 So, hey guys, how you doing? It's Andy Elliott. So today I'm here with MJ. MJ is 20 years old. He's from Canada. And MJ kicked butt last month and made a bunch of money. Now listen to me. He didn't always make a bunch of money, okay? I'm just gonna sum it up real quick and I'm gonna ask him some questions and hopefully this will help you guys where you're at if you're struggling. Listen, 90% of the sales people in the country are struggling right now selling cars. A lot of the time they're this far away from breaking through and crushing it. And the reason why I wanna do this interview with MJ is that he's had these same challenges and he pushed through and now he's going up. And MJ invested with me. And that is why he bought the course together. He bought a work track. Look, he's spent some time training at 20 years old. I wanna tell you this. If you're 30, if you're 40, if you're 50, if you're 60, all ages can do this. Am I right, MJ? Oh, absolutely. I mean, it's very easy to follow. You're just the person talking to a person on the screen. And if you can't understand from that, it's not gonna get any simpler than that. Yes, and listen, MJ, let's talk about it. So you graduated school, you got into college for a minute and then you decided college wasn't for you. You jumped out of it. You got into a car dealership. You worked hard just like everybody and your management was very discouraging for you, right? A little bit. I mean, a little bit. I mean, it wouldn't be all of management for sure, but for sure there were some people that were making me kind of just wanna leave the car business. I thought it was actually me thinking that, oh, maybe I'm not ready for this business. Oh, maybe they're right. You know, I'm too young for this. I'm a Mr. Know-it-all. I think I know too much, but in reality I know nothing. But then at that point I was like, you know what, maybe it's the time to try a different dealership. I wanna try a different dealership. Was there a couple months? Same kind of idea. I just wasn't excited about selling anymore. Not just selling, I would say just the product and the environment, everything in general. You got discouraged. Very discouraged at the time. And then when I was given the opportunity to try the first store, I didn't ask any questions. I just moved. And over here, when I moved, I slowly started seeing things compounding. I started seeing all my work that I put in the year before slowly picking up. And I started, and I started on the use department. And I was just a second month in. They said, you know what, man, you're doing great here. We wanna move you into the new department. But then I did so well and use it like, you know what, actually we need a young guy like you in the use department. Just stay where you are, man. You're doing great things. And this is where I started getting happy. I started seeing, you know, started bringing back the real me. I had the excitement. I had the drive. I was like, you know what, my management loves me. This is the store I wanna stay at. There's no way I'm leaving this place. Okay, and let's say something real quick before we move to the next question. Sometimes, and Grant Cardone says this a lot, you may be in the wrong vehicle. I'm not stating that anyone struggling needs to say that it's their store. They need to look at themselves first. But it could be a possibility if no one in your store believes in you that you have to choose one or two roads. One, you run everybody over, you make it happen. Or two, you go find a different set of leaders at another store. Am I right? Absolutely. Leadership is key. I mean, at the end of the day, I've followed this ever since I was an entrepreneur. I've been an entrepreneurial person, at heart ever since I was 16 years old. And ever since then, I've always followed this rule that you are the product of the five closest people around you. And when the five closest people around you are bringing you down, they're all, you know, and I've learned some of this stuff in your course and I'm like, man, this is actually exactly what happens at a dealership where things are not going well, you know, the coffee drinkers, just grape diggers, right? Bringing it down, doing nothing all day and then waiting for that person to drive through the lot and then go be greedy and run for that up. Now, moving to a different dealership where the environment's happy. Everyone's, you know, kind of like me, majority of my dealership is actually young guys. I can really resonate with a lot of people here. They're not much farther than me. Being the youngest guy, yeah, like you're gonna get some jokes later on you just for fun, you know, you're the young guy, they wanna treat you like, you know, they wanna kind of bully you around, but not to discourage you. Just, you know, they call it, in this business, you gotta have thick skinned. And that's just what they're trying to do. They're just trying to play with you. So don't get discouraged from that if you're a young guy starting out in car sales. You just gotta fight through it and what you gotta show people