D2Con is right around the corner with Mastermind Day, January 16th in Salt Lake City, Utah with Tim Grover, Author of Relentless and Michael Jordan’s coach.
You also have a marquee speaker in former NBA all-star, January 17th and 18th at the salt palace in Salt Lake City, Utah. I’ll tell you of Ed Mylett, Coach Burt, Tim Grover, and many more famous speakers and workshops on how to improve your leadership, sales and recruiting. Register today, D2D con.com for D2Dcon. New users, we have a DVD you after-party Friday night. Don’t miss out. Pre-register at D2DCon.
Speaker 2: (00:43)
Hey everybody, welcome back to the D2D podcast. This is Sam taggart, your host, and I’m here with
Ed Mylett on the show and we’re here in, I guess it’s Laguna beach, right?
Speaker 3: You guessed correct
Speaker 4: And then you hear waves in the background. We’re all muted. It’s because of this terrible setting. Let’s be honest. I’m like, if we could’ve picked a better place, you should have done it in some way. Next time I’ll try to bring you to a nicer better. They’re catching the lobsters up there. Is this telling you that I’m watching the traps out there through the lobster kitchen. I don’t know how I feel about that, but it is pretty to look at. Nothing left. Beautiful. Thank you so much for being on the show. Pleasure man. Thanks for being here. We’ve just been jamming for like an hour. Just a lie. This is good. It’s been awesome. So you come in and door to door con January, excited about that.
Speaker 3: (01:25)
Super fired up about it cause I believe so much in doing that and the whole model. So yeah, super excited. Yeah. I think that a lot of people don’t know that your background was knocking doors. You know what I mean? You probably built a lot of your business or school of hard knocks and going out and grinding. And I did, I did a lot of it. So, you know, obviously my business, my initial business that I started, that was the first one I built was sort of predicated on recruiting. And, um, because I was young and I didn’t have a natural, super huge warm market, I started to think, well, why don’t I just go to the market? And so that market was door to door going to home. So I’ve, you know, I don’t know how many doors in my life that I’ve knocked, but it’s thousands.
Speaker 3: (02:01)
That’s awesome. And it was the most direct way to get to the market to get business for people recruited. So yeah, I’ve done it a time and that’s, that’s one of the reasons I’m excited to have you speak at door to door con. So yeah, I’m really excited to be there. And so if you haven’t got your ticket January 16th to the 18th DDD con.com. Yup. And uh, we’re have Tim Grover, you coach Burt, you know, a lot of the speakers that are going to be there. Both those guys are good friends of mine. They’re excellent speakers, but they’re also going to teach you some stuff that you want for good also. So they’re great guys. I mean, again, author of max out, I am podcast of max out alive and uh, you run the syndicate, it’s a mastermind group. You do, you know, obviously you were world financial prep.
Speaker 3: (02:45)
Is it president of, no, I wasn’t. I built a big business there and then I was the agency chairman, agency chairman. I’ve sort of stepped away from that now and uh, you know, back bowling a bunch of my other businesses. I, and I’m also, I guess you’d say I’m in the field and WFG still as well. That’s awesome. So, and that’s what I wanted to really dive into is, you know, like you said, you built your business on recruiting and in door to door. There’s three ways to make money in this. It sells, recruit and lead, you know, and those are kind of the three pillars that we teach. And so I wanna kind of dive into those categories and things and lessons that you’ve learned over the years of really how you’ve built, you know, how, I guess, how many people do you have in your downline or like what
Speaker 4: (03:22)
great, that’s a good question. I don’t know. You know, when I was, when I was, uh, I don’t know, um, several, uh, thousands, you know, thousands, I don’t know if it’s 10, 20, 30,000 at any given time with thousands.
Speaker 3: (03:34)
Those are on my team and I think a lot of people in door to door their goal. Like I work with all the little roofing companies or a little solar companies, they’re a little pest companies and they’re like, if I could just get 10 guys, I’m like, yeah, dude. You know what I mean? You can do it. It’s just that it’s, what’s the principle it takes to go recruit big teams and to manage those teams and motivate them because most of these guys are probably paid based on commission too. You know what I mean? It’s them. Oh, I’m sure I’ll go that model and all commissioned to my model. And you’re right. It’s if you go and recruit people and make an override on them or if you go sell and get paid on deals, right? Yes, absolutely. So if there’s anyone that’s listening, there’s probably very few people that would be more fit and resonate with our message. Then add my life, you know what I mean? And I think that I’m honored dubs to be here and have you at the event and super excited to kinda build this relationship. So this would be fun.
Speaker 4: (04:25)
Yeah. I like, you know, we’ve been talking off camera. I mean I’m glad to come to the event and be with everybody, but I’m really excited to get to know you better too. So yeah, you’re, you’re, you’re, you’re unique guy.
Speaker 3: (04:34)
So I think we’ll be friends, grower, teacher. I always tell people, I just, my mom dropped me on it and as I was a kid and I fell, hit my head hard, very obvious. And I was like, you know, I grew up in, I want to be a professional door. Knocker
Speaker 4: (04:46)
you’re like baseball baby. Then you got your shoulder. I’m like door to door baby, like I’m doing. Yeah. Most people, you know, it’s funny in life to your dream or the way you get wealthy, actually a lot of the wonderful things in your life. I say this all the time, don’t usually show up looking the way you thought they’d look like, you know, even who we married, we’re in love with our spouses, but they may not be the actual person that you pictured when we were 11 years old or something. You know, thought it was a blonde guy. You guys are right. No, sorry dude. No, no, no. I think so too. So I’m, my wife became a block so you can do that too. But even, but even like in business I always wanted to be successful or you know, wealthy or person of influence.
