 All right, guys, welcome to Andy Elliott 1%er podcast. We're so glad you're here. We've got Brendan Whiting, a coach for Andy Elliott. We're going to tell his story. My name is Sean Pollard. I'm going to be the host today and run this podcast with you. We're just going to go back and forth and have a little bit of fun. But we want to introduce Brendan, the newest member to the Elliott group, a coach, an automotive business professional beforehand. We're going to tell his story. And then we got about, I don't know, about 30 minutes of time to share with you about our lives, trials, tribulations, how we've scaled, how we've made money, how we've came from rock bottom to mountain top. So Brendan, go ahead and take over, man. Introduce yourself. Hell yeah. Guys, what's going on? Brendan, coach here with Andy, started a couple months ago. Man, what a journey. Sean was my coach when I was selling cars, really helped me scale, got me plugged in, man. Just was around the wrong people my whole life, really. I'm a big conditioning guy. Whoever I'm around, that's who I'm going to be like. Nowadays, I'm around these guys every day. They give me massive energy, confidence. So we don't even worry about that. But back in the day, I needed someone to plug into to give me the confidence, give me the skill. That's what I found here. And I'm really excited to be here, man. I mean, this is going to be epic. But that's a little bit on me. Finally, here, man, we've been at this for some time. When do we? OK, so tell your backstory. You were watching YouTube. You reach out to Andy after watching free YouTube videos. That's exactly right. And you made some money. Coach reached out. Mikey Abelos reached out to you. You guys had a conversation. And then you and I connected, because there was something deeper you were looking for. But go ahead and tell us your story. March, right? The first time you reached out last year? March, two years ago. Two years ago. Yeah, two years. Two years. So you trained with us for two years. You and I went on a high-level journey in mindset. High-level guys. Got to meet your beautiful girl, Gia. She was a very intricate role in you scaling and growing as a man, right? Yeah, getting her plugged in was the next level. So why don't you just take us to the beginning, man? How did it all start for you and Andy? Was just jumping around jobs, had no direction in life, found car sales by accident, like almost everybody. And then I started selling the first six months where the normal salesperson month, tried to figure it out on your own, get yelled at a lot, a lot of disappointment, really small paychecks. So I got frustrated. I almost got fired. My boss said, hey, if you don't sell more than five cars this month, you're gone, man. I just want you to know that. That was December. So I was looking. You're a good looking kid, dude, with a great personality. For you to struggle like that, you're like, what am I doing wrong? And you're highly competitive. I know that about you. Highly competitive, but I didn't understand what selling meant. Like I didn't understand the concept. I'm a big detail guy. I need directions. Here's exactly what to do. That's what Andy provided for me. Gave me clarity what I was doing on the lot. Everything started to click. So I was in a really bad slump, and I was like, dude, I need some freaking help, man. So I just did what I always do, go to YouTube, look up how to sell more cars. Bam, Andy Elliott video pops up. I watched one, I get hooked. I'm like, dude, this guy speaks to my heart. I've seen the other guys, the big names, right? The guys who used to do sales training. And that stuff didn't really stick with me. I felt, it just, it wasn't my style. I found Andy, I'm like, this is who I want to be, right? And I think for the first time, I identified a mentor. I understood what a mentor meant. I'm like, dude, I like the guy's energy. To be pushed, be coached. In fact, he seems like he loves people, right? And I was like, I got to figure this out. So I watched probably 50 videos over the next couple of weeks. I sold 12 cars that month, made about $5,000. Decided to get more. When something's good, you taste a little bit more of it. You know what I'm saying? So I went all in. I just went crazy on the YouTube. Saw almost every single one of them. In March of 2021, I put up 27 cars, made like $12,000. Something crazy for me, coming from where I'm from. You've never met over what at this point? Your highest, you were in and out of, kind of worked at Jeju before? Dude, I sold shoes. I tried selling insurance. I tried a lot of sales jobs, because I always wanted to be it. So consciously, I just didn't, it never clicked. Like, nothing ever clicked. Nothing ever stuck. It's really who I wanted to be, right? I had a vision, but it was like steam on a bathroom mirror. You're wiping it off, and everything started to click on the car cells. It seriously did. It got really clear. And then I just went