 Let me ask you this though had I given you some objections, right? So like you have a prospective client. You give me any objection What's going on everybody and welcome back to the School of Hard Knocks podcast I'm James. I'm here with Jack and Josh and we're out in Scottsdale with an amazing guest Andy Elliot We're out in his headquarters He is the sales mogul and one of the biggest entrepreneurs in the entire game And you know before we get into some questions If you kind of give us a little background introduction to yourself for those that don't know yeah, so Number one when I was two years old my mom left me Which means that you guys literally can have the most broken jacked up crazy life and you could think that man You know people like me don't make it. That's all I mom left when I was two five brothers and sisters Jerry Springer show had no curfew my whole life 18 years old barely graduated high school. I was gonna fell I had straight D's a tornado wiped my school out because I was in Oklahoma and they said if you had passing grades Then you just got to pass so I was like, you know, I gotta take some extra tests. Cool. I don't have to redo 12th grade. I Graduated when did construction for one month? That sucked. That was awful Literally got paid 200 bucks a week to clean up tornado damage did that for one month And then my buddies best friend or my best friends His older brother says I'll give you a job in sales and you can make five grand a month And obviously like I've never had more than five dollars in my hand at a time my whole life I was raised poor and I just you know like the idea of us having money or anything My dad bought me a truck when I was 16 years old He paid $400 cash for it and I remember watching him hand the guy for $100 bills And I go dad, where'd you get all that money from dude? And he's like tax income, you know, I got my my tax refund and so I'm buying you a truck And it was the ugliest truck you've ever seen but dude the fact that we didn't have to walk that was the most amazing Beat up 72 Chevy 3 on the tree. It had a rusted floor board their feet You could see the ground as you're driving But that was like we didn't have much money growing up. Well anyways I started in sales first day made 1700 bucks That day life changed. I told you the story a minute ago Once you realize that you can find something and then that's your way out Then you just pursue it heavily now you're figuring out. Hey, how can I be the top 1% in the industry in sales? I remember asking this and this is important What is the top 1% in industry in this in this business pay? And I was in automotive sales and I'm 18 years old and the guy goes well the very top Top 1% in this industry pay about a hundred grand. I once knew a guy that made 120,000 Well, by the time I was 20 the next two years I studied I trained I practiced I remember listening to Grant Cardone cassette tapes while everybody else's bullsh** drinking coffee I was out on the golf golf cart when I didn't have a customer listening to cassette tapes writing down stuff on spiral notebooks this 25 years ago and I was making 500 grand a year by the time I was 20 made about 800 grand about time I was 22 23 And I just realized that the fastest way to kill it in life and to do really well is in sales now I'm going to fast forward to today's market It's insane We're in the air of the worst salesperson in the history of time if you can become great at sales You literally can become rich overnight if you can become great at being a leader You can become rich overnight because we're in a shortage of leadership And we're short of sales and families and businesses and companies and the whole world are looking for freaking leaders right now They're starving for them So about 24 I got into leadership And then I was like the way that you get paid is you get paid 20% on your own or you get paid 2% of all the store Does that make sense? So now you got all these salespeople Which means you don't get paid anything if all of them don't perform So I start training all of them and I realized that I the better that they became the more money they made the more money I made but also the better I felt about helping other people become better and start making more money So I fell in love with like teaching So through my 20s and my in my 30s, you know, I never really thought about owning my own business I worked myself up to making about two and a half million dollars As a GM I was leading stores. I was doing great, which is very very good in the automotive space A lot of people what I learned my wife told me this for a long time She goes, dude, you have so much more in you and you just you're just not going for it Honestly, dude, I was scared, you know, I mean I stayed in one industry my whole life What does that mean that would mean that that I was the lion of that That territory that was my place And dude like instead of thinking I could go big in the world and change the whole world's lives or do anything like that Like I really wasn't involved in like this entrepreneur game that you guys are in now And I'm going to tell you this at 39 years old. Okay, 2019. I'm 44 today 2019. I woke up And I started watching some videos on youtube I started watching the way that people can evolve and I was like, dude I want to be like that and I and I did and I decided to recreate myself again And I decided to become a person that I've never been my whole life I started caring about people at a way higher level I wanted to be an example for others And dude, there's just a time where you get sick and tired of being sick and tired And you decide to bet the farm and go all in. That's what I did 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 We built the Elliott group. We opened a sales training company and then it turned into a leadership company And then it even added into a fitness program and now it sells leadership and fitness and dude we have swept We started out automotive and we have swept every industry from real estate to solar To to pest control to alarms to I don't care what you do If you speak if you talk if you influence or persuade you paint pictures you tell stories If you communicate for a living, which is what a closer is which is a master communicator We we train people and dude we've blown it up to a nine figure plus business and I have a great team We have a great company. We're in Scottsdale, Arizona and My best friends are some of the greatest influencers that live on planet earth right now And i'm brothers with all these guys and I remember I started watching these guys in the beginning I remember watching andy frazzella in 2019 and I was like, dude Like one day. I remember watching patrick bet david and I was like, man, you know like one day I want to shake his hand. These guys are my bro bros now. They're my brothers They're my I remember brad lee when I started first I was watching brad lee is like, dude Dude me and brad lee we saw on vacation for a week. We're going on another one two weeks from now Our families are best friends or friends or our kids are all best friends. It's like, dude What happens when you wake the f*** up? Is the whole world changes and I'm going to tell you what changed my lens my eyes the way I stall stuff Change so my story is I got in sales. I was broke and what I've learned Is that people that come from nothing can end up with the most Usually people crave what they can't get as a kid. They crave it as an adult I wanted to love I didn't get a lot of that as a kid now as an adult I just love being around people I love being around loving people you walk by a lot of guys in my company They're all giving you a pound giving you a hug. They're giving you a fist bump. That's the way they roll, man You know, you don't have to be hard. You don't have to be a dick to make it You can actually be really cool be super awesome and be loving, you know what I mean? So you can you can build your own culture you guys can build your own life You can create whatever you want and really nobody can stop you man So I want to kind of go back to that initial moment in sales when you're starting out in the business at 18 I know that you said that your first day that you had sold $1,800. You know, you made $1,800 your first day What was that initial moment of success that you had when you realized that I'm going to go all in on sales And become the top 1% become the best in the world at it Well, the deal is I didn't Well, so like first you got to realize that like you even can be qualified for that life, right? Does that make sense? Dude, I remember and I know this sounds crazy But I remembered walking into a church when I was a junior in high school And I was really lost and I never went to church and no one ever took me to church But I walked into church and I had holy jeans and I remember this lady goes. Can I help you? And I said I'm going to church or here for church, right? Like I'm gonna watch the church and she's like I don't know. Are you sure you're in the right church? And I was like, okay, I'm getting out of here like I didn't feel welcome. Does that make sense? Like like that's not what that's not what church is supposed to be about, right? So I felt I felt broken. I felt poor I felt unwanted. I felt betrayed. I was pissed off at everybody I felt like, you know, like, like you're just embarrassed. Like, you know, I remember asking my dad I'm like, hey, can I go to this, you know, amusement park? My friends are going. I need five dollars He's like, dude, you know, I ain't got five dollars So when my friends would go to the front and pay to get in I would jump the fence on the back side Bob wire fence and get in Like dude, it's just a stream of embarrassing things my whole life And I'm listen, dude, like lots of people have a way worse event But you know how you just like wanted what they had I remember my buddies had new cars They all I mean, I didn't have any of that. I remember the way that they would look at me I remember I would go hang out my friends for the weekend and the parents would be like, hey, all the kids are chipping in money Because you were at the lake and I was like Well, I don't have any money and they're like, your dad didn't give you any money to pitch in I'm like, dude, we don't have any money. I mean, I rode in the back of the truck to get here You know what I mean? Like it's like it's like I was just a leech. Does that make sense? Like I wasn't wanted nobody wanted me around. I wanted to make In money I was sick of being the bum. I was sick of being the third wheel that people look at I was sick of not being able to get my What I wanted and I didn't even know what I wanted. I just was so freaking sick of literally being embarrassed And you know, hey, listen, my dad's a great guy. Okay. My mom's a piece of I needed to be the one that woke the f*** up made something happen in my life I just didn't know where the hell it could happen from and honestly at this point There was nobody inspiring me to make anything happen So when I tripped up that second and I made that $1,700 commission I asked my manager. I go, is this real Like, can you really make this kind of money? And at that point He educated me and he goes, listen, dude, if you'll be coachable and this is actually what he told me He said if you'll be coachable if you'll learn if he goes, dude, Andy, you can't even look in my eyes What we're talking. He's like, you don't have to shake my hand. He's like, dude, you stutter when you talk He's like, you're so far away. But if you can learn and you can out self develop See all these other guys, if you can out self develop them, dude, you can make hundreds of thousands of dollars I'm like, are you telling me the truth? He's like, yeah, I'm like, okay I'm gonna work seven days a week. You're gonna pick me up at 7 a.m. In the morning And I'm gonna stay here till they shut the gate at night And you're gonna give me a ride to work and I'm gonna do everything you say and I'll do whatever you want me to do I don't care. Just tell me and do literally like that day I became A savage in my head. I started I had a lawn lawn chair You know poor people always had a lawn chairs the plastic ones you pull out and they go There's a little clicking noises. Well poor people. We have a bunch up in the garage, right? I don't know how everybody's got a bunch of lawn chairs in the garage Well, I took the lawn chair and I put it in the middle of the drive Right and literally nobody could pull into the dealership without me Stopping them because I had the lawn chair in the middle of the drive People hated it dude. I got in fights every day. They broke those lawn chairs in half I had a ton of them. I'd got another one out of the garage, but everybody had come out It's a hey sales or service. Hope you're the best day of your life. Andy Elliott. How can I serve you today? Boom every single person man. I took the whole company down I was selling two cars a day on my own every single day just by blocking the gate Dude, listen, I stayed outside. I got sunburned. I was out there in the freezing cold I waited outside the door. I did everything that no one else would do But that's how I got to 500 grand by the time I was 20 I mean, I remember when I was 19, I went home. I brought my tax return home to my dad And he goes you made 120 grand your first year at 18 And you know, which isn't a lot of money now it is a lot of money, but it's not a lot of money and my dad goes What are you doing and my dad didn't even understand I was selling cars because I was never home And my dad made like 50 grand as a chemist and you know, he's like I can't believe you could make this much money And I was like, dude, this is it and my dad was like you got to start paying rent You know what I'm saying or and I was like, I want to pay rent. I was never home And he's like and I was like, yeah, I'm gonna go buy my own house now So I went bought my own house bought me a corvette bought me a big uplifted hummer I was like, dude, I'm gonna freaking show the world. I made it So I went to that first stage of like buying all the cool And