Speaker 4: (05:26)
But it didn’t all show up looking the way I thought. Like if you’d have told me, I used to think when I was knocking doors, even me in the beginning, I think like really successful guys wouldn’t be doing this. You know what I mean? Like the real entrepreneurs, they’re super sophisticated thinkers and strategists and they’re in board rooms with these, you know, marble counters and suits and tables. And then the more I started to become successful, I’m like, actually no. The actual really successful people like actually make big money grind and do all the things most people would be unwilling to do. They end up doing those things and then they get a life that most people will never have. So it’s your willingness to do the ugly things that most people think are ugly that actually create beautiful lives. Do you know how many people come to me and the motto or the, the whole saying has always been in door to door.
Speaker 4: (06:18)
It’s like I’m going to do this hard for three to five years and then get a real job. Yeah, and that’s really what started this movement was like, what do you mean you’re in a real job? The people winning are the people that are like what you just said. It’s that 99% aren’t willing to do what those 1% are and there’s 1% are willing to knock doors and grind their face. I want it to be successful more than just look successful. And so most of my friends that are really, really wealthy, like legitimately not the ones you see on Instagram who pretend to be wealthy, but the actual ones who are actually really wealthy, they do things every single day that most people think unsuccessful people do or that success people wouldn’t do. I was telling you off camera, one of my really good friends is an arborist.
Speaker 4: (06:59)
It’s awesome. He cuts trees down, right? That’s what he does for a living. And you know, I don’t know what your average arborist makes, but it’s not. When my buddy makes, my buddy makes multiple seven figures doing that and he does it because he sells door to door and he’s built a business selling door to door. So he took a product that most people will think you just, you know, you just sell it and you move on. You run an ad in a newspaper who go, I need my tree cut down. Yeah. He flipped the script and put a door to door model on cutting trees down and is making seven figures. He makes more than the average CEO of a fortune 500 company. And he’s out in khakis and he’s got, you know, cuts all over and forgotten trees down and no one would know it, but he’s walking away with 150 grand a month.
Speaker 4: (07:38)
Yeah. It’s a big difference. And I think that’s like where our industry is a sleeper, you know what I mean? It’s, it’s, you get these guys that are grinding and maybe not super flashy and they’re willing to go knock doors and sling a roof for solar pest control and killed bugs. Yeah. But it’s like they’re pulling a half mil to mil mil and it’s like for them to just take pride and that’s why I wore my shirt. I mean I gave everybody in the audience the first shirt you have the first year at DDD con I love saying, why don’t you wear it with pride and be like, what do you do for work? I knocked doors. Yeah. And you don’t, one of my buddies had REI Bay that we were talking about off camera. I love the fact that he’s just proud of that model.
Speaker 4: (08:12)
He’s proud about it. And the other thing that most people don’t realize is if you’re a door to door here, so then you’re probably doing, it’s really super cool is that you probably market something everybody needs 100% everybody needs it. And so there’s no bility in that just in and of itself that the fact that your model works at someone’s door means humans on the other side of that door need what you have, what a wonderful thing to do for a living. And it’s just bizarre that somehow the world sort of actually, it’s cool. It’s kind of cool that the world doesn’t look at it that way just yet because it gives all of us that are in those industries, this huge window to walk through where no one else is willing to walk through that window or door, so to speak. Yeah, that’s huge. I love it. I love it. Okay, so
Speaker 3: (08:56)
I’m gonna dive in. I got some questions. Okay. So really serious questions and we’ll go fun. So first serious question. When was the last time you beat max in golf? Like serious questions? Yeah,
Speaker 4: (09:08)
no, that’s a good question. No that you like, cause I loved you when I used to beat my son. Um, it’s probably been three years since I’ve beaten him in golf and now it’s even worse. I used to go, well you beat me but I could hit it past you, you know, once around. Cause my going to the houses and now even when I just lay into one pound that he’s still 25, 30 yards by me. See?
Speaker 3: (09:30)
Yeah. I was out, drove yesterday by a kid and with a three wood and I hit it 310 yards and I was like, you just hit your three would be
Speaker 4: (09:37)
giving me, Whoa, do, how’s this kid eat my age. That’s awesome. I was like, mind blown. I’m like, I ain’t got beat by at three weeks. That’s a lot of club head speed killer and dry. That’s emasculating. Yeah.
Speaker 3: (09:51)
Oh okay. I’ll go home. Here’s my man card. These are heavy questions so I’m curious. Let’s go serious. Then it felt, um, so you, you didn’t always have it easy. Obviously you took the grind to win and knocked you, you, it wasn’t like, you know, in your book you talked about you had the water bill shut off. It was that grateful of just like once you finally got your water bill. And I think a lot of people can resonate that because indirect sales and door to door and usually people fall into this because they’re broke or the last job they could get and they don’t realize that there’s so much opportunity in it and they go through these ups and downs of like make a lot of money, lost all my money and made a lot of money. So I guess when you’re going through that, what were some things that you were kind of thinking you’re going through your head as you were kind of in those low of lows?
