 Hey, check this out, guys. Look, hey, do me a favor. Everybody grab something to write with. I'm gonna give you guys just a second to get something. And I mean, at the end of the day, the reason why we spend time together is so we can get better and make more money. That's it, okay? And by the way, master the craft to be in the best in the world. I'm gonna say this. There's a lot of people that just aren't in love with mastering the craft of becoming the best in the world. Guys, money doesn't mean anything. It will never make you happy. You know, to make you happy who you're becoming. Just never forget that, man. I mean, I'm gonna tell you right now, you know how many people I see that just don't, that people don't burn out, they lose their purpose. I was just saying, people just lose their purpose. Along the way, I watch people chase money every day. Money's so easy to make, but it's even easier to make when you don't lose your purpose, okay? Listen, I'm telling you right now, I've got this whiteboard today. We're gonna set it up. And I'm gonna talk about some stuff. Let's bring it down just a little bit. I got mama helping me out here, just so we can get set up. Grab something to write with, grab a pen, grab a piece of paper. And like I said, we're gonna kick some butt today. Everybody start by writing this down real quick. Everybody write this down. Dumb advice people give. Just write that down for a second, because I thought I would just want to talk about that for just a second. Before we start. Yeah, my bad here. We're letting it focus. Okay guys, dumb advice people give. Every single day, I hear the stupidest advice. Let's talk about some dumb advice that people give. Well, one of the biggest things that I see that's a problem, and I'm gonna give this to you. It's just gonna be one statement that we're gonna get into the training. It's gonna be, you have all the time in the world. I hear people say that. Look, you don't have all the time, okay? Everybody has an expiration date on it. When I say this to you, everybody, the stupidest advice you could ever get is you got all the time in the world. You don't. You don't. You gotta be a now person. Listen, let me write this down, okay? N-O-W, you gotta be a now person. People that are winning are going and getting what they want right now, okay? If anybody is relying on time, your time will pass. Now let me explain this to you. Some of you might be 45 or 50 years old. You're 40, you're a little older. Look, I'm gonna say this to you. You got plenty of time, okay? I'm not telling you that time's running out. Dude, 40 is the new 20. I'm 41 years old. I feel like I'm 16. But I wanna explain what I mean by this. You have all the time in the world is the most stupidest advice I've ever heard. I am a person that, I do believe things are patient, okay? I wanna build something massive. It's gonna take some time. I get it. Look, if something's new to me, if it's new, do I have to do it a lot before I get really good at it? Yes, but does that take time? Yes, how much time will it take will depend on whether I want it now or whether I'm gonna use the damn excuse of time, okay? If you'll train with me and you really, and when I say this to you, do me a favor and I'm really gonna train you today on some great stuff. But I wanna lay out the foundation why you might wanna really listen today and not just kinda listen why you're doing other things, okay? If you want the bare minimum, you'll get it. You want VIP, you wanna be on the front stage, you want people clapping for you, instead of you clapping for other people your whole life, you can have it. Everything that you want, you can have. But you gotta realize the people that have it now that you are like, man, I wanna be like them or I wanna do what they did, they did it now. That's it. I see some of you, you could be the top sales person in the world, you could have the best marriage in the world, maybe you're a manager and by the way, you're not the best manager in the country, because you keep saying, I got time. No, you don't. Somebody needs a miracle today to show up in their dealership, okay? If you could be that miracle, you can write your own check. Anything you want, you could have. You think every dealer, hold on, forget about dealers. You think every company in the world is hoping today that one of their people show up, just one and will perform a miracle today. I mean, honestly, that'll come through and just save the company and be the person and be the difference maker. Write that down. Difference maker, is that you? Is it you? Yes or no? Don't give me some crap about two months ago, what you did when you felt good. I wanna know, is it you? Black and white, if it's not you, guess what? It needs to be you. You're built for it, you know it could be you? I'm gonna ask you a question, I do this all the time. I close my eyes and I envision my future self. And listen, let me tell you how I know whether I'm lying to myself or not. I close my eyes, I envision my future self and if I can see that person, I can reach out, grab it and become it. But if you close your eyes and you can't see it, that means you don't believe you can really be it and you're just literally wasting your time. You're dabbling around and you got a fake dream. If you can close your eyes and you can see it, you can become it immediately. Let your dream be so close you can touch it and guess what, what is that dream? Is it financially free? Hey, listen, you know what I'll choose over financially free, fulfillment. That's the reason why I'm financially free, okay? Fulfillment, how many of you guys are chasing money instead of chasing a fulfilled life? I want you to think about it. Chasing money is dog shit. It's a miserable life. It's miserable, but you got to have money but money, you turn it off when you're not happy and you're not fired up and you're not jacked up. How do you feel about where you're going? You as a person, how do you feel? Let me ask you a question, write this down. All right, everybody says, I sell just dumb