is, you know what, I may be young, but I'm selling more cars than you. Yeah, but you gotta be a fighter, am I right? Absolutely. You know what I'm saying? It's not always easy. And you have to stay a loner. Would you agree? Is it lonely at the top? Oh yeah, should be lonely at the top. You know, you have to stay away from those haters. And matter of fact, you have to use that hate as fuel. Put it back in your tank to run over. And that's why I, and that's exactly why I do what I do because I have so many naysayers, so many people saying you're gonna go nowhere in life. Oh, what are you doing being a car salesman? Oh man, and you know, being born in Pakistan and a brown guy, you know, I got my family always against me like, man, what are you gonna do without a university degree? Who's gonna marry you? All that kind of stuff. But that is literally the fuel that makes me go every day because car sales is endless opportunities where you can go in your life, man. That's right. You can be a salesman. Next year they're like, you know what, we wanna put you in finance department. Who knows? You might become a manager in no time. I know some people that became management in five months. Yeah, absolutely. This business is so good to those who take it serious. Would you agree? Absolutely. I mean, you got a treated like a career, man. If you're here just because you're thinking this is just another little gig for you to make money just part-time. This is a psychic. You're not gonna go anywhere in this business. You're not gonna make it. You're right. And so regardless of race, regardless of age, regardless of background, right? I mean, it doesn't matter. I don't think any of that matters. It doesn't matter. The fire and the belly, am I right? Absolutely. And you're in a business where you're talking to people every single day and all they want is someone who understands their pain, understands what they're going through. And you just gotta help them find them. You gotta be the solution maker. Yeah, problem, solve it, solve. Am I right? Yes, absolutely. You have to learn the skill along the way. And you've been investing in yourself. You've trained, you train every day. Absolutely. Ever since 16 years old, I have splashed, I would say thousands and thousands of dollars in different courses. And I'm talking like literally any kind of course, Amazon business courses, Shopify business courses. And I'm talking literally ATM business courses. I put thousands of dollars, but you know what? All that money I spent wasn't money wasted. I learned so many more things and I know so much more than people that are my age. People my age, the majority, what they're doing on their weekends is partying. I don't go to parties. Yeah, you don't need to. You're gonna crush it. I can't wait to see you at 22, 25, 30 years old. But some advice for everybody, tell us this, through all of this grind that you've gone through in your 20, obviously you're still very young in life, but you've already tasted rejection. Hey, you're not gonna make it. And you've had to push through it all. Tell us how last month, how did the last month go in a nutshell? How'd you finish out? All right, so last month, so in my company, we have an event that's been hosted for the last 31 years where all our dealerships in the whole city, all our inventory goes down to one place. And now we have an indoor sale in basically a winter time, in a winter setting. And people wanna be inside warm areas. Minus 40, minus 45 sometimes out here. So yeah, so before last month, I will say I've had some good months, but I've also had months where I've made minimum wage. Sure. There's been months like that. There's gonna be months like that, man. Sometimes, like the thing is, a lot of sales guys are going like this, up, down, up, down, and then down. Because they're just discouraged. They think that there's no way they're gonna get out of their rut. But the thing is you gotta be the difference maker, man. So I was in a setting, I was the youngest guy there. I was going up against guys that have been 20, 30 years in this industry. Yeah. And I was like, you know what? What are these guys doing wrong? I looked around and I said, what are these guys doing that I can be doing? Majority of these guys are hiding in cars, waiting for that up to come down. What I did is I created a lot of my own traffic. I'm the person that was getting on Facebook, calling out friends, going on Snapchat, Instagram, all these things that are modern, and I was finding traffic. And the thing is, absolutely, like if you're not prospecting in this business, just people gotta remember this. This isn't a job. This is a business. This is your own business. That's beautiful. At the end of the day, you're the master of your own destiny here. So if you're not gonna go out there and grind for this job, then, you know what, expect another minimum wage, you know, check. Yeah. So having gone to that 12 grand month, you know, I have to, I'm working with you. My goal is, I wanna hit that 30 grand month. I wanna go further. But you're not gonna be able to do