Speaker 4: (10:36)
Yeah, by the way. Really good point. Um, yeah, cause it’s not just the hard work you’re doing, it’s the inconsistency of the income that can come with it. Right. And I did play with my mind a little bit. I got really good over a long period of time at one when I was making money saving it for when the winter came cause I knew inevitably, you know, a lot of the guys that I’d be competing against, they’d have their big months, they’d go spend it, big dinner, new car, new shoes, my stuff. I’m like, I’m going to save this because I’m going to need the reserves when and if the down cycle comes. So that was one thing that I did eventually after,
Speaker 3: (11:09)
well, I mean I have a financial planner coming to speak or listed experts coming to speak at door door con because guys making killer money at a young age, they’re just idiots.
Speaker 4: (11:19)
Correct. That’s right. And they want to show that they’re making money. Yeah. I got one year I made um, you know, really well known for saying this, but I had a year on her. What year was, it? Was a million years ago, but I made $700,000 that year and I was living in a $700 a month apartment with a Honda. CRX paid off a Kia until a year ago. It’s awesome man. It was just like I could care less cause again I want to be successful and be wealthy. More of it. I want to look at. Second thing that I did is I really got clear in my life and I’ve been good at this for a long time. I’m really clear on what I want. Like I’m super hyper obsessive, you know your obsessions become your possessions is one of things I teach even young man. I got really good at getting clear on where I was going and so those goals and dreams and visions of where I wanted to go, honestly even like where we are right now, like I pictured this place, I put the picture of my future in front of me so often that my current conditions, you know frankly didn’t distract me all that enough.
Speaker 4: (12:13)
Then the other big element for me is I’m a psycho competitor and so I was competing so hard every month to get to the top of whatever board I was competing on that it was a distraction from my current crap. I was so caught up in competition number one. Yes, I’m okay cause I’ll probably make a month. Isn’t it bizarre? I just figured like if I just keep winning, eventually there’ll be money. If I just keep competing, eventually there’ll be money. Huge nuggets and I, I’m a, I’m actually to this day, I still foster it in all the different companies I owned because here’s the truth on your way to becoming successful on your way to becoming wealthy is a state of suffering. Now Goggins talks about adjoining the suffering and all that. I just like, I have a big thing where I just, I talk about this.
Speaker 4: (12:54)
I negotiated the price I was willing to pay in advance. What most people are doing that are in any type of selling is as they’re going, they’re still negotiating the price. They’re in there like, I don’t know if it’s real to get right. Is it worth it? I don’t know if it’s worth it. Oh my gosh, what I’m going through. Oh my wife thinks this, my dad thinks that. And they’re constantly, I don’t know if it’s worth okay, it’s worth it today. Oh, I don’t know. And they’re negotiating all the time. Do I want to keep going? I just got to borrow money. I negotiated it. As long as it’s legal, ethical, and moral, I’m paying the effing price until I win. And so when I was then in the suffering States, I’m like, I already, I already negotiated this in my mind. Whereas most people on the bad days, the bad months, they spend half the 80% of the time in this internal dialogue with themselves.
Speaker 4: (13:34)
Like, I don’t know if I’m cut out for it, maybe I’m done. Maybe it was a fluke when I was doing good. Maybe I just gotten lucky. You know, maybe this isn’t for me anymore. I don’t know if I want to go through this. I don’t even know if I want to be successful this badly. Right? And so that’s the distraction is all this noise in your mind and constant negotiation or whether you should or you shouldn’t, or if it’s worth it. I just negotiated all that in advance. And so what most people do in selling is they focus on the price they’re paying. You know, the old thing, if you don’t pay the price now, you’ll pay it the rest of your life. That’s low level stuff. You don’t ask yourself forget price. What’s it worth? Because when I was broke and I was a broke guy, when I go into a store, I didn’t buy what I wanted. I flipped price tags over. What’s it worth? What’s it worth? What’s it worth? What’s it worth? Right. And so now I’m a big guy. Like it’s not what it’s costing me. Is it worth it? My kids, my family, my future living like this is worth whatever the price is I’m about to go pay. So negotiate it.
Speaker 3: (14:30)
Love that. Okay, so kind of segwaying off camera, are you talking about just, I mean you’re, you’re a social media guru right now. You’ve got multiple ventures and businesses. You’re, you know, fit. I don’t know how old you are. Probably 48, 48, you know, look 68. Look, no dude, you’ve got better abs in me. Like let’s be so, um, no, but you know what? At what point were you balancing, cause we talked about family, right? And it’s like a lot of people think that they have to sacrifice, you know, you look at guys that have made, you know, hundreds of millions of dollars and it’s usually they’re on their fourth or fifth marriage. Oh my first. Yeah. Which is, which is like, I’m like, you’re on your first marriage, you have a good family, you can tell you, you have a good relationship with your kids, you know, your wife.
Speaker 3: (15:13)
Where did she play in factor of support or not support? Or do you have to sell her on this? Cause like that’s the problem that everyone deals with in our space is cause we get competitive. I mean, I was a top performer. I was in the 1% club, like, you know what I mean? And it’s, there was always this conflicting, like, I know I negotiated the price you need to pay, but it’s also, there’s an enrollment of the family that we have to really challenge. So I guess, tell us kind of what would you do actually? Well,
Speaker 4: (15:39)
the mistakes I made were, the biggest mistake I made was that I just told you this off camera was um, there’s no such thing as balance, particularly when you’re a high achiever at any given time, something spiking cause you get Uber competitive, laser focus to win. And I think this, this concept, this false premise that you have to have perfect balance creates guilt and performers. I know for a fact there’s not perfect balance. There’s been seasons of my life where certain things are spiking and given time. Here’s what I’d tell you that I didn’t do a good job of that I switched. I’m just present wherever I am. So when I was at work, I was at work. I wasn’t, you know, feeling guilt that I was away from my family or guilt about that. And when I was with my family, I wasn’t focused on work.
