Business Management

How-to Get People to Do What You Want, Make More Money, and Get Laid More!

How-to Get People to Do What You Want, Make More Money, and Get Laid More!

Some time ago I came up with this acronym for EAS, which always stuck with me because growing up I was such a big Bill Phillips/Body For Life fan.

A few years ago I was hugely honoured with a special invitation to speak at the local TEDx event, this was a big deal for me I really wanted to do something impactful, in fact it’s the first speech I kind of wrote and the only one I’ve practiced to memory since college.

If you haven’t watched this video I really do suggest you spend the 18 minutes:

You see EAS began as sales training and because of TEDx became the simple equation to harness the power of inspiration no matter who you are or what situation you’re in.

Why should that be important to you?

Because this is what I think is amazing about the world today.

Bad news.

Like it or not, you are always selling and selling to everyone.

If you weren’t always selling…

You wouldn’t have any friends…

No one (your kids) wouldn’t listen to you…

You wouldn’t have a job/career/business/etc…

You’d have never gotten laid (yep I just said that)…

You’ll never get “upgraded” on an airline or in Vegas…

Your clients wouldn’t be getting results…

I think you get the point.

Good news.

Selling used to be that the salesperson knew more than the prospect about a product or service and they would leverage that information to convince (or coerce) a prospect into making a decision.

Hence we all have this gut response to dislike salesman or associate sales as being a bad thing or something to be avoided.

But that’s not how it is now.

The internet, the Facebooks, the YouTubes and all those kinds of things have placed all the information that we can handle (and more) at our finger tips.

As consumers we are equally or often more educated about a product or service than the salesperson whose job it is to sell it to us.

And this is great news (and where EAS comes in.)

Selling can now be honest, transparent, sincere (or at least that’s my belief and what I teach when it comes to selling.)

Your job as the salesperson now is to help people to take action on what they really want, to help them realize why continuing to procrastinate is hurting them, or they are the only ones losing out.

Your job is to be supportive, kind, caring and sincere and by doing so we give people the confidence to be decisive, to take action and make a change in their life.

Now that’s what I call sales! I love that I can be supportive, kind, and enthusiastic and give someone else a lift, almost no convincing necessary!

But…remember this is still sales (not to be confused with a conversation) all this goodness only happens when people make a consensual decision (like the conjugal situation I mentioned above) so you better hone your skills when it comes to participating in that decision process.

And that’s where EAS comes in.


No one makes a decision without being emotionally invested.

What would it feel like to wear that bikini with total confidence?

The conversation always begins with emotional questions, things that lead to a description.


You’re the assistant, you need permission to proceed.

Does this make sense?

Do you understand?

Can I show you the different options?

Can I be sure you will follow your meal plan to the letter this week?

Yes or no questions. (If you get a no you have to back up, they are not emotional enough to be ready to make a decision, or at least not the one you want.)


Only when you have their total consent, affirmation and permission does the solution, your product, service or offer even matter.

If you haven’t navigated the first two steps before getting here it’s going to be a negative outcome nearly every single time!

But don’t take my word for it, think back to previous situations, watch my video, put it to the test at work, at home, with friends and with your kids.

Anyways I hope that helps.

Here’s a great 4-minute video as a follow up that talks about how this same process works with a group of people

Reverse Engineering


Below is a weekly email I sent to my team to explain the idea of reverse engineering any goal, I thought you might find value in it’s application personally or even to your team so I thought I’d repost for you here!


Do you use reverse engineering in your life?

If not you should, and it’s a great concept to understand and be able to teach friends, family and especially our clients.

Reverse engineering is just as Stephen Covey (author of the 7 Habits books) would put it, “beginning with the end in mind.”

Most commonly people might think of this in terms of money or finances, and certainly in my crazy entrepreneurial world it’s a way I use reverse engineering frequently; but it’s so much more than that.

It can and should be used for any goal.


Simple, what’s the only thing that stops us from reaching any goal? (Finances, fitness, personal, any goal.)