advice. Everybody says you got all the time in the world. How do you feel like you guys are all salespeople? By the way, you love sales, you love money. Let me explain this. Do you got to be really good at sales to attract money? Yes, yes. What would I want to be fulfilled by becoming the best salesperson in the world? Let's talk about a couple of things. Speaker, are you becoming a better speaker? Are you? Listen, I'm going to tell you this. Every single day you could become a better speaker. Every day, guys, you speak for a living. Every single day you speak all day long. Every person you talk to, are you not convincing them to give you something? Yes, why have so many of us not studied the art of speaking? Look, I want to tell you this, you are a speaker. You know what I had to do when I wanted to become the best salesperson in the world? You know what I had to do? I had to be different than everyone else. So you know what I said? What does a different salesperson look like that's extremely good that'll demand the attention of the world that will be fulfilled? And what I mean fulfilled, I mean like when you go and you line up 10 people, you know you could sell in close 10 people. You know you're just that good. You know why? Because the power of now. You took on the now where everybody else says I got time. Let me explain this. How many hours a day you want to train? I don't know. What are you willing to sacrifice to get who you want to be? You know, most people won't sacrifice anything. You're not willing to meet the demands that it takes to hit your dream. Okay, do you know that dream you have that big, giant, hairy, massive dream? I want to be a millionaire. I want to have a million cash in the bank. Andy, I want to live for the rest of my life until I die like I love who I am. That's part of my dream. I want to love me. Just the truth. Because my whole company runs off love. My wife, my children run off love. My business, I sell with love. How could I have that if I didn't have any love? That'd be silly. So I have to love me every day. So it's not about who I am, right today. It's about who I'm becoming tomorrow. Do me a favor. When is the last time that you saw a shift in your sell? But not financially. I'm not talking money, guys. When is the last time that you worked harder on you than you did on your job? You truly worked harder on you. Now, look, I want you to do this. Right down the last time you saw a shift right now and right down the day. Let's go, let's think about it. Last time, today's 9 27, it's 9 a.m. Yesterday, were you better today than you were yesterday? Was it a week ago? Was it two weeks ago? The answer should be every damn day. But that's probably not your answer. You're probably sitting there thinking, hey, you know what, to be honest, Andy? Seven days last week, I didn't get any better. Seven days I went around jaw jacking, jacked up, fired up, motivated, right? I was there. I had a good attitude, Andy, but I didn't get better. What do you need to focus on? Now, N-O-W, now, to get what you want. You don't have time. Guys, it's time to wake the hell up and I'm gonna say to see, all right? If you really wanna get what you want in life, and I mean like fulfillment, self-love, love who you are, be deadly, what do you wanna be deadly at? Write it down, what do you wanna be deadly at? I wanna be a great speaker. I wanna know anytime that I speak, I want to know that whatever it is that I'm speaking about, I speak in a way with language and words that people haven't heard and when I talk about the topic I'm talking about, I'm sure they've heard it before. I wrote it down, new language and words, new N-E-W, N-E-W, new language and words. Every day as I'm negotiating, as I'm working things out, as I'm growing, I'm always trying to figure what is a word that has been overused in the sales space? What is a word? And what I do is I take that word that's been overused, that's been diluted, that doesn't have value anymore. Hey guys, does this word have value in our business anymore, can I earn your business? Does that have value anymore? No. Everybody in the world for the last 20 years says at the end of the deal, hey guys, so if I could get the deal right, can I earn your business? I'm not saying can I earn your business. I'll say, hey, is that fair? Can we do that, would that be all right? Would that offend you in any way? Would you be okay with that? That's the way I'll speak. I'm not gonna say earn your business. So what I do is that I take the language and words and I replace commonly diluted sales people words. Let me tell you this. I pray I'm not talking to a guy today or a woman on her first day here because really today I was hoping to bring you some advanced sales training that would show you how to beat and destroy everyone. New words, new way of thinking, new way of saying things, new language. Look dude, do you sound the same 10 years ago as you did today? If you ran into somebody today you hadn't seen in six months, would they say, my God, the last time I talked to you, I mean, you didn't even sound this way. I mean like, who are you? Is that you? Think about it. All right, so I wrote down new language and words. All right, here's the deal. We're gonna talk about closing today. Closing, your words need to be deadly. Write that down, they need to be deadly. Okay, listen, what does that mean? Okay, here's what I want you to do. You take a Scantron test of a hundred questions. There's a hundred questions, you gotta answer them. How many of the hundred did you get right? I want you to think about this. When you're going through a close, a guy's like, hey, I can't afford that. I'm gonna give you an example. You have words and sentences that start coming out of your mouth. Now I'm gonna ask you a question. If I was to take the dialogue, right? Like the words that you're saying, the transcription. And I was to take each word. And when it was all said and done, this is the objection, it comes in, guy says no, or I can't afford it. And I was to take all the way to the