 It's when you don't try, I have a problem. Fight, flight, or freeze. We're fighters, and understand this, if you don't pay attention to this, this is gonna fly by you. You'll miss this segment of the training. You were in a freaking place where you could've freaking became a multi-multi-millionaire this year. Can you become that baddest motherfucker when you walk out of here and stay plugged in? If you can, you're gonna get it. Wake up, listen to me. Some of you guys can't be bothered to get better, but for some reason you pay money to go to an event, and you just think showing up's gonna change something. Whoever told you showing up's gonna make you great was a liar. Showing up puts you in the game. Does that make sense? Oh yeah, oh yeah. Everybody say mastery. Mastery. That's what we're here for. Nikobi Bryant, check a box, go to a basketball camp, say, done, did it, no, he trained every freaking day. And if anybody in this room watches me, you know that we train every single day. If you watch Bradley, you know that Bradley trains every single day. I'm 43, he's 53. Some of you are fucking 20, and you can't even get up. Come on. What's your problem? Come on, wake up. Now our goal today is to be direct. You guys wanna be fed ice cream and be treated like three, four, and five-year-olds and we'll make you feel good today? Or do you, or do you want the cold hard truth? Which one? Cold hard truth. Cold hard truth is this, everybody say same resources. Same resources. We all got the same fucking resources, am I right? Does any of you have access to people that other people don't have access to? A few. Most of us have access to the same resources. Yet some of you, you're not as good as you should be. So today, me and Brad's goal and my team's goal is to change that. That is it. There's where you are, where you wanna go and what you're willing to sacrifice. And in order to be great, you're gonna have to give up some shit in your life and replace it with some good stuff. And to us, that's called wealth, that's called training. The only way to wealth is through self-improvement. If you don't make time for self-improvement, you can't bitch when you don't get better. Am I right? As we go through the day to day, what I want you to understand is this. We have one rule, right? We be direct with each other. Is that cool? Nobody gets their feelings hurt. It literally costs nobody any amount of money in this room to mess up, does it? If I hit you with an objection and you mess up, how much did it cost you? Nothing. Nothing. Do you think people feel less of you or more of you to get up here and try? More of you to try. It's when you don't try, I have a problem. Fight, flight, or freeze. We're fighters. We're gonna fight for our family. We're gonna fight for ourselves. We're gonna fight for our team. By the way, this isn't no hype game. I don't want some of you to be like, oh man, these guys are all fired up bullshit. We make a lot of money. We close deals all day long. We are talking to you about sales and closing today. That is all we're talking about. And one more thing that I'm really gonna bring to the table today. Building a team. Who wants to build a great team? Come on. Okay, every single one of you. What's the value of becoming the best in the world at what you do and then not teaching it to anybody else? Guys, your goal is to become the elite, the top 1% in whatever industry you're in. Take whatever industry you're in, top 1%. What does that pay you? A lot of fucking dough, doesn't it? Okay, now you got all that money. Now what do you wanna do? Go build a team. You wanna go build a team full of killers. Some of you are running around out there and you walk around and you tell everybody how great you are, but you don't have a team. Okay, did anybody feel the presence of my team as you walked in here today? Would you guys love to be surrounded by a team that had your back like that? Guys, listen to me. That is my ultimate goal for all of you. That's the end goal. It's to create a community around you that holds you accountable daily that literally even though that you're the leader, you come in, sales meetings are already being had, teams are already fired up, sales are being made, revenue's already done, and you don't even have to tell them what to do. You were the example and they came with you. Does that make sense? Hell yeah. Okay, so it's about finding the right people. It's about becoming the right person and ultimately about closing every motherfucking deal. That's what we're gonna talk about all day, okay? I want you guys to understand that some people can't be bothered at all. I asked who went to the gym this morning. Who worked out this last night? Raise your hand. Now by the way, can I say a couple things to some of you? We talk about working out, right? You know, some people like, it gets old, right Brad? You're like, exercise, right man? Hey, let's talk about money. Dude, what's the value of freaking making any money when you look in the mirror and you hate yourself? You think you're gonna make more money if you like yourself? Yeah. Yes or no? Yeah. Guys, come