May 30, 2019

[E34a] Behavior Week: Winning Mindset with Mario Porreca

23 minutes

So excited to have Mario Porreca from the 10 Minute Mindset

podcast on the show with me. His focus on mindset is so important to success,

no matter what your goals are. When it comes to sales it is really a mental game

that you play in your mind

Mario and I talk about:

How your mind is running like the news ticker

across the bottom of the CNN channel

Focusing on the empowering thoughts

You don’t own your thoughts

The key to shifting your mindset

Sales relationships

Competition

Mr. Rogers Neighborhood

And lots more…

Links from Mario:

Mario’s Website: https://marioporreca.com/about-mario/

Facebook: https://www.facebook.com/10MinuteMindset/

LinkedIn: https://www.linkedin.com/in/mporreca/

Twitter: https://twitter.com/MarioPorreca

Instagram: https://www.instagram.com/mario.porreca/

Youtube: https://www.youtube.com/channel/UCzkuh8s7lmbIQmLaLaTkDsg

Podcast: https://marioporreca.com/10minutemindset/

Mario’s BIO:

In March of 2018 Mario launched 10 Minute Mindset and it

became a massive success. It was not only receiving numerous downloads much

faster than he expected, but he was receiving messages from listeners and

creating impactful relationships with them.

His love for podcasting and the relationships and

conversations created around it inspired the idea for LaunchingaPodcast.com.

Mario’s main focus is to help experts, entrepreneurs, and

busy professionals tell their story in an impactful, meaningful, and effective

way to the people who need to hear it.

Mario resides in Pittsburgh, Pennsylvania, with his

girlfriend Erica and their puppy Waldo.

Read More…https://marioporreca.com/about-mario/

Episode 34a – Transcript

Jason: Welcome to The Sales Experience Podcast and welcome to

another special guest episode. Today, I have with me the master of the mindset,

Mario Porreca. I will put all of his information in the show notes as you know,

but the one part that I do want to plug even before we begin and I definitely

want you to check out his podcast. It’s a daily podcast it’s called The 10

Minute Mindset. And he is not a five day a week guy like myself, he drops one

every single day at least seven episodes a week and that is amazing. That is

goals ladies and gentlemen. And I appreciate his effort, everything he does to

help people with their mindset. For now, sit back, relax — actually, probably

not sit back, relax, get a notepad, take some notes, sit on the edge of your

seat and let’s get started. Mario, welcome to The Sales Experience Podcast.

Mario: Hey, Jason, thanks so much for having me. This is fun.

Jason: Yeah, I’m super excited. We connected on LinkedIn through

the interviews that I saw you do with shared connections, and it was amazing.

And for me, I saw the topic of mindset for your show. And I thought that fits

in really well when it comes to my focus, which is on the sales experience,

sales people, sales teams and leaders.

Mario: Absolutely. I mean, for me, mindset is kind of the

foundation for pretty much everything. And I know it’s a very overused word in

today’s world. It’s one of those things you see popping up everywhere, but the

reason I like it is because it’s such a broad topic. I mean, if you listen to

my show, and you just flip through my directory and the different guests that

I’ve had on, I’ve talked to everyone from nutritionists, to personal trainers,

to counselors, to therapists, to coaches, to consultants, to real estate

experts, all the way up to spiritual leaders, Kaushik records, people. I mean,

it spans across a lot because I think that not everything resonates with

everyone, but everything resonates with someone. And I think that by having

that way of thinking, that’s what mindset is to me, it’s what are your

thoughts? What predominant thoughts do you have and how do you sort your

thoughts? Because thoughts come to us, you know, if you look at science, it

tells us that the average person has between 60 to 70,000 thoughts per day.

Now, you don’t see all those thoughts, because your unconscious mind doesn’t

present all of those thoughts to your conscious mind. But they go through your

mind. And it’s almost like a reminds me of if you ever watch ESPN, or, you

know, the CNN or any of those shows that have the ticker that go through the

bottom of either the scores or the stocks or anything like that; that’s what

our thoughts are like. So, they come in and out of our minds and we have to

decide which thoughts we’re going to put emotion to because the thought in and

of itself has very little creative power. But I thought back with emotion is

infinitely powerful and that’s what we call a desire. When you back a thought

with strong emotion, it creates a desire, and that’s what leads to action.

