Voices of Integrity
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A podcast about Voices Of Integrity for Legacy Partners -
Top Gun Sales Bootcamp Training
WEEK - 28
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Week #28 ~ The Price of Caring
28-1: The Nine Ds, The Leak You Can't Plug & The Trust You Lost With an Analytic Amiable Named Mario
Are you frustrated with your team, your clients, and the people around you — when the formula for having less frustration is not complicated at all — you just have to work less, care less, and lower your expectations, and if that is not the life you want, then the frustration is the price of the one you chose?
And what if the reason you lost Mario's trust is not that you made a mistake — but that after you made it worse, you pointed him toward someone else instead of standing in it yourself?
WANT TO KNOW?
In this Top Gun Sales Boot Camp – Week 28 Day 1 session, we open the week with one of the most personally searching and structurally precise sessions of the entire boot camp. This episode isn't just about a leaking organization, Kevin's lost trust with a client named Mario, why the driver is probably the personality that actually cares the most even though everyone assumes it is the amiable, or why AI told Mark it did not use his text, used it anyway, and called it creative flexibility when confronted.
It's about what happens in your mid-thirties when you pray for three years that God would give you a heart for other people's children as much as your own — and then the moment that prayer gets answered, you immediately realize what you were asking for and think you made the worst decision of your life.
The session opens with Luke's question about the leaking organization — and Mark's answer arriving fast and direct: don't grow. Get it to a certain level and keep it there. Because the more you grow the more there is to leak, and the only way to eliminate the leak entirely is to stop expanding the container.
Audio Podcast
The session closes with a key lesson drawn from Ginger Anne at 16 — who asked for a conversation before bed, was told sure honey, tomorrow morning, said it was fine, and two weeks later had a chip on her shoulder that revealed the apology was accepted but the hurt had not been heard. Because the real danger is not the nine Ds — distract, defy, defer, deflect, defend, deny, destroy, deceive, disguise
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Video Podcast
28-2: The Bitter Amiable, The Sacrificial Lamb & The 10,080 Minutes You're Wasting on Dopamine
Are you frustrated that the people around you won't do ten minutes of work in a week that has ten thousand and eighty of them — and if the answer is yes, have you considered that the problem is not that they are lazy but that they have never once been afraid of losing anything,
And that the moment you put a sacrificial lamb in the room, suddenly everyone gets very clear about what the stakes actually are?
And that the moment you put a sacrificial lamb in the room, suddenly everyone gets very clear about what the stakes actually are?
WANT TO KNOW?
In this Top Gun Sales Boot Camp – Week 28 Day 2 session, we open with something most managers spend four years getting a degree to avoid — the truth. This episode isn't just about Kenny rating himself a five, Luke rating himself a seven, and Mark knowing both of them are closer to a one, why the only person who doesn't leave a leaking organization is the bitter amiable who should have left first, or why Dan Kosar had a collapsed lung and a roller coaster and still became a wild man the quarter after Mark told him he was a loser.
It's about what happens when you give everything you have to people who mistake your kindness for weakness, and what it actually takes to build a fear in a room that isn't cruelty but is the most honest form of respect you can offer someone who hasn't earned anything yet.
The session opens with Kenny — who didn't watch, who nobody followed up with, who nobody pushed, because they don't know him and they don't care, and that is fine as long as you understand that is exactly what is happening.
Audio Podcast
The session closes with Kevin walking in and Mark doing something he never did with Kenny and Luke — installing the fear before the comfort, placing the sacrificial lamb in the room so everyone understands what this actually is. Because seven people committed to a mutual vision bigger than life itself is an art pod and it can do things that seem crazy. But you don't get seven committed people by letting five-out-of-ten and seven-out-of-ten become the standard.
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Video Podcast
28-3: The Roller Coaster You Can't See, The 110-Hour Week & The Year Break God Gave Mark That Almost Killed Him
Are you working hard enough to feel like you deserve more — and if the answer is yes, have you considered that entitlement, self-righteousness, and victimhood are not character flaws you stumbled into but addictions you chose, and that the more you feed them the more you need them?
And that somewhere between wanting fragrant roses and running toward the roar is the only version of a life that actually means anything?
And that somewhere between wanting fragrant roses and running toward the roar is the only version of a life that actually means anything?
WANT TO KNOW?
In this Top Gun Sales Boot Camp – Week 28 Day 3 session, we open with Kenny's question about owner compensation and arrive somewhere most business owners never have the courage to go. This episode isn't just about why 93% of businesses are gone within seven years, why doubling your sales is the simplest answer to making twice the money that nobody actually does, or why Luke taking time off for a good cause is a price Dreamscape is going to pay whether Luke knows it or not.
