Executive TLDR
Confidence is built early through belief, repetition, and leadership exposure.
Build your business by investing time in starters, nurturing subs, and plugging in fans.
Recruit using CHAMP traits: competitive, hardworking, ambitious, money motivated, people skills.
Wealth begins with an abundance mindset and disciplined self-development.
Consistency, planning, and a structured morning routine compound into long-term success.
Video Summary
Confidence Is Built Through Early Conditioning
On the Millionaires Mindset podcast, Joe Ward shares how his confidence was shaped early through public speaking, sports leadership, and strong mentorship from family educators.
From children’s sermons at church to leading teams in sports and fraternity life, leadership was not accidental — it was practiced.
His foundation:
Someone spoke belief into him early.
That belief became identity.
Primerica As A Competitive Sport
Joe frames business like athletics.
From sports he learned:
Teamwork
Emotional control
Competitive drive
Adaptive coaching
A key leadership lesson: You cannot coach everyone the same.
Some need pressure.
Some need encouragement.
Great leaders test people to determine how they respond under fire.
Starters, Subs, And Fans Model
Borrowing from leadership mentors, Joe describes three categories inside a base shop:
Starters
Top producers and future leaders. Require daily investment.
Subs
Happy part-timers. Consistent contributors who form the financial foundation.
Fans
Supportive but low-producing participants. Keep them plugged in but don’t over-invest time.
Time allocation follows the Pareto Principle:
80 percent of time goes to the productive 20 percent.
Recruiting With CHAMP
Joe teaches identifying leaders using the CHAMP acronym:
Competitive
Hardworking
Ambitious
Money motivated
People skills
The two most important traits: competitive and ambitious.
Recruit through questions that spark mental images:
Who hates to lose?
Who is unnecessarily competitive?
Who is a natural hustler?
Sales is about asking, not telling.
If they say it, they believe it.
Abundance Vs Scarcity Mindset
Joe shifts into money consciousness.
There are only two mentalities:
Abundance or scarcity.
Wealth is first formed in belief.
You will never exceed your belief system.
Manifestation requires:
Clear vision
Emotional attachment
Consistency
Refusal to change your mind
He references the power of conscious thought and personal reflection similar to teachings in The Power of Now by Eckhart Tolle.
Deep Self Analysis
Know thyself.
Joe emphasizes:
Honest self-evaluation
Identifying weaknesses
Fixing one or two areas at a time
Studying leadership consistently
Ten pages per day equals roughly twelve books per year — equivalent to a master’s-level education in any subject.
Growth is long-term.
Ten to twenty-five years of refinement.
Consistency And Planning
Success is scheduled.
Key principles:
Plan tomorrow the day before
Prioritize top three tasks
Use reminders and alarms
Develop a morning routine
Unplanned activity rarely gets done.
Joe Ward’s Morning Routine
Water immediately upon waking
Nutrient-rich smoothie
Coffee
30-minute walk or gym session
Meditation and prayer
Sometimes audiobook learning during walk
Physical movement creates mental clarity.
Mental clarity fuels performance.
Total Life Development
Joe closes with balance:
Build business.
Build health.
Build relationships.
Build family connection.
What profits success if personal life collapses?
Work on the total person.
FAQs
Who is the guest on this episode?
Joe Ward.
What is the Millionaires Mindset about?
A show focused on leadership, wealth thinking, and high-performance habits.
How did Joe build confidence?
Through early public speaking, sports leadership, and strong mentorship.
What are starters in business?
Top-performing producers who receive the majority of leadership investment.
What are subs?
Happy part-time contributors who create consistent production.
What are fans?
Supportive but low-producing participants who stay plugged into training.
What is the CHAMP acronym?
Competitive, Hardworking, Ambitious, Money motivated, People skills.
Which two CHAMP traits matter most?
Competitive and ambitious.
Why is abundance mindset important?
You will never outperform your belief system.
What book was referenced regarding consciousness?
The Power of Now by Eckhart Tolle.
How many books should someone read yearly according to Joe?
Twelve books annually through ten pages per day.
What is the Pareto Principle in this context?
Spend 80 percent of time on the top 20 percent producers.
Why avoid over-investing in new recruits?
Most will not stay long-term; focus shifts after commitment is proven.
What drives long-term success?
Consistency, belief, discipline, and structured planning.
What is the first hour of the day important for?
Setting the tone for productivity and clarity.
Glossary
Abundance Mindset
Belief that opportunities and wealth are plentiful and accessible.
Scarcity Mindset
Belief that resources are limited and success is rare.
Pareto Principle
The concept that 80 percent of results come from 20 percent of efforts.