on, man. So number one, everybody write this down. Become a leader. This is where we're gonna start this morning. Me and Brad are gonna go back and forth. Hey, can I say something? Absolutely. Because if you say write down become a leader, you're already a leader. Facts. You're just a bad one or a good one. Seriously, everybody is a leader. Hey, by the way, write that down. Everybody is a leader. It's either a bad one or a good one. It's good to know that. A leader, if you have influence over anybody, even your kids, it doesn't matter. You are a leader. So people like, I don't know, can I be a leader? You are a fucking leader, 100%. You just need to freaking realize it and then realize that leadership, right? And practice, go hand in hand. You don't wanna talk about it, you wanna be about it. All right, now listen to me. Everybody, give me your mind. You'll hear me say this over and over, but give me your mind. I wanna tell you the cardinal sin to growing. Brad, wherever you are, be there. You're with your children at home. I know Brad personally. He goes and spends a lot of time with his kids. He's also all over the world. He's also training. He's doing all kinds of shit. But wherever he is, he's there. Does that make sense? Yes. Hey, what's that? Yeah. All right, see, this is gonna be a fucking great day. Hey guys, what's going on? It's Andy. A lot of you leave comments telling me that you need help. Do me a favor. I'm gonna tell you the best way to get a hold of me. Shoot me a text message right now, 918-210-0254. 918-210-0254. I'll help you with whatever you need. I got your back for life. Let's get back to the video. All right, now here's my goal. It's this, Melissa ain't gonna call him right now, which is his wife, because she knows he's in here fucking helping people go to the next level. But what she is gonna want when he does come home and he gets done traveling on Sunday night, she wants to feel fucking love from him. Does that make sense? His kids, he puts the phone down. He spends some time with his kids. Even if it's 30 minutes, he wears them out. So I wanna tell you guys, some of you, you're here with me right now and you've got problems at home. Get fucking rid of that shit out of your head. I cannot, listen to me, we need to put a high fence around your brain right now. If you wanna grow and you wanna go to another level, you're gonna have to give me your mind. You're gonna have to give Brad your mind. You're gonna have to give yourself your mind for you to come down here and bring your problems through that room, into this room and expect to learn and grow with other things going on and ain't gonna happen. You will walk out of here the same. Now I can assure you'll walk out of here different if you can say, hey, I'm here, I'm here to grow. I am open-minded. Everybody say open-minded. I am open-minded. Let's talk about stuff today. I wanna challenge the status quo, which is what Brad loves, to take people out of this life and put them into this one. But in order to do that, we're gonna have to reprogram the way you think, the way you operate, the way you speak, the way you communicate, the way you act, your behaviors, right? This is a great room to reset in. By the way, I don't give a fuck how much money you make. I know a lot of people that make a lot of money and lose it. You ever know when somebody's had a great marriage and then they're divorced a year later? Yeah. Okay, it's called death by a thousand paper cuts. It starts to happen, it starts to happen, it starts to happen. All of a sudden they resent each other, they get divorced, they don't even know fucking why. That's why people fall out of love with their business. You got in, you couldn't believe you had this great opportunity, you fell out of love with it. So I want you to understand, just give us your mind today, okay? We're not gonna go crazy in psycho and nuts. We're gonna work this mind, the one thing that most people don't use. Hey, all right, maybe we might. Everybody write this down, right? Everybody wants to be led by leadership that reaches for more. Listen to me, if you're a leader, who do you wanna follow? Write it down too. What's written will be retained. People wanna be led by a leader that's gonna reach for more. Brad, you wanna be around people that are constantly leveling the fuck up, right? Totally. That's it, guys, am I right? Do you guys want that same thing? Yeah. Okay, do you need to become that? Yeah. Okay, so you need to reach for more every freaking day and your people will run close to you. Leadership, right here, Brad. Leaders have one thing, and that's called followers. And by the way, I am a follower. I follow Brad Lee. You say, Andy, I thought you said you were a leader. No, listen up, let me explain what a follower is, okay? A follower is somebody that follows somebody regardless of their rank, regardless of their title, and regardless of their seniority. We don't give a fuck. See, because you're my boss, doesn't mean that I follow you. Does that make sense? I can literally walk into most organizations, and if I was to strip the titles from the leaders, I