close. And I was to transcribe all the words, all the words that you use right here. And I was to print them out. And when it was done, I showed them to you. And I said, look, this is everything you said when they said no until you went for the close. Are you a hundred percent good with everything you said? Is there any fact? Is there anything that we could have taken out? What you said, was there a better way of saying it? What you said, did you say it the way you wanted to say it? I can say the same thing two different ways. In one way has a better way to be understood than the other. Guys, let me explain this to you. You wanna be the best salesperson in the world, you are a communicator. Write that down. I am a communicator. A communicator is a closer. Nobody closes anything if they're not a communicator. That's it. Now let's figure it out. You're a public speaker, you're a communicator and your words gotta be deadly. Here's what I'll tell you. Some of you are like, tell me the next thing. Some of you guys are like, wait a minute. So everything that I say, you're saying I need to make sure that what I say is a hundred percent spot on. Yes, that's right. I'm telling you, if you wanna go to the elite level to be one of the top 1% earners, look. So at the top of my page, if I was listening and by the way, I study other people every day, one of the things that I caught was the top 1% earner. This word is very attractive to me. Although I'm not all about money, I do like earning. It's like bonuses. I don't get motivated by money, I get motivated by who I'm becoming but I like seeing the point stack to me, which is money. And I see 1% earner. That means higher than the other 99% you are a true 1%. Now listen, let me say this. There's a lot of fake wannabes out there. Yeah, you know who they are. They're walking around, right? Let me show you, hey, how do you know what a wannabe is? Now listen, there's a guy on his way up, okay? That guy's a grinder. He's going to where he wants to be but there's a lot of wannabes. You know the difference between cockiness and confidence? Cockiness is really simple. You think you're the best and you don't want to grow. You're not like a sponge, you got to fix mindset. You tell everybody every day, how much you know. Yeah, I know that. Yeah, I know. Yeah, guys like, hey, let me go over this right there. I know that, hey, you did this wrong. Guy, hey, my coach comes to me the other day says, Andy, you did this wrong. I didn't say, yeah, but I want to tell you this. You know what I said? Nice catch. That's what I'm talking about. Nice catch. Guess what? You just leveled me up, appreciate you. That is confidence. Confidence is having the growth mindset, knowing that there's another level for you to go to every damn day, all the time. And anytime somebody says something to you, you think there's some truth in it? Yeah, there's some truth in it. It may not be the whole truth, but there's some truth in it, okay? But you know what people do? Yeah, but do you know what will stop you from growing, growing, but B-U-T. I know, but the reason why I did that, you're justifying why you work great. Don't justify, say, hey, I get it, done. I'm going to take it in. So I'm going to say this, as I'm going over these words with you, why would a guy or a woman not be able to close? Not be able to close 10 for 10, which by the way, remember how I said dumb advice people give you? You probably got some advice from somebody one day that said, everybody's not closeable. Bull crap, no ways. Listen, I'm not having it. I'm not having it. You decide what you want to believe. You decide. Listen to me, every single person that comes into the store today, every single person that calls on the phone, every single one of them are closeable, everyone. Now, look, you want to argue with me? Watch, here's my deal. Your beliefs, your beliefs, sorry, I had a fun day yesterday at the church, lost my voice, watch this. Your beliefs will determine what you did. Am I right or right? Would everybody agree your beliefs? Okay, all right, watch. Andy believes 10 out of 10 people are closeable. Okay, a guy argues with me, says, nah, nah, man, there's no way. I know the stats. I look, I did the numbers. A Harvard report says the stats on this are six out of 10 are closeable, if you're the best. Now I'm gonna ask you this question. Which person, this guy, which is me, or this guy is more deadly when his back's against the wall and the customer's saying no at believing they can close that deal. Is this guy gonna do better? Hell yeah, you know why? Because this person is already finding bias in their head that they know that the real numbers means that someone doesn't have to buy every time because it's not possible. The second you say can't or not, you just cut yourself out and be in the top 1% on earth, period. You're done. The best closers in the world, they're delusional. I told you that all the time, okay? Some of you right now, guess what? You need to change your damn beliefs. Somebody sold you on a freaking lie. You know what? Maybe it is a lie. Maybe 10 out of 10 people aren't closeable. You know what? I'd rather run as a salesperson with that lie all the time. And by the way, you know how I got to where I am in life right now? By lying to myself every day. When I wasn't worthy, I told myself I was, okay? When I sucked, I told myself I didn't, okay? When I wasn't the best good looking guy in the room, I told myself, man, you're pretty damn good looking. You know what? Everything that I told myself was a lie. I broke every rule. I lied and I cheated my way and myself to get me to become the person I am today who's real. I'm gonna tell you this. Some of you guys, the truth needs to be changed, okay? It needs to be changed. The reason why you're not moving fast enough is number one, you don't want it now. You still think you got time. That's a problem. Secondly, the way you speak, you still speak the way you spoke a year ago. Holy cow, can you earn more money and become a higher earner if you still talk the