all in, man. I reached out to Andy. I told him, I was like, dude, I just had the craziest thing happen. I made $12,000. That's like more than my family makes in a year. And you come from rough upbringing, right? Yeah, just drugs and just the wrong crowds, small towns, small thinking. When I made that $5,000 check, in December, coming into 2021, I was like, oh my god, man. I mean, I'm going to make, this is how I thought. This is an example of what training does for your life. I was like, dude, I might make $40,000 this year. Like, imagine how crazy that would be. Went on to make like $150,000 first year, right? But that's where my thinking was at. But yeah, just around the wrong people. People who tell me to think small, everybody says the same stuff. Dude, don't go into sales, man. There's a lot of sales, a lot of small-minded stuff A lot of small-minded stuff. You got to show up and you got to work hard every day. It's like, dude, come on, man. Okay, so how old are you, Brandon? 23, 23, 23 years old, been with Andy for two years. And I really want to make this podcast, this episode, particularly more about your story too, because we get a lot of men and women that reach out. You talk to these people now. And when I see you talk to them and the passion you have for this young generation selling cars or an insurance, and these men and women that are reaching out. When I see how fast you can move people, it's because you've been moved, right? Would you agree with that? 1,000. You know how to move people because you've been moved. You've been taken from one place to another place through the training. And when your girlfriend really started pushing you and making you a stronger man, what was that like? What was that like for you? Dude, that was so uncomfortable. I mean, you give away complete vulnerability when you share with your spouse kind of what you're going through, right? Like we all want to be like the guy who's like, dude, I don't need people, I make money, I kill it. Like I never go through struggles. But when you start to get really raw and truthful with your partner about who you are and that, hey man, I'm f***ed up. Or you share with them your big dream and you're kind of like scared. You're like, what are they gonna think about this? Well, my girlfriend, she's amazing. Her name's Gia. She's been with me through this whole thing. I met her the first two weeks I was selling cars and I was like, yeah, this is something I do. You know what I mean? I'm just trying it out. Well, she watched it become a passion for me. And when I introduced her to what I'm doing with the LA Group, she was all in, dude. She was like, oh my God, you're like what I've been looking for my whole life. So she started to push me. Her and Sean kind of teamed up and they stayed on my ass, man. I mean, you know, the mindset's up and down. I gotta take a step back. When you say Gia and I teamed up, what does that mean? Cause they're gonna be like, okay, well what does that mean Gia and Sean teamed up? So what was that like for you? Cause you didn't know she would call me to get on you. What was that like? 1000%, well, I'll walk them through that. Cause it's so they didn't understand what we do as coaches. Like, how does a partnership work? What do you guys mean you're coaches for automotive? That's never been done. What Andy's doing in the automotive industry has never been done in the history of time. Seminars, everything that we do. So you can really break down what the automotive coach is for Andy, what Andy expectation is of us for our people. So when you say Gia and I were getting involved and she was kind of teaming up with me, what was that for you though? Explain that, cause that's pretty cool. Yeah, not a lot of women will buy in that level. So that's special. She's amazing, but not only that, but she was like relentless about it. Tell that for everybody. Well, you nailed it on the head. You said, like, you said you see me moving people and that's because I've been on the other side of the phone like with you, right? So to give you background, to give you timeline, like April, I sold, or March I had the great month. April I reached out, I bought some courses, right? I was plugged in at a small, at a low level. I was just getting started. That those courses, just that small investment consistently made me 12, 15 grand a month, right? It wasn't until Sean reached out and that was October, I believe or maybe September, right? I was going through it. I quit my job. I moved to a different place with better culture. Your mindset was just trash. Mindset was trash, man. Like it was in the dumps. I was scared. You know, I had people telling me, hey, you leave this job, man. That's the only thing you ever got, right? Well, that's where the coach, the coaching comes in. Like there's the training. There's the skill level side. And he's the trainer. He's a bad ass trainer. He's, he has all the answers. If you need to know how to make a