On today’s podcast, author, keynote speaker, and podcast host Bill Hart talks about attitude and self-belief. He also shares how you can improve your communication and presentation skills with Amplifii.

Show Notes:

1:31 – Bill Hart intro

2:27 – tell us about your self

3:54 – who taught you about attitude?

5:42 – how do you define attitude. Attitude is a choice.

7:07 – who are the people who showed you attitude

13:58 – find somebody who sees what is possible

18:07 – an example of somebody with self-belief

19:46 – Improving your communication and presentation skills with Amplifii

24:43 – Knowledge Through the Decades – Attitude lesson as a newborn

26:40 – Attitude lesson at 10 years old

29:53 – Attitude lesson at 20 years old

34:02 – Attitude lesson at 30 years old

36:23 – Attitude lesson at 40 years old

38:50 – Attitude lesson at 50 years old

41:57 – Attitude lesson at 60 years old

44:52 – Final message from Bill

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Connect with Glenn directly: Glenn@glennbill.com / 317.590.7757

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Listen to the podcast here

Bill Hart – Booster #3 – Believe In You

Bridging the GAP from the worst day in his life to the BEST days NOW!

I want to welcome everybody. Please remember to subscribe, rate, review, and share. In this episode, we are with the one and only Bill Hart.

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In this episode, we’re with the one and only Bill Hart. Bill is the author of White Collar Warrior, a coach at Building Champions, a keynote speaker, and the host of the podcast All In. We are with this special person and we’re going to be talking about concluding Attitude Booster Number Three, Believe in You. Bill, welcome to the show.

Thanks. I’m so grateful to be here. I’ve been looking forward to this.

Let’s talk real quick about the book, White Collar Warrior. Tell us a little bit about that and give me the proper and extensive title if you want to.

White Collar Warrior is the headline. That’s the big letters in the title. The subtitle is Lessons for Sales Professionals from America’s Military Elite. Glenn, what I did is I interviewed Army Rangers, Navy SEALs, and a Top Gun instructor. I looked for the parallels between their world and those of us in sales and sales leadership. There are quite a few.

What were 2 or 3 of the biggest ones that we should know or learn about? What were 1 or 2 of them that talked about self-belief that maybe you could pull out for us?

The fundamental one is attitude. Glenn, you wouldn’t be surprised to know, and I’m sure you’ve run across some Navy SEALs and Army Rangers in your career. You talked to them, and they would all tell you the same thing. Marcus Luttrell probably was leading the pack with that author of Lone Survivor. It’s all about attitude being a choice and never quitting. When they go through their basic training buds for SEALs and Ranger School for Army Rangers, they would all tell you the same thing. It’s not about being the biggest, strongest or fastest. It’s about a mindset that says, “You’re not going to kill me so I’m not going to quit.”

Bill, when you think about attitude, what is the Bill Hart definition of attitude? More importantly, who taught you about attitude the most? How did you get your attitude so we get to know you a little bit?

I would love to tell you it was my folks, and I don’t think it was. There were elements of that, but when I was in my 30s and had dark hair and a mullet, I met a guy that later became my best man at my wedding. He became a surrogate father to me. I talk about him in the book. His name was Harold Dyke. Picture this. We’re in a company car. We pull up in front of a mall back in the days when people walked into malls and didn’t order stuff on Amazon. There was a parking spot right in front. He looks at me and says, “Just my luck.” I said, “What do you mean by that? People usually say that when something bad happens.” He said, “You could, but I choose to affirm the good things that happened to me.” It started with Harold.

What did Harold do for a living? Were you two sales guys at the time? What was going on there?

Pretty much. He was the Director of Training for Century 21 Corporate in Southern California, and I was the Director of Recruiting.