would ask, would you follow him now? They would say, no. I followed him when he manipulated me to run for the paycheck, but I don't wanna follow him. I don't wanna be like him, okay? Now watch this, a follower is someone who volunteers to go where you go. Guys, listen to me. It is completely okay. My mentors in life are people that have gone where I wanna go. Find people that have been where you wanna go, and guess what? If they're cool as shit, they'll eventually have what they have. Does that make sense? Yep. As long as you emulate. Guys, there's a difference between envy and emulate. Everybody's like, I don't wanna be like him. Dude, you're not envying him. You're emulating him. Do you want what they have? You want the Lamborghini paid off cash? You want the $100 million company? You want the wife? The one that doesn't cheat on you? Rides or dies with you? She goes everywhere with you? She's a little too? She's fun? She's awesome? Okay, you want the kids that look up to you? You're the hero? You want the great fucking body? No matter how old you are, you feel like you're 18 and you're on fire? You want that? Go find someone who has that. It's okay to be a follower because I am one to a few people also. But I'm very selective and I wanna make sure that the people who are there on social media they're really that way in real life. And that's why me and Brad connects so well. So volunteer, right, to follow. Now, they choose to follow you. That's a big word. I chose to follow Brad. Two ways that we're gonna influence Brad, one by manipulation and two to inspire. So if somebody's in this room and you're looking to build a team, see if I'm in the solar, who's in the solar business? Raise your hand. See, if I'm in the solar business, my goal has become one of the number one solar sales people in the world build my name. I want my team to know, I'm a killer. I am a killer. I will walk to that door. I will close that shit down. No one can say no to me. Now, I want a team. I wanna teach a team to be able to do that because I once couldn't do it. Now I can do it. Whatever it is that you do, you're in fitness, you're in sales, we're gonna cover all objections today. But guys, if you don't get this right, what value does a word track fucking have to do when you're a piece of shit? Not to mention, without a team, you're not really gonna go very far. Can you imagine, Andy just sitting here by himself? It sucks. It wouldn't be the same. It wouldn't be the same. How many people come from the back team also? Yeah. Because it's demonstrating that he can build a team. And without a team, I've seen a million people. Without a team, you're not going anywhere by yourself. That's a fact. So you're gonna have to build a team so I pay close attention. Yeah, and by the way, listen, what Brad just said, and I want you to notice, you don't even notice why you're here. A lot of you, it wasn't a word track that got you here. It is that we are surrounded and immersed. Tony Robbins believes in total immersion. When I studied Tony, Tony said to total immersion, whatever I do, I'm gonna totally immerse myself in it. So when you guys see something that's great, you know what you see and you don't even notice it? Is that I've got fucking 40 guys surrounding me that are ready to die at any moment for the fucking cause. You feel me? And that's it. And you look at me like it's me. It's not, it's us. Not only that. But the work that's done by all these guys that would not be done if it was up to him. Like again, I'm telling you, it's nothing against him. It's nobody individually is better than a team of people. Nobody, a team, you must have a team eventually. Like once you master what you're doing and you, because I'm not gonna follow someone who doesn't know what they're doing. Like you're telling me you're excellent at something and you know, it's obviously you're not. Like I say, I don't do fat trainers. You know, you see the fat guys that come out at the gym and they're like, can we show you how to do that? Fuck that. I want you to do it. So at the end of the day, I'm only gonna follow people that are demonstrating and that's what a leader does, is they demonstrate because if you're not doing it, how are other people gonna volunteer to follow you at all? You can't do it all yourself. They say if you wanna go fast, go alone. But if you wanna go far, go together. That's a team. Today is all about teaching, am I right? As we cover different topics, our goal is to get as much in on that topic as physically possible while we're on it. Brad's writing something down, watch this. All right, so manipulation, right? That means like leverage money or leverage I'll fire you or to threaten. Now go ahead Brad. Well I was just saying you wanna change someone's behavior, you gotta change their belief. The reason you do what you do is because you believe what you believe for whatever reason. So to influence their behavior, manipulate and inspire. You can inspire them or you can manipulate them but at the end of the day, you're gonna have to change their beliefs or yours. The reason you are where you are is because you