phone call or do anything skill, it's Andy, right? But the coach and where Sean taught me how to help my people is the mindset, dude. Like I was, I was up. I was in a state. I needed some re-reformation, right? I needed just to be reaffirmed. Everything was going to be okay. I needed guidance from someone who had been in my shoes before and not somebody who isn't where I want to go. I needed a mentor. I needed a coach, a guide. And that's what he provided. So he reached out. So you know what I did though, right? Exactly how I played it out with you and why I walked you that path. Cause just two years earlier, I was walking that, well it was what, two and a half years now. I was walking that path with Andy and my re-creation. And that's all I did. I took what he's instilled in me, served it up to you. You and I went to war. You didn't like me at times, but you always loved your paychecks, huh? Coaching's not easy. I'm not supposed to be your friend. I'm supposed to get you to where you need to go. Exactly. As fast as possible. And that's why men and women leverage money. A lot of our people, they have a hard time with the mediocre mindset in the automotive industry. Leveraging money and going to make more money through a coaching program. But you bought all in once you saw the results. You and I went on a tear from October till you came to work for us when? Dude, October to March, I forget. March destroyed it. What did you average a month? About 25. 25 grand a month. And that was consistently. Yeah. And that was like, but you said consistently and that's the kicker out there. Oh, consistently. You guys, No, you nailed it. We're not talking ups and downs. It was 25 to 26 grand every single month from October to March. And we told you, Hey man, well, Andy reached out and said, I got a spot. Do you want to come work for us? And then it was over from there. We'll get into that in a minute. But as far as the coaching aspect, how do you push people now? What are some of the things that you use for your people when you reach out to them? Cause you got this generation of young bucks, 19 to about 26 right now that are just in love with you. Those are my people. Okay. Explain that. Well, those are my people and that's because I know where they're at. Like I know what it feels like. I know what the pain feels like, man. I mean, you know, a lot of these guys are going through a lot of pain, man. And a lot of people, Andy always says people who are lost don't realize they're lost. A lot of these guys are lost, man. They need some guidance allied at the end of the tunnel. And that's what I needed. That's what I got. And I want to go back. He said consistently. The reason it was consistent, the skill was there. The mindset was like this. The coaching keeps the mindset steady. It keeps you focused. And he had a badass woman. That's what we're all about. I mean, you know, having, between having an awesome, awesome lady and Sean, there's so much consistency. You know, you talk about inner circle and I can't think about my inner circle without the LA group. And I can't include a lot of my friends. A lot of people are the same way. I talked to these. What makes our connection special? You said 19 to 26. Is a lot of these guys, they reach out to Andy. They're hungry for more. They want a better life. But they have everyone around them calling them stupid for wanting to be better, which is the dumbest thing in the world. Crazy man. It's crazy. We're the only industry that is frowned upon for training at any level. Like a $99 membership. They're like, oh, that's stupid. What are you doing that for? But in real estate, attorneys, contractors, everybody that I know outside of the automotive industry that we do business with, they're like, dude, you're going to training. Like, cool, where are you going? Exactly. What event are you going to? What seminar does that look like? Oh, you're going with Andy and Bradley. That was wild. And the automotive, like, you're an idiot. I'll train you. Dude, it's the craziest thing here. You're surrounded by mediocrity. Yeah. You went all in young age. What was your total investment? I want people to hear this. What is your total investment with Andy Elliott training on training and the mindset coaching? How much have you invested total? Yeah, just shy of 20 grand. I mean, I saw a little bit of results initially. And then when I saw the coaching and what came with all that, I just went all in, man. I mean, and at this point, at this level, I mean, me and you still, all of us here, we're still investing in ourselves, right? Oh, yeah. Daily. Daily. We're trading every day. Yeah, and the thing is. And we're obsessed with it. And I mean, I don't see it any other way, you know what I'm saying? Yeah, no, it can't be any other way. So you're 23. You now work for the Elliott Group. Tell them what that's like for you now that you're new. You're about two months in with us. Two months in, yeah. You walked away from