So,

what thoughts are you — and we all have, like, if you think of your thoughts

is like a ratio. So every hundred thoughts, how many empowering thoughts do you

have and how many disempowering thoughts do you have based on what you want to

achieve? And so if the ratio right now it might be 80/20. You might have 80%,

empowering 20% disempowering. Well over time, if you condition yourself to not

attach emotion to the disempowering thoughts, and attached to the ones that

will help you, over time, your mind will start to realize which ones you like

the best and which ones you’re focusing in on. And it’ll present you with more

of those and become a better filtering system. And to me, that’s what mindset

is. It’s setting up your thoughts in a way in which you are presented with more

empowering thought, as many empowering thoughts as possible, that will help you

get to where you want to get. If you look at like, the really successful people

like the Richard Branson’s, the Tony Robbins, even the Gary Vaynerchuk’s of the

world. They’re not any different than you and I, but their mind, they’ve

learned to really hone in on this empowering thoughts, on the thoughts that are

going to help them deliver value, and the thoughts that are going to guide them

to where they want to go. They’re very clear on what they want to achieve. And

then their mind is very good at sorting those thoughts. And the cool thing

about thoughts too is I’ll give you one more thing, and then I’ll let you move

on to whatever we want to talk about because I don’t want to hijack your show.

But one other thing about thoughts is I’m going to ask you a question really

quickly, Jason, just for an example, have you ever in your life had the

thought? I mean, you don’t have to like get into it, but just yes or no, have

you had the thought, maybe I’m not enough?

Jason: Yes, of course.

Mario: And guess what? So have I. And you know what that means?

Neither you or I own that thought because we each had the same thought, that

means it’s not unique to us. So you don’t have to — If you have a thought, if

you don’t want to you don’t have to put ownership behind it. And what most of

us do is we create these beliefs from our thoughts and we will like fight to

the death to defend that that’s the truth. But the fact that you’ve got I’m not

enough at some point, I’ve thought I’m not enough at some point; we don’t own

that thought. We don’t have to defend that and believe that because it’s not

unique to us. It’s a thought that I’m sure millions and billions of other

people throughout history have had as well. So, when you look at your thoughts

from that perspective and you look at your thoughts as like something that will

guide you and be able to empower you if you give an emotion, that’s the key

right there. If you give an emotion, then you really have the control. And that

to me is what mindset is.

Jason: Okay. So I’m listening to you talk and go through all this,

which is amazing. And I’ve done a lot of personal like focus and development

work and kind of thinking about my thoughts and I’ve talked to a lot of other

people. And there’s a tipping point, I guess and this is one of the things I

wanted to ask you about, which is interesting you brought up this part is, it

sometimes can be tough in a mindset when somebody is trapped in their head,

when they’re listening to the positive stuff. Let’s say Gary Vaynerchuk, for

example, or even what you just went through, where there’s a lot of

motivational mindset. Sometimes it’s complete BS, right, Guru BS, sometimes

it’s actual practical stuff. But you hear this Roz, you know, rah, rah,

positive, motivational, you know, just focus on attaching the good mindset, the

good focus, but then there, you know, somebody — It’s not 80/20, right?

They’re not 80%, positive and 20%, you know, kind of negative in their mind,

it’s more the opposite. And in fact, the listening to motivational stuff can

actually make you feel worse in the context of sales or anyone else, if they

just don’t feel like a winner, like how do you start. Where’s a good place to

begin to start shifting that balance, and not go, you know, full on, like, you

know, Tony Robbins up on a stage because you feel so far away from that, right?

Mario: It’s really, really super simple and it’s one word,

gratitude. It all starts with gratitude. I mean, it all begins and ends with

gratitude. And the key is not just gratitude because if you’re in a really bad

place, hearing that you should be grateful is going to make you more angry than

anything, right.