Speaker 4: (16:18)
I finally found a way to put my phone away when I walked in the house. I had too many experiences where my kids would walk in the room and they’re like, dad, dad, dad, and I’m looking at my phone. And what’s that? Tell your child what’s ever in this little device is more important than them. So I started to negotiate little things like little tip. I leave my phone in the car the first 30 minutes when I come home everyday now because I’m too tempted to touch it. So first 30 minutes dad’s home, what’s going on? How was school, what’s happening fully engaged from then I can go get my phone and I can kind of get back into a normal mode. So that was number one. You asked me what my wife did. Someone just asked me this in a meeting I had prior to you being here, my wife and I are very different.
Speaker 4: (16:54)
I believe that there could be two people very similar, married. My wife and I are different and what I mean by that is I’m a real competitor. I’m an alpha. I want to achieve, I want to compete, I wanted to be wealthy, I wanted to win. I think our wives could be friends as I see where you’re going. And my wife is more like, can we just be happy? Like my wife’s, let’s live in a trailer. That’s my wife. My wife would be, if we, if right now people don’t, I live right here on the ocean. It’s one of the most beautiful properties on the planet. If I said, Hey, we’re selling everything and we’re going to move into a cabin in the middle of nowhere, she’d be like, but are you going to be home all day? And I’m like, yep. She goes, I’ll take it.
Speaker 4: (17:26)
Right? So my wife doesn’t, none of that matters. Even to this day, as much abundance as we have. She doesn’t have fancy clothes or she’s just not materialistic. And not that I’m materialistic, but I’m a Cheever his stick. I want to keep cleaning and writing and acquiring success. She didn’t get that. So that was a little bit of a rub. But what did she give me? My wife didn’t even always believe in my businesses. My wife has always believed in me, always believed in me, and to the point where even when I had achieved things, sometimes I’m like, aren’t you excited baby? She’s like, I knew you’d do it. You know, like there’s this deep belief in me. And so if you’re giving a challenge at home, one of the things I would say to my spouse, it could be some of you, if it’s men or women that are having a hard time go deep, believe in me.
Speaker 4: (18:09)
Do you believe in me? Because I think the foundation, any relationship isn’t just trust and love, but belief. And one thing she’s always given me, even when the water was turned off, even when we had no power or electricity, even when a car got repossessed, which all happen underneath it, all lawsuit, I believe in you love. Yeah. That’s what my wife and if by the way, and always, never been able to explain that my wife was watching this better put than I’ve ever been. And so you have the same thing. It’s the same thing. And that’s where your confidence comes from. People go, why are you so confident? There’s a lot of reasons, but one of them was my faith and all the things I do with my mind. But to be honest with you, man, when you got a spouse at home, a woman in most of our cases, listen to this, that like believes in you.
Speaker 4: (18:51)
She made, I love your company all the time. She may wonder activity, your activity or behavior, how much time you’re spending, but underneath it, if you stripped it all away, she believes in me. Man, that gave me confidence. I love that. Yeah, and that’s, that’s I’d say the biggest thing. So let’s talk about confidence. You, you never were always this whole confidence, extroverted. I want to pull out the selfie guys. Let me give you a motivational, something like where did that, where, what, what did you do to gain this confidence or you know, be more extroverted or find your voice? I’m certainly still introverted to, to uh, to my detriment still. I need to still work on that. My confidence. I, I know where that came from. I really worked on myself, but it starts at the root of all self confidence is self-trust. And I started to keep the promises I made to myself.
Speaker 4: (19:40)
You show me someone with high self-confidence, I’m going to show you somebody who has learned to keep the promises they make to themselves first. And so I built a reputation with me that I didn’t have prior. Prior, I was like, guys like I’m gonna go to the gym at 6:00 AM I’ll go tomorrow at six 30 or I’m going to eat clean this week. Well, I’ll have a hamburger for lunch this one time or I’m going to bang 30 doors today. I bank 24 yeah. Right. So it was constantly breaking little promises to myself that I thought didn’t matter, that were invisible that no one else saw, but it was a roading myself, belief myself, confidence. Once I started to go, I’m getting up at 6:00 AM and I got up at 6:00 AM I’m going to make my bed, I make my bed, I’m going to knock 50 doors.
Speaker 4: (20:18)
I knocked 54 I’m going to do 30 minutes of cardio. I do 32 I started to be a dude who not only kept the promises I made to myself and over time we got to do one more minute. One more this over and I’m at this big adage in my life of one more is that kind of the max out. Like when you max out, it’s like you can’t, you do past failure, you do pass failure. So if I’m going to supposed to do eight reps in a set, I do not. I’m going to do 30 minutes. I’ve never done 30 minutes on a treadmill or 45 I’ve done 46 I’ve done 31 but I always do one more. I’ve never knocked around number of doors or made a round number of calls. If I said I’m doing 30 day, I do 31 one more, one more, one more.
Speaker 4: (20:56)
So this started to change me to where like I didn’t produce results right away, but I started to trust me. That’s a powerful thing. When you go, I trust me, right? That’s a self confidence, ego, something completely different. And then of course I’ve worked on all these things that visualization and belief in myself and writing my goals down in Lincoln, my emotions to them too much for today’s show. But you asked me the route, I started keeping promises. To me, I love that because I think that’s been the biggest struggle is you get these sales reps that are like, I don’t know if I’m a natural sales guy, I’m not like that guy, or I’m not the guy that goes out and I’m just the average rep. and you go a little bit like you’re creating that you correct. You created your average redness. Like I know the goofiest cats itself the most out of anybody, and it’s like they didn’t ever look like the natural guys, you know?