CHAMP
Recruiting framework for identifying high-potential leaders.
Money Consciousness
The belief system and emotional relationship a person has with wealth.
Morning Routine
Structured first-hour habits that prime mental and physical performance.
Transcript:
Jason Martin
So, Joe, I want to thank you for joining me on the show. It’s pretty awesome. Second guest. Awesome. I thank you for that. Yes. Like I mentioned, the show is called the Millionaires Mindset. And maybe just kind of think back to maybe even before business was there. Like, were you always, like, a confident person? Like, I saw you up on stage today, actually, over the last two days, and just your confidence level was just off the charts and it just shined right through. Were you always that way or how’d that come about?
Joe Ward
Yeah, pretty much. I would say that in my upbringing, I was really influenced by my great aunt. So my great aunt would be my grandmother’s sister.
Jason Martin
Okay.
Joe Ward
So my father was an educator. My great aunt was an educator, more specifically a librarian. So basically, I was always put in things and situations to be speaking. It’s an interesting story, Jason, because I can remember when I was younger, I used to try to talk like my friends, so speaking slang and that, whatnot, and my aunt would get very aggressive about that. You don’t talk like that, blah, blah. And it was one time, and I was kind of like, I don’t really understand. My friends say I talk white, blah, blah. That’s not a positive statement in the African American community.
Jason Martin
Okay.
Joe Ward
But basically what they’re saying is, you sound educated, but this is what she told me. And I probably was seven or eight years old or maybe nine years old at the time. She said, one day you will be paid to talk. You see, I think in people’s lives there’s going to be someone, family member, coach, mentor, that’s going to put you on a path based on what they see as a projection for you.
Joe Ward
Right.
Joe Ward
And then that plants a seed for you. So now it becomes what you believe.
Joe Ward
Right.
Joe Ward
We try to do this with our children, but at the same token, we kind of let them be who they are. So I’m sure at some degree it was in me. I was always public speaking. I remember, of course, these things get depicted back to you. Right? You don’t literally remember it. It was just told to you that it occurred.
Joe Ward
Right.
Jason Martin
Okay.
Joe Ward
Some five, six years old. I went to a Methodist church at the time I grew up, and we did something called children’s Sermonette. It was just like a little, maybe 1015 minutes thing that would be some lesson that the kids would see.
Jason Martin
Okay.
Joe Ward
And I was doing those for the kids when I was five or six.
Jason Martin
Really? So you were speaking and teaching?
Joe Ward
Absolutely. And still don’t like. I don’t get nervous. It doesn’t bother me, public speaking, expressing myself, doing that clearly, you see? So I kind of had a background in, if that makes sense. Now, on the confidence side, I’ve always pretty much been a leader. I’ve been the captain of every team I’ve ever been on. The only one that I wasn’t. It was my freshman year soccer team, and I got voted to captain. And the coach was like, I got three seniors. Kind of been waiting on this. We go switch this up a bit. I was like, absolutely no problem. And I became the captain of my sophomore year all the way through my senior. Same on the basketball team, cross country, whatever the case may be. I was the president of my line in my fraternity.
Joe Ward
Right.
Joe Ward
President of my chapter in my fraternity. So leadership and being in front, and like you said, I’ve always been a pretty self inflated tire. Don’t really need a lot of praise and kudos and all this kind of jazz. So I would say that over the years, it’s already kind of already been instilled in me.
Jason Martin
Got you.
Jason Martin
And I heard a reference to sports there, and I think I heard you say earlier, you’re a big sports guy.
Joe Ward
Oh, yeah.
Jason Martin
Okay.
Jason Martin
And what did you take away from sports that you think is attributed to your leadership style today?
Joe Ward
You know, Primerica is a sport for those of us that see it at that level. At a high level, there are people that come here to make part time income, and that’s great, but that’s not what this conversation is about. This conversation is about a million dollar mindset. Whether that is, I think it’s key for your listeners to understand that doesn’t mean you got to make a million dollars a year, but it does mean you need to become a millionaire.
Joe Ward
Right.
Joe Ward
It’s all in the consciousness.
Joe Ward
Right.
Joe Ward
People get that mistaken. Right. Oh, I got to make a million dollars a year. Well, you don’t have to make a million dollars a year to become a multimillionaire.
Joe Ward
Right.
Joe Ward
So from a sports perspective, you learn so many things. Teamwork, camaraderie, competitiveness, discipline, focus. All of those things I was able to translate into the business, and I still had a bunch of things to learn about business itself or learning to manage myself. But those thought processes were already there, trying to get a group of people to come together, learning to manage other people’s emotions. So if we’re playing basketball, we’re down by ten, and everybody’s ready to freak out.