Jason: That’s what I’m talking about that, right.

Mario: But here’s the key, you have to practice gratitude when

things are good because gratitude is like a muscle, and you have to build it.

So, if you practice it on a regular basis, and I don’t mean like being overly

like crazy, grateful happy hippy dippy all the time. None of that stuff, you

know what I mean? It’s more like looking at the small things and allowing

yourself to get into that state of gratitude. That’s why if you listen to 10

Minute Mindset, I start every episode with what I call the GIO method, and it

stands for Gratitude Intention Outcome, but it always ends with gratitude. And

it’s always three specific things. And there’s small things, everyday things

like being able to get up and just being grateful for another opportunity,

being grateful that you know that the world is in and of itself is abundant.

You don’t have to worry about where your next breath is going to come from, you

don’t have to worry about if the sun’s going to shine or not. You don’t have to

worry about all these things. But just finding that gratitude that you can

really get into a state of gratitude from and operate from. Because here’s the

key, the most powerful person is the person who needs nothing. And the person

who is truly grateful, needs nothing because they’re already appreciative for

what’s present in the moment. So, if you can operate from from a place of

gratitude, you’re the most powerful person around. And the other thing is, if

you practice gratitude, when things are good, and you do it consciously and

consistently, then when things are not so good, your gratitude muscles will be

stronger, your mind will automatically look for things that it can find in this

not so good place to be grateful for focusing on those things. And that’s not

going to mean that you’re not going to have challenges. And that’s not going to

mean that it’s going to make it like super easy all the time. But it will help

you get out of that bad place faster.

And

so to be really, if you want to be really real, and really practical, you

practice gratitude on a regular consistent basis, and you make time in your day

to be grateful for what’s already around you. And you know, it’s not like

always having to see the silver lining all the time. But if you always have

gratitude to fall back on, you always have a powerful state to operate from.

And so that’s where it’s at. It’s in– especially if you want to talk about

sales situation, if you go into a sales situation, you’re grateful, just to be

there. And just to be in that conversation, and you drop your expectations,

because that’s what gratitude is too, is dropping your expectations. I believe

there’s no such thing as failure. Failure is just a label that we’ve created.

It’s a label that we’ve created, that we apply to situations where we feel like

we haven’t met the expectations that we previously set. But guess what? The

cool thing is, if you drop that expectation, the failure label goes away. And

you can look at that situation and say, okay, this is just a result, what do I

take from this result? What can I take from this result and apply to something

else, learn from something in learning, you know, a new way, learn something

new from. And it takes failure away because failure becomes personal, we make

it personal about ourselves. But it doesn’t have to be. It can be something

where if you drop that expectation. So, in a sales situation, if you can be

grateful going into that, not focused on the outcome, but focus on the actual

process of developing that conversation, the process of learning what the other

person’s problems are, then you can figure out ways that you’re serving your

product, whatever it is you’re selling, can specifically solve that problem.

And then you could come from a place of really wanting to help as opposed to

making it about you so that you meet the quota, you make the sales, you get the

numbers, and then it just becomes a transaction. Because guess what, the

relationship is always infinitely more valuable than the transaction. And that

relationship will lead to multiple transactions over the course of time if

you’ve nurtured that and put that first. And I know that a lot of people talk

relationship, but here’s the other key; there’s a fine line in the sales game.

And you know, I love sales. I am not against sales whatsoever. I love it. I

think when done right, it’s one of the most great experiences on the face of

the earth. Actually, one of the best friends I’ve ever had started as a sales

guy. I went into the situation, knowing that I wasn’t going to buy anything,

man before the conversation was over — Yeah, I made up my mind. I said, I just

want to see how he’s going to sell to me. And I even had my girlfriend, who’s

still my girlfriend, I had her we put the phone on speaker I said, take notes

with me so that we can see what their process is, maybe I’ll miss something.

And so we started, we’re taking notes, we’re doing this whole situation. And at

the end of the call, not only did we buy a five figure product, but I still

talked to him two years later on a weekly basis. This is a guy I never talked

to before. So, that’s the power of sales when it’s done, right. Not only did he

make the sale, but we’re still friends to this day and it’s been two years.