Speaker 4: (21:43)
It was also usually pretty weak. And that’s what I want you to hear, where like you need to be accountable to somebody. You know what you need to be accountable to you. Yeah. You know, like why are they making me bang 30 doors? Are they here? Why 45 what is your standard longterm? You’ve got to have your own standard man. And like, I’m a super introvert sales as the worst career. You’d think for a guy like me, except you know what? Introverts house typically we’re introverted because we listened well. Yeah. And you’re probably a lot more dialed on. Systematic. And you know what I mean, like process. It’s a little bit more like, okay, let me think this thing through it. Like I noticed that about you. Even like when you interview a podcast, it’s like, I want a research amount. Like you said, I’m going to read your book before I speak it because you want to know like, you’re like, okay, I’m doing it for me cause that’s my standard.
Speaker 4: (22:30)
I’m not going to go in there like winging it. Like, um, I, because I am one, this is a bias. I think generally if you’re loose as you go, I’m kind of an introvert. So this is my own bias. It’s probably not even true, I think. I think, I think introverts care about people more. It really does by, and so I think it makes you a better salesperson. I think people sense intent. And so I’m going to be like, hi, good morning. I’m Eddie spaghetti. I needed. Maybe I didn’t have that gift that some of the people listening to this app that are extroverted, but I did have the gift of what I’d ask a question. I think they’re like, he’s listening to me. He cares about me. This person’s intentions are good, and so it’s a matter of magnifying your own gifts and sales.
Speaker 4: (23:10)
Not necessarily. I think you should always, I like scripting. I believe in duplication, but I don’t think you should be duplicating personalities. Words is fine, but it might. I became my own person, so I can’t authentically transfer to something that I’m not experiencing myself. Influence isn’t like you believe everything I’m saying. It’s not influenced influences you believe? I believe everything I’m saying, which is a huge difference. Ooh, that is probably the best definition I’ve heard of influence. Yeah, it is. I don’t know if it’s the best, but it’s true. No, it’s true. I now let’s talk about how influence
Speaker 3: (23:46)
in this business to go grow our businesses. You know what I mean? Now you’ve talked about, okay, owning your identity and finding confidence and things like that. I want to kind of segue this into building a team and recruiting and instilling confidence in others and how you, how you kind of transition into that leadership. Because when you are leading thousands of people, I’m sure you had that influence even trickling down to the lowest man on the totem pole. Um, so first off, let’s talk about how you enrolled people into your business because inevitably that’s the guys making the most money in this job are guys that have down lines of 102 hundred 500,000 or whatever companies have been the guys that have been able to enroll and retain and inspire the sales armies that we build. That’s right. I mean, so it’s like what are some principles that you’ve found to be helpful in your business in building to, to really kind of build and maintain and inspiring them?
Speaker 4: (24:41)
I’m going to talk in more detail at the event about this, but believe it or not, it’s what my wife gave me. I’m a, I’m a monster believer in instilling belief in people that the people around you have this sense that you believe in them and not false belief like, Hey, you’re a stud. I mean like really believe in them. How do you do that? You identify people’s natural giftedness, whether it is their kind heart or their extrovertedness or they’re introverted. This their math skills, their people skills, their humor, their good looks, their deep voice, their intuition, their intensity, their competitiveness, whatever it is. If you begin to really just take a minute and identify the gifts of the people that are on your team and you tell them, I believe in you because, and then you point out to them the one or two things they intuitively believe.
Speaker 4: (25:23)
Like if I were young and you said, let me tell you why I believe in you. You’re a competitor, you’re intense and you’re going to outwork everybody. You really made me feel like you believe in me because I know those three things are true about me and it anchors it deepen me. Now I’ve got a real believer in a real follower. I’ve got a real leader that I have allegiance to. So that’s a huge thing of identifying the gifts and they’re different in different people. So great leaders are great at going, you know what your gift is, man. That’s why I believe in you so much. That’s why you’re going to win. That’s why you’re going to be great. Then they believe that’s definitely what you’re going to do. Great. That’s hollow. It’s empty. It looks like you read it in a book and you’re supposed to say it and you’re a motivator.
Speaker 3: (26:00)
Super guilt. Like meaning. It’s super easy. I think the extrovert tends to come off that way even if they intentionally come off. You know what I mean? Like you were saying this introvert extrovert, it’s almost like you have to intentionally say no, like say like you mean it like right, like look into their soul and actually deliver a true compliment instead of just say what you heard out of a book.
Speaker 4: (26:23)
You got it. And that compliment needs to be something they intuitively believe to be true. So some guys, and by the way, I’ll flip it on something like I’m just quiet. I don’t know, and I’m like, let me tell you one of the reasons you’re going to win, man, that quiet thing about you. People trust that. That’s why you’re going to win. I’ll link their gift to something. Second thing is this. When you’re recruiting, just I’ll talk about at the event you recruit to an environment you don’t recruit to your company, you don’t recruit to you, you don’t recruit to the money you recruit to an environment. Now, part of that environment may be you, the money, the product and all that, but the mistake people make is they don’t recruit to an environment or an experience. People have to feel something, not just think something.