As a former Century 21 guy of 31 years, we’re all in the same boat on that. In your coaching practice, you talk with a lot of top producers. In your keynote speaking, you do too. When you think of attitude, I would love you to give me 1) The definition, 2) 1 or 2 people that when you talk to me, you go, “That guy’s got attitude.” How does it manifest itself? What do you look for? How would you describe it so people know what you’re looking at?

I don’t know how to define attitude. I’m going to defer to you on that because you’re the professor here, but here’s what I would say. I’m saying this as a three-time cancer survivor. Attitude is a choice. Glenn, you know that. This is not something that for me ebbs and flows. Dr. Viktor Frankl told us this years ago as a Holocaust survivor watching his family wiped out. He said, “Your attitude is the last of the human liberties that you can choose.” If you remember, he forgave his Nazi captors because he said, “That’s the one thing I can choose.” That’s it for me, and I know it is for you. I’ll stop there before I go to the next one. I won’t define it that way, but that’s how I package it if that makes sense.

It’s a beautiful quote. The last and most endearing human right you have is to do that. That is very cool. The next question I did as a follow-up is, who are the people that you’ve come across in your life? You’ve already mentioned one of them, which is Harold Dyke. Give us 1 or 2 more examples of people that got attitude and maybe a quick story about how they struck you and how you knew.

Daniel Harkavy is the Founder of Building Champions, a coaching company that he started many years ago. He retired young. He had done well in the mortgage industry. He took a sabbatical for about a year. He decided the thing that he wanted to do is start a coaching company. This is what he had been doing as an executive. He wanted to start it before coaching became cool.

That’s a name of a book, Before Coaching Came Cool. I love that.

I used that quote quite a bit, “Coaching was cool.” I’ve been coaching before. There’s a beautiful thing about Daniel and he has refined this but it’s the thing that attracted me to him. I want you to think about this as a man. This is unique in a time when the differences between men and women are often minimized. I’m going to go out on a politically incorrect limb here and see how I navigate these waters.

When my wife Toni and I first met Daniel and his wife Sheri, Toni asked Sheri, “What is it that you most like or respect about Daniel?” This was many years ago. She said, “I love that whom you see is whom you get, whether he’s here with us at Morton’s The Steakhouse or on an airplane flying to Japan or on another part of the continent.” Meaning, he’s the same guy all the time.

You and I have both worked with people who weren’t the same guy. It was like pilots who were like, “In the checklist, step one, his wedding ring is off.” You know what I mean. It’s like they show up differently depending on where they are. I loved his consistency. That was so attractive to his bride. This is a guy who’s ten years younger than me. It’s unusual to have a mentor who’s younger than you, but I immediately saw something in Daniel that I wanted to emulate.

On the attitude side, here’s what he says. You’ll love this, and I believe that you’ll use this and probably quote him. He starts every day in prayer and says, “Lord, let me flip the switches on people’s hearts to please an audience of one.” I don’t think it gets much better than that. When he talks about flipping switches on people’s hearts, he talks about being present in the conversation, not being distracted by a mobile device, being right there with them, and engaging with people. My sister years ago, when she met Bill Clinton, said, “That guy, when you were talking to him, you were the only person in the room.” You don’t hear that often, but it’s one of the greatest compliments we can get in terms of choosing an attitude of being present.

There’s so much to be learned there. When we look at the biggest mistakes of attitude and our GAPers who are out there walking on the beach or sitting in the car, this is a great prelude to the question, “Believe in Yourself.” Sometimes the biggest problem that people have believing in themselves is they’re not present with themself but they’re never present with anyone else.

I’d like to bridge the gap a little bit from the general conversation of attitude and your attitude, ambassadors, or mentors. Let’s talk about this thing called Believe in You. I’d love to know in your history, when did you sit down and go, “I better start believing in myself if I’m going to bridge the gap from where I am to where I want to be and from who I am to where I want to go.” Did you have an experience like that in your life?

I did, and I talk about this in the book as well. I don’t say that because I’m pitching the book. It’s a seminal story for me. There’s a column there in my life that I look at and say, “That was pivotal.” It was this strange time. I’m diagnosed with colon cancer at 40. You weren’t even supposed to start looking for that until you were 50 back then.