same? No, no, you gotta change the way you speak. Write down the holes in your game. Look, I identify people speaking patterns all the time. And what I'll do is that I'll see how fast they speak, how slow they do their tonality, their language and their body in which they speak. Listen, the pitches, the demeanor in which they speak, like the word like, like, hey, how's your day? Or like, hey, how's your day? Like a guy that can stretch your word to really pull someone out on a limb with them, okay? You gotta understand this. There is a whole another level of person inside of you that you hadn't met. But some of you guys sound the same as you did last year. I'm sick of it. Change your freaking mouth. Change the way you speak. I mean it guys. Shit, everything is gonna change so fast. Just do it and listen to me. And by the way, criticism is good. Be a critic on yourself, okay? Don't tear yourself down, but be a critic, okay? Like if you don't feel like you like the way that your words come out of your mouth because you're using a bunch of old regurgitated, 20 year old training outdated crap, change your words in your language. You'll understand that when you say things, common things and in common ways, people listen. All right, words gotta be deadly. If I was a transcribe all the words you said on your clothes, would you wish to have removed some of those words? If you do, number one, you're overselling, you're over speaking. Secondly, you probably don't have it planned what you wanna say, all right? Number three, I'm gonna go over a couple of these and we're gonna start closing. By the way, we're already starting closing. Certainty, certainty. I wanna say just one word, it's called certainty. If anybody in here says anything at all and they're not certain about what they're saying, guess what? No one else is gonna believe what you're saying either. I'm just gonna tell you, certainty is the number one magic trait that a great speaker has. Have you ever had somebody tell you something you just knew they didn't believe what they were saying? You just knew it? Well, I'm gonna tell you this, that guy never made it, okay? The people that made it, the people that made it were able to say something in such a way that you knew they believed it with every ounce of their bones, their being and their soul. Certainty, never forget that. All right, number four, then we're gonna start going into the last half here on some things. We're gonna talk about this. Don't ever ask for the business until you are 100% confident you can get a yes. Let me explain this to you. Never ask someone to buy if you know the answer is gonna be no. Don't do it. Rewrap, re-wrap, loop, re-hook, horseshoe. Whenever you wanna call it. Let me explain, okay? Let me explain this to you. Everybody make sure you remember that word beliefs. That word beliefs is very important. Beliefs means what you believe is gonna happen is gonna happen, okay? Listen, and by the way, while I'm erasing this, I was talking about people to take advice from, okay? I take advice from everybody, okay? Doesn't mean it's right for me, but I'll listen to it because I like to hear what people say. But I'm gonna tell you this. One of the ways that I grew up on who I needed to listen to or who I didn't need to listen to was called YTD. Everybody write that down, YTD. YTD is very simple. It stands for year to date. Okay? So to this day, anytime that I have somebody that I genuinely want to learn from, okay? Everybody please write this down, YTD, okay? Anytime I genuinely want to learn from somebody, there are a couple things that are very important to me, okay? Number one, credibility. Did they do it themselves? It's very important to me, okay? Very important, okay? Because listen, I don't want to learn from the theory speaker. I want to learn from the applicant. Does that make sense? What that means is that you guys all sell cars, okay? You got, by the way, you're all salespeople, okay? You're all going to sell until you die. You want to be the best in the world. That's why we're spending the time together, okay? And I'm going to tell you this. You want to be the best in the world? If you want to, what do you got to do? You got to study people who've been where you want to go. It's that simple. Your manager says, your manager, hey man, do it this way. Cool, appreciate you. Your GM says, do it this way. Another salesperson says, do it this way. A guy that's been in the business 40 years says, hey, do it this way. Cool. So when you did it, what was your year to date when you did that? Please. Because if you're learning from a guy who made 15 grand a month, you will make 15 grand a month. Let me just say it again. Now, by the way, listen, let me explain something to you. Secondly, how long did they do it? Very important question, okay? 2021, guys, we're in the best market in the world in the automotive industry. It's going to be a lot of heavy year to date to come out this year. A lot of heavy ones. What are you going to do next year? If you ask somebody, hey, so this guy, he made this amount of money last year. I don't care what you did and how much you made when the market was up 200%. I think it matters, but I don't care. I want to know what you did in 2018, 2019, 2020. I want to know what you did in 2015. I want to know what you did in 2014. I want to know what you did in 2010. I want to know what you did in 2008 when the housing market crashed. How'd you do that year? That's what I want to know. I want to know, did the person that I'm trying to learn from only do well when the market was screaming high? Listen to me. Right now, guys, there's a market shift coming. You already know it. You know what that means? Right now, inventory is low. Beautiful, freaking love it. You know what that means? Your asses better be ready to sell every single thing that's in front of you. You know what that means? Don't get stuck on the order bus like the rest of the order takers, okay? Welcome to McDonald's. Get out of here. Listen, somebody pulls up on the line. 10 out of 10 people will buy something that you have for sale on your pavement. 