Before Strategy, Systems and Offers – I Teach Every Client This Drawing

If I had just 10 minutes to give someone a tool that could change the way they approach business, leadership, and life, it would be the Stick Figure. In today’s episode of CEO Sales Sessions, I break down one of the most powerful frameworks I learnt from Bob Proctor and Dr. Thurman Fleet: a simple visual that explains how thoughts create feelings, feelings drive actions, and actions produce results. Whether you're scaling your business, increasing revenue, or growing your visibility, this framework will help you identify what's truly driving your outcomes and how to create growth by design.

Here’s what we get into:

• The simple Stick Figure framework to understand how the mind works and why most people never achieve the results they want
• Why thoughts alone aren't enough and how your feelings are the real bridge between your goals and results
• How to reverse engineer any business or life goal
• The ways founders stay stuck and sabotage revenue growth despite having great strategies
• Why action is the missing manifestation piece that most people overlook
• How I personally use this framework before sales calls, speaking engagements, difficult conversations, and major business decisions to stay aligned with the results I want

The most successful CEOs don't just focus on strategy, they understand how to lead themselves first. If you found value in this episode, give it a like and share it with someone you know who could use it. I’ll see you next time! 

Gazzy’s Links:
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Youtube: https://www.youtube.com/@AuthenticGazzy
Podcast Youtube: https://www.youtube.com/@GazzyAmin
Tiktok: https://www.tiktok.com/@authenticgazzy