I got caught in this bizarre situation where I had no health coverage. I had left one employer and didn’t have coverage or that kind of bridge. In that week when I was diagnosed, I had no health insurance. What that meant was we went through all of our savings and lost our house. My wife and I had only been married nine years at that point. It was devastating.

Finally, at some point, I’m trying to find a gig and figure out how to recreate some income while I’m getting my health back. This is no knock on this business, but I want you to picture yourself doing this, Glenn. At 40, I was pretty successful. I looked in the want ads. Remember the days when want ads were in the newspaper? You can sell suits at Men’s Warehouse.

I went to Men’s Warehouse and interviewed with a guy who was about fifteen years younger than me in the back room at a desk that looks like it had come out of the Department of Motor Vehicles with a bunch of suits hanging on exposed pipes. I got back in my car, which was an Audi 5000. I’m saying this because I remember that car. It had a change in the ashtray that was enough to get me gas to get home. It was that bad.

That was the time when I said, “This is it.” Jim Rohn talks about having your back against the wall. This was the moment in time for me when I said, “It will never be like this again. I have too many relationships. I have too much skill and experience. Game on.” That’s when I started to connect with people who were influencers. Everything changed for me at that point because I made that decision at that moment.

That had to come from self-belief. That is fear and desperation, sometimes self-belief. For those of you reading who don’t believe in yourself, maybe you’re not afraid or desperate enough, which is okay because I’m sure that it’s right around the corner. When you look at people that you coach, can you draw on the biggest mistakes that people make with self-belief? When you think about the people you coach, what do they have when it comes to self-belief?

Our GAPers need answers here. They come here for answers. What can they do and believe to help start building their self-belief if they don’t have it? We’re here to bridge the gap for the people that are reading about how to increase self-belief which can be done through lessons, stories, and one of the best coaches in America, Bill Hart. Give us some answers if you can.

First of all, whatever you’re doing, if this is the only way that you know Glenn Bill, dig deeper. Get the book, go to his website, and get the tools. This is an area of study that Glenn has gone deep on. You will find tools, suggestions, and more of these interviews. I mean it. You’re a treasure trove for this stuff. That would be number one. If you’re reading and you don’t have all his stuff, get all his stuff. There’s a second thing I would say from my experience as a coach. Glenn, how tall are you? You’re a tall guy.

6’3”.

So am I. You and I are the same size. If I were coaching you, I would tell you, “I see an outline of you that’s like 6’8”.” What I mean is I want you to step into what I see. I may be the only person in your life who’s ever said that you could do more. I believe one of the things that you can do is look for somebody who will speak to you, whether that’s a coach, a mentor, or Glenn. Find somebody who will help you to see what’s possible.

What I know is a lot of people come to me. They’re paying me $1,000 an hour for coaching, so there’s a self-selection process. Before they get to me, they’re already doing pretty well. These aren’t people who are trying to figure it out. These are people that are already doing well and want to do better. What I know is very often, whether it’s their parents, who are people like you and me who didn’t get an owner’s manual with kids, who did the best we could and they did the best they could presumably at the time, may not have ever been those people that poured into them.

If you didn’t have a coach in a sports environment, a teacher, or somebody that said, “I see something in you,” it’s an epidemic in our country. I’m not saying to blow fluffy smoke at people that doesn’t mean anything. I mean somebody at some point who said something to you. My guess is because I know you love sports, it might have been an athletic coach. Is that true? Did somebody speak to you?

Yes. Ninety percent of everybody we interview, their attitude coaches are their parents. I’m not saying they’re good attitude coaches, but that’s where we get our attitude coaching from. No matter where I was, I’ve always been fortunate enough to have people that believed in what I did. Most people with a positive outlook operate on this thing called faith and a higher power, not to get religious. I don’t care what religion you’re in.