believe what you believe. So if you're in a leadership position already, you got a team, just remember, you gotta change their beliefs. You can't yell at them, you can't freaking hope they wanna change. You have to change their belief to change their behavior. By the way, who manages at least one or more people in a company in here? Raise your hand. Okay, lots of hands, everybody watch this. This is the best thing you've ever had in your life that I'm going to explain that will change your entire life, okay? So number one, managers, I put no trust. Inspiration is trust. Look, I'm gonna explain to this. I had a manager, I had a GM, I had a owner, they were reliable. Everybody said reliable. Reliable. See, people misunderstand reliability and trust. If I tell you I'm gonna do something and I do it, that doesn't mean that you trust me. That just means I'm reliable, am I right? Trust is a fucking feeling. When me and my wife, Jacqueline, started doing business with Brad, we flew out to Vegas. We don't trust anybody. We even know lots of reliable people. We didn't trust anybody. My wife wanted to look into Brad's face. My team, every day, my team, we look in each other's face all day long. We all do what we say we're gonna do, but it doesn't mean that we have to trust each other. Does that make sense? I wanna explain, when you start to inspire people, trust is a feeling. It's a feeling, just cause I do what I say I'm gonna do, doesn't mean you should trust me for that. Trust is a feeling. If I'm close to you and you feel that you can trust me, then you can. People use their gut instinct. That's how trust is used. And I'm telling you how to create followers, which if you wanna build a great team, if you really wanna go far, like Brad said, this is it. So, inspiration, right? That's where you're gonna get your trust. All right, do what. Give it up for the real boss. She's the baddest. Hey, now listen. Do what you say is not trust, it's reliability. When trust is absent, everybody say absent. When trust is absent, a follower will not be present. Listen to me. Every one of you that came in here and said, I run a team, you think you run a fucking team? I can recruit your team in 30 seconds. If I have trust with them, then you don't. Am I right? See, listen to me. Explain this. You think you have what you have? Some of you are like, I pay my people more money than anybody. So you train them by money. Cool. So they know how to do it, what to do, but they don't have a why. They're not with you for a why. They'll leave you for money tomorrow. I'll just offer more money. It'll come work for me, because that's why they work for you. Don't ever do that. Don't ever do that. Listen to me, guys. And by the way, I know this is an unattractive topic for some of you, because you're like, let's get to the closing. You're thinking too small. You're limiting beliefs of fucking like, I need to make a dollar. Brad always says, hey, some people would rather have a friend than a dollar. Some people would rather have a dollar than a friend. Am I right? You're gonna need people. Get it. And understand this. If you don't pay attention to this, this is gonna fly by you. You'll miss this segment of the training. You were in a freaking place where you could have freaking became a multi-multi-millionaire this year. This year, I don't know what tomorrow looks like, but I know this. Can you become that badass motherfucker when you walk out of here and stay plugged in if you can? You're gonna get it. You know what's funny is I used to sit in rooms like this and I used to be sitting back there when someone would say something like that. And I honestly thought that dude's full of shit. That dude doesn't know where I'm at. That dude doesn't know what I'm dealing with. That dude doesn't know where I've been. He's just saying that because he's already there. I was so freaking negative in the back thinking that that statement was total bullshit. But looking back, it was totally true. I just had the wrong mindset. And I'm telling you guys right now, if any of you guys, because I've bet you there's probably one in the room that was saying, yeah, yeah, yeah, no, you know, that's your mindset. Okay, there's three things in life I'm telling you. These are the only three things you gotta focus on. Mindset, skill set, habits. Your mindset, your skill set, your habits. If you have the right mindset and the skill set and the habits, you go anywhere you fucking wanna go. Period, nobody can stop you. This is all mindset and obviously this is the way that you think as a leader. This is what you're going after. I hear people every day that are like, I just can't find the right people. You know what's fucking funny? I know solar companies. I'm just, we're talking solar for a minute, this works in every industry. I know solar companies that have a hundred people on staff and 20% of them produce and 80% of them don't. Who's in charge? No, no, who's in charge? The person in charge is responsible for the bottom 80% of the floor. And I'm gonna tell you this, that person, those top 20%, they could leave tomorrow and go to another