In this episode, host Josh welcomes high performance coach and conscious leader Mario Lanzarotti to discuss the mindset shifts essential for business growth. They explore the internal conflicts entrepreneurs face between their ambitions and unconscious fears, the importance of addressing unmet emotional needs, and how shifting from scarcity to abundance unlocks success. Mario shares real-life case studies and practical strategies, such as leveraging relationships, focusing on service, and reframing mistakes as learning opportunities. The conversation offers actionable advice for entrepreneurs seeking to develop unstoppable mindsets and achieve effortless, sustainable business growth.

Chapters:

Introduction to Mario Lanzarotti and Mindset Coaching (00:00:00)
Josh introduces Mario Lanzarotti, his background, and the focus on mindset for entrepreneurs and high achievers.

The Internal Conflict: Conscious Goals vs. Unconscious Fears (00:01:07)
Discussion about entrepreneurs’ frustration with not reaching big goals and the unconscious fears that hold them back.

Self-Sabotage and the Iceberg Analogy (00:03:09)
Mario explains self-sabotaging mechanisms, using the iceberg analogy to illustrate the power of the unconscious mind.

Identifying and Addressing Unmet Needs (00:04:12)
Mario discusses the importance of recognizing unmet emotional or support needs to progress toward higher goals.

Case Study: Shifting from Scarcity to Abundance Mindset (00:05:39)
Mario shares a client story about overcoming scarcity mindset, self-forgiveness, and moving toward abundance.

The Power of Forgiveness and Acceptance (00:08:14)
How forgiving past mistakes enabled a client to invest in growth and experience business breakthroughs.

Comparison Trap and Self-Assurance (00:09:12)
Josh reflects on the dangers of comparing oneself to others and the importance of self-assurance and personal growth.

Case Study: Making Success Effortless, Not Hard (00:10:20)
Mario shares another client story about shifting the belief that success must be hard, and leveraging relationships for growth.

Actionable Takeaways: Who Not How, Serving Over Selling, Self-Reassurance (00:13:15)
Josh summarizes three actionable strategies: leveraging others’ expertise, focusing on service, and practicing self-reassurance.

Closing Remarks and Gratitude (00:16:26)
Josh thanks Mario for the conversation and Mario expresses his appreciation.

Links and Mentions:

Tools and Concepts 
“Mindset Shifts”: “00:00:00”
“SOP (Standard Operating Procedure)”: “00:01:07”
“Scarcity Mindset”: “00:06:11”
“Abundance Mindset”: “00:07:12”
“Forgiveness Meditation”: “00:08:14”
“Who Not How Principle”: “00:13:15”
“Serving Over Selling”: “00:14:34”
“Self-Assurance”: “00:15:51”

Case Studies and Examples 
“E-commerce Company Case Study”: “00:05:39”
“Agency Business Case Study”: “00:10:20”

Notable Quotes 
“More money, more problems”: “00:03:09”
“Everything has to be hard”: “00:10:20”

Actionable Takeaways 
“Who Not How”: “00:13:15”
“Serving Over Selling”: “00:14:34”
“Self-Assurance”: “00:15:51”

Transcript:

Josh 00:00:00  Guys, I am super excited to introduce you to today’s guest. This is kind of a new, new one for us. He doesn’t just have expertise in the e-commerce space. Instead, he has a much broader landscape in the mindset shifts and tools he’s going to be able to share with us. I know are going to be able to have a tremendous impact on your business. Today, I’m excited to introduce you to Mario Lanza, a high performance coach, a TEDx speaker with over 1 million views, and a conscious leader, Mario Lanza. He travels the world helping entrepreneurs make more money in half the time through building an unstoppable mindset from CEOs to Olympians and mission driven entrepreneurs. Mario helps high achievers all across the world gain the mental clarity and focus necessary through his masterclasses on conscious leadership and next level mindsets. So with that introduction, welcome to the show, Mario.