Ultimately, this thing called faith and higher power, this thing about connecting in the universe outside of what’s going on on the ground is the biggest example of being spoken into in their words. Your advice is fantastic. Talk to us a little bit more if you can. Do you help people with self-belief? Speaking into them, I understand, is fantastic. Any other clinical things you do or any other examples that you can give our folks on, “Here’s a way somebody increased their self-belief?”

Here’s a classic example. It is the very fact that we’re doing this interview not only for audio but also for video. You know this. Video freaks people out. They’re like, “I don’t like the way I look and sound.” I got bad news for you. That’s the way you look and sound. I look at myself on video. I can see myself, and I’m like, “I look like a guy with wrinkles and gray hair. I think I’m 38 inside.” What I know is video is such a great microcosm of this.

It’s a great example to use in coaching because video has become such an important tool. What I find is people limit themselves on their use of it because they don’t like the way they look or sound. What I end up doing is coaching them on pushing through that pain. You’re going to have somebody on your shoulder that says that. I am telling you that you can impact your business positively if you start pushing out more videos on YouTube or social media.

With whatever tools are that you use, you’ve got to start using more videos. You then run into the perfectionist. The perfectionist says, “I did 27 pictures because I didn’t like the way I sound.” I went through a wonderful training program with René Rodriguez called Amplifii. I highly recommend it. It’s to improve your communication and presentation skills.

To this perfectionism point, I’m getting up and doing this on the final day. It’s two days. I’m giving this presentation about All In. This is the name of my podcast and how I live my life, like if you’re going to be all in. We’re signing my books that way and started the podcast with it. I’m telling this audience, a small group, about the All In story. I say, “This is my philosophy on life.”

René interrupts me and says, “Coach, tell me about before you were all in.” I paused and said, “I had a failed marriage. I’ve been through some financial crisis.” I start that way and he stops me again. He says, “Coach, come on. Take me back to before you were all in.” He’s not saying it, but he wants me to go back to the steaming pile of whatever I was at some point. I said, “Lowest day of my life. I’m in a company car. I’ve got one of those bars hanging across the back with all my clothes in it.”

That’s all I’m owning at the moment. “I’m driving away from my house with my now ex-wife and my two boys standing on the porch huddled and crying. I’m leaving because we’ve decided to divorce. That was the worst day of my life.” I’m saying this on camera with tears because you know how it is as a communicator. It goes right to your vocal cords. I’ll send you the video so you’ll see it. I eek it out, but then I transitioned to, “I made a decision and it was in that moment that I decided that I was going to be all in. Now, I’ve been married to the same woman for many years. She’s my best friend in life. We laugh together. My life is so much richer because of the relationship that we have. I’m all in in my faith. My Lord and Savior, that’s what it’s all about for me. That’s what drives me.”

If you ask me what drives me, you can see it on this rock. I wrote this several years ago. It says, “Live his plan.” It’s not my plan. He gave me the gifts. What am I supposed to do with this stuff? My point simply is a video is such a cool microcosm that pushes through the pain if you don’t like the way you look and sound. If you’re a perfectionist, be a little imperfect because that video that I described, where I start emotionally, had more interaction than almost any video I’ve ever recorded. I’m not trying to be like, “This is Peter Jennings on the evening news.” I’m not trying to be perfect. I’m being real.

I’ve seen the video. It spoke to me. You can’t help but have it speak to others. It’s extremely powerful. I saw it, and it’s good. I didn’t want to interrupt you because the story is so powerful. The point that you made has tons of information and that rant. I love to push through the pain. Here’s the problem. Most people that are reading and don’t have self-belief are always saying to themself, “Why didn’t I do it?” The great Les Brown said, “There are two people that sit in your chair, that who you are and who you wish to be.” The only thing holding you back is the pain that it takes to push through it, à la Bill Hart.