Transcript

SPEAKER_00 0:08

Welcome to CEO Sales Sessions. I'm Gazzi, your host, former political staffer, turned entrepreneur, and founder of Sales Beyond Scripts, where I build CEOs whose sales feel effortless and profit becomes inevitable. I've spent years in the highest pressure rooms, both in politics and business, and I'm bringing you everything I learned straight to this mic. No fluff, no filler, just actionable steps, tough love, and big thinking alongside some of the sharpest COs in the game. Let's get to work. Oh, hello and welcome back. This is another one of those foundational episodes. I've filmed two other ones before. If you haven't watched those, I suggest starting there. I love really teaching this in a three-part framework where we help you set your goal first, then we talk a little bit about who you have to become to achieve that goal. And then we can work our way into understanding how the subconscious mind works and how we can use the self-image to trigger the behavior that we want. So, all in all to say, if you haven't watched the other episodes, maybe best to start there. If you're coming back, let's dive right into it. This actually might be my favorite thing to teach. If I get even 10 minutes with someone, doesn't matter if it's a student, if it's a lawyer, if it's a doctor, if it's someone I meet on a trip, if I can get 10 minutes to change someone's life and to give them something that will be a tool that they will have forever, it would be the stick figure. And if you want to follow along visually, you could catch us on the YouTube side because I do have a visual for today's presentation. But if you're just listening on audio, it is all good. I'll try and break it down for you as much as I can and also put a little bit of the picture details in the show notes so you can actually know what I'm talking about. What we're talking about today is the stick figure. And you're like, what? A stick figure? Drawing? What does this have to do with business? As you know, I am a subconscious geek. I have I am a mindset coach. I have studied the mind. Bob Proctor was a mentor of mine and I learned so much from him, including the stick figure, which is something he learned from a doctor named Dr. Thurman Fleet in 1934. So I like to say that off the top of the bat because sometimes when people talk about manifestation or creating results, they label it as woo-woo. And I think that that discredits the science behind the art of manifestation and creating and using your mind to create desires and create the results that you want. So that's why I love teaching it through the stick figure. The stick figure is a framework that I have taught to my clients, to high-level CEOs, to students in universities, to kids in school. I actually used it to manifest my husband. I used it to become a CEO, and I even taught my cousin how to swim using this framework. And it's super simple. That's why I love it. Literally, it is a stick figure. So if you've ever been in kindergarten or like a grade two where you've drawn out like the head, the body, and like the two hands and the two arms, yeah, a basic stick figure. That's what we're talking about today. But what I love is that Dr. Thurman Fleet has taken understanding the mind and simplified it through this visual. Before we go into the visual, let me ask you this question. If I were to ask you what the mind looks like, what would you tell me it looks like? See, most people don't actually have a visual of it. Maybe you're thinking about a brain and that's kind of close to it, but it's not the brain. What is the mind? We didn't have a picture for the mind. That's the first problem. Why people didn't understand how to use the mind is because it wasn't clear. If I were to ask you right now, if your fridge is the type that has the handle on the side or the handle on the middle, and if it's one door or two-door, what happens in your mind? Right away, you visualize what the mind, what your fridge looks like. Right away, you clock it in, you know what your fridge looks like. You know exactly where the handle is, you know the color. Cause by asking you about your fridge, I brought the fridge top of mind for you. And I'm sharing that example with you because we don't know what the mind looks like and we think it's the brain, and that's not it. And so this visual that I'm sharing with you, if you're watching visually, you're seeing it. If not, you're just visualizing a stick figure, really breaks down a how to understand the mind. Because if we can see it visually, and if I could teach it to you in 10 or so minutes, then you've got a tool to understand how to use your mind. See, you know how to use your phone, you know how to use a bike, you know how to use a car, but often we don't know how to use the mind. And it's because it's not explained in a clear way. Again, most of us brush it off as woo-woo spiritual stuff. That's actually not true. And so I love the way Dr. Thurman Fleet, because again, he's a doctor. I'm pulling on science to teach this to you. So let's break it down. The stick figure also builds on the concept of self-image perfectly because once you understand the self and you understand the thoughts, then you really start to understand the power of the mind and how you, as an aspiring entrepreneur or as a CEO, can really use the mind to create results that you desire. So here's the simple lay. Let me break it down for you simply. We've got thoughts, which produce feelings, and feelings produce action, and action produces results. Let me repeat that. Thoughts create feelings, feelings create actions, and actions create results. I'm saying it simply because I want you to absorb it simply. I always think an excellent teacher is not someone who blabbles and can teach about it over a three-hour lecture. Teach it to me as quickly and simply as possible. And that's my goal for you today is to understand this very simple drawing so that this is a tool that you have in your back pocket at any time. Because if you know how the mind works, then you can take any given result and reverse engineer it to understand how you need to use your mind to create that result that you desire. And this is exactly what I'm doing with my clients, which is reverse engineering it. But before we reverse engineer it, I need you to understand how that happens. So visually, if you're following along, the part where we drew the head, the head is divided into two parts. The top of the we're calling head is thoughts, and the bottom is feelings. It's not actually split that way, but again, for the simplicity of the visual, that's how it's explained to us. So what we're understanding is that the thoughts are created by the senses on the outside. What the world is feeding us, what we're hearing, what we're believing, and that's how it's coming in, which then creates our thoughts. Our thoughts are what produce the feeling. The feeling is what produces the action. There is a book called The Secret is the feeling. And that's really important. And I want you to know that. A lot of people, especially like manifestation coaches, people in the manifestation space are talking about, oh, think your way to success. I can tell you, if you don't feel worthy, there's no way you can think yourself to success. It just doesn't work that way. So I want you to know the actual steps. There's parts to it. Thought on its own is not enough. So we need to have an understanding that the thoughts produce the feelings. The feelings then