a significant income to come work for us, because working for us in the beginning, you will not make what you make out of the gate in automotive. That's exactly right. You made that decision. You moved from where? Illinois. Illinois. Illinois. You're going to Scottsdale, Arizona with us? Yeah. Gia's here. She pushes you nonstop. She's relentless. Nonstop, relentless. What's your last two months been like with Andy? And tell the people what it's like on the inner circle. Now that you know us from the outside, what is it like on the inside of the Elliott Group? Yeah, well, that's the coolest part. Like everything I expected to get I got and more, right? So being plugged in every day, it's awesome learning from Andy, dude. It's great being around this energy. And we don't have to fake it. We live it every single day, right? So just what I got was when I was on the other side, I was coming out to seminars every month. Every time I went back home, I was rejuvenated. I came out probably for what, six months straight, just freaking coming out, training because I needed it. And Gia was with you every time? Gia came with me every time. I tell all my 19, 26-year-old crew, I'm like, dude, if you have a girlfriend or wife, anything, bring them with you. You don't want to be going to the next level and then just stand by. Yeah, serious. You want them on that journey. And now what I mean about Gia, here's the cool thing. For four months, Brendan had no idea that Gia would text me and call me, say, hey, man, he's not right. I'd wait about a half a day or a day. And I call him. I'm like, hey, man, check me. What's going on? What are you doing? Where are you at? Where's your head at right now? And he's like, bro, this is so crazy. I needed this call right now. I'm like, bro, this is weird. And finally, Gia's like, dude, I tell Sean. Because you're ego and you're pride. You son of a bitch, dude. You wouldn't reach out when you needed me. You'd reach out two weeks after you started backsliding into your old ways. And then we had to repeat that together. And Gia's like, OK, well, I'm not going to allow that to happen anymore. We're stopping that. So she would immediately, day one or day two, she saw it. She'd reach out. We'd get you plugged back in. And then that habit became your ritual. Became the ritual. We talk about rituals in the morning and throughout your day. And then your systems and processes. How efficient do you believe you run now? One, being through our coaching program, and now here in the Elliott Group. What's your day look like now? From the time you get up to the end of the day. I want you to explain that to your automotive people, because you ran like that in the automotive industry. That's how you scaled. And now the first months are here. You broke my record, Danny's record, the Macklin's record, your first month. Why do you think that is as well? So maybe tell us about your rituals and your day. And then why do you think you had so much success with us right out of the gate? As far as a ritual, it pretty much stays the same. Like, guys, in the car business, it's freaking tough, man. You've got to get your mindset right. And there's going to be a lot of shit. And you can expect to use the same much every day you go into work. Every day there's going to be a problem. There's going to be something. And even out here, the reason that we're always in a great mood, always having the best day of our life, is because we prepare for it. We're prepared for work. Do you think people think that's real about us? What? We have the best day of our life. I like to think so. I mean, I feel like most that way. Yeah. Is it true for them to do the same? Well, we do, because we know why our brand is attracted to the negativity. And we've been able to build as a culture and the company to steer away from that. Can that be instilled as a one-on-one person? Let's say they're a loner at the dealership. They're going to become the one percenter. Can they run like that alone without culture if they're the lone wolf or the lone lion at the dealership? Yeah, very few people can. But most, everyone shouldn't. If you have a group like this that you can reach out. I think about it like this. Me and you being connected on the phone was a freaking plug. And us staying plugged in together is what kept me going, what kept me motivated. That's what I say about the consistency. I could not have done average what I average without a coach. If I was just training, I could not have done it. There's no way. Because it's that mindset, it's that level. But for Richelwald's man, working out, being grateful is number one in the entire world. I don't care if you're having the best month of your life or you're having the worst day of your entire life, you should always be grateful. It gives you a clear perspective. How do you stay in gratitude? I mean, just thinking about everything that you've been through, thinking about all the people you have around