It's about what Linda Brael saw in Mark at twenty-seven years old that he couldn't see himself, what she said about his success that stopped being a compliment the moment she finished the sentence, and why the hardest year of Mark's life was the one he spent praying for a break.
The session opens with Kenny's tension between working partner and owner — and Mark's answer landing without ceremony: you earn what you deserve, owner title or not, and if you're doing ten-dollar-an-hour work that is what you get paid.
Audio Podcast
The session closes with Kevin's question about bandwidth — and Mark's answer going somewhere a productivity framework cannot follow. Four teenagers, late thirties, early forties, dying inside, asking his wife to help carry the honest conversations and it didn't happen, so he carried them alone. Crying out to God right before forty asking for a year break. God giving it to him. That year being the hardest year of his life. Because that is how it works — Allen Stein gave Mark the answer years ago: you have found your life vision when you hate it and run from it but you are the happiest person in the room and the one with the most significance and other people are jealous because they want it but they won't say so.
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Video Podcast
28-4: The Analytic Amiable, The $150K Job & The Personality Test That Knows Your Client Better Than They Know Themselves
WANT TO KNOW?
In this Top Gun Sales Boot Camp – Week 28 Day 4 session, we open with Kenny walking into a $150,000 job and a client he already suspects is an analytic — and Mark arriving at the real question before Kenny finishes asking it. This episode isn't just about why you jack the price up ten to twenty percent on a double analytic and still end up with less profit, why Luke cares more about getting the restaurant deck done than the restaurant manager does and what to do when that happens.
Why older women who love to talk are not a problem to solve but a profit center to build — it's about what happens when ninety percent of the people you run a personality test on have never once understood their own greatest strength, and why that is not a gap in their self-awareness but the exact opening you needed.
The session opens with Kenny's estimate — rounded to the nearest thousand, quoted a year ago, being reviewed today by a man with Alzheimer's who will ask about the trim five minutes after you've already answered it, who is retired, lives a few blocks away, and will probably be standing there watching every move. Mark's first question is not about the estimate.
Audio Podcast
The session closes with Mark reading Kenny's client in real time — $150,000 job, wants to meet in person instead of handling it on the phone — and landing on analytic amiable before Kenny can finish the sentence. Because an analytic driver would have handled it on the phone. The analytic amiable wants to sit down, wants to talk, is super controlling but nice about it, hard to say no to, and gets taken advantage of by others precisely because they take advantage of others first.
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Video Podcast
28-5: The Roller Coaster You Discovered at 24, The Crab That Pulled You Back In & The Buck an Hour That Built Everything
Are you doing everything you were told to do, doing it consistently, doing it right, and it is still not working?
And if that is where you are, have you considered that the president of the company knew it was going to take twelve to eighteen months and simply never told you that at the front end, and that the question is not whether the concept is broken but whether you have the humility to take what is working, build the tools that are missing, and survive long enough to see the results that your effort already earned three months ago?
And if that is where you are, have you considered that the president of the company knew it was going to take twelve to eighteen months and simply never told you that at the front end, and that the question is not whether the concept is broken but whether you have the humility to take what is working, build the tools that are missing, and survive long enough to see the results that your effort already earned three months ago?
Why Betty Clark walked up to a twenty-three-year-old making a dollar an hour with a six-month pregnant wife and bed sheets on the windows and told him he was going to be very successful — it's about what Mark realized in his sleep last night after thirty years of knowing the crab in the bucket principle, the thing that never hit him until now, which is why nobody resented him when he became regional manager faster than anyone in company history and then VP of sales after that.
The session opens with Kenny's follow-up on the analytic amiable client — the 1432, the 4231, the lonely retired man who has already been taken advantage of by others, who wants to do his own plumbing, whose crew takes forever and doesn't get paid much, and who thinks the estimate looks like everything is listed twice because labor and materials are broken out separately.
Audio Podcast
The session closes with the crab in the bucket hitting differently than it ever has before — because in thirty years of knowing this principle, Mark never once asked why the crabs in his company didn't pull him back when he advanced faster than anyone. And the answer came in his sleep: because the ego wasn't there. He wasn't competing against them. He was bringing them value. And that is the thing that changes everything — in sales, in leadership, in marriage, in the rings of influence where the customer is always the most important person in business and the next generation is always the most important person in life.
Listen to the full podcast now.
Video Podcast
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