Jason: It’s relationship. Yeah.

Mario: Exactly. But there’s a fine line. So I always say, don’t

let the sale get in the way of the relationship. But conversely, don’t let the

relationship get in the way of the sale. Because what I see in today’s world,

when it comes to sales, people are increasingly, they have this fear around

getting on the phone and having an actual sales conversation. They dress them

up, which is fine. I mean, there’s nothing wrong with that it makes it more

personal, but they call them breakthrough sessions or strategy sessions. But

it’s really a dressed up sales call is what it is. But that’s fine as long as

the sale isn’t the direct, isn’t like the only thing that comes out of that

call. And so what I see is a lot of people, since their quote-unquote, they

have this fear around getting on the phone and actually having this

conversation, they have what I call the landing page dream. So, they put up a

landing page, and they hope that that copy and that page, if you just drive

traffic to it, it’ll do the work for me. Well, here’s the thing, it can if you

do it correctly, and you have the targeting done right. But what really happens

is, if you break down the numbers, the cost per acquisition of someone that

becomes a client from a landing page is on average, three times greater than

someone if you had just pick up the phone and have the conversation with that

same person. So, conversations are so vital, but here’s the key; since a lot of

people are afraid of having the sales conversation, they preach relationships,

which is true. Relationships do lead into more valuable sales. However, there’s

a fine line because you can get to the point where if you don’t focus on the

sale at all, and you just focus on the relationship, you’ll get to the point

where you’re such good friends that you may end up doing the transaction, but

you don’t feel right charging them for it.

Jason: Yep, the friend zone.

Mario: Exactly. So there’s that fine line. Now, here’s the other

thing, if you switch your framework, or your way of thinking, your mindset, I

should say, and you reframe it, to think, you know, money in and of itself is

just a form of energy. That’s all it is. And you know, for there to be a real

transaction, it’s a cycle, it has to complete itself. So, the key is to be able

to give freely, but at the same time being able to receive graciously. And so

if I’m going to provide a service for you, the only way or not the only way,

but one of the best ways to complete that cycle and make it complete of energy

so that the universe always lives in balance, right, to make it balanced, is

for you to put energy into this process as well. And it just so happens that

the form of energy that business thrives on is currency. So, there’s nothing

wrong with someone paying for the service that you provide. You just have to

have that balance of relationship and transaction, relationship and sales. If

you can balance those two things, the process will not be difficult. It’ll

actually be fun. Both parties walk away, gaining something, both parties walk

away happy, and you’ll get the best referrals and testimonials that you’ve ever

had in your life.

Jason: That’s awesome. So true. We could just end right there. And

that would be great for everyone listening. But I want to go back to something

you said about disappointment. And I think it’s interesting because you were

talking about disappointment. And you know where that comes from. I think one

of the big things and I heard this Pastor Furtick, if you’re religious or not,

it’s still applies. He basically says that disappointment is the expectation

gap, is where you have an expectation, it’s not met. And when that doesn’t

occur, you know, when your expectation doesn’t actually happen, disappointment

is there. And I think you’re absolutely correct. Like, especially in sales

people, the expectation is they’re going to make this sale, or this call is

going to go well or this meeting is going to go well. And when it doesn’t, they

have disappointment, leads to rejection. And it really doesn’t matter, but it’s

because they have an expectation of the process or what’s going to happen.

Instead of going into it like you also said, which is you know, the person who

needs nothing. When you need nothing or expect nothing or want nothing from it,

and you’re just doing your service and what you feel like you should be doing

or can do, then, like literally it’s going to happen or it’s not and then it’s

not personal. It’s not about you.