solar company and they'd be just fine. Those people get out of bed on their own, they do great on their own. So listen to me, be careful right now. If you've got a great team, look back and say, hey, how many people do I have on my staff? Let's take the top 20% of my floor. If they left today, now that's what I really have. That's how good of a leader you are, okay? You're not inspiring them. Go ahead, Brad. Try writing another one. Yeah. Write everything. Well, I mean, as I'm talking, you should take the shit. So, ultimately what I'm writing down here is a quote that Jophe O'William and I had a discussion over at the one time and I disagreed with him. There are no bad teams. Everybody heard that? Only bad leaders. And I was like, no, no, that's not true. Jocko came when you want to argue with him. But I was arguing with him. I'm like, no, I don't agree. He's like, what are you talking about? I'm like, dude, listen, I got that. I know. And he's been, and by the way, he didn't say much, he didn't argue or anything. He was like, it's saying, you know, that, that, that. But then I got his book. Your string ownership? Yeah, and I read his book and I realized what he was saying and it's true. See, again, I mean, everything's perspective, guys. And hopefully during this day, your perspective will shift a little bit because that's all you ever need. Even when you're golfing, like you hit a ball, you know, it goes clear over there. If you had just adjusted the face of that club by one tiny degree, it would have been that straight. So sometimes you're just this far away from it. But this is the thing that stood out to me the most. There are no bad teams, only bad leaders. So if you think you've got a bad team, go look in the mirror, bubba. Hey guys, what's going on? It's Andy. A lot of you leave comments telling me that you need help. Do me a favor and tell you the best way to get a hold of me. Shoot me a text message right now, 918-210-0254. 918-210-0254, I'll help you with whatever you need. I got your back for life. Let's get back to the video. Yeah, Jaco Willings, what he's talking about, they had two boat crews that are, or five boat crews that are running. And if you're running a boat crew in Hell Week, the only way you get a break is to win. You get it? Yeah, you got to win. That's it. Like if you want to sit out of race and rest, you have to get first place. If you don't, you're never going to die. Isn't that the world too? Right, because if you're not the best, you don't get any rest. I mean, look, it's hard either way. It's hard to win, it's hard to lose. But the deal is they had this boat that kept winning every single race. And then they had this boat that was in last place. And you know, obviously the Hell Week bad ass leaders, you know what they said? Switch the fucking leaders. Take boat crew one to boat crew five. Swap them, we're going to switch. The next race they ran, guess what happened? Boat crew five came in first place. Dominating. How the fuck did that happen? You know why? The guy that was manning that fucking boat told everybody who they were. Told everybody what they saw in them. Told everybody that we don't fucking get tired. Everybody said, I don't get tired. I don't get tired. That's what they fucking said. I don't get fucking tired. Then they took the fucking instructor's souls. That's what he told them. You see these instructors? Right now, we're going to take their fucking souls. They're not even going to sleep in bed tonight. They're going to think about fucking us, okay? They're going to go home to their warm fucking couches with their wives and their fucking kids. And they're going to be thinking about us sleeping on this cold ass fucking beach. And thinking, God, man, I couldn't take that guy's fucking soul. You know what will happen when you ring that bell in hell week? You're in fucking pain, right, Brad? You're dying. Some of you worked out last night, you're in pain. You wanted to quit, but you know what happens? The second you ring that fucking bell in any area of life where you don't listen right now and you don't give us your mind, we will walk you off that cold ass beach, right? Where the water is so fucking cold where your shirt's so cold but even if it touches your skin, it feels like it cuts you open. You're in pure fucking misery. You're in hell. And when you ring that bell, they will walk you over to a warm shower by the hand and they will put you in that fucking warm shower. In a minute later, you will warm up and you will realize you just cost yourself a piece of your soul. Yep. That's the fucking truth. And that's extreme ownership by Jocko. And we study everybody. We are students of the game. So when Brad just said, there's no bad teams, only bad leaders, that is the truth. If your team isn't performing the way it should be, that's your fault if you're in charge. And by the way, listen to me, if you're someone who's a sales rep in here and you're like, dude, I'm just a setter or I just sell gym memberships. Again, that's a belief problem. Your goal is is that we knew one day we were gonna be running big teams. We knew