10 out of 10. Question is, are you good at speaking? Do you have the certainty enough to sell them something that you got that's there? By the way, when they were wanting to buy what they wanted to buy, when they were, listen, think about how easy this is and how you can get stupid really quick, okay? Don't get stupid on me, okay? I've done it before, it cost me a lot of money. A customer is at home. He's thinking about buying a four-wheel drive truck. He gets on the internet and sees a black Dodge four-wheel drive, leather, sunroof, lifted. He wants to buy even a diesel. He has this envision of going to the store and looking at that diesel. He gets there. You have a two-wheel drive, cloth truck, right? Gas engine, totally opposite. Let me ask you a question. Were you there when he was at his kitchen table thinking about this black diesel? No, you weren't there. You had no influence over him. You couldn't guide his thinking. You didn't do any of those things. That person came up with it on their own. Guys, do people waver and change their minds all day every day? Yes, yes, yes. One day I want this. Tomorrow I want this. The next day I want this. Is that the world? Yes, that is the freaking world. Oh my gosh. Guys, so what does it mean for a guy to come in who wants a black lifted diesel, leather, sunroof, and whatever? It means he saw one out there somewhere, got a little excited. It motivated him enough to come into your store. He's a buyer. He wants to buy something. The question is, will he meet a salesperson that wants to sell something? I mean, think about it. There's two kinds of people walking out on the pavement today. One is like, hey, my name's Andy. How could I help you? Oh, looking for a black four wheel drive lift diesel? Dang man, we sold that one. You know what? We got some good inventory coming in. Look, let's go and sit down. Maybe I got something else you want to look at. Man, get your ass out of here. Go to McDonald's, man. Just do it. You're not getting any better. You're not making it. Do you know what? Remember I said find fulfillment. You know, fulfillment for me is making the customers buying process easy. Easy. How do you make it easy? Being a good speaker. Being certain in the way you say things. Being great with your words. Have a new language. Have a new words. Having a different belief system in your head. They can buy, they came to buy and they're going to buy as long as I do my job. Every stinking day. Now can I ask you this? Is that the way your store operates? Nope. I already know. You don't have to lie to me. Is that the way your managers tell you to do it every day when you walk in? Nope. I already know. It's your different. If you can get this, it slides out. If you, by the way, you have to know who you want to be in order to become it, okay? My goal is as we speak together, as we talk, is for you to decide is there a better version of you? Don't get frustrated with yourself. Just know who it is. Look, there's two beliefs. One, I will always be the same person I am today and there's no chance that this stuff that this guy's saying is ever gonna happen to me. Take that belief. You're stupid. You're better than that, okay? You're better than that. You can become anybody you want. This didn't motivation speak. I know it because I did it. So the reason why we have a common belief together, hey, when you want to learn from somebody, do you learn from people that have different beliefs in you or that have the same beliefs that you have? The same beliefs. I have the same beliefs as all of you guys, which is this, people that come from nothing can end up with the most, okay? Skill is earned, you're not born with it. Nobody was born a special salesperson, entrepreneur baby, it didn't happen. They paid the rent. Now listen, gift to gab doesn't mean anything. I just told you, speaking and putting all those words out there, well, how's that working out for you? You closing 10 for 10? Guys, it's time to be a sniper on what we want in life. It's time to have clarity, write it down. Who do you want to be? How do you want to sound? How do you want to speak? And guess what? Everybody write this down. You got to have report card back in your life. Report card back is what I call it. So one of my mentors, a guy named Greg Plitt, right? Greg Plitt, you can look him up online, P-L-I-T-T. He was a bodybuilder and a fitness space guy and he died. He was out running a train with Nike and literally the train ran him over. Do you guys know who he is? Unbelievable man, unbelievable. But he said, report card back, report card back. He said Andy, he wasn't talking to me obviously, but I thought he was talking to me. He's talking and he's saying, hey, you know what I do? I do something called report card back. Hey, this guy's out of report card. Guys, listen, I look, obviously I kept my door locked, somebody picked the lock. That's why we don't let these guys in here. But hey, can I tell you this? How's their belief today? It's Monday, you're jacked up. Life is good, okay? Can you be that way? Yeah, are you surrounded by people that want you to be that way? Probably not. But if you're letting other people dictate what you get, that's the reason why you're not getting what you get. Okay? Listen, nobody dictates my life. Look, let me explain this to you. I want, and by the way, it's 9.35. So let's just talk a little bit more and I'll talk about some stuff here. I wanna say this, are you guys, when you're chasing your future self and who you wanna become, are you gonna get stung? Yes, you're going to get stung. I would write it down. When I am going to become who I want to be, I am going to get stung. People are going to badmouth me. They are going to talk shit on me. They are going to tell me I'm a loser. They are going to tell me they don't believe I can do it. They are going to tell me to get lost. I will be fired. I won't be allowed to work in certain environments. All of those things will happen. When you are on the