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Week #26 ~ Know Who You're Selling To
26-1: The Creek, The 17 Seconds & The 40% You Are Leaving on the Table
Are you going into every sale without knowing the personality of the person you are selling to — and wondering why your closing ratio is sitting at 53% when two more closes could increase your profit by 100%?
And what if the reason Alvin Miller set his problems down at the side of the creek every morning, went to work, and picked them up again on the way home is the same reason he has been married for sixty years — and still told Mark that the recurring issues never fully go away?
WANT TO KNOW?
In this Top Gun Sales Boot Camp – Week 26 Day 1 session, we open the week with one of the most personally revealing and commercially precise sessions of the boot camp. This episode isn't just about when to go for the close, how to separate personal life from work performance, or why the amiable uses silence to punish people and genuinely believes they are not doing it. It's about what happens when you integrate a 17-second personality test into your pre-sales and servicing process.
suddenly you know that the driver analytic just wants the work done without conversation, while his amiable wife standing in the kitchen needs your crew to look up and say hello. The session opens with Luke's question about when to go for the close — and Mark unpacking why the expressive and driver close too fast while the analytic and amiable talk themselves out of sales or develop friendships instead of contracts. The group digs into what happens to dropped leads — seventy percent of the leads salespeople dismiss as bad are actually good, and once a salesperson drops a lead it just disappears — and why training a team member to work dropped leads on commission is not a threat to the salesperson, it is the incentive that makes them follow through faster on the ones they actually want. We talk about Alvin's creek — setting problems down on one side of the water, going to work without carrying them, and picking them up on the way home — and why most men leave the problems at the creek and come home acting as if nothing happened, which is not the same thing at all and does not go well for anyone.
Audio Podcast
The session closes with a key lesson drawn from Adam's Life GPS personality system being integrated into Dreamscape's sales, pre-sales, and servicing process — and the vision of a report going to clients that shows them who they are, how their family is wired, and why a referral partner who used it over Christmas said it was the best Christmas they ever had with ten kids in the room. Because the real danger is not closing at 53% and being satisfied. It is knowing that two more closes in every ten would increase your sales by forty percent, that forty percent more sales could double your profit, and that the only thing standing between where you are and that number is seventeen seconds and the willingness to ask which of four shapes someone likes the most.
Listen to the full podcast now.
Video Podcast
26-2: The Coloring Book, The Chocolate Factory & The One Person
Are you sitting on an idea that could have put 2.5 million dollars on the table — and you let one piece of feedback from one person put it to sleep forever?
And what if the one connection that changes your business forever is standing in your house right now — and you have nothing in your hands to give them?
WANT TO KNOW?
In this Top Gun Sales Boot Camp – Week 26 Day 2 session, the team opens with Luke facing one of the most underutilized sales opportunities imaginable — 1,100 people coming to his house for his sister's wedding. Mark doesn't talk about pitch scripts or elevator hooks. He talks about coloring books. Because the women are the decision makers, and nothing touches a woman's heart faster than seeing a man who is genuinely considerate of children.
You don't win the room by talking to the adults. You win the room by making the kids feel seen — and letting the women see your heart in the process.
Then the session shifts into a conversation about business partnerships that most people get completely wrong. Kenny asks how to approach collaboration with other companies. Mark's answer cuts through every assumption: a partner's network — built over a lifetime — can be worth more than everything you bring to the table combined. One person in that network can change your business forever. That's not a nice thought. That's a natural law. And the only way to access it is to have something tangible — a booklet, a structure, a written program — that gives the partnership something to touch, feel, and take seriously.
Audio Podcast
Video Podcast
26-3: The Spreadsheet, The Ceiling & The Camping Trip of the Mind
Are you watching someone you care about hit an invisible ceiling — and wondering if they can even see the wall they keep running into?
And what if the reason spouses can't sell each other on your service isn't a communication problem — but a personality problem nobody in the room has ever been taught to read?
WANT TO KNOW?
In this Top Gun Sales Boot Camp – Week 26 Day 3 session, Kenny opens with one of the most layered questions of the entire boot camp — when is the right time to make a change in business ownership, and how do you make that decision fairly for everyone involved? Mark's answer starts with a spreadsheet and ends with a revelation about human nature. A spreadsheet isn't just a financial tool. It forces what's in your subconscious into the light.
