with friends. We're always selling something in our life. And when you hone in on that and you're able to start to pick up on the fact that you're actually doing it whether you realize it or not, you're able to get better at it. And as it pertains to the hook, story, offer, as you listen, if you're not familiar with that what the hook is, pretend that you're scrolling through your Facebook and all the sudden you see something that catches your attention…so you scroll back on it for a second. And that hook could be something like a really bizarre picture or a really awesome picture or a headline that says something like, 'See How Eating Fish Every Day Can Make You 20 Years Younger.' You know something like that… is that true or is that not true? And it might get you to click on that button to further explore it and then in the story, the story goes on to talk about all the different ways using examples. And same as Clint said as it pertains to testing for detective, all the ways that he's implemented what they're asking him to do in the position of a detective in his daily work anyways without that title yet. And then in the offer, it's the best reasons why he's most applicable for this job and in doing the offer in a way that you're not comparing yourself with anybody else but you're showcasing like, you get me and I have this. But on top of that I'm going to give you bonus bonus bonus bonus, to where somebody is stupid for not choosing that particular offer, and not that anybody interviewing you is going to be stupid. But in the real world with the hook, story, offer, like you would be foolish not to take advantage of this low-cost offer because you're not just getting that one thing. That one thing comes with all these amazing bonuses.
Clint: And that's exactly how I'm going to sell it. In selling like you said. We do it in every day no matter what we live, whatever we experience. And that's what people are attracted to. And that's what I'm utilizing.
Ashlie: I think that can go along the lines of anything like not just in your career, but I mean, I use that example of being a kid. But there's been so many times where I think you've had to do this a little bit more than me to you, where you try to sell me on an idea of something.
Clint: Like my truck.
Ashlie: Exactly. Tell the story about that. That was a good one. Actually I was really proud of you. You literally like created this presentation to give it to me beforehand.
Clint: Apart from having a PowerPoint, I think if we would have had a whiteboard at the time, I would have drawn it out for you too. So I wanted the truck. I saw this truck. I was like man I really want that and I only had my previous vehicle for a certain amount of time; maybe a year or two, and we are like, I don't need a new vehicle. So one day, I go to the dealership and I sit down with the general manager and actually start talking to him and explaining to him the process that I'm going through. I want to get a killer deal on this because I need to sell this to my wife. So if we can come to a number that we both agree on, great. So after maybe an hour or two of talking and just you know shooting the shit but also negotiating on the price, we got to a number. And so, when you got home from work that day, I had all the numbers because you're very analytical and you like to see numbers. And I had everything drawn out exactly how you would want to look at it. You don't care about why I needed.
Ashlie: And I didn't care about all these extra features or that it had these bigger tires and the lift… and I am like okay so what?
Clint: You just wanted to see the numbers make sense and that's what I knew would sell you on it. And so I did the whole cost analysis and the payments and I articulated everything to speak to you on the numbers wise where after you heard my probably 20-minute presentation of why I needed this truck and why I needed to trade in my jeep, I sold you on it.
Ashlie: And not only that but the trick with this whole process is, and in Clint's case, it's a perfect example, is he was able to solve every objection that I would give to him beforehand to where by the end of what his view was, I literally had no reason to tell him, no you can't do this or no I don't think it's a good idea and this is why. I had no counter objection to everything that you presented to me.
Clint: And what's funny is this is before I even had that mindset of hook, story, offer. Dealing with trying to sell things to you in a certain way. I just knew what you'd be looking for and how I needed to approach it.
Ashlie: It's a perfect example of how that plays into our day to day when we don't even realize that it's happening, but in identifying that and using that as a perfect example, it's easier to hone in on okay who am I selling something to? What is that something? How can this benefit them and what objections can I prove false before they even have a chance to say no to, regardless of how I end this, they would be foolish not to tell me yes. And when you're able to do that and you understand that this works in nearly every area of your life as you're communicating with other people, I can think of many times that we've sold one another on huge vacations that we've wanted to do internationally. Name something. It will work in almost every area. And just by identifying that and even practicing it, you'll get better and better at it. And as it pertains to advancing in your career, all you need to do is really focus in on what objective you have, what it is that you want, who you're trying to sell it to, the ways that make you stand out from other people and in doing that you can pick apart all the different things that make you such a variable in comparison to everybody else or everything else, that you don't ever need to say oh well I'm better than so-and-so because. It just organically lets you appear that way and you're being completely honest. There's nothing manipulative about how you're presenting it. It's just you're presenting it much smarter than most people do. And by really queuing in on the fact that you're able to use this tool in every area of your life, then you're able to see yourself excel and ultimately get the things that you want and start to make some waves in your own world. And when you're able to do that and you're able to take in this sense of knowing that you own that power for yourself and use this as a tool that you practice consistently to where it's without effort by the time you really practice is enough to where it becomes natural for you, then you're really able to enjoy your Tactical Living.
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