Yup that’s it. We can be too intimidated to start, too stressed out about the work or how hard it will be, or fearful because we fail one or more times along the way (or have previously failed in our attempts to reach the goal.)

Reverse engineering helps absolve fear by shoring up another thing I’m a big fan of talking about with you and hour clients; and that’s confidence.

You know what I’m talking about, that when the step or next task is so small or easy that we’re not afraid motivation or action comes easy because well it appears easy.

Now what feels easy to you may not to me and vice versa, which is where reverse engineering comes in.

Step 1: What’s the big outcome you want? (ex. Buy a new car/lose 30 lbs)

Step 2: What time frame do you want this to happen in? (ex. 6 months/12 weeks)

Step 3: Break down to next increment. (ex. each month I need to earn an additional $500/each week I need to lose 2.5lbs)

Step 4: Break it down to next smaller increment until it feels easy.


I need to earn and additional $125/week, I work an average of 30 hours so I’d need to earn about $4.25 an hour more or increase my working hours by 5-8 / I need to lose only 0.35lbs/day)

Does it feel small enough to you yet, if not break it down further or begin creating a plan.



Could I talk to my teammates and offer to take some extra shifts?

Do I have a skill or hobby that I’m good at and could pick up a freelance project on the side?

What could I do to add enough value to increase my earnings by an additional $4.25 an hour?

Every testimonial/before and after we publish helps increase our reputation, every new Google/Facebook review we get helps someone on the fence make a decision, every new person that has a great workout has a chance to sign up, every new person you get to come workout the first time has a 50/50 chance of deciding to stay.

Every person you talk to about staying longer has a better than 50% chance of deciding to stay. Have a look at the “Levels in your job description” for ideas on how you can quickly achieve this. Could I speak to 3 people per day about continuing and basically “1-2” memberships per week? Or find 1-2 new people per week to try a workout by asking daily on my personal social media? Does that seem easy and sustainable?

(Now boys and girls, full transparency, I mention this because I want you to choose this one, as selfishly it’s the one that can help me the most, but there’s also a bigger reason. This is the one where if we all work together the results/potential are limitless so selfishly it should appeal to you too!)

Could I learn about something new and start building a passive or additional income?

Last year I became curious about Amazon, in September I sold $184 on Amazon all things I bought in clearance bins with less than $100 of starting capital, in October that was $1994 with a profit of $330, last month we sold nearly $40,000 on Amazon! Now I wish I could say you could grow like that with $100 to invest but that isn’t true. But my point is that anyone could easily generate $300-500/month on Amazon with 5-10 hours/month worth of effort and I will even teach you how.)

Could you dedicate 1 hour/day Monday-Friday to learn about how to sell on Amazon and another 3-4 hours/week to go and shop for things to sell? Does that seem easy and sustainable?


0.35lbs of fat = 1430 calories of energy.

30 minutes of boot camp = approx. 400 calories

Reducing daily calorie consumption by 10% = approx. 180 calories

Adding 30 minutes of slow distance cardio = approx. 200 calories

Reducing starchy carbohydrates and replacing with fibrous to increase energy utilization during digestion = approx. 150 calories

To me this is about the maximum that seems “easy” and might be overwhelming already for many, so we must re-evaluate the goal, if it took 16-18 weeks to lose 30lbs would you still be satisfied? Does the above seem simple? Only works if you can answer yes to both!

Anyways, that’s my attempt to teach you the power of reverse engineering, it can work for anything like: setting dedicated working hours or working less, like improving your relationships with others, like accomplishing any big milestone in your financial life, and even spirituality or emotional growth.

Please let me know if there’s anything I can do to help!

The 3C’s of Chaos Management

The 3C’s of Chaos Management

The 3C's of Chaos Management - EntrepreneurshipWe all know by now if you’re going to own your own business and be an entrepreneur chaos is nothing new.

In fact we must always work to embrace the chaos as the only time to worry is when chaos is enveloped by calm.

When all is “calm” that’s a clear indication you’re not pushing, reaching, stretching or evolving fast enough as a company or team and will be the time you’re entrepreneurship is at real risk.