you that truly care about you. I mean, I'm blessed now being here that we have a ton of people. Our circle is so strong. It's crazy. But what we're trying to do is bring you guys into this because we want you to know that you're not alone out there, right? Everybody says, training's stupid. We're taking over the world. And we're trying to bring you guys into this. Yeah, and we're trying to bring you guys on the journey. And the reason that we do these and we open up is because when you see what we came from that we're not that different, right? Like there's no difference in between us. And as far as just starting off on the right track here, it's this passion. And it's this truly understanding what you did to me as a coach and being able to apply that to other people, trying to figure out every day, like not thinking what do I need to get? What do I need to make? What do I need to do? Thinking about what do these guys need, man? What did I need to be told when I was going through this? And that right there will set you free. So do you believe that you serving people at the highest level is your reward? Is that part of your gratitude? Dude, that's my reward. That's like, I've become obsessed with it. Did you show me your text messages? It feels good, huh? Getting these text messages. Dude, it feels great. I'm like, hey, Brandon, you changed my life. Brandon, I made more money. Brandon, I just, I'm not getting kicked out of my house. Brandon, I just got my car out of a repo. Dude. Oh, my Brandon, with Andy's training and you being there, dude. I mean, does that fuel you as much as it fuels me? Because it's my life. It gives me a high and it also makes me really emotional because I remember what it felt like. I mean, I was facing my car going back. I was facing a broken life back home, right? And the car business changed everything for me. And when I saw what I had in front of me, I truly grasped that, hey, if you get skilled, you can turn decades into days. I don't care where you come from. If you don't like where you're at, change, man. Get better. That's it, dude. And when I realized that, my life was set free, I was like, dude, this is who I'm going to become. I moved. Me and Gia, we can't even believe our lives. We wake up and we're like, how the fuck did this even happen, man? A year into the car business, we both got new cars, both got a new house, but that's not the point. The point is we're creating a life that we want for our kids that we didn't have grown up. And you can do the same thing. You can't. You visualize who you're going to become because I hired you for your potential. When I saw you and Andy made the decision and Jacqueline signed off on your hire, I was like, yes, here we go. Because I knew who you were going to become in three years. The guy we want, Andy wants and envisions, is three years out. Because you have to evolve. You have to go through the process of the maturing. You're young. And what do we talk about? Eliminating the mistakes, eliminating poor decisions, eliminating that learning curve that we're going to help you put you through, but helping you grow and evolve. Because the potential you have that we see, that's what we're after. So what keeps you going? Like if you were to tell somebody, okay, you're in automotive right now. And let's say you have a vision to work for the LA group. Go be a GM, be an owner. What's the one piece of advice you can give to these guys? These men, I call them kids sometimes, but my oldest is 25. So these 19 to 26-year-olds that are, I mean, dude, you got some people and a couple hundred of them now that are just like this. I call them, check in, and I'm like, dude, I'm cool, Sean. Love you, bro. I talked to Brendan. Take it easy. So you built that. That is powerful. Great job. Don't ever walk away from that. What's that one piece of advice you would give to those people that are looking at you right now? Should I call him? Should I call him? What's that one piece of advice you give them? If they're not gonna call them, they're scared. Let's say that. What piece of advice could you give them right now to get them going in the right direction? Dude, I mean, that'll just take a chance, man. Take a chance. That's it. Well, that is it. I was trying to decide if you were gonna ask me, like people who are gonna want to be a GM or want to work for us or want to do something cool. That would be just keep the chip on your shoulder. Never forget where you came from. Cause like every day I'm thinking, like the biggest cancer in the entire world for people who want to be highly successful is thinking that they've made it. Boom, that is a fact. That's everything. I'm happy, I'm fulfilled. Me and Gia have the best life in the world working here. But there's so many more levels. And what keeps you going at this stage is not money. If you focus on the money, you're done because you have the money, you have no worries, right? But you focus on reaching more people, changing