pursuit of the person you're supposed to be, you don't do it to please others. You do it in the end to know that if you can become this person, you could truly change your whole life and everyone else's life. There's, listen to me. You know what I see a lot of people do? You kiss your dreams goodbye because someone else who has a title above you, maybe they're an owner of a store, they're a GM, they're a manager or it could be your wife or it could be you. At some point just as man, dude, I think you're wasting your time. I really do. You don't have to do all this. You don't have to do it. You know the first sign of you being around the wrong motherfucker? You don't have to do that. Sorry to cuss. I just want you to know the first person that says you don't have to do all this is the one person that either one or two things knows that if you do do it, you're gonna get really good. And they would rather discourage you now because they never want you to leave. How many people wanna see you do really well in life? Not very many. I'm gonna be honest with you. I want you guys to do extremely great. I want you guys to take everything that I'm telling you and understanding that as I'm talking to you, I'm speaking to myself. That's it. This is a mirror reflection back into me on the way that I feel on who I am. Some of you, you've stopped. Why? Why did you stop? I remembered when you gave it all you had that you pushed through and you became better. Why did you quit? Why did you stop? By the way, I don't mean stop showing up to work. Showing up doesn't mean anything, okay? Are you going all in? Are you playing all your music? Are you giving everything you got? Are you protecting your beliefs and armoring your mind with everything you have? Okay, and to say this, listen, I always go back because listen, some of you guys, you've had a really rough life. Some of you guys are having a rough time right now. And some of you guys have had a rough time, pulled through it. And then now, all of a sudden, you're finding a lack of inspiration like you're just going through the motions and you don't know what's next. You've stopped dreaming. Never stop, man. It's not worth it. Don't do it. Listen, if someone tells you, you don't have to do all that. They're the first person that either knows you're capable of becoming great, but they feel like if they let you continue to chase your dream, you will come back and beat them. Or that person may, if you work for them, if they see your training get too good, maybe you might leave one day. So they don't want you to get any better. I mean, listen, do you know with my guys? And even with you, my goal is to make you better than me. If you were to say, Andy, what's my goal? To make you 10 times better than me, 10 times. And by the way, to me, that's not very hard if I'm a good coach, but you gotta wanna do it and you gotta wanna have the beliefs. So I'm just saying this. As I say a couple of things to you, year to day, who do we take advice from? People who are the applicants, not the theory speakers. Theory speakers are the people who never did it themselves. So I'm sitting here talking to Alex. Alex is the GM of the store. I say, hey, Alex, let me ask you a question when you took your store over, how many cars was it selling and what did you take it to? He said, Andy was doing 80 and I took it to 250. I'm like, beautiful. Can I ask you a question? How long did you maintain 250? Was that a one month deal? Or what was your three year average on what you sold for over three years? That's a good question. I wanna know what you were consistently able to do. Not what your one time good luck month look like, right? Also, Alex, I wanna know what's your year to date? What is it? You know, a lot of people think that they just get paid more money because someone likes them and they wanna give them more money. That isn't it. You make yourself become more valuable, more valuable, okay? If you're not getting paid what you wanna get paid, it's because you haven't created enough value. Now, listen, I'm gonna say one thing. I'm gonna say one time and I'll never say it again. So I want you to listen to me. I'll never say it again. Watch, I'm gonna do something here. I got a bottle of water, right? Everybody see this? This is a bottle of water. If I have a bottle of water and it's in a grocery store, how much does it cost? Dollar, two dollars, maybe, right? Okay. I take this bottle of water. It's the same bottle of water and I put it in an airport. How much is it worth? It should just went up, didn't it? It's worth four or five dollars. But then again, I take the same bottle of water and I put it in one of the most expensive resorts out on a beach where it's hot. This might be a $12 bottle of water. It's the same bottle of water. I wanna say something to you. I am never gonna tell you guys to leave, ever, ever. But some of you are a great bottle of water in the wrong place. Now I'm gonna say this to you. Say, Andy, how would I know if I'm in the wrong place? Do they support you? Do they motivate you? Do they encourage you? Do they push you? A good coach always pushes you. Now listen, you can't expect to find this everywhere, okay? Do they take care of your pay when you get paid? Do they pay you what you're worth? Is customer service really important to them? Because if customer service isn't important, you're at the wrong place. You gotta take care of people in life. I know that sounds crazy. I want you to make a lot of money but I also wanna take care of people. Guys, my company is gonna make 40 million this year. You know why? Cause we fucking take care of people. Okay, if I don't, if somebody calls me and say, Andy, I wasn't taking care of, I will do anything they need me to do to make it right. Anything. I don't put our people's pay above our clients, okay? Customer service is everything. Employees are everything. The number one thing in my company goes like this. Employees, okay? Customers profit. Why? If I take care of my employees, they're gonna take care of my clients. Think about