then dude when I was driving to work, I was just ready to go kill everybody because I was just on fire But going back to like like what was it like when he told me Dude, I was an idiot man. I'm gonna tell you I accidentally ran into success Had my buddy's older brother not convinced me to go sell cars and I wouldn't have learned about cells I would have never made it We wouldn't be here today and never would have happened Cells is the greatest thing that ever happened and I can tell you this The era we're in right now the way that I teach people now I wish I had me at 18 But at least I had a manager that believed in me that dealt with me when I was a stuttering guy I didn't know what I was doing. I didn't believe in myself And I couldn't shake your hand and took the time to teach me Which is why I'm so grateful for leaders and like watching you guys build this Like dude the people that watch you guys like these people they get to level up by watching this and it doesn't cost anything All they got to do is change recreate and then pay it forward So like I'm just telling you guys like I ran into it on accident, but I know reverse engineering I know how it happened It's all because of cells and it's all because somebody believed in me what I didn't believe in me And honestly somebody gave me an opportunity and somebody saw something in me And I didn't even see that in me. I wish I could tell you I had this mentor and he inspired me and my dad You're like, hey, my dad was a great guy. He was in the military. He pushed us Fuck dude. I wish I had your dad. I would have given anything to run with your dad But that wasn't the case. I just got lucky and luckily luckily I was smart enough. They always say when the pain overrides the fear of change people change So like I was so sick of being embarrassed when you told me that I could have this Well, dude, the pain like it's so high and I'm sick of it. I'm like, dude, I'm not afraid to change Who do you want me to be? Who do you want me to act like? Who do you want me to talk like? Which one of them do you want me to beat? Like I just needed instructions And I was a soldier ready to go to war And I had a good manager. He told me exactly what to do. He told me where to stand He told me how to talk. He told me how to present. He told me how to shake hands He told me how to do everything and I did exactly what he said And no one else in that company could talk me out of it. Here's the cool thing You ever taught somebody but then other people are in their ear too. So it's everything up He told me he goes other people are going to tell you other things You better not listen. You only listen to what I say. Do you understand? And I was like, yes, sir And dude, he was 22 years old I was 18 But he was better than me and he could close any deal. He was a stud But the fact that he did that though it like it like he told me not to listen anybody else It allowed me to stay in my lane. So we'll we'll move quicker But I'm just trying to tell anybody that like if you're wanting to grow like one bad person in your ear is gonna Hey, whether you stumbled onto success because you have great families or whether you accidentally You know run into somebody that believes in you like like you better not take it lightly And if somebody believes in you, it's disrespectful for you not to give them all you got And that was all I did with that guy Yeah, now you said that you had got sick and tired of being sick and tired And I wanted to ask you right if you know, you ran into an opportunity and it ultimately lucked out for you But for an 18 year old kid who's watching this right now and they're stuck in that cycle of poverty, right? They don't have the mentors around them. What are some actionable steps? Like what's that first actionable step that someone should take to really break that generational cycle of poverty? Well, first thing is you got to start seeing yourself differently. Which means you got to get in the gym You have to You need to get in the gym and by the way, listen, I know this is going to sound overrated The gym will change your life Go get a six pack Go work out like a mother for two hours a day Go do that every day and go eat clean food and even if you're poor you can eat raman noodles and tuna And you go work out really hard And I promise you in a year every mother respect you You'll walk into room and you will immediately have a higher chance of getting anything you want done Then the guy's not in shape Fact So I tell you number one, you don't need money to go get a ten dollar gym pass Okay, like you can go work out and that that right there would change anybody if they're broke and but you said poverty mindset So as you start to see yourself become different and as you start to see yourself change This starts to change um, there's a lie That you must tell yourself and I was telling you earlier guys on petroba. David talks about future truth Like it's not about who you are right now. What it is. Who do you want to be? I had a picture on my wall Arnold Schwarzenegger when I was younger. You guys don't remember posters Because you guys like technology But before technology there were things called posters and I used to work out in the room and I would do curls Staring at Arnold Schwarzenegger and I would envision like one day like I'm gonna have arms like that I'm gonna look like that So I kind of just want to take that and I want to be like 18 year old like Dude, like you can be an ugly son of a bitch go get in shape and you're gonna be way better looking Okay, number two Work out really hard go find anyone in this world Find out how they treat people what their attitude is like the way they talk and the charisma they carry Whether it's an Andrew Tate style a Bradley style a petro bed. David style An Andy Frazella style. I don't care. Go go find someone that you like dude. I like the way they operate And model it to the t And you're coachable. I I am really good. If I see something I go Mike. I can do that It's just acting as all it is like I can do that. Well, but soon it won't be acting It's really the way that you've operated and you've adopted a new operating system This thing in your head only gets worked out with physical fitness and the way you feel about yourself If you don't like yourself, you're gonna be of no value to anybody Dude, you can't be any good to these two guys if you don't love yourself It's a fact if you don't like you they ain't gonna like you either. Am I right? Okay, where do you find you liking yourself more? In the gym When you're in the gym you do so do you am I right? Absolutely Dude, listen now, there are other things that can contribute to that But go help people and go do all these other things and don't work out and don't take care of yourself You'll eventually start to hate you Okay, there's this secret dude guys. It's the gym. I swear to god. I found about it way too late I didn't understand it enough when I was younger. So I would tell somebody now If you want to take over the world and you're 18 or any age in your broke You're broke and you're dangerous. You can change. No one can hold you back Get in the gym. Keep a good mindset. Go find a a few good buddies. Watch youtube YouTube will teach you everything YouTube is free You can get on youtube and you can study anything you want and they will literally teach you for free how to do it I built my business of learning from youtube for free Now I did pay people once I started to make money But youtube so i'll say youtube the gym the mindset will be right and then i'm gonna say one more thing Find find a great earning opportunity. I'm going to give you a couple solar right now Has a really good earning opportunity. I think everybody should have to go knock doors When you go knock someone's door and then literally they open it and then you have to sell them something like there's nothing more like Getting you better at talking to people than that I think everybody should have to do that for at least six months in their life I would tell you to go sell solar and you may say why I don't want to sell solar Dude you need to and if you can sell a policy you probably make yourself about 10 grand per door So my point is is that you need to do I don't care what you want to do. It's what you need to do 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 I'm not saying you should sell cars, but you know car salesman can make up a couple hundred grand a year Maybe you do something else. I'm thinking of things that have a zero a zero barrier of entry. Does that make sense? Like you don't have to have a degree a degree to go to sell insurance. You have to get a life insurance You know license right but to sell cars, you know, you just got to show up. They hire anybody I'm just gonna be honest that you show up. You're breathing right hired You know, it's like that's I mean you've seen it, right? And hey, I don't think it should be that way This is the way it is Okay, solar dude if you got the courage to go knock on someone's door hired And you could make good money now. It doesn't mean that you'll have the greatest leader Okay, it doesn't mean you're going to be plugged in the greatest company But you need to understand that that going in you're just you want the experience you need the school It's called the school hard knocks, right? Like like dude, you go beat doors like you're going to turn into a savage So there's a lot of things that have high earning potential as being kids But I would just say like dude, I would get in the gym I would go find a sales job and I want I'm going to say one more thing become attractive Be become interesting shake everybody's hand don't walk by anyone ever without shaking their hand because you never know If you don't have the life you want right now, it's because nobody sees value in you to join them on their batch mission But if you start working on you which is super important and you start recreating you and you start building value in you And you start seeing you know a new you you're going to have more confidence And then you're going to start shaking people's hands and people are going to look in your eye and go this guy's something I don't know what it is yet, but I like this guy And somebody's going to reach out and shake your hand and they're going to give you an opportunity that didn't exist But when you started working on you you create that and those people will start hunting you down It's a lot of attraction. They're going to find you absolutely. I want to go back to when you know Young salesman You finally realize hey, I got something that other people don't and like What were those sort of things, you know, you talk about self-belief a lot Like there's a huge part and a lot of the people that you help Most of the time their biggest problem is they just don't believe in themselves Besides that self-belief. What are some of those things whether it's the technical things or just little things you did in When you're in the sale That were different than what other people did that you realize hey, I could take this and help people And we could all make a ton of money together. What are some of those things that you realize? Hey, I do this a little bit differently that helped advance the sale forward helped me get more closings What are some of those tactics that you use and you teach in your trainings? Yeah, so so well I'm going to give you a couple things number one before you even go to ever talk to anybody or answer a phone or Go face to face whatever you're going to do You got to have a delusional belief that everybody can buy came to buy and will buy as long as I do my job So you need to know and vision in advance how this is going to go down It's like before you hit a golf ball. You already know where it's going to go Well, I do it's going to go right there and that's where it's going to go And then you do what you've been trained to do and you hit it and it goes there Okay Most sales people don't do that. They hope that something's going to work That's exactly why they get their ass dusted So some things that I did is number one to have a delusional belief everybody can buy came to buy and will buy as long as you do As long as I do my job. So like I know going into this. I'm shutting this down. They're going to buy something That's the way it's going to go and then I start Hope you're on the best day of your life. Then I'll answer that phone. Does that make sense? So delusional belief is number one number two have a great attitude Dude, people just don't have good attitudes anymore. It's like everybody's just doing that nowadays because they have to do it It's like dude, we're sick of your attitude Have a good attitude and look how about can I get a little more? I give a Okay, like people just don't seem like they care and it's pissing me off And there's no reason that people hate salespeople or hate people because they don't freaking look like they even care or want to be there So have a damn good attitude and people will love you Now if you have a great attitude if you have a delusional belief and then you go on to do whatever you're going to do Here's some goals number one. You got to find out how people heard about you Okay, because it's super important because that'll let you know where to take them because you know where they came in from Does that make sense? Like they come in from over here. They come in from over here Did a buddy tell him about it like you can use all that leverage and then number two dominant buying motive dominant Buying motive like what's the number one thing that's driving them to actually Get ahold of you or reach out or request for information or drive into the showroom whatever it is, right? Like what do they want so that dominant buying motive is called the goals So in order for anybody to make a decision to buy something Their goals need to be at the center of the decision they make So your goal is that you need to constantly remind them like it's life insurance You know obviously you requested some information on life insurance So I know that it's super important So in the event