The lesson here, GAPers in this show, is to do a self-analysis and self-inventory and say, “Am I pushing through the pain in my life? Is it my lack of self-belief because I haven’t gone through the pain to push?” Jim Rohn, as you know, we talk about the activity and the labor. He says that in most unique experiences, half of our audience goes through this thing called labor and labor pain. What we need to understand and as funny as this may sound and what you’re suggesting is the only way to increase self-belief, self-worth, and self-relevance is you’re going to have to do some things you don’t want to do. You don’t need to be perfect.

That is extremely good advice. We do this little thing called Knowledge Through the Decades, Bill. We’re going to take you back through your life and ask you about the attitude lesson that you’ve learned as you’ve gotten to a ripe young age. Bill is going to walk us through his life and give us some of his most unique and profound attitude movements.

What I want you to think about, Bill, is the day you were born. I’m sure you probably don’t remember. I’m sure you might know the year. If you can’t remember the most profound attitude lesson from your birth, maybe you can think about the birth of your child or somebody you care about. When you think about coming out of the womb and beginning it all, what’s the greatest attitude lesson that you can get from a newborn baby?

I got nothing in my life, but if we go 0 to 10, I can tell you in that window something that I learned from my sister that’s twelve years older than me. I would always tell people that I had the greatest upbringing and it was fantastic. I grew up in this upper-middle-class home in Miami. My dad was in the advertising business. It was like Mad Men without the sex for him, but my sister says, “It’s funny that that’s what you remember because here’s the reality. Mom and Dad smoked and drank all the time and you spent most of your time in a playpen.” I’m like, “That’s not how I remember it.” Something happened to me early on and all I saw was the good stuff. I’ll take it, given the choice.

Many of us from our generation were being driven around with both parents smoking, windows up, and 12-ounce beer between their crotches. We would drive to Florida that way. The lesson is things change and our generations have maybe gotten cleaner and smarter since we’ve been growing up. Certainly, the other attitude lesson is there may be things you don’t remember that you don’t need to remember, and that’s okay.

Let’s jump to ten years old. I don’t know if you can remember being in 3rd grade, but what we look for there is what was the attitude lesson you learned as a 3rd or 4th grader? It might have been on the playground, from a porch, or your parents, but if you can remember being ten, what do you remember about that time that could be an attitude lesson?

It’s such a funny thing that you bring it up because I never talk about this.

Thank you that you said that. Whenever you can ask a question and this is for your salespeople and you’ve heard me say this, when your prospect goes, “Nobody’s ever asked me that before,” then you’re right on. Go ahead. I can’t wait to hear this.

I grew up in Miami. I don’t know if you remember and your readers that are below 45 will have no idea what I’m talking about but there was a TV show called Flipper shot at Ivan Tors Studio in Miami. It was about a dolphin. I tried out for the part of Bud, and I didn’t get the part. This was the sun if you remember. I was a towheaded kid. I’m turning back into a towhead apparently.

I was a little blonde kid with a good tan and a Hang Ten T-shirt if you remember those. I tried out for the part but didn’t get it. I started doing some commercials. I’m not saying this is fantastic but it began to build my internal image of, “I could be that guy and do that thing.” If I can jump forward and take you to the end of that era, we moved to LA.

I’m in John Burroughs Junior High School and I am friends with Dan Blocker’s son David. Dan Blocker was Hoss on Bonanza. I am in his house one day and he is wearing overalls with no shirt. If you can picture this guy, all he’s got is fur coming out from under the overalls. I am in an acting class because, at sixteen, I’m telling him, “Mr. Blocker, I love those acting things. I’m kissing girls that are 18 and 20. It’s fantastic.”

He looks at me and says, “Billy, I’m going to give you some advice. You are not pretty enough and ugly enough to make it in this business. You might want ought to rethink that. I kid you not.” It was the best advice because enter the name of the most handsome man that comes to mind, I’m not that guy. I was not Glenn Bill. I didn’t have that going for me.