more lives because there's always more to be done. There's still a lot of people who need our help out there. Oh yeah. So just keeping the chip on your shoulder. And by the way, I didn't plan to work here. I'm so glad I'm here, right? But I didn't plan on it. I didn't know what was gonna happen. So like my plan was to get into management because I wanted to change lives because I was at a seminar and he told me how great it was when he became a manager and he trained guys and helped them change their lives. That's all I've ever wanted to do is help people change their lives because as much as I like to think back on my story and it makes me cry, it makes me emotional how me and Gia went from two grand a month behind on bills to where we're at now. What inspires me more is when one of you guys reach out you call me or you take a chance with me just because you're like, dude, you seem so convinced. I'm gonna try it out. Three months later we talk on the phone and you're like, dude, I mean, like my life will never be the same. That drives me right there. That's what keeps me up at night, right? Yeah. I want to help that guy, you know what I mean? Cause I know what it's like. Like I always thought I was like weird, dude. I was like, I was like, I want to be the best. I want to do crazy stuff. But I was, I was weird because I was 1% and 99%. And everybody around you saying, hey, don't worry about it. Let's go have a beer. Why don't you take the night off and see you at the bar, going to the bar after work to decompress when that's not real. We've proven that's not real. You don't go to the bar to decompress, go home, go to the gym, take care of your responsibilities as a man, take care of Gia. Don't leave her hanging after a 13, 14 hour day. Skill set, closing negotiations. You became lethal and all that. Money goes way through the roof. And then I'm paying a picture for you to have a better life. The same picture Andy just painted for me two and a half years ago. When he hired me off rock bottom because he saw potential. And do you know why Andy decided to hire you and talk with Jacken about bringing you aboard? No, I actually don't know. Because every time we met you at a seminar, every time after the first one, you talked about how you're going to take Andy's training and infiltrate a dealership and change the culture and change the way people think and you're going to do it for them. You're going to make them better. You're going to see the better life. You're going to paint this picture of how it can be done from what you learned. You kept saying that month in and month out and it just started clicking and Andy was like too, that's our guy, that's the next guy. He keeps talking this way, man. He's speaking our language. He's bought into our culture. He's invested at a high level. That's the type of people that we look for, man. When we go to hire one of us, because you know we need 20 people right now. We don't do that. We don't hire to the masses. We hire to the individuals that are brought into our culture and we select them. So dude, it's an honor having you, man. I'm glad you're here. Hell yeah, man, I'm glad to be here. And push people to the next level. Moving forward, where do you see yourself in two years? Dude, just continuing to grow and scale. I mean, me and Gia both would die for this company. I mean, that's how strongly we feel about it. I believe it. We came out in October and I want to say something. I remember you talk about the transition from just buying courses to really being plugged in with a coach at a high level. It's a whole different bogum. It's a whole different mindset. It's a shift. It's a state shift. Dude, yes, and it's just a completely new person. I remember when I bought the courses, I was still, like I said, I was making 12, 15 grand a month. I was doing good, but I was still not happy. I was not fulfilled because I was still hanging out with same friends. I was just more skilled. My mindset was the same place. I didn't completely recreate yet. Having a coach helped me completely recreate. Then I cut off all my bad friends. Me and Gia's life got better. We started to sit down and really figure out what's our dream life? What are we gonna do? What are we truly after in this world? And that's when everything pops. Like, I mean, you know, September, October, November, first seminar, real tears, real crying, raw, just feeling like something that I've never felt before went back home and never made less than 20 grand after that. And it's not about the money. It's about the fact that I felt like I deserved it for the first time in my life. And a lot of people out there, I feel like the number one culprit is you'll never out earn your own self-worth. I feel like a lot of people struggle with self-worth. Well, when you get plugged in at a high level and you see a guy just like you who's doing this, you're like, dude, I can do it. You know what I mean? And you can reach out to Brennan right now. Reach out to me, yeah. You can reach out to him. Give them your cell phone number. Is that okay if we do that? If we do that? Give him your cell phone number right now. Your personal cell phone number. That can reach out to you. Listen, 19 to 26, it doesn't matter. You can reach out to Brennan. He's done it at the highest level. But that 19 to 26 group of men and women that you're working with, they're becoming a powerful bunch. What's your cell phone? 