It makes the invisible visible. And once everything is on the table, the real work begins — not calculating the right answer, but understanding that two people with the exact same seven factors will still make completely different decisions based on personality, weighting, and what each person is secretly most afraid of losing.
Then Luke brings a situation that stops the session cold. Two deals. Two wives ready to move forward immediately. Two husbands quietly holding everything back. Mark doesn't just answer the question — he dismantles the assumption underneath it. Spouses are terrible at selling each other. Not because they don't know each other, but because everything the expressive wife says lands the opposite way on the analytic husband. And the amiable? They don't want to be involved in the process — they want to control the outcome without ever showing their hand. The session unpacks how to ask the one question that tells you who is actually making the decision, and why reading body language, tone, and energy in the room matters more than anything the prospect says out loud.
The session closes with something Mark has been sitting with — a growing suspicion that some people have a ceiling in life they will never break through, and the harder question of whether it is his job to help them see it or simply let them go. He turns it back to the team, and in doing so lands one of the most powerful lines of the week: when you go through a book together, you bond your minds the way a wilderness camping trip bonds your souls. Your thoughts create your destiny. And the people you think alongside will shape both.
Listen to the full podcast now.
Video Podcast
26-4: The Breakthrough That Sucks, The Grateful System & The Junkyard Soldier
Are you discarding the whole system because the execution is broken — when the concept underneath it is exactly what you need to build on?
And what if the biggest enemy to your growth isn't failure or laziness — but the ingratitude that stops you from seeing what's already working right in front of you?
WANT TO KNOW?
In this Top Gun Sales Boot Camp – Week 26 Day 4 session, Mark opens with something raw from the pickleball court. Patrick pulled him aside after a game and said: "Breakthroughs suck, Mark." And he was right. Because when the Next Dimension Principle kicks in and you start seeing what you couldn't see before, it doesn't feel like winning — it feels like everything you thought you knew just cracked open. The session carries that energy all the way through.
Audio Podcast
The session closes with a question about software, APIs, and who owns the idea that improves the tool you're paying for — and Mark answers it with a story about American soldiers in Iraq who went to the junkyard and welded scrap metal to the bottom of their jeeps because they refused to die waiting for the perfect solution. Salespeople are built the same way. You don't wait for the right tool. You find what works, you build the bridge, and you keep moving. That's not desperation. That's the soldier's heart that makes great salespeople impossible to stop.
Listen to the full podcast now.
Video Podcast
Are you standing in the middle of the garage overwhelmed — doing nothing — when your dad already gave you the most important instruction you'll ever need?
And what if the difference between a team that works and a team that flows isn't skill level at all — but whether anyone bothered to teach them how to pull together at the same time?
The session introduces Kevin formally into the ART system — the Atomic Ripple Reaction Tree — and unpacks what it actually means to be a founder. Not a figurehead. Not a supervisor. Someone who is personally responsible for the success of every role beneath them, who slides in when people don't pull their weight, who trains while doing, and who understands that the easiest role in the system becomes the hardest role the moment the people around you stop showing up. Then the session shifts into something deeper — a series of stories about boys, bullets, and the lessons nobody teaches you until you've already done something dangerous. Mark hit a 22 caliber bullet with a hammer at five years old. Kevin cut a line without knowing what was in it. A father watched his son electrocute himself with a screwdriver three times and said "he'll learn." The thread running through all of it is unconscious competence — the things you know so well you don't even know you know them, which means you can't teach what you haven't named. The ART tree exists to name those things, structure them, and transfer them before someone gets hurt by the gap.
Audio Podcast
The session closes with the number that reframes everything: for every hour you invest into the system, you get three hours back. Mark owns nine companies and has 20 to 30 hours of free time a week — not because he works less, but because of how he thinks. That's not a lifestyle flex. That's the entire point of the ART tree. You don't build leverage by doing more. You build it by teaching others to pull — together, in sync, in flow — until the whole team moves faster than any one person ever could alone.
Listen to the full podcast now.
Video Podcast
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