Joe Ward
Right.
Joe Ward
Somebody’s got to be the calming voice, or this happens with inside our business in terms of a base shop. One of the things I had to learn over the years that has to do with this is you can’t coach everybody the same. Now, early on in my career, it was that, like, it’s this way. You need to be the best of the best, blah, blah. No. The last guy on the bench doesn’t get the same level of coaching that the star gets or the starter gets.
Joe Ward
Right.
Joe Ward
There are some players that can handle what you would consider tough coaching. There are some that cannot.
Joe Ward
Right.
Joe Ward
So that is something that I learned from sports. You get a guy, and maybe the guy he’s defending is kind of getting off and having a great game. It depends on who that guy is. Somebody needs a kick in the ass, right? Somebody else needs it. It’s okay, buddy. We need you. Come on now. We can do better, right? Don’t let us down.
Jason Martin
Sure.
Joe Ward
Right.
Joe Ward
So it’s stuff like that.
Jason Martin
Are there some key characteristics to identifying who needs a kick in the ass and who needs that? Come on, buddy.
Joe Ward
You got to test them.
Jason Martin
Okay.
Jason Martin
You got to test some ways that you would do that in business.
Joe Ward
Put them under a fire and see how they react. I’ve done that so many times in my career. I want to see. So, Jason, you’re in my base shop and you possibly, let’s say you got production numbers that you said you’re going to do. Maybe it’s been two or three months and you’re not quite there.
Joe Ward
Right.
Joe Ward
So I’m going to push the needle with you a little bit, maybe a little bit more to see how you’re going to react.
Joe Ward
Right.
Jason Martin
Okay.
Joe Ward
If you become reclusive or angry, not with the instruction, with me, then you can’t take that kind of coaching.
Jason Martin
Got you.
Joe Ward
If you take it and you respond with the appropriate numbers, you’re that guy.
Jason Martin
Got it.
Joe Ward
I’m only going to do that one time and I’ll tell a person to their face. You just tell me if this is too much. I won’t say another word. If this is just for fun and you’re just here to make a few dollars, we don’t have to have these conversations. But if you want to get big, you want to become a vice president, you want to accomplish all these things, this is required, you see?
Jason Martin
Absolutely.
Joe Ward
So I’m just going to test them. I’m going to see a scenario, and it doesn’t have to be so dramatic or wait till it gets bad. It just. Maybe I’m pretty good at the smart Alec comments like you might see in the talks that I do. I want to see how you react to that. I’m literally checking your facial expression. Your body language works like tremendous. In person, you can still kind of feel it a bit over the computer, but not as much as in person. So we did those things over the year.
Jason Martin
Sure.
Jason Martin
So for someone that doesn’t necessarily have the skill sets to be able to identify the signs of maybe dive in a little deeper, what’s some of the things?
Joe Ward
I would learn how to do that.
Jason Martin
Okay.
Joe Ward
I would learn how to do that. I would learn psychology.
Jason Martin
Okay.
Joe Ward
See, building a business in Primerica, you got to be more of a chameleon. This ain’t just about recruits and premium.
Joe Ward
Right?
Joe Ward
This is about, are you studying human development?
Joe Ward
Right.
Joe Ward
Human emotions.
Joe Ward
Right.
Joe Ward
Have you learned from previous coaching scenarios? You’re not going to get this right every time. You have to develop as a coach, you got to become a better coach. I’m a better coach today. I’m a better leader today. And probably what will happen more over time is you actually become more empathetic than you are early on. When you need all this to happen. See, early on, you need them to get it together because you’re trying to make it, too. But as you have a little bit of success and you have some experience to fall back on, does that make sense? And at the same token, another positive thing, especially in the structure of things, the way we do it in Primerica, lean on your mentors and your coaches of yours. Run scenarios by them. So here’s the scenario. How would you deal with this?
Joe Ward
Right.
Joe Ward
Don’t put yourself in a box where you got to make all these tough decisions and make all these tough calls. But at the same time, I would be studying about people and personalities. One of the things I did is I’m a proponent of Jim Hoyt’s material. You’re familiar with Jim, of course, and the Star program. And it doesn’t have to be Jim Hoyt, but something that has to do with personalities. And once you know what the core of their personality is, it kind of helps with how you deal with them. So in that example, if I’m dealing with an A or action type personality, well, let’s go get it. You’re not on it. Let’s go. It’s the problem, right?
Jason Martin
Sure.