it. If I take care of my people, they'll take care of my clients. All of you guys, if I take care of my guys, they'll take care of you. Guess what? How many, how many are the reverse? Okay, I'm just gonna say something. Profit's important, but if your focus is only profit, you think you're gonna take care of your people? No, because all you're thinking about is making money. But when you take care of your employees, they take care of your people. There's always plenty of money. You know why? Because people will pay for shit that's worth paying for. It's called, here's what you have and there's the value. And when the value is over it, you got a good product. Question, this bottle of water, this is you. A lot of you guys, you could honestly be a $10 bottle of water and you think you're worth $2.00. Let's flip it on you. You're in the hotel on the desert that everybody needs water, but inside your head, you think you're a $2.00 bottle of water. I'm just gonna say this, your beliefs will determine what happens. If you don't believe you're capable neither will anyone else. I assure you. You know the number one thing that we focus on most of the time? Mindset, why? It's the first thing to go during a sale, okay? It's the first thing that messes up a sale. It's the first thing that'll ruin your life. Your mindset right now will determine everything in your life, the way it goes. Your marriage, your children, your boyfriend, girlfriend, your partner, your income, your mindset. That's why it's the most important thing in the world. How do you take care of your mindset? Would anybody like to just know how you take care of it? It's real easy. You gotta stay healthy. You gotta stay healthy. You can't have a good mindset being unhealthy. People say all the time, Andy, why do you talk about health so much? Because I truly believe that food fuels your body, your energy and your mind. Does your brain function better with better food? Yes or no? Okay, why would we feed our brain a fucking cheeseburger? For what value? Well, I mean, somebody give me the value. Look, we're all, I notice a lot of us now, there's a couple of young bucks, but a lot of us are getting a little older. Okay, listen to me. I'm gonna say this to you. I'm not telling you to go get ripped and get a six pack and go join the gym. I'm just talking about food. Talking about this, my brain makes me money. My brain is how I navigate and work. If you think I'm talking about food because I want you to look great in your clothes, I will tell you, if you look great in your clothes, you're probably to have a better mindset. But the food fuels your mind and allows you to think quicker, allows you to think faster. Okay, would you guys agree? Speed's important? Yeah, well, how much more energy do you have? How much more energy? There you go. When and how much faster can you move when you're healthy? Do you move faster after a big meal and you're slow or after a light meal and you're quick? Light meal and you're quick. Do you think your stomach wants a giant meal or a little small meal enough to get the food and get going? Think about it guys. Come on, listen to me. I'm gonna tell you something. In my life, I don't care about how much you make. Man, it's on my mind all the time, how much money I think that you guys can earn. But what I care about is who you've become. Who you've become along the way is everything. Because if you can become that person you wanna be and listen, let me explain this to you. You're still gonna have to be deadly with skill. But look, how much skill can you use when you're tired? Oh, watch this. A guy's got all the skill in the world. Skill, skill, skill, but he's tired. Come on, man. Where's the energy? You're missing out on energy. The guy's got all the skill, but he has no energy. What happens? He fails. But guys, how do customers buy? They're in a buying state. What does a buying state look like? It's them being happy, okay? How can you make somebody happy if you don't have energy and you're excited? It's physically impossible. So go back to your health. If you were healthier, could you have more energy? Yes. Guys, do me a favor. Write this down on a piece of paper. Am I gonna do something about this today? Go ahead, write it down. Am I gonna do something about this today? You know the difference between what I mean? But wanna be, okay? I wanna be in a person that's actually gonna become the person they're supposed to be, which I call it be the person God made you to be, really become that. The wanna be will listen to everything we just talk about. And then you know what'll do? We're done here in five minutes. God takes his book, okay? Look, took all these notes, got all these notes, took his book and you know what he does? Close it on his desk. Goes back out to take it up. No ways. Set longer when we're done. Start writing. Who do I wanna be? Why do I wanna be that person? What drives me? What am I gonna start eating? How am I gonna start being healthy? How many more? And by the way, if you're healthy, get healthier. Level it up, okay? And by the way, let me add one more thing. Choose to find somebody. Choose to find somebody that will level your ass up. That you will honestly listen to, okay? Let me explain this. I'd love to be that guy, but I'm gonna explain something to you. If I tell you something and you don't listen to me, you don't trust me obviously. I don't know. Why aren't you doing it? Listen to me. I like being comfortable. I do, but it's not good for me. It's very, very bad, okay? I naturally am a fat person. You know what? I wanna eat. I go home and I wanna eat everything that I see, but I can't, okay? Guys, I've got a sister. Let me give you a little genetics here. I've got a sister that's 450 pounds. She's my blood sister. Same mother, same father. There's two differences. We both had a choice. My sister was hungry and she wanted to eat and she ate everything. Now she's wanting to do a stomach surgery and all this. She regrets her decision. Hey, I'm supporting her. I'm buying her. I'm gonna help her pay