Mario: Absolutely, the process is the key. If you can fall in love

with the process. And you love having conversations, you love connecting with

people and you’re always looking subconsciously for gaps, meaning everyone has

problems, right? Everyone has things that they want fixed. So, if you’re

looking and you’re trying to figure out like, what’s the problem that you have

and can I solve that problem? And if I can’t, who do I know that can? If you’re

thinking in those terms, but you put the connection in the relationship first,

then you’re going to win. And I mean, it’s like you said when you’re a

salesperson, I think one of the most detrimental things you can do is go into a

situation with expectation, going into a conversation expecting a sale. You

know, I’ve even been and I’m sure you have too Jason, with your sales

background, you’ve probably had people that you come out of a conversation with

the con spectacularly say, I’m in, I’m ready to do this. Let’s get started.

Yeah, yeah, well, what happens? If you don’t have it, I never assume anything,

until I have cash in hand. When I have cash in hand, and we begin the process

of working together, then that’s when the client, you know, relationship really

begins. Until then it’s all talk. But you want to foster that, nurture that

relationship and work on that. So I mean, that’s the point, you know,

expectation to that point. Meaning most or not most, but a lot of sales people,

especially new ones, go into situations before they’ve even had the

conversation and they expect that sales happened. They’ve even maybe even

celebrated before they’ve had the conversation, even meet this person. But you

know, again, if you go into the place where even if you’ve had a stellar

comment, you don’t expect anything until the process is already underway. If

you can love the process, I think the best salespeople are the best salespeople

because they love the process of sales, they love people.

Jason: Well, and I think it’s two things, I think they love the

process and then they also come from an abundance side, which is they don’t

need to force it. They love the process and there’s no attachment. Like I’ve

said forever. I mean, there’s 7 billion people on the planet. No matter what

your goal is, and what your focus is. There’s enough people out there who will

want what you have, where you don’t have to force it or feel desperate or have

expectations.

Mario: Can I chime in here for a minute and I don’t want to

correct you on your show. But I want to take you back to you said there said

there is 7 billion people on the planet, you’re correct. But the number of

clients available is really infinite. Because while there’s 7 billion people on

the planet right now think like, think about it, there are more people being

born every day, there’s no shortage of human beings. There’s people getting

older, every day that are coming into your target market, there’s people

discovering things or discovering problems that you can solve coming into your

target market. The number of potential clients in the world to you is infinite.

And the second thing is people get all tied up with their competition and who

they’re competing with. But here’s the deal, you don’t have to be better than

all your competition, there really is no competition. You don’t have to be

better than all the people in your field, you just have to be their best choice

on the day they need the work done. If you do that job, the best on the day,

when they’re ready to make that decision, then you’re going to get their

business. So, you don’t have to focus on what so and so’s doing and try to be

better than them. You just have to be the best version of you and show up with

the intent to make a difference. And so there’s no competition, there’s an

unlimited supply of people out there that need what you have. It’s just a

matter of going out and doing that and focusing on that process.

yeah, that whole competition — Like Gary Vaynerchuk says it all the time and

one of the things that he says that I love is that, you know, there’s two ways

you can have the biggest building in town. You can either A, build the biggest

building or B, you can tear down everyone else’s building until years bigger

than all of theirs. And so I you know, it’s all about how do I build the

biggest building, not even worrying about what other people are doing. It’s

like work on yourself, work on your own thing, be the best version you can be,

show up with the intent to serve and do good. And you’ll start to see magical

things happen. But you have to do it consistently and that’s why you have to

love the process. Because if you don’t love the process, you’re not going to

continue to show up. And if you don’t get to — and it’s not enough to just

show up, you have to show up with intent. You have to show up with intent to

love another person, to serve that person, to do the best you can for that

person. And at the end of the day, I think that’s what really separates the

best salespeople is that love for the process, and the intent they show up with

and I think that’s the game.

Jason: Yeah, I couldn’t agree more. And I’m thinking about it

with, you know, within this framework of the sales people and sales

professionals, even leaders of sales teams, and you know what that looks like,

especially as I keep thinking, you know, I’ve got you, and you’re the mindset

guy. And I’m just thinking about your statement about gratitude where, you

know, somebody’s struggling with their mindset, the rejection, they’re feeling

like they’re taking things personal, when things aren’t going their way, just

focusing on that gratitude. I know, for me, you know, one of the things I

focused on for myself, and you know, other people is, life happens, right?