that unless you invest in yourself. I love it, dude. I think that's amazing. You have to invest. Well, and let's end on this note, and obviously the fact that I love sometimes taking a minute and just talking to someone that's pushed through the struggle, because on the other side, there's life. It hasn't always been good. And now that you've tasted what's good, you know that hard work and training is going to take you to the next level in life, right? Exactly, because if I don't work just as hard as I did last month, there's no way I'm getting the months like that. Or you could harder, but smarter too, am I right? Absolutely, because you could work 80 hours in a week and then still have a horrible month unless you're not working smart. That's right. And then what advice would you give to anybody too in Canada? How great is the market in Canada? It's all perception. Is the market great if you work hard and train yourself? You know what? It doesn't matter where you live. You're in the United States of America and your population is 350 million people. I'm in a population of 36 million in the whole country. Where I live, I have more population where you live. You're in Oklahoma, aren't you? Yeah. And what's that, 250,000? Yeah, there's not a bunch, yeah. I'm in 300,000. You've sold $70,000 worth of product in a month. Yeah, so there's no excuses. There's no excuses. Our economy, yes, all here, man. Our economy is not as good as yours. That's for sure. A dollar is like $1.37 or something right now. I'm not even sure. It's not the best. So in the U of S, you could buy a $2.99 course, but it cost you $400. Oh yeah, I was like, man, it's $2.99. I paid $400 for this course. And I was like, I better be using this. And I don't even care about that little dent, because I'm going to be paying as much money as I want to get to your seminars. And I'm definitely going to be at a seminar, because the value that I see in your content, there's not a lot of people out there doing this, what you're doing, providing sales training directly for car sales guys. A lot of the training I see on YouTube is from like very, well, very general. And from people that are like, you're 40. But I'm seeing some training from people that are like 65. And their ways are just old and very aggressive. That's a new customer. It's a new market. You're right. The thing I learned from your videos was actually how you can actually be nice to a customer and still earn their business. We've got a sensitive customer now in 2020. Yeah, if this is a very sensitive time. Yeah, you just got to be more skilled. That's it, right? Absolutely. And you can never not learn enough. I could be 90 years old and learn something new every day. Yeah, no, I'm going to, and I'm not saying it doesn't, you have to learn from everybody. I'm going to Cardone's 10X deal for three days in about 20 days. Me and my wife are flying out. Not for anything specifically, but just to be around the energy and to shut my mouth and just learn. Exactly. Just want to shut off. You're going to be in an arena full of entrepreneurs are going to learn so much and those are like-minded people who want to get ahead in life. It's not a bunch of naysayers and people that want to bring you down. Yeah, I love it, man. Well, listen, dude, I want everybody to know that everybody's going to have a struggle. Everybody's going to have a downtime. You're going to have another bad month, but so will I. And it's what we do with those bad months. It's the way that we believe in ourselves, the way that we tell ourselves our lives are going to go, the story we continue to write every day about how our journey is. If it was easy, it wouldn't mean anything to us. This is a very hard job, but only the hard things are worth doing. It's also, it's way easier the more skilled you get, right? Absolutely. I cannot stress this enough where you just said, this is a very hard job. It's not easy. That's why you don't see a lot of young people in this industry because management is not ready to take them on. But if you as a young person are getting in this industry and you've got that opportunity, don't waste it. Don't waste the opportunity. You need to realize that there's something special about you that a manager saw and gave you that opportunity. So don't waste that. Yeah, pay it forward and never let anybody give the opportunity to say to that manager, that was a bad hire. You prove them all wrong. If you get your butt in the door and you get the job, you fight like never before. People literally used to say just a month in, oh, I'm surprised you made a month here. Oh, I'm surprised you're here for five months. And it's gonna be the same thing again and again until they're gonna see you that I'm on top and they're not. Love it, man. Well, listen, dude, you're an unbelievable 20-year-old. You're amazing. And I'm glad everybody got a chance to meet MJ. And we'll look up in two or three years. We'll do another one and we'll just see what happens. Hell, he may be a GM down there in Canada crushing. Absolutely, man. Think big, dream big and do it. Awesome.