Joe Ward
You deal with a relationship type. I have to appeal to that side of you, buddy. I need you, the team needs you. When the numbers don’t come to the table, this is affecting your family and your family’s future. You said you wanted to get involved in this because you wanted your wife to not work, you wanted to be able to do some more things for your see, I can’t go hard on them because that’s not how their brain operates. They’re heart driven, that action oriented person. Not to say they’re not heart driven, but not as much they want to hear all this about family and kids. They want to hear about, you ain’t getting that. That BMW you’re always talking about, you ain’t getting it. Honda’s gonna have to do it.
Joe Ward
Right?
Jason Martin
Sure.
Joe Ward
So I’d kind of lean them in that direction.
Jason Martin
So you mentioned a couple of times about kind of bringing them back to their goals and what they’re trying to accomplish. So it sounds like that’s something that you do to identify what are their goals, what are their interests, and drive them towards that. For maybe somebody within the business that doesn’t have that skill set yet either. What’s some tips that you might give them to?
Joe Ward
I would ask them, like, do you.
Jason Martin
Teach your people, as you bring them on, how to do this with your new people, or do they just learn because you did it with them?
Joe Ward
I think it’s things that we talk about along the way. I couldn’t say that I was perfect at that. I know there are people know, of course, obviously you have in your library. That’s one of the biggest things that Bill Whittle talks about, the goals and the blah blah and autopsy and all these various things. I think all that’s cute. I can’t say that was my thought process. It was just something you learn to do. Now, let me tell you why I’ve never been a proponent of doing that with brand new people. The majority of them are going to be here. I’m wasting time.
Jason Martin
Got you.
Joe Ward
I need you to produce a list and we need to get activity going. But once you get licensed in a specially go district, oh, it’s time to get to know each other, right. I’m not in the babysitting business, to be quite honest, and this may sound a little hardcore. I don’t care. I don’t. You’re not going to be here. I need to build a relationship and get an understanding about goals and dreams and what you’re trying to do and all that, because you’ve shown that you’re going to be here at least for a while by getting a license and going district. Now, those people, I’m going to delve into that.
Jason Martin
Sure.
Joe Ward
What’s this about? What are you trying to do now? Reproductively through other people, whether or not it’s taught or not, I don’t know if I’ve done a great job at that, to be quite honest.
Jason Martin
No.
Joe Ward
Most of the leadership development that’s going to happen inside a regional vice president base shop is going to be out of the regional vice president.
Jason Martin
Got it.
Joe Ward
It’s not going to be through the divisions and regional leaders.
Jason Martin
So make the prospect, bring the people on board, get their list, start working with them, get some appointments, show them the business.
Joe Ward
Along the way, we’re going to build a relationship. Correct. I’m going to find out what you’re here for. And it’s not a problem if it’s somebody’s management philosophy. I want to get all that information now. Okay, I understand. Right? I understand those avenues. Okay, let’s say you had $30,000. What would you do with that $30,000 right now? Okay, no problem. I just feel like I’m wasting time. Because the numbers say a third is going to quit immediately.
Joe Ward
Right.
Joe Ward
A third is going to quit in one to three months, and you got a shot at the other third. That in terms of happy part timers and maybe even a producer got it.
Joe Ward
Right.
Joe Ward
So if 75% of the people coming through the door are not going to be here, and I’m spending an hour filling out. Okay, here’s your 30 day goals. What’s your six month goal? No.
Jason Martin
Okay.
Jason Martin
So I’m hearing speed is important. So if you’re spending too much time with newer people, getting to know them, you’re not working, you’re not doing business.
Joe Ward
That is all opinion. That is obviously my perspective on it. I’m sure there are other great prime Americans that would say the complete opposite, but that’s why we’re always talking. That’s why you’ve already interviewed Jimmy.
Joe Ward
Right?
Joe Ward
Okay. And you’re going to interview other people. So that’s why these type of conversations that you’re doing are so valuable, because the person that’s watching it should be able to gleam. Okay, you know what? I like this. That Jimmy said, this is kind of in alignment with my thoughts, feelings, and the way I want to build. I like this. That Joe said, I like this. That XYZ person you interview next, or this person says, and based on all that, you should then be able to say, based on your personality, your goals, your strengths. Say, here is now my philosophy on how to do Primerica. It all works. It’s just, what are your strengths? What are your approaches, and how do you feel about it?
Joe Ward
Right.
Joe Ward
Are you enthusiastic about I’m not enthusiastic about sitting down people talking about a whole bunch of goals and dreams and stuff. But on the other side of the equation, if you are going to be that licensed district leader, I’m really good at getting to understand you and what you’re trying, what ticks for you, what are your buttons, what are the goals? What do we need to do? How do I need to coach? You see, I need to be spending my time over here, right? The three aspects of a team. You got starters, subs and fans. I got that from Ivan Earl. Starters, subs, fans, right? You must know how to deal with all of them and understand order of importance. Starters, subs.