Speaker 4: (27:01)
And week recruiters are like, let me tell you about the money, right? Or let me tell you about the product. Both of those are critical in the recruiting process, but the overriding thing that people buy is the environment is the experience. Am I going to have fun? Am I going to be competitive? Can I, when will I grow? Will I contribute? Will I be significant? Right? Is there certainty? Like if I do what you tell me I’m going to do, I’m going to get a result. All of this was an environment. So the lesson for leaders is how good are you at transferring belief and to what kind of an environment have you created that cultivates new leaders that cultivates excitement, that cultivates energy, that cultivates passion, that reduces fatigue. And that draws people to it because it’s, you can’t always sustain it on the product or the comp.
Speaker 4: (27:47)
It’s gotta be more of that. Love that. And I think that what happens is when S like in our business, right? You recruit people to like the money, they’ll then chase the money in the sense of a chase it right out of your door. Yeah. A company comes and says, I’ll offer you $5 more. You guys say that’s more money. You got the paper. And they were never attached to that environment that you like. No, no, no, no. They don’t have this environment. You go, therefore you’ll never leave because no one recreates this experience, this environment, there’s a number one mistake. So what happens is you think you’re a good recruiter because you get a lot of people but you don’t keep them. You don’t keep them. So really you’re a crappy recruiter leader, so you’re, and you do it all short term. It’s all the cheap stuff.
Speaker 4: (28:28)
By the way, money is a major component of recruiting. It really is. People need to know they’re going to financially be in a good spot being there, but like people will rarely leave a leader who believes in them combined with a great environment, really hard to leave someone like that. What are some things that you see in companies, you know you’re obviously consulting and working with a lot of business leaders, ran teams. What are some key pieces that make a quality environment that you’re saying, okay, if I’m an instill into an environment, these key, you know, qualities or pieces, what pieces have you seen being in winning environment? Number one thing, overall monster, incredible, beautiful, wonderful and repetitious recognition. So Mo over the Dean make an acronym of that MPD delegate or whatever that Android, right? Like if all the companies on building, we are hyper recognition focused, hyper obsessed with recognition, finding ways to recognize people, I call it you make them addicted to the dopamine hit that is comes from the refugee audit.
Speaker 4: (29:24)
So that is the separator and it’s your ability to do it creatively. Not, here’s the easy thing by the way you get up, I’m going to surprise you if everything that you do, recognition wise is solely production and carrot based. This is a little of all we do tons of. I’ve run a contest every month someone gets a ham sandwich. That’s one way. What recognition do you do for lap for doesn’t involve production? What recognition do you do? That’s a surprise. What do you do for them? It’s unexpected. A crazy environment that’s different, right? The way in which you recognize somebody, vary it up. If you constantly do things the same way, your people’s productivity will fall into patterns and you’ll find it not have the surge as you once had cause you’re trying to use the sick. So the mistakes I see with sales organizations, they keep looking back.
Speaker 4: (30:11)
How did we used to do it? What was that t-shirt thing we did? What about that contest? What about this? And it’s not creative. Almost no effective business in the world goes, what did we do five years ago? What did we do 10 years ago? They’re looking forward, they’re inundated once a new ways to get the dopamine hit and then the new ways to make them feel part of this environment and role. And I’m a big believer in creating core values for a company and so most people don’t take the time to do that. But what are the core values as part of your environment and experience? These are the things we value. Like do people know that? Do they carry it somewhere? We value whatever it is. We’ve already a client experience, we value delivering, we value whatever. And then I recognize people and I always link it to one of the values work ethics one. So it’s like I love how you showed work ethic work or how you cared for a client or whatever. Your values are recognized to them and they can’t always just be performance-based. Yeah. Not always
Speaker 3: (31:02)
because it almost is that law of diminishing return. It’s like, well done. Like I know next month there’ll be another incentive if I sell them.
Speaker 4: (31:09)
Right? Or so if I miss this much I’ll get next month.
Speaker 3: (31:11)
Yeah, I’ll just, I’ll just hit it up next. Right. And I think that, I also think that you want to make competition amongst inner like you know, kind of, they care more about winning in the environment then and in this friendly competitive atmosphere more so than the ham sandwich or dividends. It’s like, great, you’re going to throw the ham sandwich way. It’s there. But I think if you could make it like a friendly competition where guys actually truly care to beat each other and but in a nice way. Yeah, I think that’s another,
Speaker 4: (31:39)
I also like magnifier contests. I’ve been doing a lot of these in my businesses where what they do as a group collectively, so it makes magnify. So like, like if I’ll, I’ll say something like, Hey, if the group does 30 the number one guy gets X, but if the group does 50 that I’m one guy gets Y. And so then they’re all pulling for each other and trying to win. So like dude, magnifier contest based on volume of the collective team. So they’re competing against each other but at the same time supporting one another. If you’re in an environment where that’s possible, it may not be possible in some of your businesses or businesses. Yes. Yeah. And so I’ve put kickers on it. Environment does, what team does well, the top people do better.
Speaker 3: (32:15)
I love that. Yeah. Yeah. I’ve never even seen that. So I have a business boot camp or run every month and we teach competitions and incentive structures and ways to kind of implement these systems into people’s businesses and core values. Yeah. So I love this cause it’s like what I get good here.