for her surgery. You know what? I got the same feeling. I wanna eat everything too, but also you know what? Sometimes I wanna sleep in when my alarm goes off at 5 a.m. It's not good for me. Sleeping in is not good for me. When I get up before the day starts, I know already what's gonna happen. Number one, I'm gonna exercise. An exercise makes me healthier and brings me more energy. When I exercise, I'm in a better mood for 12 hours. I'm going to serve people. I'm in front of people for a living. I'm a salesperson for a living. We're going to have to be in great moods. Hitting that gym makes me in a better mood. Screw the better body. Screw what you look like in your clothes. I'm gonna make more money. Going to the gym is gonna make me more money because I'm in a better mood. Guys, today, and we're gonna finish here. And obviously there's a lot of things I wanna get to. So I'll finish next Monday. I'll pick up with this board. I'm gonna say something to you. And I want you to really, really listen to this and we'll finish it off on this last thing. So people say, if you're around five crackheads, you'll become the sixth. People also say, if you're around 10 millionaires, you'll be the 11th. Bullshit. Only if you're consciously wanting to do that. Everybody write that down consciously. Consciously. Are you consciously listening? If you've chose someone to be your mentor, if you've chose someone to be a person that you trust to give you advice to listen to. And by the way, hey, everybody's flawed. Nobody's perfect. Your mentor's gonna have lots of problems. But you know what they do? They fight like hell to become the person they wanna be. And you watch them persevere. No matter what hits them, they never stop. And that's the kind of mentor I like. People that have a comeback story, I'm a comeback kid. I'll always be a comeback kid. People that have comeback stories, I draw near them. Because it seems like I always got a freaking problem. So when I'm around people that are my mentors that get a lot of problems like me and I see them stay on their game, I believe and trust in that person that they'll give me good advice. And almost to a sense that they're protecting me by the way they feel. But I'm gonna say something to you guys. And I want you to think about it. You guys go all in, right? The person that you believe in, okay? Are you consciously really making an effort to change? Or are you just consuming the information and then going back to your old life, okay? No more old life. No more. No more old life, okay? Guys, I wanna say this. Come here, baby. Hey, all our shows, I got my wife. She just brought me some coffee. By the way, let me just say this. Most amazing woman ever. I wanna tell you guys something super cool. So I used to be a pretty shitty husband. And she could say, yeah, you know what? You've always been great. No, I wasn't. I really wasn't that great. I was pretty hard to deal with, okay? And the deal is I wanna say this to you. Just like I tell you guys how you can change. I realized one day that she was my queen and I'm being an idiot and I needed to take better care of her. And you know what? I realized that being married wasn't like, I was like, do you know who I am? I'm Andy Elliott. That was the way I felt when we got married. Like, you know how great I am at selling? You know, I can do this. Whoa, whoa, whoa. The minute you get married, it's not about you anymore. It's about the other person. Am I right? Yeah, until you die. If anybody wants it to be about you, don't get married. Cause when you get married, it's about the other person until you die. It's never about you again. But listen- The other person supports you. Yes, but now listen, she supports me in a way. She always made it about me, but I was making it about me. One day I was like, you know what? I'm gonna make it about her forever. And you know what? We make a pack now to serve each other. And you know what? That's a way to get better. And now we have the best marriage in the world because of one thing. I wanna see her as happy as possible. She wants to see me as happy as possible. Do we still fight? Yeah. For five minutes and we fight fair and we don't get crazy. You know, we're out of that. Remember how I said, lead your old life? Leave the old you. You need to subconsciously realize that if you want what you know you can have, which all of you can have everything you want, are you subconsciously listening to the person that's telling you how to do it, what to do, or are you just writing it down in a notebook and going back to your old day? I would like to tell you this, change is hard. Only the hard stuff pays. I will tell you this. If you guys look up at the same time, everybody do me a favor before we get off the call. Everybody just close your eyes for a minute. And I want you to just keep them closed. And I want you to envision, by the way, if you won't close your eyes with me, you're never gonna get this because you're afraid of what other people think about you. If you're driving, don't close your eyes, okay? Listen, good call, honey. Yeah, you're like, fuck it, Andy told me to close my eyes. Hey, listen, I want you to close your eyes now. We'll go back to this. And envision you a year from now, one year, not tomorrow, okay? Not next week, one year. If you don't stop chasing that person, you'll meet that person in a year from now. I promise you. Every single one of you will get that person, swear on my life. I swear to God. With that being said, guys, I love you. Listen, guys, don't kill it. I mean it when I say this much love for me and my wife, we believe in you guys. I know that, you know, we got the October seminar coming up, October 10th, if you're coming out, remember the ninth we're hitting out for your challenge. We're going to work out together from eight to 10 a.m. If you're going to be here, I'll see you guys in October. But if not, I'll see you next Monday. We'll go back to the whiteboard. Love you guys. Kill it this week. See you again. Go kill it. Adios, thanks, baby, for the coffee.