Joe Ward
If you got energy, any time or energy left, fans, and you probably don’t, and your time is not very well served there. You deal with them in what Bob Safford called group therapy. They’re just in the training, right? They’re on the zoom. But you want them to come to everything, right? You got a potluck at the house or you want them to be there. You want to come to the Fast Star school, national Convention, all that because great things come from fans, but you ain’t got touch it to make that happen. You just need to make sure they’re plugged in. But those starters, they need you pretty much daily, and it’s different. So all my time and energy, because RBPs don’t come from fans nor subs. They only come from starters.
Joe Ward
So if you want to become a multimillionaire in our business, you got to get really good at identifying the right players and investing your time and energy there. Pareto principle, right? 80% of my time and energy have got to be with the most productive 20%. If I’m spending time with the 80%, I’m wasting time. If you look at somebody’s church, right, the pastor knows who the 20% are that are paying the 80% of the tithe. Those are the ones that get his time, energy and attention, because otherwise, associate pastor or deacon so and so can deal with this issue, right? So and so. Oh, my God. Mama just got sent to the hospital. Oh, Pastor, what are we going to do? Oh, yeah, I’m so. We’re going to pray for him. I’m going to send Deacon so and so to handle that.
Joe Ward
Now they’re in the top 20% tithers in the church. He’s showing up with the holy oil, the water and everything else he got you. Makes sense.
Jason Martin
Absolutely.
Joe Ward
Our business is the exact same way. And to operate your business otherwise is counterproductive to growth.
Jason Martin
Got it.
Jason Martin
So a starter and a fan. That seems pretty clear to me. Talk to me a little bit about a sub.
Joe Ward
A sub is a person that has the potential to become a starter. More times than not, they’re not going to, but they are actually. They’re the foundation of the base shop. There’s more of them than there are your starters.
Joe Ward
Right.
Joe Ward
Another way to describe the sub is the happy part timer.
Joe Ward
Okay.
Joe Ward
The key to the term is happy. They love the business, right. They love the RVP. They love the office environment or the zoom, whatever the case may be.
Joe Ward
Right.
Joe Ward
They’ve got business for you every other month. They have production for you every other month. The key is that you have enough of them, right. And every now and then a sub will rise to starter level. But they don’t have to. Makes sense.
Jason Martin
Sure.
Joe Ward
So if you look at a big base shop, right, let’s call a big base shop. 50,000 in production, right? A $50,000 base shop. I guarantee you about 15 to 20,000 of it’s coming from your actual subs.
Jason Martin
No, not your starters.
Joe Ward
35% is coming. You get nothing from the fans. You only got your starters. You got your subs.
Jason Martin
Got you.
Joe Ward
So if a $50,000 base shop 35,000 has come from your starters, it ain’t but three or four of them, right?
Jason Martin
Okay.
Joe Ward
In a $50,000 base shop, it’s three or four of them. So that other business is coming from about ten Happy part timers.
Jason Martin
That’s a lot and that’s great.
Joe Ward
It doesn’t take a lot to maintain that, though. All they need is a bit of stroking every now and then. A lot of RVPs mess this up, right? We’re always selling and promoting Our starters. But if you want more productive, more consistent subs, you got to throw them a bone every now and then. Hey, man, I just saw just on Zoom, right? So and so ain’t wrote a sale in two months, man. I just saw on the telegram you get 1200 in premium. That’s unbelievable, man. What would the base shop be without people like you? That wasn’t for that person. It was for the desire of everyone else for me to do that the next time with them.
Jason Martin
Sure.
Jason Martin
And I guess if you’re pumping up the starters all the time for the subs and the fans, they may feel that’s unobtainable for them.
Jason Martin
Right.
Joe Ward
And they start to resent the starters. That’s not what you want. We’re a team. They’re here for a different reason. They’re here to be vice presidents.
Joe Ward
Right.
Joe Ward
But we need you, too.
Jason Martin
Got it.
Jason Martin
What would be some of the characteristics that you don’t accidentally miss? A starter? Like, what are the things that you would tell a newer person to look for? Because even your subs and your fans could spot a starter and bring them into the business.
Joe Ward
Now you’re really talking about an aspect of the business. Your whole base shop should be basically headhunters. Your entire base shop. And if the culture is correct, they’re leading those types of people to the regional vice president. Right, but characteristics. The biggest. I would say the two biggest. And we do a little acronym. We used to do STEAM. We do an acronym called CHAMP Today that is competitive, Hardworking, ambitious, money, motivated, and have good people skills. Champ.