that if you were to pass or die that you leave some money Behind for the people that you love would you agree? Thank you for reaching out today. By the way death isn't uncontrollable We can control a lot of things but one of the things we can't control is death. Would you agree? Would you like to know how I know if life insurance is right for you or not and how you Whether you should purchase it or not. Would you like to know? See i'm framing you in the last 30 seconds of your life the last 30 seconds of your life On the if you knew you were going to pass on the worst day of your family's life when your husband your wife and your children are left Right, whoever it is that's behind it. We're leaving this money behind for Do you want to make sure that when you're gone they're left with with the tax-free check to be able to make it and live And and support themselves without you yes or no Okay, then we get life insurance That's simple If you don't want them to have a check Then we don't get it. Does that make sense? Okay, and since death isn't uncontrollable and nobody can decide when we're gonna die Then we need to move forward and do this now so you can sleep like a baby tonight No, and if something happened they're taking care of would you agree? Okay, so I just closed you guys on that Okay, but but I want to tell you how I did it. I took the goals Your goals what you want and I kept it at the center of the decision Does that make sense? Which means that the decision the goals that you had was if something were to happen That there would be some money left behind for the people that you love on the worst day of their life Okay Now what if they say well, I found it cheaper with another insurance company See because sales people get objections You can say I totally understand hypothetically if you were to die and you didn't do business with me Which my insurance company every check that we've issued out when somebody has died has paid and they've never ended up in probate But because money was important to you so you decided to go to the cheap road and save some money I don't like cheap stuff to you See so I don't like that we're talking about cheap stuff But let's say that you did go with the cheaper method and you died and went to heaven And you found out that your kids Never got a check because it was stuck in probate for five years and it never paid out And you paid the premium for years for them to get that check. How would you feel? Well to ensure that you never have to well number one you couldn't do anything about it because you'd be in heaven Your kids would suffer Okay, so to ensure that you don't ever get pissed off and have to go through that We need to make sure that you go with an insurance company that does have a high delivery rate Who checks don't end up in probate and who makes sure that whenever people sign up with their policies They actually get the check when you're gone now when I hang up the phone right now or when i'm done I'm actually going to call your children with your beneficiaries and let them know that their father made a decision That in the event that something happens that there'll be an insurance check in place So they don't have to panic or worry and they'll know that i'll be the one calling them to issue them the check So that they'll know what to do. They'll also have my number if something happens. Is that okay? Great. See i've already closed you now now. I pre-closed you to told you i'm going to call your beneficiary Right i'm going to let your family know that you loved them so much that you made a decision To go ahead and put something in place for them because you're such a great dad This this couldn't work in any business But notice I keep the goals at the center of the decision Salespeople don't sell this way anymore. You know why they're all amateurs So this is how I teach people to sell. So i'm going to give you guys some stuff here, which is cool We train 500,000 salespeople around the country I train salespeople literally how to go out and build themselves a great life Now when you sell it allows you to get a girlfriend It allows you to you know to go get a job. It allows you to hire the right people for your team It allows you to sell somebody to believe in your vision or your dream It allows you to do all this stuff, man Like like it plays out all the days of your life, man Like dude, you're always selling like when are you never not convincing somebody to believe in what you want them to believe in? Am I right and like people think they're not in sales and that's why everybody's so average Like dude like people need reasons and excuses why they should say yes to what you're asking for And that's what sales is and it's so good, man Do you think a wife wants to continually be sold on her husband? Why she married him? Why she you think she needs to be recommitted to him every day? Yes Well, it's his job to continually give her reasons and excuses why they're married together To keep them to keep her sold on him all the days of her lives Because if you don't you'll be sleeping in the same bed you're miles apart Which is what most marriages are It's like it's like dude. The secret is sales. Anyways, you guys keep rolling, but i'm just telling you Showing you guys that with insurance now that you can understand how a sale goes down like that That's how I close every deal. That's how I broke every record And that's how I teach people right now how to crush it in every industry So if you're door knocking like I can knock on anybody's door and get them to say yes and sell them on the spot I can do anything. It doesn't matter. There's nothing I can't do once I understand That I speak for a living and that I make money using my words tying them together and letting them flow like water To get people to understand my delivery of what I want them to know or what I want them to do anything I love that especially about the knocking doors. I think it's Well before hard knocks I actually knocked doors for a for a homer modeling company. You did I did and it is Unreal not only the things that you learn but also just the power of like persistence And one of the things that like after you know, you've had your career as a salesman And you're working your way to become a gem of your dealership What were some of those qualities that you look for on people that you bring on? And what are some of the things that stands out and say, hey, this guy's this guy's going to work and he's going to be a killer for me Well, simple well number one and I want to tell you this like the way I understand Let me tell you what I would do now now back then I'm going to be honest with you I didn't have very good leaders Okay, if you're willing to work hard if you're going to show up on time Dude, literally we would hire you and we train you. I'm just being straight up. Okay You know because I don't want to ever lie to anybody like we've all had to go through To become who we are now now the andy elliott today who I hire or people who believe what I believe If you look if I operate a certain way, you know who I hire us Us how I operate how we operate how we do things how we believe I don't lie I don't cheat. I don't steal. I'm good to my family. I take care of my kids I show up every day to work. I like to work out. I have a good energy. Okay, that's us I only hire us if you came on and you're like, hey, man, I want to be here I'm like, is he us and if you're not us, you don't work here Like so that's what I would tell any leader out there Is it's like a brand book, you know, like when you're building a brand like what colors do we use? How do we operate things? How does this go like as a leader? You create a brand book for your company and like if people don't fit that brand they don't come in Period and that's why people screw up companies because they just hire people Because they think that hiring people is going to fix problems. No, it's not human capital Train your people but hire people who believe what you believe, which means a lost leader will have a lost team The leader can't give the team something that he don't have and the team can't be with the leaders not So it's like the leader is everything, you know what I'm saying? So I didn't really I just want to say like if you're a bad leader Identify what you want and then that's the only thing you hire. Nothing else Period I take no risk with anybody else and you may say well be open-minded. No f***ing things I know what I like. I know who I want to be around. I know who I do well with I know these people and by the way it I do I do I tell them up front what I want I tell them who I want to be around and I tell them like, dude, you don't want to come here We're not right for you and I don't want you to come here and I'm like, dude, I like this guy So why don't we just like let me tell you what I want and then that's why I like social media so much Because like people reach out every day because I do I want to work for you because they've seen how we operate So I think leaders need to build brands and then people will be like, dude I want to work for that guy because I see how he believes and then that leader now would be getting those type of people And they wouldn't have to put an ad on indeed Like people are coming to you now because they see the way you operate And that's why social media is so important for leaders. But anyways Don't ever go outside of your belief and hire somebody that doesn't believe that way. Eventually you're going to end up letting them go Or they're going to sink your company And across a bunch of different industries a lot of people have a misconception that sales is only a transactional as opposed to a relationship business But you hear the quote people buy from people that they like meaning it doesn't matter if you're selling local motives Paperclips people don't care people buy from people. So let me ask you this What has the what has been the significance of being able to sell yourself as opposed to just products and services? Like how important is it being able to sell yourself to companies? Yeah, so there's two things I want to go back to what he said So when you're going to someone's door, right people buy from people that remind them of their friends So like literally like you've got to be really good at like breaking the ice with people quickly You got to be good at laughing like you I can look in your eyes and tell if you like me or not Hey, do you smile when you talk? Come on man. If you ain't smile when you talk, I ain't gonna smile with you either Okay, like so there's some things that you can do to make people like you but I'm going to tell you this in sales Yes, you you need to make sure that people like you but but secondly You also need to be a professional at what you do Because I know a lot of people that are really cool that are still amateurs at their job Like for real like they're suck. They're not any good I like them, but they're not any good at their job either. Okay So I really want to go back to this speaking thing for a minute. Okay anybody that's out there right now Anybody that speaks for a living if you sell you speak you got to speak for a living I mean just because you guys are holding a microphone whether you're not or you are like you're speaking You guys are talking outside. That was a conversation We had to decide do we like each other out there by the way that we talked Everything is about speaking. So I think that our age I think if you really want to crush it learn to Speak learn to talk Learn how to have a conversation with somebody learn how to get people excited learn how to get people to want something I always say this make it easy to say yes too hard to say no to and make it the client's idea every single time You've got to make it people's idea to buy something from their idea Which means you got to position your words to make it easy to say yes Do you got to position your words to make it hard to say no to and then if you're really cool Well, then they're by from you know what I'm saying. I mean you hit doors. You remember when you hit doors? Yes, I do. Do you remember what you said? Yeah, well, I would uh, so my my my can you get me to say yes right now I don't remember the pitch entirely but I remember I I cracked open the uh the door with like with like an icebreak I'd say uh, I knock on the door and one of the things I would do different Is everyone where you know The that they had like the cardboard box or like the the little keypad and I was like I don't want any of that because you look like a salesman. So I'd knock on the door Have myself sideways so they couldn't see that there's a logo on my on my chest And then I'm selling to them and they'd answer the door. I'd say am I late? And they'd be like late for what? Am I late for dinner? And then and then they'd I confuse or they'd laugh and you get a variety of emotions And then I'd be like, hey, I'm josh from hd exteriors and then I'd give my pitch but um It was it was interesting because one of the things that I feel like I learned during that time Is when I first got started in that I was terrified. I was like, there's no way I'm about to go knock on someone's door, you know, it's the mid afternoon They just got done with their work and I'm gonna go knock on this door and try to go set up an appointment to go, you know Really like they need, you know Homer modeling and then it wasn't until I changed my mindset of that I like this person needs my service And if they don't go with me, they're gonna go with someone else And so it almost become like my obligation to service this person because if they don't go with me in my company Because we deliver the best customer service and the the best product the good with someone else And it was almost selling myself on my company's belief that allowed me I'd say to be successful within that that industry Yeah, I love that. Well, the reason I want to say that is the reason why a lot of salespeople don't sell anything Because they don't know what to say Like when he went and he said, hey, man, what's going on? Am I late late for