So this week’s topic is “Chaos Management.”

How do we handle and embrace chaos so that we don’t become overly stressed or burnt out?

Let me share with you the concept of the 3C’s of Chaos Management.

If you’re striving and pushing as hard as you can life will always be chaotic.

Chaos attempts to break us, burn us out, or leave us paralyzed due to stress, this is the paradox of achievement.

In order to reach a new level of success or achievement we must face and avoid, or overcome burnout, mitigate stress, and still find time for joy and happiness in the midst of continually urgent demands.

Now success can be many things: helping more people become the best versions of themselves, finding more time to do things you love, establish more and more meaningful relationships and so on.

No matter how you define success to reach a higher level of success we must increase our level of output or expenditure to that activity. Make sense? (ex. Even reducing stress requires greater output; just the output might be different such as allocating more time for meditation and reflection.)

So what are the 3C’s of Chaos Management?

First is Control.

With all the demands upon us inevitably some of that burden is within your “wheelhouse” the things that seem easier than the rest.

Usually we focus on these things first, they bother us less because we’re comfortable with what we’re facing, control is the easy part (but still make it a habit to deal with these items first because they increase confidence which will help with the remaining 2Cs.)

Next is Change.

What skills can you learn this week? How can you become more competent in what you already know? What things are you doing that you can do better at? What systems do we have that you see we could make more efficient? Is there a better way of doing something?

The real mark of embracing change is to take ownership and lead from the front; but as leaders we must really strive for our team to act in the same way.

We want them to feel comfortable and confident to vocalize ideas for improvements, ask for permission or take action to make improvements and then share their successes with their direct reports and team members.

Make it a safe place to fail and affirm that the only real failure is to fail to act or tray. (In our organization the only caveats being if there is a risk of someone getting hurt or a significant financial risk you must clear it with your direct report first.)

This is one of the purposes of the frequent reviews in an effort to increase collaboration and support change as a whole.

Finally is Cope with what you can’t Control or Change.

Like I said above the paradox of success is we must embrace the chaos that comes with stretching in any area but with that there will always be things that there’s nothing you can do about right now.

Do your best to embrace, accept and move on, not everything will work, it’s certainly not going to be easy, you will let people or yourself down from time to time.

In the end coping is a part of striving and it’s just a matter of asking yourself these two questions for all important affirmation:

  • Did I/Have I done the best I possibly could?
  • Has my positive impact/feedback outweighed that which I can’t control/negative feedback?

Remember without chaos you are at risk for extinction.

Don’t dread being busy, the unknown or the stress of responsibility for if you do you’re in dreadful danger of adding to the statistic of entrepreneurial failure!

You’ve got this!

P.S. The image in the meme above is one of my own taken on a trip to Iceland last February at an amazing place called “Diamond Beach” I highly recommend checking it out if you ever get a chance!

The Dream Team!

Managing and Leading a High Performance Team in 2018

The Dream Team!

The Dream Team!

It’s humbling to say the least; but leadership has not come naturally to me.

In fact it’s awkward to vocalize it (though a kind of therapy) I never realized I was such an introverted person.

I mean I guess maybe I should have clued in as I’ve always joked, “I like my dogs better than most people.”

But all jokes aside I think you get the point, leadership has been a challenge and as such my teams have seen many plateaus in my businesses that have been hard to get through and usually resulted in some turn over.

Now that’s not to say we don’t have great teams, or that we haven’t had great success, or even that we’ve had bad company culture. None of those things are true; but what is, is that it became clear to me that management and leadership needed to improve to position our companies for next level massive growth.

So today I wanted to share with you some of my biggest breakthroughs in building a team that’s going to let you add more digits to your revenue and profits.

Rule #1: You need more applicants.

One of the biggest mistakes I’ve made repeatedly is we weren’t getting enough, reviewing enough, and interviewing enough applicants for an open position.

On average I now like to see at least 50 applicants for any position, whether that’s a trainer or an administrative role.