I was not Dan Blocker who was a character actor. He was a big guy, an ugly mug. That was his point. If you’re super handsome or you’re a character actor, you’re going to be good, but if not, you’re going to get lost in a sea of actors. At that moment, I said, “I’m out.” I made a choice when I was eighteen that I was going to pursue a career in aviation.

You probably have no idea that this is true, but that’s why that airplane is there. They’re all over my office because I fell in love with aviation. I’m speaking to you that are mothers. You have more influence on your kids, specifically your sons than you realize. Here’s what my mom said to me at eighteen. I graduated high school. I’m sitting at home one day doing nothing.

She looks out the window. We live in Southern California, and she said, “If I were a young man like you on a day like this, I’d go over to the Burbank Airport and find out what it would take to learn to fly.” I thought, “It’s a great idea.” Ninety-nine percent of the time, when my mother would make a suggestion, I would say, “That’s a horrible idea,” but this one, it was like, “That’s a pretty cool idea.” Glenn, I went there, took an introductory lesson, and fell in love with aviation. I knew my parents weren’t going to pay for any of this. I had to pay for it.

What that did is it flipped the switch in my head that said, “From an attitude perspective, if I want to be a pilot, I got to go get a job and figure out how to pay for this.” That started the career that moved me into my thirties if we go down that path where I was selling airplanes. I hadn’t become a professional pilot, but I was selling airplanes at Beechcraft West at the Van Nuys Airport. My claim to fame is I sold the Bonanza to Bruce Jenner when he was a guy. It was different then.

He sold Bruce Jenner a plane. That’s something.

It was when he was a guy. I’m saying it was a little different day.

Do you ever watch that and go, “My god?”

I don’t watch it.

I’m working on getting him booked on the show.

You should. He’s got an amazing story. Can you imagine the torment? That’s got to be unbelievable internal torment to finally make that gender switch. He was the most amazing athlete of his time. The tail number on his airplane was 8618 X-ray. I remember that because it was his score in the decathlon if you remember. He was that guy. He won the decathlon. He was on the cover on the front of the Wheaties box. He had arrived. That moves me into my 30s and 40s. I don’t know how far you want to move into that, but that moved me into sales.

The bottom line is from newborn, you may or may not remember and it doesn’t matter. Number two, when you were ten years old, you ought to gauge your talent. You’re either the absolute best or worst. If you’re not 1 of the 2, you’re going to have to work your ass off to make yourself distinguishable in the friend of Scott and the words of Scott McCain.

In your twenties, the attitude lesson was this. You better get a job if you want to get what you want to get. If you want to have more, you need to get a job. It’s a great attitude lesson. I have three Millennial kids. I love them. They’re all hard workers and are all employed. It’s good, but sometimes, I feel like telling people to get a freaking job and work hard.

Many people feel entitled. With the people you coach, and I coach a lot of execs, we giggle about how people come into the interview and how entitled they are as they’re interviewing. They’re going, “How many leads will you be giving me? I can go work for an internet mortgage company and they give me leads. I go into real estate.” It’s so much about getting and not giving.

I love the attitude lesson on your twenties. If you want something, go get a job and make it happen. At 30, you were selling airplanes. Let’s revisit that very quickly. What’s the attitude lesson when you’re selling aviation equipment? Who is your sales manager? What piece of advice did he give you on selling planes? That had to be awesome.

He was a piece of work. This guy’s name was Jack Miller. I’m right back into the nicotine addiction. He smoked like crazy. This is the late ‘70s or early ‘80s. He was an amazing sales guy. He taught me almost everything that I know about sales. He was old school and rough around the edges but smooth when he needed to be. The thing that I learned from him more than anything else is the way that you show up and present yourself.