dinner? You're like, dude, that didn't work. Come on, man. Like would you have bought from Yeah, I mean, but but do you see but hey, by the way, listen, I'm not hating on him because you went knock doors You did that you probably sold some and that was great Could you imagine if you were taught by master communicator That would show you exactly what to say and guarantee and ensure that your clients would say yes to you What would that be worth to you? Priceless. Yeah, right. So I'm giving you an example. Like we'll take a solar rep, right? You know what solar is, right? Okay, solar is what they put on the roof, right? It's a secondary energy source, right? Which people can use right answer the door knock knock Hey, um Yeah, hey, what's going on? My name is Andy Elliott My company has been allocated to this area because research shows in the next 12 to 18 months utility bills are going to double or triple I got two quick questions and I'll be on my way. Okay. Now number one Do you believe inflation is real? Do you think things are costing more money? Yes or no? Yeah, I mean every time I go to the store the cost of just everything's costing more money. Yeah Sure gas all of it's just cost more money. Number two Do you think you'll want energy all the days of your life? Like will you always use energy or do you ever see yourself running your house off candles? Probably always use energy. Always use energy, right? Once we have energy we'll never want to go without it Well, my question is with your current energy company if they were to triple your bill right now or went to $5,000 a month You would have to pay it or you would run your house off candles because you wouldn't have any other way to run your energy Am I correct? It's correct Let me ask you a question if there was a secondary energy option in which you could qualify for that would allow you to Be inflation proof and save you money. Would you want to know about it as a homeowner? I think I would. How you doing, sir? My name is Andy Elliott My job is to get the information from the people who have it to the people who need it Which are you the homeowners? I've got a secondary energy option in which we've learned that 30% of the homeowners in this area can't qualify for But if you could it would save you a lot of money It would allow you to be inflation proof to be in charge of your money and have a secondary energy option Which I think that you would love Can I get a copy of utility bill and I'll look at it? I'll see if it'll save you money and if it doesn't no big deal But if it does I'll explain how is that cool. How do we get started dude? That's quick now watch My point is I take sales people. I've got guys making millions of dollars. Listen I'm not talking two or three hundred grand I mean I can take a brand new 20 year old kid and I can make a million dollars a year Now I want you to understand this okay number one. I teach him that solar is good Okay, like whatever it is they're going to sell like remodeling is good Okay, like the greatest asset anybody ever had of his or home Okay, do you know how it feels for your wife to come home every day and go to her bathroom or go to her kitchen and look Out there and that's not her dream place. Look, I promise you this is in the day going by in a new house It's way more expensive than remodeling something in your current home Okay, and by the way, if we remodel it the property value goes up. So really didn't cost any money. It was free. Am I right? So would you remodel your house if it was free? Yes Yeah, well, it basically is free because we're going to spend the money your property value goes up And if you ever decide to sell it you get your money back So it's like bro like you got to be quick with this And by the way, it's common sense and I'm giving you the facts But the way that I speak it's like I believe it like I know this and and so that's what sells is Sells is a level of confidence that everybody in the room is just drawing to you like do this My friend knows what he's doing like I don't know like I just want to do what you want me to do And that and that sell so I want to explain to you that I teach these guys in all these industries and gals To make to make millions not even six figures like this is not even fair, man Like dude when I was younger, I couldn't make this kind of money Now you guys can make this kind of money And by the way, like I need you to know this that all these people out there right now that you talk to They're influencers. They want to be entrepreneurs and by the way, some of them don't want to be entrepreneurs They want to be entrepreneurs Right and entrepreneurs working inside somebody else's business that you want to help someone else blow their business up And you're going to be paid really well helping them I think that's smart for a lot of people because when you're the entrepreneur you get sued Happens I mean you go out of business. I mean like you got to front all the money the expenses are risk I mean like do you want to own the company or do you want to work inside somebody's company? Whatever it is you got to speak you got to talk you got to sell Like and that's why like I'm telling you like learning the skill what I just did like door to door with him real quick I can solar bro, I teach guys to dust everybody and to smoke it and Have happy customers Do which is important because the customers need to be happy you need to get paid really well And you need to have a great life and need to love what you do be proud of yourself Let me ask you this though Had I given you some objections, right? So like you have a prospective client You give me any objection. I'll can shut it down I'm going to do an example, but I want to ask a question first If you have right a prospective client someone who's on the fence they're leaning towards a no How do you turn a no into a yes when you're in a in a sales scenario? Well, the goal is is that so they're selling and closing and selling is what happens before the offer hits the table Closing is what happens after the money hits the table. Does that make sense? Your job is to kill all limiting beliefs during the sale By keeping their goals at the center of the decision and reminding them how we got in touch with each other today Now today you've gotten contact with me because Taking care of your family or making sure that your wife when she came home every day was in a great mood because she saw that You know because she's sick and tired of the kitchen looking certain ways is how we got together. Would you agree? Yeah Okay, now you have 10 or 15 different companies that you could probably choose to do the remodel for this kitchen. Am I correct? Yes Your wife she seems amazing She has an idea in her head That she can't she can write it on paper all she wants, but she knows what she wants that kitchen to look like am I right, ma'am And she's like, yeah, and I'm like the only person she's going to do business with is the person that can guarantee and ensure That the idea she has in her heads. She's going to come in here snap her fingers and look in the kitchen and see it done What if you pay someone less money? What if you pay somebody any amount of money or even more money and what she has in her head doesn't happen in this kitchen? How do you think she'll feel? She'll be pissed off Now would it be worth spending any amount of money with somebody that can't take the vision she has and ensure that it happens? Yes or no, no That's why you're going to use me I'm going to tell you what I'm best at Yes, I'm really good at remodels. Yes. I'm really good at talking to people. Yes. I'm really good at keeping my word But I'm really good at taking what your wife has in her head Whether it was a swimming pool a kitchen or a bathroom And making sure that when she walks in here and sees it She's blown away and not only what was it what she wanted But it was better than what she wanted And if I could give that the juice is worth the squeeze to buckle down and go with that person. Would you agree? Yes, okay. Thank you so much for choosing me. I'll make sure that what she sees in her head I'll put in that kitchen guaranteed Okay, you know sometimes they don't teach that in school. They don't teach that in school Okay, but but that's the secret guys How what was my confidence like when I did that? Through the roof Guys, that's it Yeah, and by the way, do you notice how I basically took I said and by the way, I diverted you you're like Well, I don't know or I've got more I want to get more estimates And I'm like no matter who gives you an estimate no matter who you go with no matter what happens If it's swimming pools I'm like, dude, your wife looks out in the backyard and so do you and you guys envision what this swimming pool looks like You envision what the let the landscape around it looks like you envision what it looks like when you look out in the backyard And you see your kids women you guys see this and whoever you give your money to you're trusting that they can make that happen Would you agree? No matter about what that or about papers and and scales and blueprints and tape measures they get out If that doesn't show up you guys are pissed Do you guys do you guys know that every day people pay money and don't get what they want and they just have to live with it because the money spent The one thing that I can guarantee and ensure and I can tell you guys and look in the minds When you guys spend your money with me what I'm greatest at is this Number one the property value is going to increase at the roof when we do the pool So really the pool is free Notice always wrap back around that Okay, and then number two I'm going to take the idea that you have in your head and you and your head and I'm going to produce that idea And I'm going to make it a reality And what's that worth to you everything right? I don't need everything. I just need you to shake my hand and let's make it happen See you just wrap them you wrap them. Yeah I can love this Nobody can tell me no. It's physically impossible. You can't tell me no You can tell me anything. I'll shut you down But this is what we train companies on doing and by the way people tell you they can do something, but they can't really do it So I live in this space and honestly because I'm 44 guys I feel like I'm 18 But because I'm 44 I'm like dude I would have given anything to have a teacher like me when I was younger So all I love doing is teaching people how to sell And teaching them all the stuff that I can do so that they can go honestly be way bigger than me And better than me. Hopefully way younger than me and just like Just like go do some really big And I wanted to ask you this because something that you you know We talked about a lot today is that you have to the way to win is to out self develop yourself amongst your competitors And what's all the people and one of the biggest things that you talk about is is getting your act in shape Right and and that's kind of one of the requirements. It's needed to work for you But for you personally though What has been the importance or what has been the correlation of your physical fitness to your financial success And for somebody watching this right now who you know I love and you talked about earlier about you could be broke The first thing you need to do is get your shape you walk and when people treat you differently because they know that You're disciplined and you're serious. What is the correlation between physical fitness to financial success? Well, it's everything Because even if you don't get in shape along the way and you do make it you're going to hate yourself Like what's the value of like saying? Hey, you know, I'm going to make all this money And then one day when I'm on my yacht, I'll go get in shape Dude, you'll never make it to the yacht and if you do you'll have fat chicks rolling with you Because you won't look good and more than likely listen, you'll also have lost your family along the way Because if your family was with you your kids probably don't look up to you anymore because you don't take care of yourself And then also you probably weren't very good to people along the way because you don't you don't love yourself anymore When you go to the gym, you're in a great mood for the next 12 hours Right, so if you just go to the gym every day like even what it does for you physically and for your mindset The value that other people get just being around you because you're in a great mood Is like dangerous Dude walk out of the gym and like you're ready to go sell some like you're ready to go do whatever Matter of fact, I was talking to andy frazella like I said last week and andy was like dude I can't even do a podcast. I can't talk to anybody. I don't want to do anything. I don't even be around my team until I work out Like I need like I need Like to do that for me Like honestly like it's my therapy Like I don't know like what people like some people drink when they're stressed out Some people like do drugs, you know, some people complain some people are negative I just hit the gym man It just makes me so happy man. Like it just it just reminds me man of how awesome it is to be alive And it reminds me the true value of health Because you know like if I would give you 10 million dollars right now, right? But you couldn't wake up tomorrow You wouldn't take it, right? Right, so it shows that health is more valuable than money So the fact that we wake up every day means that that's worth more than 10 million And if I gave anybody 10 million right now, how would you feel? We gave any client watching this right now 10 million dollars. They'd be on Whoa, they'd be going crazy, right? Well, dude, if waking up is more value than 10 10 million. Do you wake up go? Whoa No, man It's like bro, dude, you got to get your right Like the fact that you woke up this morning, you're alive get your in the gym be thankful to god Go work out hard and then now go do something with it And by the way the school of hard knocks is dude If you don't have a great life, well, you then you beat the sun up real number one