one day we were gonna be doing big shit. So we started working at that fucking gym counter, selling that gym pass, making fucking $10. Like we were fucking billionaires. We talked to people with passion. We talked to people like we fucking own this world. We talked to people like we knew exactly where we're going. And people are like, dude, I mean, what the hell? Every time I come in here, you're so fired up. And we had infectious energy. And our goal, and Brad always talks about building a brand and I know we'll talk about it multiple times today, that's called onboarding somebody to you. Does that make sense? When you guys meet me, my goal is to have you never forget me for the rest of your life. How many of you are gonna not be forgotten today because of the way that you introduce yourself to someone else? Never forget that. So this is amazing. I put this down right here, trust is a filling. People can feel, if they can't feel it, they won't follow you. Now, this is all about being a leader. True leaders know how to breed true loyalty and create trust. Create trust and breed loyalty, okay? Our team, every one of us, we all wear bracelets. They say the warrior, the devil said you can't withstand the storm. The warrior replied, I am the storm. We wear them every day. Most of our guys have tattoos of lions on us. Dude, we've been changed. There's the day you're born, the day you die and the day your life changes forever. And people see that and they're like, that's a little bit obsessive, right? I've never seen anybody win, not obsessive. Okay, when I was fat, I wouldn't eat all the fucking shit I could eat. But then when I started to do stuff for good, I got addictive on that and I got extreme, total immersion. Are you immersing yourself into anything that's not gonna take you in the direction you wanna go, which Brad always talks about is decision making. But creating loyalty and trust, this is where this year, these leaders in here will build their teams. I know a lot of you, you're like, dude, you guys got people and every time I see you, I'm like, where's the people that were with you last time? You're like, oh, that guy's a fucking asshole. You're what's his name, went, worked for someone else, they offered him more money. Dude, go look in the mirror and just tell me the truth. I'm a shit ass leader, right? I'm a shit ass leader. That's it, okay? In a world where weak managers run manipulation and that's the norm, everybody's thirsty for a great leader and trust. Am I right? Don't believe me, stay where you're at, okay? I wanted to share this because last time, Brad, I went straight into mindset, we went crazy. If anybody ever seen Simon Sinek, anybody know who he is? Simon Sinek talked about great leaders think, act and communicate differently than everyone else in the world. I call that a one percenter, okay? You talked about everybody knows what they do, how they do it, but most people don't know why they do it. It's called the golden circle. Now listen to me, okay? If people lose their purpose, what do they do? Burn out. You ever heard somebody say, I'm burned out? You ever heard anybody say it? In sales, Mike, you ever heard somebody say I'm burned out? Saturated. They don't burn out, they lose their purpose. Dude, you forgot that, why you took that job? And by the way, is it the leader's job to explain to everybody the why every day? Why we're doing this? Why we're on our mission? Do you guys wanna be the best closer in the world? Dude, do you think you're gonna be able to close anybody walking into somebody's house and not completely sold? Not on what you do, but why you're doing it? Dude, I wanna explain something to you. Let's say that someone in here buys every training program on the planet, but they don't know why they're doing what they do. They still stay broke. They still stay broke. So today, like Brad said, alter your beliefs. I'm gonna explain this. Change your identity, okay? Look, if you don't like who you are, guess what? Fix it. Isn't this stupid? I walk up to someone and I said, hey, what's going on in your life? Why don't you have what you want? And they start telling you. I'm like, dude, who can change all that right now? I can, but dude, you can. That's it, shut your mouth. Okay, what do you wanna do? You wanna be elite looking? Go to the gym. But beat the sun up, train in the morning, get a piece of paper, write down 10 things that you want to happen this year, write them all down again so they're fresh on your face, make something happen that day. Write out the night before what tomorrow's gonna look like. Be prepared. After that gym, you feel like you could just close anybody in the world. You walk out great. I don't care how you feel. Listen, winners and losers both wake up the same. Most of the time, I wake up at 5 a.m. Brad, I don't wanna fucking get out of bed sometimes, but I know that winners live where quitters quit. There's another motherfucker that doesn't wanna get out. Either he ain't gonna get up. I'm not gonna be like him. I'm getting up. Look, winners do what they don't feel like doing. They fucking do it. They do what