Many of you might be thinking; how do I even get that many applications quickly?

Well for me that’s come from three specific sources: mailing to my email list, spending money on paid posts on Facebook and paid job postings on sites like

All of our applicants now start their process with a group interview. That group interview begins with a workout after which they meet with my manager who asks the following questions: (If you’ve read the highly impactful book Double, Double by Cameron Herold you might recognize some of these, I you haven’t you should!)

  1. What are your favourite books and why?
  2. What is your favourite movie, and why?
  3. What car is most similar to you as a person, and why?
  4. What was the most stressful time of your life, and why?
  5. What was the most complex project/situation you ever led, and why?
  6. What stresses you out?
  7. Why do you want to work here?
  8. Who is the best candidate in the room, and why?
  9. If we were to hire two people, and you were one of them, who would you want us to hire to work with you?
  10. When could you start?
  11. *(Only ask this if there are not clients within ear shot, but great finishing question) How much do you need to earn per hour/annually in year one? Year three?

Our favourite time for group interviews is Friday at 5:30-7:00 PM (especially on long weekends.)

This process has saved us so much time and easily allows us to find the 3-5 top tier superstars out of the 50 applications we receive. These candidates then progress to a 90-minute second interview with me via Facebook messenger (great way to get them to add you as friends so you can see what their social feed looks like since people’s profiles are getting harder to find.)

This single adjustment completely reshaped my team in less than 60 days.

Rule #2: Foster communication, frequent communication.

I’ve been referring to it a lot lately, I guess because leadership and management has been on my mind so much.

I heard someone speak to a reference from Harvard Business School recently that went something like this, “as much as 86% of businesses that fail, fail because of poor communication, not a bad product or bad service.”

I have no idea if this is accurate but I’d be willing to bet that it is.

It’s a simple fact that any business that is actively trying to grow is going to be a bit disorganized, if you’re not you can’t be growing as fast as possible, that’s just the way it is.

When organization lacks; outcomes are dictated by the ability of the team members to make good decisions in that moment, let’s face it when chaos ensues we all default to perception and instinct and kind of make it up as we go.

Your goal is of course to ensure that the thought process that leads to those decisions is as much in line with your vision as possible. So how do you do that?

Well we’ve had massive success in just a short time using really regular employee reviews. (Weekly for the first 90 days, then monthly after that.)

(CLICK HERE to see a sample of one of our reviews)

I firmly believe in perception based questioning, so a lot of our review elements are based on 1-10 scale questions. Both the direct report and the employee will complete the review prior to the review meeting; the purpose is to clarify both performance, objectives and expectations and make sure they align with the company vision; but more importantly manufacture a frequent point of real communication so introverted people like me don’t keep putting it off.

Which leads me to rule #3…


Rule #3: Have a clear vision and values to live by.

I have to admit; over the years I’ve seen so many dusty mission and value statement signs in businesses that I began to brush their usefulness aside. Only recently I have truly begun to understand the significance and how to apply them.

What do you stand for?

Why is it important to you?

If you visualize your company in 3-5 years from today what will have happened?

I now believe this is so critical to success I urge you to stop reading and start writing right now!

Doing this kind of brainstorming activity recently lead me to shift the whole organizational structure of my companies, and the benefits it would bring became so obvious.

But describing your vision in as much detail as possible it will set your mind to begin to rationalize what does that end goal really look like?

From there you will begin to assign the concrete markers like how much revenue you will be generating, how much profit, how many employees you might need, how many customers, the impact you will have made with your product or service.

From there you can begin to work backward to where you are today, what do you need from each member of your team today to begin moving toward your vision? What are the bullet points of their day-to-day tasks? What more do you need to expect from them as you grow? Who are the new people you will need to your organization?

Soon you’ll end up as I did with a great list that will become the “job description” for each position in your organization and likely even a career roadmap for them to follow as they help you build the company illustrated in your vision.

(CLICK HERE to see our Mission, Vision, Values)

(CLICK HERE to see a sample of our Trainer Job Description and Career Path)