You get your in the gym and I promise you dude your life will start to change Everything in life is about habits good habits good mindset great opportunities happen You know, if you don't have a good opportunity in front of you right now Go work out for the next freaking couple months I'll bet you money somebody in that gym some business owner Somebody will see you putting the work in they'll see something in you and they'll come shake your hand You know, like like dude people are looking for people right now to run their companies People are looking for people right now to work for them People are looking for people right now to help them be the needle mover in their businesses I mean, they're looking for man And if you're not going out there and you're not working on yourself like dude, they're not going to see you So that's why I think this podcast is about getting people seen So they can get these opportunities and they can enjoy life like we do And we got to keep living this way and we got to keep getting better because if you stay as good as you are Now well someone who's watching you now eventually catch you And plus your audience won't stay with you if you don't get better I tell my team every day I might do if I don't keep getting better every day the day I quit getting better our audience is gone You don't think somebody else is going to get their attention Do these cell phones are in everybody's hands? They've got millions of other influencers, you know, and people trying to talk to them at all times How do we keep their attention by proving to them that what we said we will do we will do Which we said we'll get better all the days of our life until we die And we will be psycho obsessed with winning and we will make sure that we love them We care about them and we'll make them feel accepted and we'll be close to like we must keep doing this All it takes is a couple days to back it off this and you look up and everybody's gone Yeah, absolutely. And you know, it's crazy because people they put money on this pedestal But they don't value waking up just like you said Um, I mean and going to the gym is a big part of that you wake up You got to self-improve yourself You know you mentioned Andy for sell a few times shot to him 75 hard changed my life I recommend it to anybody if you're listening to this right now go do that. Um, but you also woke up in a different way, you know When you were 39 pretty much you said you hit you woke up very similar to us Or he'd like we were going through the school system We were just like, you know, this just isn't This isn't really setting us up for where we want to go like like we talked about the nine to five trap Like it puts you in a ceiling you can't smash through that box the nine to five So what were some of those things that you noticed? Uh before you woke up as an entrepreneur and realized I got I got to be the owner I got to go to the top here. What were some of those things that you were just like? Hey, I got to take things to the next next level That you know, maybe similar to us when we were just like hey Instead of going to work a job out at college We got to go start our own thing and do something like that Well, so one of the things that I'll tell you guys and you guys haven't gone through this but yours could be a little different So I've been married for 17 years. Okay. I got my wife when I was in my 20s and she's amazing She's a co-over company. She's a savage dude. She can do 100 push-ups in a row. She can do 50 strict pull-ups She's a savage. She'll go run 50 miles right now She'll she's a killer dude and she's 42 and she runs like she's 18. We got three beautiful kids. She's mexican She's this awesome. No, but but I want to tell you something I uh, I was working so hard on the the job Been building somebody else's dream You know, which is fine, right? Like, you know, because that's part of the game sometimes sometimes you want to build somebody else's dream And I could tell that I was leaving my family behind. I was working really hard So you guys, you know, we don't have kids. You're not married yet. You didn't understand this for older people They'll get this A lot of times we give it all we got and when you decide to have a family If you're not there for them, they learn to live without you They do they they literally learn to live without you. They're not They don't see you because you come home when it's dark and you leave when it's early And you know, you're trying to build a business which I don't think I had the definition of success nailed right When I was 39 success to me was making money and then I realized at 39 my wife reminded me which I'll tell you right now So my wife walks up to me. It was all very quickly how this happened Um, I she eats the food up for the 15th time And I keep saying I'm on my way. I'm on my way. I'm on my way. I'm on my way And uh, she's like And you know, like dude, you don't want to do that man because when you guys marry somebody who's really good to you You don't want to be a piece of shit, man Honestly, dude, I was trying harder on my business than I was on being a dad and on on my marriage And and I was a great guy and I was doing better than most But that wasn't my standard I've always been better than that and what happened is business has gotten hard So I needed to work more but dude at the end of the day you got to keep her priorities straight If I was to get sick the only people that'd be there for me and my wife and kids it wouldn't be my business And I was putting my business way before them and I was talking about always working on my business And I wasn't talking about working on them, you know, I remember one time my wife said something I was really talking to somebody on the phone and I was all fired up and I was motivated And I didn't really catch this but it was about a week or two before she goes man I wish I could get some of that And I'm like Like like like what do you mean? She's like just have you pay attention And I'm like damn like I need to be present. Okay. I need to be present at home Well, so I come home and at this time when I'm 39, I'm chunky Okay, I had hair if you guys go to youtube right now you type in Andy Elliott You know you can go from oldest videos to newest Just go to oldest and you guys are like no way that's not Andy And you guys are gonna oh, you're gonna shoot dude But but I want to tell you it's this homework for everybody youtube got oldest and newest and you're gonna see me Before I transformed and I was chunky. I had hair I'm making money. I think I'm doing good I'm fucking lost I'm lost dude. My wife should just left. I shouldn't have been I mean I was a good guy, but like Dude, she's a stud And like I'm just being an idiot, but she checked me So if you guys want to know how I check people so hard now Because I know in order for me to get someone to move I must I must I must trigger them in some way that piss them off Okay, and that's why you see me do it and it works because it worked on me I'm gonna take my wife didn't well number one. She goes all right So number one we've learned to live without you very directly Me and the kids We live without you We don't we love you. Thank you for giving us this beautiful house and these cars and Perseful of money. I don't give a fuck about none of that You're not here You're never here. I do all this And you think the definition of success Was you providing for us? No, dude, I could have married anybody you provide for us I thought you were going to be the man I want a man that I can look up to I don't look up to you I I want a dad that my kids can admire and look up to and be their hero That's not you. You know our son likes incredible Hulk You don't look like incredible You're missing it man You're giving everything to these people everything And you're giving us leftovers It's not fair and and at that time Egos coming in You know, I'm thinking you don't know where I've come from, you know You know, like I've had a bad upbringing. You don't know the shit I've been through And excuses all lies Stories all this it's coming in my head, right? But I'm just listening to her and then she reaches over and she grabs my fucking love handle And I remember this I swear to god Like it can piss me off morning She grabbed it because I kind of like turned around and then she like grabbed my love handle and she goes also She's like, this isn't the fucking standard that you you hold And dude, I was always in shape and I had to let myself go and I remember turning around I go I was like, did you just grab my love handle? Like Like I'm gonna fight her right and she's like, yeah Because you've gotten comfortable and dude like I want to kill everybody right now so Before I made a scene I said I ain't got time for this I go into the garage number one. I needed to change. I knew That like something had to change Because either I was gonna change or she was gonna leave or something was gonna happen or I didn't even know what was gonna happen I worked out for three hours straight in the garage Three hours. I ain't worked out in the garage in a long time and I worked out for three hours straight I gave it all I got. I was sweating like a mother. I worked out as hard as I could no fucking breaks I'm like, I'm giving everything I got dude. It was like trying to make up for three years I'm not working out and a three hour workout Like like I believe that like I was gonna regain my my that night I needed to change I go look in the mirror. I'm like, I fucking hate me So I'm like, dude, I got to shave my head. So I never shave my head before that I just shave my head I was so Happy because I needed to see something change right now. Like I needed it now Like I didn't need it tomorrow. I needed it now The next morning I woke up at 4 a.m I ran an hour straight. I went and worked out. I literally went to work at five o'clock I told my fucking team you guys better have a big night. Don't even let me down and I'm going home to see my fucking family Don't call me. Don't text me. I can trust you guys. I believe in you make it fucking happen Can you do that? All right, I'll see you tomorrow morning. I'd better be fucking impressed Dude, like I started calling the shot. I started getting fucking psycho I started getting in shape I started going home to spend time with my family and then I realized that my wife saw me changing But then like I wasn't taking her with me So I told my wife I was like, hey, I want you to come to the gym with me I want you to work out with me. I want you to be with me And she's like, I don't want to do this. I don't like working out to listen to me I needed her to go with me And that's what we did. She went with me. Well, so I was making about two and a half million. I wanted to explain this to you I walk in to the to the owner's office because he paged me in there and he goes I can't pay you that much money anymore I'm like, why I'm like, what do you think I can do something wrong? He's like, no, but we just don't pay general managers that much money I'm like, dude, that's my percentage. I get paid So like if you get paid two percent, I'm just gonna give you an example Whether you put up a thousand ten thousand a trillion whatever it's two percent. Am I right? It's not like two percent up until you make us X amount of money and then we get to keep the rest You don't get paid anymore. What the fuck? This is sales It's like And and I remembered that was the last so so I hated being betrayed. I've been betrayed my whole life and I was like I'm getting betrayed. I've given everything to this guy and I was like, dude I can't believe this. I go home. I tell him my wife. Well, I remember when I quit As soon as he told me that like if betrayal like I'm out So I quit and I go home to my wife and she's like, we're you're not going back We're gonna do something else. We have to do something else He called me back the next day and he goes, hey, come back. I'm gonna keep the things the same. They always do that And she's like, no way You're not gonna go back We're gonna find something else and that's when we got on youtube And we saw all those videos that had worked from like four years ago And she's like, why don't we start on youtube videos and start a training program? We'll start doing this And then I was like, oh my god, I got this and then I started watching Tony Robbins I didn't even know he was and I started watching in my land. I started watching Andy Frizzella I started watching all these people and I started studying and I started and I bought a $3,000 course And then I started buying and I started buying all this and I just started studying everybody And then all of a sudden, dude, I'm working out harder because I'm at home. I'm not making any money But I'm working out like a motherfucker. I'm training. I'm getting close to my wife I'm being close to my kids. I'm literally I'm basically building a new identity You guys were in school. You built a new identity Okay, you're like, dude, this ain't gonna work. This isn't the road we want to go I'm so proud of you guys for doing it at a young age. I did it at 39 My point is anybody watching this if they're in 60 if they're 39 if they're 20 Everybody can make a choice right now to go down a different road On that road, you are going to have to work out On that road, the working out will support you through the struggle and the adversity to keep a good mindset through Eating because you're gonna eat and you're gonna enjoy it because that's the journey And then the build is the and you're going to find something you want to do and you're either going to build Help someone else build a bad business find somebody you trust. We're going to build your own business But whatever happens If you want to do something it will involve this little journey what we just went through and People that suffer as a kid usually kill it as an adult And people who have it may beat as a kid. They usually suffer as an adult But if you've had good parents as a kid and you've had a great life Do you go show your parents some love man and go do some big You know So but I just