Speaker 4: (32:30)
Yeah. And by the way, here’s a real kicker. If you’re in a business where you still actively can produce, which I am in mind and a couple of them, the real kickers we do is they hold me accountable to a number. So Lee, me personally, so like if I’ll say, look, we do 50 of these this month. It’s a, I’m making it up. It’s a $5,000 bonus, but if I write for sales, it’s a $7,000 bonus. They’re like, dude, you need to get your act together this month. And we have a collective accountability in the group where I’m at, like the boss
Speaker 3: (32:56)
you’re showing lead from the front, I call it the William Wallace effect. It’s like you think of William Wallace, he’s the one in the front going like, let’s go. Let’s go. Exactly right. That’s, I might change the name to my Williams. That’s good. If he, if you put, so you gotta put trademarks in dope. He’s awesome. I’ve actually got to use it. Do I buy a lot? this is your credit right now. All right, count it. No, no, I think, I think that’s it though. Like we just say, a lot of people, their business model is to say, how fast can I get out of the grit versus how fast can I show people that I am grit? Therefore they should play grip too. And I think that if your fantasy is how quickly you can stop producing or record down and just let the just boss him around like you’re, you’re, you don’t get it.
Speaker 3: (33:41)
So that’s the same in your business, in every sales business. So that is applicable just way away. I had to make sure that we caught that on camera. It’s the same in your world, every single business man. And I think in so many people I’ve tried to say over and over and over again, they try to somehow play backwards. They say, Oh, once I get five guys, and that means I don’t have to do anything. You got it. No, no, no, no. I was the number two performer and a hundred sales guys, but below and solar. You know what I mean? It’s like you got to go show him. You’re willing to get in the trench. I cannot agree with you more. Okay. I love that. I just was validated on live. So whatever. This is podcasting, so we’re running out of time, whatever it is, whenever the city or in that moment, okay, we’re in the moment, live it up, max. Out, come on accident. You’re allowed Superman stuff. Okay. So I know you’ve got an exotic car or something delivered here in a minute. So I want to be conscious of your time. It’s not an exotic car, but it’s car due to Cooper. Come on in my role, that’s exotic. Let’s be real. I’m from Utah. That’s like, Whoa, Whoa dude. You’re trying to impress the neighbor aren’t keeping up with the Jones’. I’ll keep you out of my garage.
Speaker 3: (34:53)
I was in LA, I drove three land bows in the same day. I never need to come out here again. It’s too, okay. So anyway, um, last couple of questions. Okay, first time. What would you want me to ask you? That’s my last question. Like, what do people not ask you that you’re like, why aren’t you asking me this shit? It,
Speaker 4: (35:10)
um, well, I don’t think you’re an idiot. I think you’re brilliant. Okay. Um, I would want to know, uh, if this is worth it. You know, like I, I think not enough people asked me like, it looks good, but is it really worth it? Like, you know, building $10 million net worth and played the live in the cabin. Yeah, we talked about that. Yeah. Yeah. It’s, it’s worth it. Like as good as I thought it would be to make my dreams come true and then more and more and more. It’s a million times better than I thought for reasons didn’t think, yeah, you dress it up this way. But again, it’s one of those things that shows up in life differently. But yeah, like I’m proud of a kind of beginning to be proud of who I’m becoming. Do you want me to work this hard? Do you think it’s worth it because of the recent turn of like, you know, kind of only a couple of years ago you started to say, I’m going to try and make an impact, not for the money.
Speaker 4: (35:57)
Do you think that that helped or is that not even like your big factor? I spent the first half of my life building my own life and I kind of feel like I want to score on the set and I don’t kind of, I am. I’ve spent the second half of my life helping other people build theirs because I know how worth it is to become somebody you’re proud of. I know how worth it is to see what you’re capable of. If you’re a person of faith to honor God with a difference you make in the world. And for most of us, that difference is going to show up the most in our business life. It’s where we’re going to spend the most time. So it’s worth it in ways. Like I love being wealthy for sure. Like having a jet or multiple homes and all that.
Speaker 4: (36:32)
Like I love it. I think you should all go have those things, but when you get, we should all go have jets. He just said that. I love that when you can afford them and you can write checks for the only way he can make off for this. That’s right now. So that’s an important thing too, that people know I’m not opposed to debt if it was an appreciating asset, but all the homes you see on my videos, my jet, my cars, my boats, I own them all cash. Yeah. There’s no gold, no debt. Um, but it, it’s been worth it in ways. I didn’t imagine. So just the way your children look at you. Yeah. Um, the things you can do for your own family, your own self worth, the growth you have to be honest with me is going to sound super weird.
Speaker 4: (37:11)
I’ve never said this before, I don’t think, but some of the successes I’ve had has strengthened my faith. It’s almost a validation, like there has to be a father in heaven. And the reason I say that not to be preachy is I’m not this good. I couldn’t have done it alone. There’s no way, bro. There’s no way. So I’m not suggesting that you have to have an ocean front house to have strong faith. My gosh, of course. I’m not saying that. I’m telling you that this level of success is only strengthened my faith. You know what’s interesting though is I would say, and this is Sam’s opinion, is I think it’s easier, the more successful you get to become more proudful of that success and say, well, it’s because of me. Yeah. And I think a lot of successful people fall into the trap. So I admire you for just saying, look, without God this wouldn’t have happened.