Like, sometimes shit happens and life can suck and things go on. But, you know,

the key is, how quickly can you recover from that, right? At first, it might

take you a week to recover, and then it might take you a few days. And then

maybe if you can get it down to a few hours or a few minutes. You know, when

you talk to people or things that you’ve shared or learn from all the different

people that you’ve interviewed and spoken with over the years, other than

gratitude or even expanding on gratitude; what’s a good way to shift as quickly

as possible, you know, as a building that muscle in your mind?

Mario: Well, I can say this from, you know, I think more so than

the mindset guy, I’m the conversation guy. Because I’ve had– I mean mindset,

like I said, I focus on that. And because number one, it’s so vast and number

two, it’s such an integral part of the foundation of success in any area of

your life that you want. It comes down to your internal work and the way that

you’re set up in the way you experience the world. And so I really believe that

but, you know, I’ve had over 2,000 conversations in the last 14 months with

some really remarkable people. And I think that what I’ve come up with, or what

I found, or what I’ve learned from all of not — just from these conversations,

but from my life and the things that I’ve studied, and the things that I’ve

looked at and consumed, is that it really comes down to focus. I mean, you can

take — this goes back to my childhood, but I like to kind of go back there.

One of my idols growing up as a child was Mr. Rogers, you ever watch Mister

Rogers Neighborhood?

Jason: Yeah, totally.

Mario: So, Fred Rogers. He’s actually from Pittsburgh, lived in

Pittsburgh, where I’m from, where I live. But aside from that, I used to watch

Mr. Rogers every day. And one of the things I learned from Mr. Rogers is, when

he was a kid, he would watch TV like all of us. And he said, he remember seeing

things on the news that were really terrible things that happened in the world.

And when he would see these events because these things have happened all

through, you know, we think about the things that happened in our lives. And we

think that only terrible things are happening today in the world. But they’ve

happened all throughout history. I mean, there were wars before we even had can

remember. But he remembers watching the news when he was a kid, seeing these

terrible things, and being like, upset about them because you see these things,

and we get emotional about what’s happening in our world today as we should.

But his mother would always say, look for the helpers. If you look hard enough,

you can always find the people helping. Even though the situation’s bad, you’ll

find that the people– there are people who step up and help and try to make

the difference and make good things happen. So, learning that and really, that

hit me, when as I was growing up when I heard that him tell that story. And it

made me realize it’s all about focus, whatever you focus on, you’ll find. So,

if things are really bad, and you’re focused on how bad they are, they’re going

to seem a lot worse than they were are. If things are really bad, and you’re

trying to find the helpers and you’re looking for the good, things are going to

seem not so bad, and you’re going to start to work your way out of it. Again,

it’s not a magic pill, it’s not like it’s just going to– if something really

catastrophic happens, and you look for some good things that’s going to make

everything you know, rainbows, unicorns, and fairy dust, that’s not going to

happen. But if you focus on the good, and you make a habit to focus on the

good, and it’s what you’re looking for, you’ll start to find more good around

you, and that will help you lead into better things.

Jason: Totally agree, I think that’s a great place to end with the

value for hopefully salespeople and sales leader on what to focus. Mario, I

appreciate you being on the show with me and everything that you’re doing in

your conversations and in the landscape of mindset, and helping people focus on

the good things, the good value and the good parts of their lives. So, I

appreciate it.

Mario: Thank you, Jason, it’s been a real pleasure. I hope that

your audience finds value from everything that we’ve talked about today. And I

look forward to speaking with you again, real soon, my friend.

Jason: Perfect, I appreciate it. And as always, there’s going to

be the show notes, all of Mario’s links will be in there on the website. You

can go to CutterConsultingGroup.com,

and also make sure to subscribe to each new episode so that you can get those.

And if you’re on iTunes, rate, comment and share how amazing these episodes

are, I would appreciate that. And as always, remember that everything in life

is sales, and people will remember the experience you gave them.

...more

View all episodes

By Jason Cutter

4.9

3535 ratings