work through the body and create an action. And the action is what produces the result. So let's explain the functions. So the conscious mind is where the thoughts are. This is where you analyze, you accept or reject ideas. And this is where you use your conscious mind to choose your thoughts using your mental faculties like reason, memory, and perception. Then we have the feeling, the emotional mind. And what's important to know about this one is the feelings can't tell the difference between a real event or an imagined thought. So whatever thoughts you impress upon the subconscious, often through deep emotions and repetition of over the years, that becomes your belief, your habits, and your paradigms. And that's what actually ends up producing the physical action, which is the instrument of the mind. This is when the body takes the physical action based on the vibration or the feeling generated by the subconscious mind. And the actions your body takes ultimately produce your real world experiences. Let's understand this through a very simple example. Swimming. If you believe I can't swim, I'm scared of the water, I'm going to drown. The feeling that that is going to produce is terrified, fear, don't do this, risk of safety. So what action is going to come from that feeling? The action might look like hyperventilation. It might actually look like drowning because you have lost the ability to be present and swim. It might mean avoiding waters. It might mean never having the chance to be in pools. Now, if we look at that, the result, I mean, that's for me, that's sad because I love water. But I want you to notice that the action came through the thoughts and the feelings, right? We said in the earlier episode, the behavior comes from the mind. The behavior comes from the mind. And the mind has the thoughts and the feelings. So where does this come into business? Is we could take your C type goal, which we would call as like the result, your quarterly goal. This is something I work with as soon as I meet with a client and they sign up to work with me as a private mentor for six months. This is what we're starting with right away. Because I want to know right away, okay, what's the result that we want? And then how can we reverse engineer the result to then ask ourselves, well, if this is the result that we want, not what's the strategy that we're gonna implement? That's not the first question that I would be asking. So I want you to notice what's the first question I would be asking myself is if this is the result that I wanted, what's the thought of the person who would have that result? That's where my mind is going right away. Because let's just say I want to launch a podcast, that's the result that I want. The thought that is not a match to launching a podcast is I have nothing important to say. So if I believe that, there's no way that I could produce this podcast for you because the thoughts would stop me. And it's not just the thoughts, it's the feelings. It's the thoughts and the feelings together that produce the action and the results. So this tool can be used in such a helpful way, in my opinion, because A, it could show you where your gap is, and it could help you reverse engineer it. So, what does this look like for female founders? What does this mean for business? I told you I teach this to anyone that I meet because I can meet a company and use this. I could meet a realtor and use this, I could meet a student, I can meet with a lover who is looking for love and work them through the stick figure. Because as long as you tell me what result it is that you want, we can reverse engineer it to understand what are the thoughts, feelings, and actions of the person who has achieved this result. Now, what does this look like in business? I want to give you an example around marketing and sales because that's my zone of genius and expertise. When I work with female founders, the results usually that they're looking for is that they want to scale their business. They want to double their income, they want to hire teams and they want to build systems that can help them scale their business in a sustainable way. So if we get really honest about what that result is, then I can work with the founder, with the CEO, with the executive leadership team to work out how we can work towards this. So let's just go a very easy example. Okay. If you want to make $20,000 this month in sales, let's say that's the result that we're looking for. Can you help me work this backwards to think the woman who closes $20,000 every single month without fail? What are her thoughts about herself, about the economy, about her offer, about her marketing, about her messaging, about her coaching abilities. What would that be? I definitely wouldn't be, I suck, I'm not a good leader, no one wants to pay me, no one wants to work with me. Yet most times that's the shit that's ruminating in people's thoughts. Thoughts are on repetition, 70,000 of them are a day. And most of those thoughts aren't even fueling the actual result that we want. So this asks us to be intentional of, okay, if we're serious about this goal, then what should I even be thinking about? How should I be thinking? You know, I always love one of my mentors said to me, don't ask me what I do, ask me how I think. Because the thinking is going to produce the rest of the actions, the personality, the behavior, the results. It's all stemming from there. So that's where we're starting from. You set the goal, you work your way backwards, asking yourself, what are the thoughts of the person who has this goal? Then we're going to take it next level, even deeper. Now let's move to the subconscious. We know that this is the emotional mind. The feeling is what produces the result. The feeling is the secret. This is what Neville Goddard dedicated his book to, that this is where the subconscious, where the emotional part of the desire is produced. So if you have the wrong feelings, if there's doubt, fear, imposter syndrome, um, unworthiness, low self-confidence, um, like mean feelings about ourselves, if there's feelings of hopelessness about the economy, like that feeling is not going to produce the result that we want. And so again, if you've set your goal and you know what it is you want, ask yourself, is my feeling a match to what it is I'm trying to produce? Are my thoughts and feelings really aligned with this? I promise you, if you really just got this, you would make a real difference in your business. Because some of us are thinking working harder is gonna be the solution. And that really isn't it. Come back to the foundations. This is why I wanted to record this three-part foundational video for you, because this sets the tone of all of the other strategy and tips and insights from the guests that I'm gonna bring for you. Because if in your thoughts you think I'm not a CEO, I'm not good enough, I can never achieve this goal, then it doesn't matter how good your strategy is. It doesn't matter what program you're gonna be in, it doesn't matter what new tool or software you invest in, the thoughts, that's where it's starting. Then the feeling. So ask yourself if that's the result you want or the feelings a match to it. And then of course, the actions. Let's talk a little bit about that, okay? Because I have to put a pause here to go on a bit of a rant with you. I find in this manifestation, coaching, online digital space, there is so much content and noise around the thinking mindset. And