Jason Martin
Love it.
Joe Ward
Okay.
Joe Ward
The two most important are competitive and ambitious. Now, the thing that helps you to delineate that in the person is you’re questioning the other person. Adjectives bring a person’s face to their mind.
Joe Ward
Okay?
Joe Ward
You got to describe it. So just kind of. In an ethnic African American market, an ambitious person is like a hustler.
Joe Ward
Right?
Joe Ward
A go getter. See, when I say hustler or go getter, someone came to your mind immediately, boom, this person. Boom, that person who’s competitive. And I mean unnecessarily competitive. I’m talking about the type of person that be playing. I always use the example in our community of spades, right? But you could say poker, right? See who’s playing poker.
Joe Ward
Right?
Joe Ward
And they just turn the table over from losing a hand.
Joe Ward
Right.
Joe Ward
Who is just. No one’s got. Listen, we’re playing Monopoly. This guy’s got, like, one property and $500. This guy’s got, like, two properties. Got, like, $600. This young lady’s only got.
Joe Ward
Right.
Joe Ward
I’ve won. No, we’re going to play this game until you have absolutely nothing. We’ve been playing for 4 hours, Johnny. Yeah, but I still see how you got that. But I need that. I need it.
Jason Martin
Got it.
Joe Ward
That person. Now, the way we’re talking about it, right, is the way the agents need to be talking to just regular people who, you know, like that. You know anybody like that? Who do you know with great people skills? What I mean is the life of the party type. They go, life of the party. Oh, that’s. We’re looking for them. Who do you know with the gift of Gab? You know how people be like, oh, someone’s got the gift. Who do you know like that? That’s how they go find the people for either the top trainers or the RBP.
Jason Martin
And it seems like a fairly simple concept. No matter where you’re at in life, what your work experience is, what your social experience is, to be able to learn a simple skill set of asking questions, finding that person and saying, hey, Coach, I need you to talk to this one.
Joe Ward
Right.
Jason Martin
And just bring them to the coach.
Joe Ward
A business that’s going to thrive at the end of the day, we’re in sales. Nobody likes to talk about that.
Joe Ward
Right?
Joe Ward
We’re in sales. A great salesman is not a great presenter. They’re great at asking. And this is old school like Tom Hopkins.
Joe Ward
Right.
Joe Ward
If you say it, they doubt it. If they say it’s true. So it is a skill for us to make sure that we’re asking questions that people can then give us what it is we’re looking for as opposed to just like talking at people and you’re teaching that in your meetings.
Jason Martin
Got it.
Jason Martin
Awesome. I want to shift gears a little bit and I want to kind of throw it to you. You get to speak on stage a lot, potentially do interviews like this on occasion. Is there maybe a topic that you don’t necessarily get to talk about that you’d like to?
Joe Ward
Yeah. Well, in the form of what it is we’re here to talk about, the millionaire mindset. I would say it’s money management. Well, you say, oh, well, we’re in financial services. Everybody knows how to do that. That’s not true at all. The accumulation of money is a consciousness. Money is either being attracted to you or being repelled from you based on your mindset, based on your thought process. See, in this world, there are two thought processes. In my opinion, there is either an abundance mentality or a scarcity mentality. And there is no in between. It is the way you see it.
Joe Ward
Right.
Joe Ward
And so the thought process is getting yourself first to understand that there is abundance available. All you have to do is to tap into whatever gifts you’ve already been given and skills and utilize opening that up. See, we have the ability to manifest any and everything that we desire. There’s only a few limitations. Number one, limitations to it is what do you believe? See, you will never exceed your belief system. Oh, it’s there. But if you don’t believe it’s there, doesn’t matter. Number two, you can request, record, meditate on time and season, but it is not guaranteed. So if you’re looking at it from a spiritual standpoint, you can ask God for whatever you want. It does not mean he’s got to do it in the time and season that you requested, and nowhere in the word was that promised, right?
Joe Ward
So the thought process is, how do you see it? It’s just like when you look at going away from money, if we look at building a business and we look at recruiting, building a team, you can see this however you want, man. It’s all kinds of people out here looking for something like I do or, man, I don’t know about this, man. I mean, man, I talked to three people last week, right? I talked to three people last week. Nobody was interested. I Don’t know what’s going on out here. The scenario is the same, but how do you see it?
Joe Ward
Right.