learned that usually people that really end up making it are the ones that were really poor They didn't have anything so they're just ultra fucking hungry. You know what I'm saying So if you've had a good life and you're doing something big like good job, man because I I my kids are Very well taken care of but dude. I tell my kids I say hey, do you want me to treat you like a four or five? You know six year old and we teach you like a a 13 year old and feed you ice cream and make you feel good and treat You like a little kid Or do you want me to give you the cold hard truth and treat you like the bad ass that you are which one is it? Tell me little kid or bad And they're like bad. I'm like, okay. My seven year old might my 10 year old my 12 year old I'm like you I'm like you guys tell me Bad ass or fucking kid And they're like bad. I'm like, okay. You can do that and I'm gonna whip your ass You go that way. Those people are bad people You go do that. You're gonna freaking you're gonna regret it Now I'm not gonna I'm not gonna I treat my kids like entrepreneurs My kids know how to sell. I make my kids get on stage overcome objections I make my kids read 20 pages out of a book every day. I make them work out every day I'll make them do all that because I know that we've treated them so good and they're not going to be raised as please They're not going to be raised soft and they're going to be raised lost You know what I'm saying? Just because they had it well as a kid They're also going to be militant as shit and they're going to be little killers and savages Whether they like it or not and they're friends. They don't have to do it I don't care what your friends have to do. This is a that our family does. This is our legacy. This is our blood This is what we do Wish I wish my parents would have done that to me But because I didn't get that now it's our job to give that to our kids So you guys are you guys are light years ahead of people like me But what you did essentially was is you had to kill the old version of yourself Total recreation right One thing that I wanted to talk to you about is one of my favorite videos I've ever seen you in was when you talked about you had all the money You had all the cars and you woke up one day and you realized that you were kind of missing that that piece But you found that fulfillment in God and one of the biggest things that I realized about there aren't a lot of Entrepreneurs at your level that talk about that fear and that faith in God and and it's something that I really Appreciate about that you display that you have as one of your core values is trust in God So what really has been the significance of that faith on your career and journey as an entrepreneur and and just how much Has that done for you in terms of your success and and being able to maintain that So this is crazy. So I'm gonna get I'm gonna take by going against the drain the grain and trust it in God so me and uh Me and my wife when we when we when I quit my job and we were going into entrepreneurship We sold our house And everything we were getting ready for this you know this build right You know what I mean? Like we know it's going to be a ride um We started tithing in church more at that time than ever before I mean my wife was sometimes given a hundred grand A month she was just I I I was crazy man. It was scary. We're just She was like dandy. We got to give now's the time man We need to make sure that you know our treasure our heart likes where we put our money And dude I remember we we got addicted to just giving and giving and giving and giving and I so one of the churches that I'm with is Life church Uh pastor Craig Rochelle in oklahoma huge church massive They called us they're like dude You guys have given more than anybody like not all the world but like out of most of people like we want you to know What we're doing this money. We're like we gave that much money like what do you mean? Like we were just giving and giving I want to explain this because this isn't about me giving money This is about When you trust god with your life and your money You have no idea what's possible And my wife It was so scary trusting something that we can't see but we can feel but we can't see because we all just gotta see it right well I think doing that And i'm gonna say like that really increased our faith because when you give you know what I mean Like it changes everything Um when you tie what everybody else is that's fine. I mean, this is a tithing lesson um I felt that every time we gave God gave me a new vision gave me a new look it was almost like like I was obeying him for the first time in my life and I'd never obeyed I've always been like the wild child. I'm the prodigal son That's like the son of a just living in the pig pen run back up and he's like come on Let me put my row back on you again You're back and then everybody else gotta be pissed off like that son of a just you know Keep screwing up and then I would go screw off again But this time I was actually listening to him and then I remember dude That there was this um there was this and I said this I said there was this uh There was this uh sermon that he was talking about like, you know And it first Peter 5 7 it says cast all your anxieties on god because he cares for you And it says like a fishing pole like when you cast it out Like your job isn't to reel it back in like so you got problems Like you need to cast them on god get rid of them and then that's it But most people just reel them back in they say god, please take care of this and then they still walk around with that burden So I started to learn that all these anxieties about us making it and us really like creating our company like I quit worrying about them I just kept focusing on getting better on recreating myself on changing On becoming a new person on looking in the mirror and believing different on being better to people I'm being good to my clients. I'm shooting different content. I decided I was going to be different Like I was doing all these things and it said, um, you know, like the the garbage man You'll give him the trash, right? I go put the trash in the trash can you pull it down to the curb But then when you come back home at the end of the day, you pull the can back up, right? Do you look in the can and see if you took the trash or do you just know he didn't? Like you just can know right like you don't go like did that son of a Trash today? No, you just know and I remember my preacher. He's like dude You trust the trash man more than you trust God He's like because you just don't think he's really gonna take it And that you don't check the trash command trash or give it to him and you don't check But you check he just brainwashed me to say do just give it So I believed in this the saying this first Peter 5 7 that was cast on your anxieties on god because he cares for you It says the the devil's like a roaring lion Trying to devour you right so I in picture like this lion trying to tear me apart And I might do not today like not a chance So me and my wife are pouring in and tithing. I'm training like a son of a We're sleeping on mattresses. We sold our house. We're in a rent house. Our club. Our family is closer than ever I'm working out twice a day. I'm eating clean food. My wife's making all the food at home We can't afford to go out. She wouldn't let me buy a coffee for a dollar going out But she'll give all the money to church. We're doing everything backwards. We're not buying anything for ourselves And then all of a sudden the birth of the elliot group happened just It's just crazy Everything changed Everything started to go so fast. Everything was so clear Everything was so simple all the entrepreneurs that were great people that I looked up to All pretty quickly all became my friends Everybody started saying hey, I see your message. I love your message. I love what you believe in Why don't you come out and see me? And I'm like How do how do you get invited to that? How do you go out and I'm having dinner with these guys? I'm hanging out. We're traveling. They're teaching with me. They're letting me uh, they're mentoring me They're looking into my business telling me what I can do Like dude, like they're doing all of these things and I'm like, man, like and I remember asking my wife I'm like, why why us? And my wife's like, why not us? Like why not us like like andy? We've been through all the shit. Did it all wrong? Why why not us? We're the most qualified to build something great because we fucked it all up If you've ruined everything all you know now how to do is do it right because you've done it all wrong We're not gonna go do it wrong again We know now the blueprint because we've done it wrong And my wife's intuition is amazing and I took her with me and it all started with with quitting my job And then and then taking her to the gym with me making a decision See, I made a lot of false promises to my wife for a long time babe. I'm gonna start doing this I'm gonna stop doing that. That was my deal and then two months later. I was back I never went back on my word now with anything that I said So one of our core values is do what you say you're gonna do and keep your word And that's why if you lie to me like I'll never talk to you again Like I don't care like tell me the truth. Tell me the ugly truth. Tell me you did something really bad I'm cool with it and I won't be mad at you. I'll understand it and we'll figure it out But don't you dare lie to me? And so since I've lived by this like new code It's like it's like it's like people that go to prison Like they come out and like some of them like see life different now And like they're capable of building a whole new life because they have a different If a different view of perspective of like how lucky they are to get another shot Like I believe that my wife woke me up that day picked me the fuck off And dude honestly, man, I don't I think I can do anything now. My wife has to calm me down She's like dude chill out. I need to ground you. I need to ground you back into who you are Because I want to run so hard. I want to run so high I know there's so many lost motherfuckers that I just want to keep getting this message And that's why I love what you guys are doing. That's why I said like hey, let's do this because Because you guys the future of the world is the youth. It's the truth Man, this isn't about money. This isn't about anything. This is about getting motherfuckers Instead of going left and getting on the four lane highway and being average like everybody else That's about them grabbing their sack Being a good man or being a good leader and taking care of their family and doing the hard And and spending money on themselves so they can invest in them becoming great Putting themself first and then so they can be of value to the world their business or other people And dude, listen, I'm gonna be straight up And people my age they're I gotta beat the shit out of them. Now a lot of them are converting and they're changing A lot of younger guys are coming around, but we need more people. I mean if there's nine billion people I can't my message isn't enough Your message isn't enough. We need more motherfuckers, which means you guys need to get these people Really serious about change, which is what you're doing, which is why you're traveling Which is why you're spending your time your energy and your capital To do this and then you're expecting them to go and do something with all this And do like the fact that people can listen to these conversations and these messages and how people built And all the mistakes they made and how they almost lost their families and how they were broke and what turning points they had It's like dude, like this is priceless. The question is are you paying attention? Are you really listening you feel it in your heart? Like and if you do like dude, like nobody can stop you You know Something that you said that is very true is is the youth is arguably the most important thing in the world And you know, there's a common saying that hard times create strong men and easy times quake create weak men And one of the things that you know, the youth spend most of their time in is school And you know school there's there's a lot of controversy about it I'm kind of curious about like what what are some things that you would change about the school system And what are your just like overall thoughts on the current school system? They don't teach anything. I mean look I get math Okay, like I get math like I need to I need to calculate a commission I need to figure out a payment in my head. I need to do so. I mean I get math. I think math's super important Right, but dude, but like a lot of this that we're teaching people is like useless information Like honestly, I get like we should be teaching people the whole time how to hold their standard And how to keep core values how to be a good person How to love other people I mean, we should be teaching people to work out exercise, you know, we should be we should be building soldiers Like men and women we should be building soldiers that actually like keep their word that don't we should have classes on like don't lie Like don't be a fraud. You know what I mean? Like be who you are. And by the way, you are a male And you are female Like like we're not like we're not going to play any games, right? Like I was on stage the other day with brad elite, right? And we walk out. It was in uh Well, there's about 8,000 people, right? And brad's funny as right because he's always cracking jokes He goes y'all remember back in the good old days when only the men had balls And that was how we started out, right? And it's just hilarious because you know, like Now I just see the stupid Or Yeah, and by the way at the end of the day everybody's a little But back in your day, you know, you had wonder woman and now you know in our generation you have to wonder if it is a woman Yeah, and and and hey and the fact that the fact that like we're saying this there'll be people that are like, oh man That's some bulls