I feel that a lot of the times we're not putting enough focus on the action. Don't get me wrong, I told you this is a part of the work. This is a big part of the work. But if you don't do the action, then the rest of it was just fluffy, fluff, fluff. Like you can write in the journal all you want, you could say the affirmations, you can do somatic practices to connect with your nervous system and regulate it, all of those beautiful things. But at the end of the day, if you're not taking the actions of the person with the goal, if you're not taking the actions that are in harmony with achieving the result that you want, it's just wishful thinking. Like it's really that's what it is. And so a lot of the people that I work with, like I'm the coach you come to when you want action. You want accountability. And like I say, like you want to get shit done. If you want to stay up in the clouds and the visualization, like there's a time and place for that. But if you truly want to build a business that's scaling, the action cannot be missed. Now, again, not one part of it could be missed because you could take the action, but if you don't see yourself as a leader, then the action won't produce the result. And again, you could think of yourself as the leader, but if you don't feel worthy to ask for the money, or if you don't do the action, which is to have the buying conversation and get on the sales call, then it doesn't matter how great you think you are, or how many times you affirm that I'm focused on impact, I will help people, that won't be the needle mover. So I want you to understand that it's all of these things coming together: the thoughts, the feelings, and the action. It's the momentum and the movement of the three of them in alignment. I always say, like, you want it to be green, green, green. If this is green, this is red. Eh. If this is green, this is green, this is red. Eh. It has to be all in alignment. Green, green, green, a match to the vibration of the results that it is you're looking for. So honestly, I just want you to play with this. You can play with it in a few different ways. If you're really new to this and you're just like, I just want to see what it what it's about, just play and be like, oh, what's a result that I want? And just see what are three thoughts, three feelings, and three actions that I would need to do to achieve that result. For example, I would like to get an Airbnb this weekend. How can I think about it? I would like to hire a new employee. How can I go through the stick figure to achieve this? So I want you to go through it yourself. And then I'd love to invite you to use it for your next biz business goal. That's one way to use it. And then also you could use it every day. There was a time in my entrepreneurial journey where this didn't come as easy for me. And so I had to do a lot of work. And so I just want to show you like, I would take a notepad and I would just write, literally, I would write T F A, exactly how I'm showing you right now. On a page, I would just write T, F, and A. And I would just draw on the page three lines to separate them. And I would just write, what are the thoughts that the person with my goal would have? What are the thoughts? What are the feelings? What are the action? And I would start my day from the energy of my goal. Now I'm a little bit more, I'm air quoting seasoned. I can do this more quickly. I can do it in my car, I can do it while I'm doing my makeup. I can do it right before a podcast. But I always use this as a tool to recenter myself. So yes, I'm doing it in a one-on-one session with a client for our first, you know, 90-day strategy meeting, we're gonna use the stick figure there, but I'm also gonna use it even before a sales call, maybe before going on a date, before maybe even having a tough conversation with someone. I always find that it's such a helpful tool to ground in the energy of the result that I would like to attract. So if I want to attract the first parking spot right there on my drive, I'm thinking to myself, what are the thoughts of the woman who finds the parking spot every time? What is the feeling? Is it ease or is it panic? When I'm thinking about how I'm gonna speak on stage, I'm gonna just man meditate and really sit and think, what would I think? How would I feel? How will I act? And so I share this with you as a tool. I always kind of think of it as like Bob the Builder, like that little tool belt around the hips of like different tools that I have that I use throughout the day and the thoughts, feelings, and action that I learned through the stick figure from Dr. Thurman Fleet really allowed me to just have this accessible tool to tap in, to lock in, to raise my frequency and to get really clear and also to own my power. Because how incredible is that to know that I create my results. It's not what happens outside of me, it's what happens inside of me. And as a female founder, this is what makes me unstoppable because I know that doesn't matter what the economy is, because I know that it starts in my thoughts, it starts in my feelings, and it is produced in my actions. And that is how results are created. So I hope you loved this episode as much as I do. I hope it got you curious to look it up a little bit more. Go on Google, look up stick figure Bob Proctor, Dr. Thurman Fleet, look into the research, dive deep into it, really understand what it is we're talking about, and also use it, use it, practice this, ask yourself, what are the thoughts, feelings, and actions that I would like to have today? And just notice how when you go and you move with intentionality and with strategy and with mindfulness and you really connect with how you'd like to show up in your thoughts, in your feelings, in your action, in your energy, and your frequency, you will notice that the results you produce are different. And it's not by accident, it is by design. It is by understanding how the mind works and understanding that you can create what it is you desire. So carry this tool with you. Use it to manifest love, money, happiness, joy, experiences, an excellent result on that sales call. I hope you'll use it and I hope you'll send me a DM about your takeaway on this episode. If something stuck with you, if you used it in real life to manifest a new thing for yourself, if you closed a deal using this, if you had an incredible conversation. However, my point is I want you to come and talk to me about it. Cause sometimes it feels a little bit like, is this actually gonna help someone? Because right now I'm just talking into a camera, hoping that this is gonna land for you. But the way that I know it that it will land for you is if you just take two seconds out of your day to send me a message on Instagram. I'm at authentic Gazzy. I would love to hear from you. Thank you again for joining me for this episode, and I will see you next Tuesday. Well, that brings us to the end of today's episode. Thank you for sharing your time with me. I know as a CEO that time is your most valuable asset. So let's make it worth it. What's one thing that you're gonna implement or embody today? Because listening without action is just entertainment. So DM me your takeaway on Instagram at authenticGazzy. I want to hear it, and I promise you I will hold you accountable. And if this episode resonated, share it with a woman in your circle who needs to hear this. And if you haven't already, follow and subscribe so you never miss a Tuesday. I'll see you next week.