Mario 00:00:58  Josh, thank you so much for having me on the show. I’m really excited, and I think you and I were going to have a powerful conversation filled with lots of value for your listeners.

Josh 00:01:07  One of those inner thoughts in my mind, when I’m having to make either a difficult decision or I have to slow down in order to like create an SOP or to hire a team member because, you know, that’s that’s the next step. That’s what needs to happen. My frustration is I think that those should what are the things I know I should be doing? And it’s more along the lines of, I should have a $100 million business. I look at all the other successful e-commerce businesses. I feel like I’m just as capable as they are, but I’m doing something wrong. I’m spending too much time on these little tasks and I’m making this a little decision, like, why am I not at that $100 million already? And what what would you say to that? Like, I feel like that’s what’s kind of like deep down. Like I have this vision of I love my potential, but I’m not there yet, right? And so I beat myself up.

Mario 00:02:07  Yeah. This is a classical one.

Mario 00:02:09  And again, I want to honor you for stepping one step further out. And I think a lot of your listeners will be will resonate with that because they look at where they are and then they tell themselves, I’m not where I’m supposed to be. There’s so much inside of me that can be brought up. And, you know, it’s true. There is so much more inside of you that can be brought out. But the reason it’s not already out is because actually, you do not want the 100 million. Because if you have the 100 million, you know that there’s something that’s going to increase. Often in a mental perspective, the amount of problems will increase, right? That’s why they say biggie made the song. More money, more problems, more responsibility, more, more being on your own because, you know, you climb the mountain even higher and so. Less people to relate to. If you’re the 100 million guy, maybe in your family, you’re the only one. And so nobody really, truly knows how Josh feels when Josh is by himself.

Mario 00:03:09  And so all of that is what I call a self-sabotaging mechanism, where you tell yourself consciously, yep, I want the $100 million business. But unconsciously you are scared of that. Because here’s the thing what a self-sabotaging mechanism is. It’s your conscious mind working against your unconscious mind. And if you’ve ever seen the picture of the iceberg where you know, you see the tiny peak above the water and the huge body underneath, your unconscious mind makes up about 95% of everything. So if you are like, yes, I want that $100 million business, your unconscious mind. No bro no no no no no, not gonna happen. That’s way too much. So first of all, I would have you look at the reality of the way that you’re showing up and divorce this idea that what you want is the $100 billion business. Because if your behavior shows the opposite, what you really want is you want to stay safe. You want to stay in control. You want to stay in your comfort zone. And there’s nothing wrong with that.

Mario 00:04:12  That’s the first realization that I would bring in. And then second is to look at what is it that’s missing for you if you truly want to get to that $100 million level, there are certain needs that you have that are currently not being fulfilled. It might be more of a support system. It might be someone like a coach or a mentor in your corner. It might be a place where Josh can just go into and just be Josh and just drop all of the accolades of and the successful man. I’ve built this and I just drop all of that. I just want to be Josh, and I don’t want to be judged for being Josh. Maybe it’s that right. Or maybe it’s having a partner to grow this business with you, right? There’s some there are some unmet needs that you have that essentially get triggered with the idea of going up even higher. And so those needs are calling for you to fill them up. And as you do that, it’ll be much more effortless to go to the $100 million level.

Josh 00:05:12  I love that, I love that. Mario, this is a this has been a great session, even for myself, but I hope that it’s been applicable for the listeners because I feel like these are some, some things that, you know, I have internally that I feel like I’m probably not alone. Mario, are there any other, like, case studies that you would like to share with the audience of ways that they could unlock? You know, some of their mindset shifts to help them grow faster?

Mario 00:05:39  Yeah. So another, another. Now, a dear brother of mine, he’s a previous client. he ran, he he’s actually the one running the e-commerce company. So he’s a he’s a serial entrepreneur. he’s an investor in real estate and runs an e-commerce business out of new Jersey. And so when we started to work together, he was very much struggling to trust himself. And when I say struggling to trust himself, what I mean is there’s a lack of confidence. he was pretty much all over the place.

