How to Rewire Your Mind for Wealth w/ Blair Dunkley
Blair Dunkley has lifted the top line of his clients’ companies by $757 million through his Mind Models.
Not only that, but he can help YOU leverage Mind Models to rewire your mind for success.
It may sound a bit crazy… but he’s the real deal!
Let’s look at some of Blair’s most impactful insights, including:
- How being diagnosed a “moronic genius” in 5th grade + his dad being in a coma for 14 years inspired Blair’s work
- How YOU can use 3 of Blair’s Mind Models (by implementing these 3 models, one of Blair’s clients went from a $150M book of business → $1 billion)
- How YOU can create a BUYING culture in your business instead of one based on selling
Let’s get into it…
From “Moronic Genius” to Woodworking Wizard
In 5th grade, a diagnosis as a “moronic genius” led to Blair finding an interest in woodwork and using it as an outlet of expression.
In a way, woodwork slowly introduced Blair to a new way of thinking. He says, “In woodworking, there were three things I had to consider every time:
- I had to show up well.
- I had to understand my wood.
- I had to understand the situation I was in at the time.”
He considers this a direct parallel to the work he would eventually do with Mind Models because, with wood, you have to understand the environment it is in, the context it is in, and that they’re uniquely related.
The same can be said about your mindset.
Mind Models for Beginners
To best explain what a Mind Model is, let’s start with the driver that put Blair on his Mind Model path – his father going into a coma and, as a result, his entire mindset being shattered.
“I got burned by my ‘mindset’ because my dad went into a coma.
At the time, I was a life skills coach, and focusing on ‘mindset’ was something I was learning because everybody was saying it was the best thing since sliced bread,” he says.
That’s when Blair realized his current mindset did not help him in the face of a crisis.
And that was the push he needed to make a change.
“Mind Models are not repackaging mindsets in some other way,” he says.
“This is brand-new stuff. You’ve never seen it before.”
Multiple Mind Models for Different Situations
So if “Mind Models” are completely different from your mindset, what are they?
The key difference is that mind models are repeatable frameworks you can use to handle a situation, which means you can do it over and over again and get similar results. And it applies to any situation. And they all work at least 80% of the time.
Mind Models are not a state of mind. They’re always externally verifiable.
There are three things to understand about Mind Models. They need to be:
So to walk you through what that actually means, let’s start by teaching you 3 of the most important Mind Models — The Three ‘E’s.
Blair’s Three ‘E’s
Mind Model’s three Es are absolutely essential.
1. Effective versus ineffective
This Mind Model concept is critical because you ask yourself a simple question:
What’s effective and what’s ineffective? What works and what doesn’t work?
- Step 1 is to recognize the thoughts that are happening.
- Step 2 is to replace that with language that actually leads you to an outcome.
Instead of getting frustrated about the situation, simply pause and ask yourself if the actions you are taking to fix the problem are effective or ineffective.
If they are effective, do more of what’s working. If they are ineffective, think of what you may do differently instead.
2. Externally versus internally verifiable
Once you’ve asked yourself if what you are doing is effective or ineffective, you can start by asking if the situation is externally verifiable, or internally verifiable.
Using externally verifiable actions, behaviors, results, or outcomes helps you to focus on what is real vs. what’s just made up in your mind.
You can then ignore the internal things that only exist in your mind, and look at your external behaviors as either effective or ineffective relative to the outcome that you want.
3. Evaluation versus judgment
So you have a situation going on or a problem that you’re solving.
- You look at your external behaviors.
- You determine what’s effective, and focused on doing more of those…
The last of the 3 Es is evaluation vs. judgment.
Are you evaluating the situation, or are you judging the situation?
Judging yourself drops you into a negative mindset. You become defensive.
Whereas if you are evaluating the situation, you have more separation and are able to make more powerful progress.
This is the frame of mind that gets you out of the problem.
These three concepts provide you with the tools to understand the questions you’re asking yourself.
In summary, the next time you are facing a challenge or difficult situation, ask yourself the following 3 questions:
- Is this effective or ineffective?
- Is this externally or internally verifiable?
- Am I evaluating or judging the situation?
The Bottom Line
The main takeaway from this is to look at the kind of questions you’re asking yourself because those are the containers that will yield the results you want.
All these questions should lead you down a path of resourcefulness and understanding of how you can solve the problem differently.
The most powerful state is not to “have a solution”. The most powerful state is resourcefulness.
Why? Because it comes from curiosity.
If you don’t engage curiosity, you’re stuck. But if you’re resourceful, you’re triggering curiosity.
Does Your Company Create “Buying Conversations” or “Selling Situations”?
Blair framed his entire training around helping companies create buying conversations instead of selling situations.
Blair says, “The question I ask everybody initially is ‘Do you like being sold?’”
And the answer?
In the 1980s, 40% of the top salespeople liked being sold.
Today, 99% hate being sold.
Sales training has barely shifted in four decades, yet the results go from 40% of people liking to be sold to almost 0%.
Yet, if you ask the question “Do you like to buy?” you’ll get 98% of people raising their hands saying yes.
People love to buy but hate to be sold.
Armed with this information, Blair has successfully shifted the way 7-figure entrepreneurs do business, focusing on the customer’s interest in buying over being sold.
He does this by igniting conversations around moving from sales to creating a culture of buying.
Your potential clients have to feel safe.
Telling is selling.
If you’re telling people in your sales process you’re trying to sell them instead of allowing them to buy.
By asking the right questions you can engage their curiosity enough for them to want to buy.
Get people curious. The power of curiosity drives the power of choice. And the power of choice is what consumers want.
Remember, choice is very different from decision.
Decisions are almost always external and forced.
Choice is free will, and customers will feel empowered by making a choice that is right for them.
How You Can Overcome "Conditional Happiness"
Blair emphasizes that there is a common mindset among entrepreneurs that they will be happy when a certain goal is reached.
This is called the mindset of conditional happiness.
You may feel like when you achieve your goal…
- That’s when you can relax.
- That’s when you can enjoy life.
- That’s when you’ll be content.
But the problem is that happiness should not be conditional on something that’s out of our control.
Circumstances are the biggest interference to happiness.
Change the conditional logic. Happiness is the journey, not the result.