Amy Honey:
Exactly. It’s really hard because a lot of times you’re at the back of the room and you’re in it, you’re in the event and you’re like “Oh, I know that”. You pop it out just like-

Jamie Honey:
You’ll see from the speaker, which we’ll get into later. There’re so many things we’ll get into. Like this lingerie that I’m going to…no.

Amy Honey:
Please, don’t.

Jamie Honey:
When the speaker is really good, you will be sucked into the moment. You’ll look for an answer. You’ll be putting it in to get that engagement back from the room and you will answer. You’ll [inaudible 00:00:36] but that’s when you’ve got to be connected by the way. But it’s also very good as a support staff for you not to be separate from the speaker, or if you’re a speaker, not to be separate from your support staff. You want to feel that connection by-

Amy Honey:
Raising your hand when he asks her a hand raise. Laughing at his joke, even though you’ve heard it a hundred times before.

Jamie Honey:
Clapping.

Amy Honey:
Clapping because-Yeah, go ahead. You have a question?

Speaker 3:
Yeah, yeah I do because I heard Jace say we’re supposed to be the bowl.

Amy Honey:
The outer edges of the bowl, right?

Speaker 3:
Yeah so-

Amy Honey:
Pulling the energy in.

Speaker 3:
I thought you specifically asked us not to participate.

Jace:
No. I said don’t answer the question. That’s different then really- okay, let’s put it this way. You’re the bowl creating the experience, helping create the scripts, right, so you’re in a movie theater and the movies on and you see the usher laughing hysterically at the movie. He’s telling you the movie’s funny, which makes you think the movie is funny.

Speaker 3:
Okay.

Jace:
So, “you guys laugh at my jokes” is what they’re saying. They’re not saying blurt out the answer until they call on you. But when I’m asking you for participation, you’re reinforcing it because you were involved as well.

Amy Honey:
And here’s the thing-

Jace:
Just know that they’re doing it as a show.

Amy Honey:
From the back of the room, if you’re sitting on your phone scrolling through Facebook, there’s times where you have to, because usually we’re communicating on the phone, so we might text each other or something. There’s times where you have to pull up your phone, but if you’re disengaged from what he’s saying and you’re doing your own thing, the room feels it.

Jamie Honey:
Linda would be very aware of this. Everything is energy. So if my energy is like, “Oh, I’ve heard Jace say this a thousand times, I’m going to play my game”-

Amy Honey:
“Or watch my football game,” I’ve see it.

Jamie Honey:
That energy is… I’m still sucking the energy into me as opposed to pushing my energy and attention and focus out to that. You have all spoken in front of a group of people, even if that group is one. You can see what they like “bore.” The energy is different. So at the back of the room, if you’re pushing that energy, if you’re the edge of that ball, pushing that forward, that supports the speaker at the front because if they, for whatever reason, feel a little bit of a draw they can connect with you and that bridges that gap.

Amy Honey:
And what he means by a drop, a drop in energy. There’s nothing harder for a speaker than speaking to a room of people that are just not engage or not giving him any energy back. And a lot of those thinker brains are the ones that are just going to sit in there because they’re very analytical. They’re very, in their head, they’re very…what?

Jamie Honey:
It’s a spider doing push-ups on the mirror.

Amy Honey:
Oh, okay. They’re very analytical. They’re very in their own head. So they’re thinking about everything and it’s not that they’re not engaged, but the energy feels like they aren’t. So from the back of the room, you want to be pushing the energy up towards Jace and Jason’s pushing the energy back to you. So it’s squeezing them in and holding them tight.

Jamie Honey:
Because it’s safer. Yeah. You’re basically hugging them. That’d be one for you.

Amy Honey:
You like that?

Jamie Honey:
Maryann, you’re hugging them together. It’s a group hug mentally from the back and the front. And that love creates an emotion and that emotion leads to a sale. And then there’s trusting built. Jace will build trust, if I use Jace for an example up the front of the room of what he says, education gives points he connects to. Then, if he says a joke and I laugh to it, now that trust has been referred to me and you’ll go “oh, I love the fact that Jamie always finds my jokes funny.” Now he’s connected me to that group. So now we’re like a spider connecting moments back and forth. So this web of love is catching the flies.

Amy Honey:
And then the thing about with sale is that we know that our services and products are going to transform your lives, but sometimes it’s very scary. How scary was it for you when you bought Black Belt? Was it scary?

Speaker 3:
Yes.

Jace:
Yes.

Amy Honey:
Yeah. Right. It’s a scary thing-

Jamie Honey:
Has it been life changing?

Amy Honey:
Has it been life changing? Was it worth it?

Speaker 5:
Yes.

Amy Honey:
Okay. And so that’s it. This is why it’s so important. And some people look at sales is like, “Oh, I’m just trying to get that sale, trying to get my sale.” That is the worst thing you want in a room. You don’t ever want to be selling like that. It’s desperate and it’s not like that. This is not, it’s not selling. It’s connecting people to the right products and the right people to the right product so that they transform their lives.

Jamie Honey:
Yeah. Absolutely.