Mario 00:06:11  He was the kind of guy that just does it all by himself. The lone wolf syndrome, not having the team to rely upon. And he wanted all of that, right? He told me. And what we discovered was that he was operating from a scarcity mindset. A scarcity mindset is a mindset that relies on two beliefs. I’m not enough and there is not enough. So there’s not enough money, there’s not enough clients, there’s not enough business opportunities. And you can see it in recessions. This flames up massively in people where they go into hibernation, where they go into saving, withdrawing. And if you look at the the history of recessions. Many of the most fundamental companies that are fortune 500 today have been created in a recession. So something tells me that, you know, there are huge opportunities. So he was operating from a scarcity mentality, which meant that he was more risk avoidant. And so what I did with him was one shift. I helped him tap into an abundance mindset.

Mario 00:07:12  And the abundance comes from no longer blaming yourself. And this is a huge thing for entrepreneurs. And we talked about this earlier because it’s so ingrained in people’s idea of how you create forward momentum. I just got to be the ox. You know, this this just keep going. Just work harder, just do more. And that just simply denies you of the opportunity to create a system and a team that supports you to be the quarterback. And for him, we did the shift. And what I did with him was. I understood that he was holding on to a past investment, that he made a six figure investment that he made that didn’t go well. Essentially, he got scammed and he would tell me, he said, dude, I knew something was off, but I didn’t listen to myself. I was too greedy. And so I said, I understand that’s what you did, but how do you feel about that today? And he still beat himself up for it, which meant he was avoiding to invest more money into bringing on bigger teams.

Mario 00:08:14  So what I helped him do was to forgive himself and to let go of what happened in the past and the moment he did it, my guy did him through, a certain meditation that I do with my clients. One on one. Two days later, he calls me dude. I pulled the trigger. I made the investment. He bought on a new sales team, a sales coach, and then a week later, he’s like, oh my God, man, the business is just going up. This is incredible. I am loving it. And all we did was a shift in his mind from scarcity to abundance through forgiveness and through acceptance.

Josh 00:08:46  That’s amazing. I think that that mindset shift from scarcity to abundance is so, so, so important. You’ve got to see in the world that there is more than enough to go around. It goes back to, you know, my same, you know, deep underlying issue is I look at, you know, other people have done 100 million. It’s like, oh, well, because they’re successful I can’t be successful or or vice versa.

Josh 00:09:12  Right. Because I’m successful, I need to make sure other my competitors are constantly lower than me instead of, hey, there’s more than enough room to play here. Go and be who we are and truly serve customers and just watch the growth expand from there. when you’re focused on comparing yourself to others, I feel like it’s where the most damage comes compared to focus on comparing yourself to who you were yesterday or who you were a year ago. And that’s kind of some of the things that I’m taking away from you, Mario, is, you know, take that inner self and I just need that self-assurance to be like, yeah, guess what? You’re not at that $100 million business right now. But guess what? You’ve made some key decisions that have got you to where you are today. You are on that path. Yes. You’re not there now. You are on the path. Keep moving forward. Right. Instead of this shaming like I haven’t hit that goal yet, I think is important.

Josh 00:10:11  Mario, are there other examples? Because I think these examples are going to relate to our audience in so many ways. Other examples you want to share in case studies.

Mario 00:10:20  Another thing that I often see is this idea that, and it’s similar to what you shared, is that success money and you can add any level to success or money you want. Doesn’t matter is hard. It has to be hard. And so I used to believe that for the longest time, and at some point I just got so fed up with it, I was like, why does everything always have to be hard? I don’t like that. Like I want it to be effortless. I want it to be fun. I want it to be smooth. And so another client of mine, he runs an agency, an agency business. He’s close to seven figures, very high, six figures. When I came into his business, he told me he’s like, dude, I want to streamline things. I want to focus more on, clients that I absolutely love, which is another whole we can do a whole podcast on people working with clients that they don’t like just because the money.