others can't do and they do what others won't do. So, your why, your cause, your belief and your purpose is very important. And by the way, if I'm closing you, my why, my cause, my belief and my purpose, does that matter? Does that matter? Hell yeah! No, but I'm asking you. When I'm in front of you, it won't be a pro-play in here in just a minute. And I'm gonna listen to some of you have some dead, dry word tracks. And I'm gonna look in your eyes and I'm gonna see if you believe. And by the way, if you get up here and even if your words are wrong and you believe, you'll still close me. But if you don't believe, you won't make it. So everything right now, we're gonna immerse ourselves in that we wanna be great at. What do you do for a living? What do you do? Sell insurance, right? What do you do? Marketing. Marketing, what do you do? Home sales. Okay, home sales. What do you do? All cars. Okay, what do you do? Sell a lot of solar. Cool, what do you do? Sell a lot of solar. What do you do? Teach people how to believe themselves again. What do you do though? Sell a lot of solar. You do solar. What do you do? Mortgage. Mortgage, what do you do? Real estate. Everybody does something different. He said real estate. How many people right now are like rates are fucking high and nobody's buying? Real estate people are losing 80% of their income right now. Am I right? Right. Yeah, I see a lot of real estate cats going over to solar. You know why? If everybody's getting fucking out, wouldn't it be the time to kill it? Oh yeah. I'd be like, dude, these guys are mentally fucked. They got rear naked choked out by the market. I'm gonna go right now and I'm gonna tell people that six months ago, if you were to buy a house, you'd have paid two or 300 grand more and you'd probably what? Got a percent or two better in rate? Listen to me, you can't refinance a payout but you can refinance a fucking interest rate. You marry, right? The mortgage, you don't marry the rate. You date the rate. Am I right? So wouldn't you rather right now get a better deal on a house, pay a little higher in rate and then date the rate and refinance it later? Wouldn't you want to do that? Yeah. But why the fuck is an every mortgage person on the fucking social media saying that? And they sell every house in the world right now because people, is it a buyer's market if you're in real estate? It's a buyer's market, which means more buyers, what you get paid off of, right, are ready to buy. Does that make sense? But you know what they see? They see rates. You know why? Because the mortgage people in the rest of the world keep bitching about the rates being high. Wouldn't it crazy? They weren't bitching about paying three hands, 300 grand over a sticker, were they? Yeah. But they'll bitch about an interest rate. Everybody know your business, two rules. Number one, don't ever let anybody else know your business better than you. Never, never, never. Number two, try to figure out how to kick your ass every single day. Why does your organization exist? Why does it exist? Okay? And by the way, listen to me. Do you want to be authentic and genuine? Yes or no? Yeah, yeah. Nobody wants to buy from a fake mother. But this is what training looks like. Hey, listen, Megan, I need you to go to work today and be more authentic. What the fuck does that mean? You know what that means? That means just believe in what you're doing. That means understand why you're doing it. Like dude, if you sell cars, right? I made almost a million a year selling cars. Where people made barely 50 grand. You know how I did it? I did it because I gave a fucking, I knew that nine out of 10 people already bought a car from someone else. I knew that if you went to a Starbucks, if you went to a Starbucks and people were saying, hey, what do you think about car salesmen? They say robbers, cheats, thieves, and liars. What would they say after they met us? That's all I gave a fuck about, right? Can I control that shit? Mike, can you control when you go to a door when someone thinks about anybody else? No, they control what they think about you. That's it, that's the goal. Does that make sense? Yeah, what's your goal? Okay, so every one of you in here, this is player versus player, Andrew Taystow. Player versus player, okay? Most people, right, they say, well, he's built different. Well, if you mean wakes up earlier, goes to bed later, right? Ask questions, trains their ass off. Is your entertainment budget higher than your education budget? No, I mean it, like I know where a guy's heart is. I can find his treasure by pulling out his bank statement. The guy says, I'm fucked up. I don't know what's going on, I keep blowing my money, I can't make it, give me your bank statement. I'll go through and circle all the food that he ate out to eat, all this shit. I'll circle all this stuff, and I'm like, cool. There's $2,800. If you'd have spent 1,500 of that, cooked your own food at home, went to the gym, bought a $50 gym pass and paid for somebody to teach you once a month, you'd have saved $1,000, and you'd have probably made an additional 20 grand. No, but