618-305-4070. Okay, that's Brennan's cell phone. Watch it back if you didn't get it. You can text him, tell him you watched the podcast. You know, get in with him, plug in with Brennan. I watched Brennan. I put you through the grind right now, don't I? The grind. I make sure he's in the gym. He's treating his woman right. He's showing up to work. He has a vision. He has something that he wants. We're a lot alike, except for 20 years apart. And we're very driven. I've been with my wife for 24 years. I see how passionate you are with Gia. It absolutely moves me to see it because a lot of guys your age are just like, oh, I got a girlfriend. You are really highly in love with this woman. It's powerful to see this. So as we grow in scale and keep pushing the needle, do you think your relationship and the strength with her contributes to your success? 1000%, man. 1000%. Yeah, it's everything. Because now you have a lifestyle. You have multi-dimensional, you got money, your relationship, your health, your wealth, your mindset, right? And all that is clicking at the highest level. That is a lifestyle of a multi-dimensional man, would you agree? 1000%. And you just keep crushing it, right? Yeah, and they all have to be in alignment. There was times before we get plugged in that I was thinking about cutting it off with Gia, right? Like we were just thinking about ending things. Because we would fight a lot, man. And it's stressful, and I'm working 80 hours a week before I'm really plugging in a high level, going down to 40, right? You know what I'm saying? That's the whole point. You work hard for your money, you leave your family. And when you say the 40, you drop from 80 to 40, I'm gonna hold onto this. You drop from 80 to 40 because your skill acquisition increased. Skill acquisition and mindset, and work habits, which is mindset, right? Work ethic, skill acquisition, mindset. It took you down to less hours and more money because you were skilled. You knew exactly how to run a car deal, how to close a car deal, and just run an optimal. That's the kicker, yeah, and that's the thing. Dude, like I talk about the six months before and making 12.15 in that range. Dude, that was grinding. That was like waking up, getting to the dealership at 7.30, making cold calls, talking to people in service. At 11 p.m. at night, literally, like six days a week. Thank God there's Sundays off in Illinois. Driving to go sign a deal at 11 p.m. at night to like BFE somewhere like, I don't even know where I'm at, right? 40 miles away from the store. Yeah, and like that kind of stuff too. Fast forward in those six months that we're talking about. I mean, March was my last month and it was my best month. I made 30 plus, right? That month, I probably worked 40 hours a week. I came to a seminar that month and I actually missed my flight talking to Andy about working here. So I was gone for a whole week. So I probably worked 18 days that month, which is the lowest I've ever worked. And I was showing up at 10 and I was leaving at six. Those aren't the habits you instill in the beginning. Yeah, exactly. But you have to understand, I watched him log into the platform in the hours that he would do. I've tested him on word tracks, closing, delivering the pencil, the walk around, all the things that you've gained in skill, skill acquisition, Andy always says it's not a lack of money that you have a problem with. It's a lack of skill. You fix your skill, you fix your money. Yeah. And you did that at a really high level. Yes, and the thing is like when I say 10 to six, I don't mean I got lazy. What I mean is from seven to 10, I was training. And when I went in at 10, I was on fire. And I would dial for two hours and set up the rest of my six hours. You know, that's three, that's three card deals a day. And you were crushing it, man. And that's it, man. It's just working harder on yourself than you work on your job. Absolutely love it, Sam. Well, my brother, I'm proud of you. Thank you. And honor being with you. Drop him your number one more time. Reach out to Brendan if you have any questions, how he scaled, how he built his little empire. Welcome to the LA Group, my brother. I'm glad you're here. My brothers and sisters, we're glad you're here. Brendan, drop him your number and we'll get out of here. Six, one, eight, three, zero, five, four, zero, seven, zero. All right, you guys have a great day. Crush it. If you need anything, reach out to my man here. Take care. Thank you guys. Love you.