Mario 00:11:12  And I’m like, that’s the worst thing you can do because you are making the entrepreneurial journey just all about suffering. So he said to me, I want to have better clients with more revenue share deals and, just a lot smoother people that I love working with. Cool. Sounds super simple. I was like, how many of those do you have right now? And he’s he had like five clients and he’s like, I got one of them. I was like, wow, okay, tell me about this person. So he told me about this client’s like very well established coach has a clear idea of his target audience. All we need to do is insert ads with a webinar strategy, which will generate an additional $60,000 in monthly revenue. Like wow, amazing. How awesome is that? How do you how are you going to find more of those? And he’s like, oh man, I don’t know. It’s hard. And I could see him, his mind going down. I was like, are you ready for a breathtaking idea that is going to land your new clients like this? And he’s like, Tony, I was like, have you considered reaching out to your client and asking them to introduce you to two other clients? And he’s like, no, I haven’t done that.

Mario 00:12:12  I’m like, why not? And he thinks and thinks, oh, because it would be too easy. Almost like, isn’t that interesting? See, if you have this belief that everything has to be hard, your mind will literally deny you to see the opportunities that are right in front of you to make things easy. And guess what? He reached out to the client. He’s like, hey man, I love working with you. You love working with me. Can you introduce me to two more people like you? Within two days, he had two new clients. It cost him nothing.

Josh 00:12:42  Yeah. Amazing. I mean, there’s so many principles. just like that, that we could go on for days. Mario, sharing these things. But this has been such a fun conversation. Mario. as we begin to wrap up here, I love to leave the audience with three actionable takeaways from each episode. Here are the ones that I’ve noted. they probably apply a lot to myself, but I think that any entrepreneur listening to this could apply these principles and these strategies into their life and start to experience some mindset shifts.

Josh 00:13:15  So action number one is who, not how. This goes exactly back to that last example you just shared. He reached out to somebody right. One of his best clients. He reached out. same thing if if you’re trying to figure out how to get into retail or if you’re figuring out how to get into, you know, driving external marketing into Amazon. Don’t go sign up for another course. If you’re an established seven figure business, then you need to cast that vision and understand that you are going to be you’re investing for the long term by bringing in an expert that is going to get you there ten times faster than you could on your own. Yeah. Action number two. And strategy number two would be serving over selling. And I think this is a principle that applies at every time in life. even whether you’re parenting, whether you are selling products in your business, whether you’re trying to build a consulting business, no matter what it is, if you get down to the core root of everything, it all comes down to serving somebody else by paying attention to their needs and better serving them.

Josh 00:14:34  When it comes to marriage, it’s the same thing. It all boils down to service and love for somebody else, identifying what their problems are and seeing how you can benefit and provide a solution to them. And it’s amazing when we focus first on that how beautiful life can be. But yet we get so focused on our serving our own needs first that sometimes if we step outside ourselves and what we want and we approach other people and serve them, we end up getting what we want in a much more beautiful way. And last but not least, a third strategy here is having a sense of self-assurance and self reassuring yourself using that. You know, my daughter falling off the bicycle bicycle analogy. When you hit an obstacle in your business, you need to make a difficult decision or you’ve made a mistake rather than saying how dumb am I? Why did I do this? Taking the step back to say like this is part of the journey. As a business owner, it’s all about constantly making decisions. Seeing what worked and what did not work and pivoting and making changes.

Josh 00:15:51  Just like riding a bicycle. Oh, okay. I can’t lean too far to the right. That’s not going to work. I need to stay in the middle. Right? Those are things you learn only through experience. So I love that. That’s something I’m taking away is like, give myself that self reassurance. Say like it’s all good. You’re on the path. Keep going. Step up and make this decision. And guess what? If it’s not the right decision, it will become apparent and we can pivot and make a new decision later on. So those are my three actionable takeaways for the audience. Mario, thank you so much for your time today. It was a pleasure having you on the show.

Mario 00:16:26  Josh, thank you, your champion. I really enjoyed our conversation and I look forward to listening if you.