listen, dude I'm telling you when I say this okay, and I'm not being weird and I don't judge anybody Okay, and I'm lost and I'm a weird I'm a weird person. I'm broken. I've got all these issues But like dude, like there's some going on man. That's like really So shit up, okay? And the fact that people are like leaning onto these these one-off exceptions It's like whenever somebody has something there's a one-off exception Like they'll go restructure a whole school for them, but then we'll all stand up as people and say Hey, why don't we teach entrepreneurship in the school? No, they'll shut us down It just clearly states that listen to me I think you know, I think I get people have to go to school But I'm going to tell you this like my kids. They're not going to school my kids. They're they're homeschooled Okay, I have a military 18 year old or 18 year veteran that teaches all three of my kids She spends two hours a day So let's say there's three kids two hours with you two hours with you and two hours with you Two hours with each one of you, okay, and she talks about christianity Okay, and by the way while I'm training you and I'm not him. He's reading Okay, so they're learning entrepreneurship They're learning christianity and then they're learning school and we teach them the topics that they need to understand We have to form a little bit of a curriculum on some things to pass But dude, I'm telling you man Like like it's just like I don't believe in it dude And I don't think anybody needs it and I get it like hey Basically parents go to school. They go to work. I mean who's going to babysit their kids while they're at work So they put them in school And then school is a rocket crap and they go there and they learn a bunch of it from a bunch of other negative kids That literally like aren't teaching them. They're becoming worse when we send them to school They would stay better if they stayed home But at the end of the day like I can't control that You know people don't homeschool their parents or something so what I think about school I just I think that honestly just not even worth talking about because it's just it's just full Yeah, I mean one of my biggest grievances is I went to college and one of the classes I took was an entrepreneurship class And I asked his teacher Hey, so like what businesses have you done in the past? Like what have you created and he's never started a business before and that following semester I dropped out of college and I was just like That's one of my biggest grievances is is that and one of the reasons we created the school of hard knocks is because I really feel like the best form of education that you can get Is if you want to learn real estate ask the guy that has a hundred units a thousand units Ask the people ask Ask the person who's done it but not at an average level at an exceptional level And that's one of the biggest reasons why we decided to they won't pay those people nothing So somebody an exceptional level is not going to go in and teach school Listen, dude Like you got to pay people a lot of money and then all of a sudden guess what happened The people will be getting a lot of value and then the kids will come out fucking bad But we just we don't pay nobody no money. So we just hire We by the way, I'm not saying they're bad people because I love that teachers love kids But but do like we're not teaching them anything worth teaching them Which is the truth, okay Or we need to keep 20% of it in take 80% of out replace 80% and that's why I like dude We're the educators now like we got to educate everybody two things always ask people number one What did you build and how did you build it? And if you can't tell me what you built So if you came to work for me and you're like, hey man, I want to run your media department I want to run this I'm just going to give you an example right here And you know, you got some fucking resume and I'm like, all right, what'd you build? And you're like, well, I worked here at no motherfucker. What did you build? Tell me what you built. Okay. You guys built the school of hard knocks podcast. Okay. Cool. Tell me about that See that's building something. Okay. Number two, how did you build it? Like because if you can't tell me how you built it, you're guessing And I don't I don't let people guess on my money Now I'm not saying that you can't be around here if I know that you're a guesser because I'm going to invest in you But I'm damn sure I'm not going to put you in a key position We're in a world full of people right now that going around telling people who they are what they're doing They're a bunch of frauds and they ain't built nothing. Okay. They ain't built nothing nothing And they don't know how they built it and they didn't build anything anyways What I love about Andy Frazella, he always goes, dude, listen to me. Show me their brick and mortar buildings Show me their fucking team. Show me their people. Show me that they have something for real Show me that that shit on social media is paid for in cash Show me that they really have it but they won't Because they're fake and it's so easy to be tricked. But guess what? It's getting harder to trick people now Because people are getting a little bit smarter. Okay. People used to be able to go on there Throw a couple emojis on a edited reel and then all of a sudden you get some views now People are knowing There's this uh, there's this code now that I believe this can It's like a like a like a underground Fucking code where all the top influencers know who's fucking real and know who's not And we know who we like and we know who we don't like and we know who we'll endorse and we know who we won't We know who we'll drive traffic to and we know who we won't And all this it's going to come to play one day and you'll look up I promise you guys and you'll see a lot of these guys fade out Okay, and by the way, it doesn't mean that they're not you don't have to be perfect to do it You just got to be a real mother and and you know, it's just you watch this going to happen You know what I mean? I'm excited Absolutely, you know one thing that you know, we love to ask people that we talk and interview with We talk about a lot of great concepts and and you know, you have a story that you've Related over the course of this podcast, but going forward How do you when it's all said and done? How do you want to be remembered? Well, dude when I die number one I want to I want to be the craziest son of a bitch that ever lived I want to be the guy and it says he told the truth Which means when I'm around people like I said, if you got food on your face I'm going to tell you but a lot of people if you have food on your face It'll let you walk around all day without it with food on your face. They wouldn't tell you They don't care. They don't want to be weird I don't want to walk around on eggshells around people I want to tell people the truth, but I want you to know and I always ask people, right? I always ask permission to be direct So I'm like, hey, can I be direct with you? Okay, cool. Like because I love you and love don't lie So I want to tell you the truth and then I'll like go into that. Does that make sense? So I ask for permission and I wear my heart on my sleeve and my intentions are good But dude, I want to be remembered man. You don't remember greg plitt. You guys ever know who greg plitt is? Okay, you guys need to write that down greg plitt plitt Greg plitt you guys would have known him matter of fact you would have looked up to him and you will when you look him up He was a badass He was a savage He was coming up in the gym space back before websites were really a big deal and he's making like three million a month On on websites like on fitness Dude, he's a killer. You when you guys watch him, dude, you're gonna be like, I can't believe I didn't know this guy They want people online training and stuff like that. Yeah. Yeah. He was awesome He was on muscle magazine was on all this like he's it was so cool, man and and he uh He died and he's so crazy, right? I'm gonna show you because you know like you need to see this just for 30 seconds. Um, so so this right here and This guy he died and he died. He was out running a train Okay, so so imagine this he's building his life Okay, and then nike gets a hold of him and goes dude like greg plitt like I want to be around this guy Okay, let me just show you guys this for 30 seconds Okay, guys I'm watching him and I'm like, dude, I want to I want to be this guy like this guy's this And He finally starts getting traction in the world. He starts killing it. He's the last video he ever made the last video He goes one day You're gonna realize you don't have the time you think you have one day. You're gonna realize That this is your last day and you're not gonna think it is And it is And he goes and I'm gonna work every Day and I've been doing this like like it's my last day like it's my last breath like it's all I've got I'm gonna treat it like it's my first day that I got to live in my last day And I'm gonna give it all I got and when I watch that I remember watching that reel This is so crazy. I'm watching this I'm watching this this video In the next day Nike sponsored him and he they wanted him to outrun a train that was the video that was like it was like Nike and it was a picture of Greg Plitt Running past a train and then crossing the tracks Does that make sense because like he outran it And he ran down and when he was crossing he tripped Swear to god and ran him over Yeah, and dude His last video Was him saying you don't get to live forever So you better wake the f*** up I just live in that deal. So my point is so when you say like how do you want people to be remembered? You guys need to watch a couple of his videos. You guys are going to this guy's a legend You know and and so my point is is that like, you know, you guys are inspiring people to do different stuff Like what do people want to look like? What do people want to act like how do people want to behave? Do people need the truth? Dude, you guys need to spend all of your money getting the message out to the world And if you spend all of your money getting the message out to the world and getting in front of people and doing the right things And recreating yourself and building yourself to be greater What's going to happen is that you guys are going to go somewhere very far and you're going to be rewarded So much what will it be? Have no clue But I know it's going to be huge Bigger than you can comprehend, but one of you may not make it One of you and I don't mean like make it physically like in like business, but something can happen Okay, guys, I've had death threats on me. I've had people want to come kill me I was talking to any of his though. He had somebody try to take him out Like dude, like you don't understand when you guys start doing what's right Like it's going to happen And like that's why you got to be ready like people don't think like that Like what do you mean? Like you don't have to be a bad person You can be doing the right thing and people want to take you out You know what I'm saying? Like you guys got to know this you guys got to give it all the that you got right now Okay, and so how do I want to be remembered? Well, I just want to be the craziest son of a bitch that refused to conform That could refuse to settle and I want to be remembered for who I am now not for who I used to be But I used to be a piece of shit. I used to not care I used to be on oil And I'm not that way anymore and now I live by these codes It's like once you learn Okay stoves hot. I'm out. This is how I'm rolling till I die And I just want as many people as we can to live this way because this is the good life And it feels good to sleep at night. No, you're doing the right thing and also dude It feels good because right now it's easy to fucking win. You guys can win. Everybody's asleep. Nobody's paying attention I think it's going to get competitive again in a couple years And I'm fucking ready for that and I always train to get ready to take that mother out In my mind, I have enemies Okay, they're not real enemies. I've made these up Because I'm always thinking about somebody coming taking me out So you guys need to create some enemies right here. Who would take you guys out? Who are you after? Because to me, that's important, man Everybody's not your friends Don't fucking believe that Well, if you're going to go do anything great, you're going to have people that are going to hate you Okay So I love the hate their algorithm feeders feeders, but some of them are real Dude, our team is strapped everywhere we go We got everything you could imagine Okay, people was like, don't you feel unsafe? I'm like dude, somebody came in here. We'd strip and make it Okay, I promise you we're we're totally ready, man. If you see my team on any day I mean they're totally ready and we're I'll put this out there for those watching It's just like a I will say something just impressed us right off the bat It's like what like walking like got people working out outside got everybody screeching when you walk in the door I mean, this is just a and I'll say this one more time is we've interviewed a thousand people Like the facility and the culture that you know, you guys have built just from how sharp the people are It's super impressive. Like I mean that seriously cool. And hey, most of the guys aren't even here today You know I'm saying I mean so like just being in here Like you can tell like this is home. This is real, you know, I mean, but this is home to you guys So anytime you guys want to come This is good And which is one last question actually we always end is off that way But if you could leave the younger generation with one, you know, guiding principle one message Like what is your best advice to the younger generation if you could kind of leave them off with just a guiding principle They want to create a successful life. They look up to you. Like what would you leave them with? I feel like I'm saying the same thing over and over Like once you find out what works