Speaker 4: (38:01)
No chance, bro. And how you’ve let it, Gary, you to become stronger in the faith. Right. I think a lot of people, they, it gears them to go and be like, who needs God? I’ve got all this stuff. The Lord’s been pretty good with me. If I ever do get that way, he kind of makes sure I wake up pretty quick. Like there’s some huge to be humble. That’s right. Yes. Sometimes praise. She goes, I hope God compels you to be like, God damn. Yeah. It would know better for real. Um, you’re exactly right about that. Actually. Ironically, I think I had a better ego, bigger ego when I was broke because I’m so grateful. Humbled by a lot of the things. That doesn’t mean I don’t struggle with my ego. Believe me, I do. And people that are close to me keep an eye on that for me. But my faith has only been strengthened because there’s just no way. This dope right here has produced all this in his life. That’s got to be God’s favor and it’s gotta be hopefully, hopefully you honor him as you, uh, move further through life so that people know the truth
Speaker 3: (38:54)
and you can be an instrument in his hands. Like I look at it like I was pissed. Mitt Romney didn’t become president to be honest. Cause I’m like, dude, he just was an instrument. He’s been, you know what I mean? Like I look at it and like any as a good faith or you have faith that it’s like I just want to do good. And the fact that you’re saying that second half of my life, I hope to.
Speaker 4: (39:13)
Yeah. The other thing, governor Romney had a well now Senator around me, but um, was, uh, an unbelievable capability and preparation to be in that role. You know, he was, he was a, you know, I was a big fan of his as well. So
Speaker 3: (39:29)
yeah. And I don’t mean to get political, but I’m just saying like God uses certain people and lets them be successful because he can trust them to hopefully do his good. And I’m a firm believer that sometimes I wake up and go, what did I do? You know? And I’m following in your footsteps. That’s the hard part too. Cause you know what a screw up
Speaker 4: (39:47)
you are. Right. I know that I screw up every day. So it’s an odd, it’s an awkward thing. I still want to put myself out there as a perfect example because I’m a sinner saved by the grace of God and my face. So trust me, I’m like I’m like,
Speaker 3: (39:59)
believe me, I’m, I’m, I’m hesitant to ever say you should look at me, but I am really confident saying you should look at him. Yeah. So that’s the best way to put it. Best. Amen. Yeah. Um, well dude, I honestly like, I actually am glad we jammed on that at the end and I like, I think a lot of times people are nervous to like bring that up. You know what I mean? You’re there. I don’t want to like step on anyone’s toes or offend anyone. I’m like, nah, dude. Like if you don’t like believe whatever you want to believe, just believe in something. In my opinion. Exactly. Um, and, and I love how you’re like first started trusting yourself and then trusting that something, whether that’s God or whatever, and saying like, you can do it as a collective and also the people around you, like you said, environments, trust yourself, trust God, and then trust the environment that you’re in.
Speaker 3: (40:44)
And for me, I think it’s important, just so you know, in sequence, it’s God first and then trust me and that’s it. Yeah. Just so we’re clear on that. Like my, my faith is my life’s of God’s hands. But I also don’t believe in all the parables of the sower. And I believe I’ve still gotta plant seeds. He’s gonna provide a harvest, but I’m responsible for planting the seeds. That’s what we call it. The door’s page, right? Exactly. No, I’m writing a book right now. It’s called the achievement formula. I wasn’t going to call it the NOx theory because it’s kinda like, it’s all around the scripture. Matthew seven seven. So it’s asking, you shall receive seek and you shall find knock and show me open. And I think there’s a reason why God use this whole knock. That’s fascinating. See what I mean? So like plan this.
Speaker 3: (41:23)
It’s the my next book. It’s pretty doubtful. I like that. Yeah. That’s what I speak a lot on and it’s like, so it’s called the achievement formula, but it’s like God literally go knock like you whatever door that is or whatever that your frayed to knock. There’s a fear of this rejection or what’s behind the door or whatever. And my phrase, I always told people I was, I was like, everything you need is behind a door. So true. Everything you need. Can I tell you one thing to finish on that? There’ll be a perfect finish. People have asked me on my show, what’s the number one trait between these achievers? So by the NFL football players on business, people, fighters, politicians, actors, singers, will they have in common? It’s their willingness to go through that door into a room that they think they may not be prepared for.
Speaker 3: (42:07)
And the people that lose in life or that are average are constantly waiting around for some level of preparation before they’re willing to knock and go through the door. Yes, the winners are willing to step into that room and maybe not completely prepared when they get there. That’s the difference. Amen. It’s a perfect or imperfect action is better than perfect inaction. I just had this fight with my wife. I’d helped her start this baby clothing company, so if you have little kids and uh, anyway, I was just like, she’s like, but the videographer’s not as good as they want. I’m like, but just make a video. We need to act like it does now. Let’s go, let’s go. That’s right. And I think that it’s, it’s a lot of people ask me that question and, and, and, and I’d be like, man, how are you doing it?
Speaker 3: (42:45)
I have like seven businesses and it’s like, they’re like, how do you manage all your time? And that’s not my, I don’t care if I have a typo in my pose, like make fun of me. It was like I could care less. I just posted that I’d said this, I made a video. Okay if you stutter or stammer doesn’t matter. Like I didn’t script it perfectly. I had the bullet points. Great. Right. I did the video though. Totally agree with you. And I think that a lot, that’s just such a principle in life. It’s just like ask, have faith that you’re worthy and you’re asking and you know your intention. Seek half the path and then go knock it. Like let’s go, Hey man, I’m so excited to have you on January. So if you haven’t got your tickets guys, let’s roll. It’s going to be amazing. It’s going to be good. And obviously it’s been fun to hear your knock side of you and then cause you don’t bring that out on your social as much because I think a lot of people, it’s like they say door to door in the world goes wow. Like wow. And we have to dance around that and like, glad we were asked about it. I’m proud of it. I’m proud of it. Let’s go to . Thanks man. Love you, Charlotte.