Joe Ward
The world and your experience in it must bend to your will, yours. And it’s everything. If you see yourself as a multimillionaire, eventually it must manifest. It must. As long as you don’t change your mind, as long as you don’t change your mind, you’re on course, right. And you’re going to change your mind 100 times, but you got to get back on course, right. And along the way, you’ve got to be feeding that consciousness. We talk a lot about the subconscious mind. There are millions of recordings that have occurred since you were an infant. Are they positive or negative? I don’t know, but they are positive or negative. Your job as you mature in your consciousness journey is to replace as many of them as you can with the positive, affirmative thought process of what it is you’re trying to accomplish.
Joe Ward
It’s totally up to you. Or you’re going to keep playing those negative tapes.
Joe Ward
Right.
Joe Ward
I’ve worked with people personally, coaches and things like that, success coaches, that one of the exercises is write down 100 wins. 100 wins? Yes. That’s not easy. It takes some time, but as you’re going through that, you’re like, oh, my goodness, I’ve accomplished some great things.
Joe Ward
Right.
Joe Ward
Or on the other side of it, write down 50 times you had to overcome adversity. If you did it before, you can do it again.
Joe Ward
Right.
Joe Ward
So it’s the campaign that you have on your own mind. Most people spend way too much time, Jason, trying to work on other people. No, the campaign is on you, because once this mind is made up, nothing more powerful in this world than a made up mind. Nothing.
Joe Ward
Right.
Joe Ward
At the end of the day, if you can conceive it, hold it long enough with emotion, this is key. Eventually it has to manifest. So that’s normally something that really doesn’t get addressed.
Jason Martin
Wow, that’s great. Let’s talk a little bit about self development or introspecting to maybe somebody’s just so deep they don’t realize they’re there. How do they identify whether it’s good or bad, where they’re at currently? And then if it is on the negative side or the bad side, how do they move from that?
Joe Ward
It is a cometic actual concept that you might have heard of called know thyself.
Joe Ward
Right.
Joe Ward
Another way that you’ve heard of this being said is to thine own self be true. You have to do self analysis. What? Another way in the psychology or the psychological world is deep dives, right?
Jason Martin
Sure.
Joe Ward
So these are all principles and thought processes where you’ve got to figure out what your strengths and weaknesses are. You’ve got to figure out what areas you need to work on. We all have them. We’re all a work in progress.
Joe Ward
Right.
Joe Ward
So anybody you’re going to interview, anybody that you have interviewed, well, people are seeing a product 20 years later, 15 years later.
Joe Ward
Right?
Jason Martin
Sure.
Joe Ward
But along that journey, I’ve always told my organization, lie to everybody in this world but that man or woman in the mirror. You got to be honest with you, right? Are you lazy? Do you lack focus? You got a discipline issue, right? Do you have a confidence issue?
Joe Ward
Right.
Joe Ward
Are you not a good goal setter? Are you not a goal hitter?
Joe Ward
Right?
Joe Ward
What are your areas? Whatever that is. There’s 20 books on it. There’s 20 books on it. And in today’s society, there are 50 podcasts on it. Just go search for it.
Jason Martin
Love it.
Joe Ward
Right?
Joe Ward
Fix that area. You’re not good with people skills. You’re abrasive. You push people away based on your personality. Fix it. What am I not doing? Do I have bad posture? Do I not articulate myself well? Do I talk soft? What is it that’s causing me to not project the way I need to project? We got to do a deep dive on all those areas. Do I not know how to present my. Do I not dress professionally? Am I not well groomed?
Joe Ward
Right.
Joe Ward
Am I not in my particular areas? Now, obviously, we’re talking financial services. How learned are you? Do you know your game? Have you taken the time to know your game? I say this all the time. Study to show thyself approved, right? You need to know it. If you’re calling yourself wanting to get clienTs, collect assets on the investment side, get people to join, then how much time do you spend on your craft? See, these are all things that you need to be going and doing an assessment on. Am I getting better? And be patient with the process, it’s a cliche, but Rome was not made in a day. So at the end of the day, you got to make sure that you’re progressing. Are you better today? And some practices on that. Ten pages of something constructive read every day.
Joe Ward
That will be a book a month. Your average book is about 300 pages. Twelve books a year. That’s the equivalent of getting a master’s in anything. Leadership, salesmanship, people skills, whatever the case may be. I would have great podcasts and things like this on speed dial, consistently working on my consciousness in those areas. If a person has a belief system like this, meditation and prayer, two totally different things. Meditation is a conversation with yourself, the calming of your mind, being in tune with your conscious and unconscious mind. I can’t remember the book now. Eckhart Tolle his power. Now watch. Watch the Thinker. Watch the thinker.
Joe Ward
Right.