Right like like you don't change it what I love about Andy Frazzella Okay, and I know I go back to him because I've been on this kick With him because when I saw so I went to first form And and I'm gonna go back to your question moment first form I uh, I was sick to my stomach I was pissed off I told Andy I go man. I'm pissed. I imagine when I come here. I was gonna be all excited, but now I'm mad Because I saw what he built and I thought I knew what he built But I was wrong. He built something way bigger than I knew And now that I saw it I can't unsee it So like I told him I'm like, dude, I'm never gonna be the same again And I have to live by that. I have to have that So Andy told me the key how I built all this. I'm gonna tell you what he told me And it reassured me that what I'm doing is right And that's why that's the advice I'll give because one of the people that I highly look up to Told me that that's what he's doing and that's how he got he goes I'm not that smart Facts Andy goes. I'm not that smart But you don't want it more than me I'm I'm not the best at what I do. Okay. I am pretty good, but I'm not the best. There's probably somebody better But I'm so good about being consistent and doing the same mundane Every day and doing it like it's the last day I get to do it and the first day I get to do it and the first day I launched my business and I'm so happy to do it That that's why my grows because most people they think that it's another strategy. It's another plan It's another blueprint. It's another deal. It's another piece of technology Which you know, it might be something along the way that could be sprinkled on or added But it's doing the Hard work that people get sick of doing you guys start doing this and all of a sudden you're like I don't want to do this no more. I want to do something else Sorry This is how this got built. You have to keep doing it okay We We made this company by picking up the phone making calls and taking and taking calls and working all day long In the minute somebody thinks that we're not going to pick up the phone call or make calls take calls work off in day long They are out Because that's how this company was built Nobody's going to come in here and give me another way to do it because that is what we do That is how we built what we built andy frazella did it for 25 15 years And that's how he has something that everybody in the world had once Because he did what no one else will do so I'm like i'm not going to slow down I'm going to get crazier. I'm going to go harder. I'm going to do more I'm going to go insane. I'm going to be ahead of this. I'm going to play chess with everything I would just tell everybody with that being said that whatever you're going to do become the Fucking greatest and the best at it and understand that I call it mundane which means doing the same thing over and over again People get bored You get fucking bored. You get beat Enjoy doing the shit that other people don't like to do and get really fucking good at it Never be too good to pick up a pick up a piece of trash Never be too good to to wipe the toilet seat off if you can pick on it Never be too good to do this little Because if you can't do this little fucking shit, you will never do the big It can't happen. The world won't give it to you because you don't deserve it And i'm going to go to tim grover for a minute and i'm done tim grover says winning doesn't recognize you and that's why you're not winning Because winning is like a spirit and it floats around here And it's like a human and it watches motherfuckers and it sees whether you really want it It sees whether you're really doing what you told all these people that you were doing on these podcasts If you're really doing it and if you're not doing it it will leave you've turned it off And it won't return and it may come visit you in a couple years to check back in on you But dude if you want to win that winning that spirit is watching you every fucking second So Make sure that every second hour of every second of the day every hour No matter who's watching you or not, you know what you're doing You know whether you're doing what's right or not You know you know if you're really being an example to your team You know when you told your team not to do that that you shouldn't be doing it And either and what i've learned is most people tell people what not to do and then they go and do the same Because at some point they did do the work and they're not doing it anymore And they're living off that old win trying to coach today. No fucking way I want people doing it right now And andi frazella He's an owner but he's still doing the work right now And he's still grinding right now And everything that he does he still loves it. Nothing's mundane. He still enjoys every fucking bit of it And he takes pride in everything that he does and every person that's in this company He wants to change their life their life and see them do better and he's very direct with them But also he loves his people He hates betrayal and he loves studying. He loves getting better and he loves fitness Okay, three point fucking no andi elliott three point. Oh elliott army three point. Oh new fucking standards New law of the land new way that we live new way that we believe like guys just all raise your standards What would i tell people like dude like whatever you're gonna fucking do be the fucking best at it Do whatever studying you need to be the best at it get your guts in the gym become a savage Keep the best mindset ever be good to people. Keep your fucking word Don't over commit go through a season of saying no if you don't want to do something say no people ask me all the time Hey, man. I'm coming in town. I'm like, dude. I can't I can't talk. What the fuck you talking about Like they're like, let's go to lunch if you're talking about I won't go to lunch with you I love you. Thank you. I appreciate you but take someone else to lunch Dude because I don't want to go to lunch with you. I'm not being a dick either Like dude, I got so much fucking to do and it's all planned. It's all purposeful. It's all ready I'm going to fucking war and if I plan on going to war and I'm not a fraud and I'm telling you the truth Then I can't go to fucking lunch with you. That's what I would tell them son of a bitch That basically if you wanted to kill it and you want to dominate everybody Look, dude, people ain't going to keep doing this people are going to fall off Most of the people that are competing with you right now and anything that you're doing in two years They're going to quit Okay, so how bad do you want it? Okay, so the gym has to be a cornerstone of your life God has to be a cornerstone of your life If you want to make it and if you want to go big God can do things that human beings can't do So be close to God make sure that you're staying around the right people Don't let negative people get around you if you have a plan and you want to go somewhere If if you if somebody says hey, let's go do this if they're not involved in that plan And you don't see them being a part of that plan say no go through a season of saying no So you can say yes to the right because when you start to build any kind of coolness about you Everybody wants to take up your time everybody wants to do everything to you And what happens is that you feel like a dick because you can't do it But you need to understand this you're doing a disservice to the people that are counting on you to keep the the mission going forward By stopping and talking to everybody along the way You I mean, so I'm gonna tell you what I do and by the way listen like I had to do this I would go to an event and there would be like five or six hundred people afterwards that want to talk to you And I'm like I got to talk to these people like I got to say hi to them I got to take a picture of them and I did it but what I learned is It's impossible. You can't do it and it makes me mad So my team had to start just throwing me out of there Because it breaks my heart because I can't because I want to but that's why I create training events That's why people come out like we set up stuff for that I can't because I do like you just can't do it So my point is is that my team basically helps protect me does that make sense Um and because because what I want to do is go talk to every one of them I want to hear their story. I want to hear that change. I want to see what I got to do I want to do all this and they're that takes two days Like it can't happen and that's what was happening. My wife's idea. We can't be here for 24 hours Like you have to get out of here So I would just tell everybody go through a season of saying no surround yourself with some good buddies Okay, tell yourself the truth. I was just telling him. I'm gonna call him out You better get a fucking six pack and get in shape. We're calling him out on this podcast You hear me? Yeah, we're calling him out. We're calling him out because That's the goal The goal is you guys need to hold each other to this high standard and that's what good friends do And by the way when he is that way, which he'll be soon. He'll be so happy man He'll be like you he'll be like you dicks You let me run like this for fucking too long Souls, you know what I mean? But it'll take it'll take a hundred days for him to get to this new mind But then dude, he'll be like, I can't believe this and you'll all understand and know but I would just tell everybody do the work that no one else will do Make sure that like literally you stay in love with this and by the way, most people will quit somewhere along the way So continue to out self-develop them continue to outwork them And and then I want to say this have the courage to walk away From something that honestly you don't want to do Don't be doing something that you don't want to do For money if you really fucking hate it Go find something restart kind of like how I did and then become really good at it Okay, what's the worst thing that can happen? You're working out every day. You're not making any money, but you're learning how to recreate. You're learning a new skill A dude, you're just gonna fucking recreate yourself and in a year you'll have it all back in 10 times more and you'll be happier Imagine if you don't do it Like dude, brad lee and I'll go to this but he was broke and he was he was homeless and he was sleeping on the beach And uh when he was starting his lightspeed program And I go brad, what was it like being homeless because it wasn't that bad He goes, do you take showers on the beach? sleep the girls and Party on the I think wasn't that really wasn't that bad. He goes, I'm gonna be honest with you That's what I say like you're truly not that bad being broke What's being bad is not being who you want who you don't want to be So if you're not who you don't want it If you don't if you're like if I want to be this person, but I'm that person money Like say bye to that life and go go build a new life And I think you guys need to tell people that like it's okay to f***ing just start over But where do you start you start in the gym? You start self developing you start getting yourself out there You start learning how to sell you start learning how to be a leader and if you're broke It's all I'm f***ing you to watch all sh** until you throw up And then that's it and then dude in a year you'll look up and you won't even remember any of that But thank god you had the courage to change because if you didn't we'll do like You're I mean imagine living the same life 75 years Like dude my wife she she'll tell you she's like since my husband was 39 I married one man from when from when I was 24 and I married my wife to 39 She married one man, which was me This same person At 39 when she picked me off every day. She's married a new man again every mother f***ing day since she pissed me off Every day. She's like you son of a bitch man. You're crazy. You're every day I want to tell you this like could you imagine marrying the same person they never f*** changed Or imagine being the same person Dude listen you guys the second you guys stop growing around each other. You're going to go find somebody else to hang out with So you guys got to keep doing that And so I just want to tell anybody out there if they want to get what they want Like go into a self development journey Go physical mental business and you'll kill it and then before too long, which is totally crazy People will be asking you how you did it And then you'll be given you'll be a coach which really at the end of the day I think the end gang needs to be everybody to f*** up their industries and go kill it And get really good and do what it is that they said they were going to do So they can be approved approved in person to go do it and then let's go coach some other people to do it You know what I mean like do it go make some money and go be a coach I think we're in an era we need more coaches, but we don't we need real f***ing coaches Which means you do have to do it first, you know what I'm saying? And that's it Beautiful podcast seriously. Well guys, that's a wrap on today's episode Be sure to like and subscribe for amazing content coming soon Andy Thank you so much for having us out to the place and where can everybody find you at? Yeah, so if you just go on instagram check me out official andy elliot It's easy or you can go to youtube andy elliot. I mean we got a channel We're about like 500 000 subscribers on youtube, you know, it takes a minute to build that channel up Um, but you know instagram official andy elliot. I mean if you want to just concede some crazy You know like come check us out, but we have a coaching program But at the end of the day Whether you spend a dollar with us or not the cool thing about social media As you can see how people are living see what they're doing what they got going on Like dude just dive into it. Check it out man. I promise you'll be inspired to go build you a better life Hey guys, I just want to tell you the true one percenters you made it till 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