What I did is I got a license to teach people in ground school. I was teaching people that were learning to fly. In our club, it was called the Beech Aero Club. These are people that have money and want to learn to fly. His philosophy was, “Bill, if you teach them ground school, not flight instruction, they’re going to trust you enough that when it comes time to buy that $250,000 airplane, they’re naturally going to gravitate when you take them out for that buffalo burger in Catalina,” which is what we did because it was a fifteen-minute flight. That was close. “You got to love this.” I went, “I got to have this airplane for sure.” It was all about how you present, show up, and create trust. We did that through training.

That’s like the story of the cash register. It was Mr. Patterson who sold cash registers all over America. The first thing he wanted to do was create the need for a receipt so he created the receipt to sell all the cash registers. That comes down to giving value first. For our GAPers out there, the question is, if you’re not selling enough, what are you doing before the sale or before you ask for the sale?

The definition of value, as we’ve always said, is what you do for your customer on behalf of your customer before you ask for the sale. For most low producers, the answer is nothing. “I do nothing for the customer.” What are you doing about that? That gets us to 30. We’re going to get a little attitude lesson when you turned 40. Do you remember your 40th birthday? What was the attitude lesson when you turned 40?

It was a few years before, so it was that moment when I went through the divorce. It was the humility lesson. Up until then, it had all been an upward trajectory. It was the smackdown. Here’s what it felt to me. There’s a scene in the ill-fated movie, Chicago, based on the play where Richard Gere plays an attorney. I don’t know if you remember seeing this or not, but it’s more scene for this scene.

It was a great movie. I loved it.

I agree with you, but most people didn’t if you look at the ratings.

I’m a Broadway guy. I love Broadway.

There’s a moment where he’s communicating to the jury. I forget what it is, but some new information comes in, and you can tell he is not prepared for it as an attorney. All the lights go down and the light comes on him, and he starts tap dancing. That’s what I had done my whole life. I’m tall. I got a good smile. I’m quick on my feet. That had served me well.

I realized, “You had been living a life of superficiality and now you have to make a decision to go deep.” That’s when I went through the divorce and made some decisions about the way I was going to show up in my engagement with my God and everything else. That’s when it all changed for me. It was the humbling of Bill Hart through the realization that I had been living a superficial life.

The lesson there also is we’ve seen the dance before, everybody in your life. “He’s tap dancing again.” You can’t dance forever because you get tired and worn out. It’s a very powerful lesson for our readers. If you’re the tap dancer and humility needs to come up, grow or die, we’ll be here in that month number eight of this show. You’ve read a great story of a person that understood about growing or dying. Sometimes you got to die to grow, and sometimes it’s not there. You turn 50 and things are starting to turn around for you. You’re like, “I’m 50. I never thought I’d be here.” I don’t know if you remember your 50th birthday, but if you did, tell us the attitude lesson when you turn 50 that we can take.

I was four years into this career of coaching. I hadn’t hit it yet, but I was starting to own my stuff, which is the word I’ll use. What I mean is I was stepping into the role of being a coach. I feel like I owe people refunds for the first 2 years of coaching, maybe 3 because I was giving little mini keynote talks, and that’s not coaching. What I was learning, which you probably learned much faster than me because it took me a while, is I used to print out on my monitor. It was right above the camera here on my monitor, and it would say, “Let them complete their thoughts out loud.”

Glenn, I would jump on them. It wasn’t active listening, and I was just solving problems. What I realized around that 50 mark is being quiet, being present, and listening to people. I mean the energy behind the words, not just the words like, “Where is this person coming from?” That allows me to engage at a very different level.

I had a conversation with a woman that earned $1.8 million. I realized that the thing she was looking for in coaching is something she hadn’t spoken about because she didn’t know it. I asked her the question, and you’ll appreciate this in your business. I said, “Let me ask you a question. How much is enough?” She got quiet, and I said, “If we’re going to coach, that’s what we need to work on. On my terms, I want you to write these three words down. If you can define that for me, I can help you get there, but if you can’t define it, I don’t know that I’m going to be able to bring you any value as a coach.”