Joe Ward
And then prayer is, of course, conversation with your creator, whomever it is you worship, whatever it is you believe. I think these things are crucial, right. Along with working on the things that move your business.
Joe Ward
Right.
Joe Ward
Working on your relationships.
Joe Ward
Right.
Joe Ward
What does it profit a man to gain the whole world, lose his soul or his family will add that. So are you spending the same amount of time on if you’re married or in a serious relationship, are you watching podcasts or watching relationship experts on things you could work on there? Better household life, better business.
Joe Ward
Right?
Joe Ward
What about your kids? So you got no relationship with your kids, but you got an incredible business. Nobody wants that.
Joe Ward
Right?
Joe Ward
But these all. See, we’ve got to work on the totality of who we are. And this is going to take time. Ten years, 15 years, 20 years, 25 years. Everybody’s always thinking about next month or next year. Okay? This year, New Year’s resolution. I’m going to fix all these things. And in another side note, don’t work on 20 things at one time. You’re going to be ineffective. Let’s work on two or three things we can go tackle right now. Get better at those areas. Let’s find two or three more things.
Jason Martin
A common theme I’ve heard over the last few minutes here is consistency, picking certain things and a few things to that point and just being consistent with them. What might be some strategies or thought processes or resources to develop the ability to be consistent at things, get really.
Joe Ward
Good at planning tools, things that keep you on point.
Joe Ward
Right.
Joe Ward
Things have to be scheduled.
Joe Ward
Right?
Joe Ward
There is a time and a season for everything. What you do not plan does not get done.
Joe Ward
Right.
Joe Ward
So, for example, I think one of the biggest things. And you see this, if you were to pull this up on, like, YouTube or whatever, you’re going to get a million different hits. It’s called your morning routine. What you do in that first hour of opening your eyes is going to set the precedent for your entire day. These are planning things. None of these things happen haphazardly.
Joe Ward
Right.
Joe Ward
And it all needs to be in writing.
Joe Ward
Right.
Joe Ward
Everything you’re trying to do needs to be in writing. And these things need to be alarms in your phone, these need to be reminders, things like that, so you can make sure they happen.
Joe Ward
Right.
Joe Ward
And by doing that, but that’s why you can’t put too many things on your plate. You can’t have 20 reminders over the course of the day to do it. That’s just like planning your day the day before.
Joe Ward
Right?
Joe Ward
You got ten things that you got to do tomorrow. You got to put the top three things first and you got to tackle those three things. If the other seven, those three are three times more important than the other seven.
Jason Martin
So talk to me about your morning.
Joe Ward
Morning routine.
Jason Martin
What is your morning routine? What does it look like? What’s the first three things that you do?
Joe Ward
It really depends on the course of my day, right. So it kind of changes. But at this point, health and wellness are very important in my life, right. So I want to be a centurion. I’m going to be a centurion, right? So I start off with water, first thing, water. I do a smoothie that has all this stuff in it, right? All these vitamins and nutrients and sea moss and blah, blah. I do my morning coffee. Depending on the morning, I’m either going to take a morning walk, maybe 30 minutes or so, or I might have a training or something in the morning. So I won’t do that, right. If I’m not doing that, I end up in the gym. So I’m a morning workout person. I’m a morning person. My energy is in the morning. I’m not a night person.
Joe Ward
My wife’s a night person. All her energy is in the evening, right? So I’m getting all those things done. I’m going to meditate, I’m going to pray, right? And some of these things are simultaneous things. So if I’m going to take my morning walk, I can also do my meditation and or my prayer. I don’t have to close my eyes and get on my knees. But I mean, there are people that think like this, right? So those things all encompass what I’m trying to do early in the morning. I’m not normally like a reader or podcast or anything like that in the morning. Those things normally happen middle of the day or whatever the case may be. So I’m trying to get my body started right and jump off with the. Because it’s also clarity of mind.
Joe Ward
So like just a 30 minutes walk allows you to clear your mind. Now let’s take it a step further.
Joe Ward
Right.
Joe Ward
Sometimes not every single time. I might listen to a book on audio as I’m walking, I easily get like three chapters of something in. So now I’m getting my self improvement. I’m getting my quote unquote ten pages. I’m also getting my health and wellness. I’m getting a little bit of clarity of mind. I’m getting that sunshine that I need, all of those sorts of things.
Jason Martin
I love it. That’s fantastic. Well, Joe, listen, I really want to thank you for taking some time out of your day and meeting with me today. What you shared, I know it’s going to help a lot of people. It’s definitely helped me. I mean, I have some questions in there that I was looking for myself, and I do appreciate it. Thank you so much. Absolutely.