people don't do that, you know why? Because you wanna go around telling everybody else how to fix their shit, but you can't fix your own shit. Okay, and by the way, I'm gonna say something to you. Everybody, write this down. Keep it fresh, keep it new. Mike, you gotta keep it new. Just because you're the fucking man today, don't mean you're gonna stay the man, okay? If somebody wants everything you have right now, so I'm gonna give you the secret rule. Who's got kids, raise your hand. Okay, if you've got kids, remember the day that you took your kids home from the hospital? You were like, dude, I'm gonna read you a story every night. I'm gonna pray for you every night. I'm gonna tuck you into bed. I'm gonna brush your teeth. You have no idea. You're gonna have a parent that is gonna freaking give everything to you. Three years later, brush your fucking teeth. Go to bed. You don't keep it new anymore. You don't keep it fresh. Your newness is gone, and that's a fucking problem. Don't be one-dimensional. Number two, okay, the love on the wedding day. You've heard a million times. Isn't it enough to sustain a marriage? Listen to me. Dude, if you treated your relationship like it was fucking you just met, instead of treating it like it was the end, there would never be an end. Am I right? Yes? Yes. Guys, listen, this is fucking common sense. I watch people go into counseling saying, hey, me and her just can't get along. Well, do you treat each other like it's the beginning still? No. No, well, why not? I don't fucking know. But we'll pay you to fucking sit here and ask questions. Dude, it's so stupid. You're ungrateful now. You've lost your gratefulness. I'm gonna tell you guys some stuff and I don't want you to be me. I want you to be you. I want you to go get everything in your life you've ever wanted and more. Brad doesn't want me to be him. He's his own person. But you know what I love? I love that Brad said, do the fucking work. And I said, what does that mean? He said, stay grateful. He goes, dude, remember we were sitting there on the back balcony and you go, it's really hard to wake up when your kids are healthy and be in a fucking shitty mood. Am I right? That's what he said. And I said, man, that's called gratefulness. And you know what I realized? That one of the reasons why I've passionately been able to train every day for 25 years in sales training, we've been able to grow. Built a hundred million dollar company, been broke, gone backwards, figured it all out, made a lot of money, done everything. And we're finally figuring it out is that I needed a team and for a long time I didn't have one. So the team part was why I started with leadership because it's extremely important and I feel like we talk about it enough. It's the secret to the Elliott group. But number two, I want you to think about a couple things, right? Like what's holding you back? It's just you don't keep it new. You see that chair right there? See that chair? What do you do for a living? You sell cars? Okay, I know guys that make a half a million a year make a million dollars a year selling cars. I could ask him what he makes. If he doesn't answer that question, he doesn't understand what kind of chair he's sitting in. Does that make sense? Michael O'Donnell, right? How much money did you make selling solar? Two million a year. Okay, watch this. Michael O'Donnell sees this chair. Mike, how much is this chair worth if you sell solar? If I get it at your kitchen table, it's worth everything. He says it's worth two million a year. How many of you are in here in solar and you're making 10 grand? You don't get it. You're disrespectful to the industry. You hear me? But don't do it anymore. Do you want to be an industry leader? I'm asking, do you want to be an industry leader? Listen, in your industry, is everybody talking about you? If they're not, whose problem is that? Whose fault is that? Is that what you want? If that's what you want, we're going to war. This chair, when I sold cars, they told me it was 120 grand a year chair, right Brad? That was about what God made selling cars. I made 716, you know why? Because my thinking, my mindset, my skill set, my habits like Brad talks about or 7x, a normal mother f***er. Do you guys want to be normal? No, then listen to me. Your chair, you're sitting in, top 1% in the industry, what do they make? Write it down. Your goal is to be in the top 1%, not to get some information today. So write down what is the top 1% in your industry earned, what's that chair worth? That's the way that we train. We train as if we're going for the top 1% in that industry, okay? We're going to take your family with you. So mindset, the way that we believe, what you think about all day long is ultimately what you become. That is it. Hey guys, I just want to tell you, the true 1%ers you made it to the end of the video, do me a favor, share it with the friend that wants to go to another level. Make sure you like the video, comment below so I know who you are, set your notifications, and then subscribe to the channel. We got daily sales training videos dropping. I'll see you soon.