That is so good, Bill. Honestly, for those of us with 15 to 30-year-old children, probably the best advice ever is to let them finish their dumbass statements. We then can help them, but it’s so painful. I got a little place at a trailer park up in Monticello, Indiana. An old Vietnam veteran whom I love and count as a mentor who doesn’t charge me and that coaches me lives in a simple house. He looked at me and goes, “How much is enough for you? How much do you need?” Leg shot the hell. He wears long pants on 110-degree days because he doesn’t want to see it. I stopped and paused. It took me all summer to figure it out. It’s a tough question but a great one.

We’re going to finish this sucker up, and that’s going to get us to age 60. You’re dialing in the book. You’re keynote speaking and coaching. You got White Collar Warrior working. I’m sure that was brewing at 60, and you finally did it as we all did like, “I finally wrote the book.” Everybody’s like, “When are you writing your next one?” I’m like, “Let me marinate and relax on the next one.” To finish it off, what’s the attitude lesson from a guy that’s 60?

There’s a poem that is read in a movie called Act of Valor. I don’t know if you remember that, but it was a movie that had real-life Navy SEALs in it. In it, Rorke Denver, the actor who’s a Navy SEAL, is reading this Indian poem that says, “There is a sad day in a warrior’s life, and it’s when you realize men no longer fear you.” That hit me about 60. I had done a Spartan race with my son and I was feeling pretty full of myself like, “This is awesome. I’m in the great best shape of my life,” but I realized this is a new season, and you need to embrace it.

The way that I look at it, I don’t know how this is for a woman, but for a man’s life, I believe you’re the student, the warrior, and then the senior statesman. I’ve arrived in senior statesman land and I dig it. I love it because people’s hunger for wisdom is intoxicating. I want to be able to share wisdom. I don’t have anything to prove if that makes sense. It’s a cool place to be. I told somebody, “My career has never been better ever. My relationship with my bride is unbelievable. My relationship with God is incredible. I wouldn’t trade 64 for 34 any day of the week. I love where I’m at. I’m blessed.”

I can tell you that you’ve been a powerful guest. This guy has been one of our best. There is so much wisdom in your call. You’re letting us have access to you and your life from when you were a kid up to now. It’s great. I can’t help but think when you talk about being a statesman. When I was a new salesperson, as you were, how you used to soak up when you talk about Jack Miller, Harold Dyke, and Daniel Harkavy. That new information that you know is life-changing, what it can do for you.

I believe that our GAPers got some life-changing information from you. We are very thankful for you. If there’s one last message that you would like to give our GAPers on attitude or believing in yourself, please let us know. Also, how people can find you and get to you if they’d like to get more of the great Bill Hart.

This has been a pleasure. This has been fun. The fact that it’s recorded makes it awesome. I love that this is an actual product that people can read, including me. The final thing that I would say is it’s the name of my podcast. I mean this if you’re going to be in be all in and everybody nods their head at that, but what I’m saying is if you’re here walking this planet and breathing oxygen through your nostrils, grasp all the gusto you can. Go for it. Every adage you’ve ever heard is true. Life is not a dress rehearsal. This is it. Go get it. Get some.

That’s why we’re here. We’re helping people get from who they are to whom they want to be, from where they are to where they want to be. We’re helping everybody get some attitude. Bill Hart, you’re the best. I appreciate you. Your clients are lucky to have you. We’ll continue to follow you. Go to Bill Hart at Building Champions if you want to take a look at his website. God bless your bride.

You can find me anywhere on social. God bless you. Thanks for this opportunity.

One of the greatest things is Bill loves his wife so much. I get his post. I’ve told you this before. It’s admirable how you treat her and how much you love her. If you want to get attitude, make sure you love your spouse.

Important Links

• Bill Hart
• White Collar Warrior
• Building Champions
• All In
• Lone Survivor
• Amplifii
• Megaphone.fm/AdChoices