BigDeal - #98 Rich People Think Differently.

Episode Date: October 13, 2025

Ever wonder what happens when a room full of seven, eight, and nine-figure entrepreneurs start talking shop? I pulled back the curtain so you can listen in. In this video, I sit down with some of the smartest operators I know to dissect how they scale, sell to the wealthy, and build empires that print cash. You’ll learn how to find your ideal customer, price like a pro, and hire people who make you money instead of cost you stress. Oh, and there’s a little surprise about the biggest event we’ve ever hosted in Austin… but I’ll let you find that out inside. 00:00 Behind the Scenes with Top Entrepreneurs 01:14 The Importance of Knowing Your Customer 02:32 Pricing Strategies for Maximum Profit 03:12 Hiring the Right Talent 04:03 Insights from Eight-Figure Entrepreneurs 04:52 The Value of Ownership and Teaching Others 05:43 Join Our Biggest Event in Austin 06:57 Balancing Revenue and Followers 09:17 The Pitfalls of Fame and Notoriety MORE FROM BIGDEAL: 🎥 Youtube: / @podcastbigdeal 📸 Instagram: / bigdeal.podcast 📽️ TikTok: / big.deal.pod MORE FROM CODIE SANCHEZ: 🎥 Youtube: / @codiesanchezct 📸 Instagram: / codiesanchez 📽️ TikTok: / realcodiesanchez OTHER THINGS WE DO: Our community: https://contrarianthinking.typeform.com/to/WBztXXID Free newsletter: https://contrarianthinking.biz/3XWLlZp Biz buying course: https://contrarianthinking.biz/3NhjGgN Resibrands: https://resibrands.com/ CT Capital: https://contrarianthinking.biz/4eRyGOk Main St Hold Co: https://contrarianthinking.biz/3YfGa8u Learn more about your ad choices. Visit megaphone.fm/adchoices

Okay, when I sell my business, I want the best tax and investment advice. I want to help my kids, and I want to give back to the community. Ooh, then it's the vacation of a lifetime. I wonder if my head of office has a forever setting. An IG Private Wealth advisor creates the clarity you need with plans that harmonize your business, your family, and your dreams. Get financial advice that puts you at the center. Find your advisor at IG Private Wealth.com.

I'm taking you behind the scenes so you can be in a room with eight and nine figure entrepreneurs to learn how do you sell things to rich people so you can make more money. We're going to break that down exactly and I'm going to tell you things that those people have to pay a lot of money for. All right, so today we got a room full of seven and eight figure entrepreneurs all here for one thing. Are they able to double their business inside of one year and can they do it in 48 hours? Where are we right now? Miami. I want to do more showing and documenting as opposed to creating. Like we're not a traditional business creator in the fact that I run a bunch of businesses.

So I'm not just talking on the internet about stuff that I'm doing. We run a holding company, we have a venture capital firm, we own one of the fastest growing trade franchise companies. I try to squeeze as much time out for content as I can, but I don't have a ton. And so if there's a chance for me to actually just talk about what we're doing and people can see it live, as opposed to yap on the internet, I'm, I'm into that. What happens when you get in a room with a hundred other people who are building businesses, seven, eight, and even nine figures?

You realize that there's three things in business that you need to nail, or you'll never make any money. What's up? Hi. Thank you. Are you? What you? I didn't know you're gonna be here. I'm so glad.

And the first one is, do I even have the right customer? We call this avatar analysis. What's going on guys? How's it going? Shanna was so funny this morning. She's like, I have such a good song. Can you just wait a minute? I want it to play and like you to walk out to this and then that's that song.

I'm like, I'm not that hard. Like, this is, that's so cool. I'm not cool enough for this song. If you do not know who you are selling to, and you do not realize that the person you are selling to has to want what you're selling, not to be sold what you're selling, you're in the wrong business.

Do you know why Amazon is one of the most valuable companies in the world? They fucking know you. How about Instagram and Facebook? Why is meta so valuable? They know what I want to buy better than my husband does. They nail their avatar so perfectly that they can create multi, multi-billion dollar. companies. So I do not want you to set this and forget it. I want you to

obsess upon the person that you sell to because if you know them well you can sell them more things at the exact moment that they want to be sold and so they will thank you for taking their money. That is actually how business should work. So we do an entire system on can I find somebody who is already predisposed to want what I am selling I actually don't believe in sales. All right thanks everybody. Thank you. You've got some... I got a marker on your chin. Oh good it's fine. Keep going on Where are we going?

This up, dude. What's going up, crew? Second, you gotta nail your pricing. So most people underpriced, they also don't have multiple options because there are always about a thousand true fans you have who wanna pay you more. Often businesses are underpriced by anywhere

from 30% to 300%. Why? If somebody wants to give you more money, wouldn't you give them a shot at doing that? Anyway, we teach them how to do that. So I want you guys to take like five minutes. Oh, sick. Yeah. Yeah.

Just leave up the floor. My little gremlin. This is mine, right? What are you doing here? Oh, they're working on their breakout. Okay. You got an anna, you got a cookie, you got a lot time. One good.

Not more to the galany. And then the third thing is hiring what I call Cheetahs versus Housecats. Both cats, right? But not fucking equal. One of them, you really want on your side when you're chasing down big prey when you're hunting things. And the other one is sort of snugly but also Matt. The number one thing about hiring on. hiring I've realized is if you aren't good,

how are you going to attract good talent? You gotta level up before you can get A players to choose you. The number one thing you can do to become better at hiring is become better yourself. That's why we have communities where we teach people how to become leaders and business owners because I like to steal somebody else's 10,000 hours.

You can go to the room? Yep, got you. Where are we going? Oh, there's an elevator. Right. Okay, Liz. Tell me what the difference between your relationship relationships with the people in the eight-figure room and the other room are.

Eight-figure entrepreneurs are really easy to help, actually. Why? Because when you have more money and more resources, if I fix one thing in your business, it's very easy for you to get a seven-figure return on your time. I think a lot of times what do we obsess on? Goals, right? I always say, don't tell me what you want to get, tell me what you're willing to give up. And I think in business, it's don't tell me what your goals are. Tell me what you're tracking. Are there any people in that eight-figure room that run a business that you think would shock people how much they're making from it?

Yeah, there's a woman in there that has a feed business for milk cows that does nine figures. You don't put a GPS in your car and go, maybe, I don't know, we might make it, we might not. You're like, no, no, we're going to make it because I'm tracking the right things. It's so much easier just to grow big businesses. Like, I could just keep doing that. But trying to show people how to go from zero to one, hands down the hardest thing that I do. When a country's productivity cycle is broken, people feel it in their paychecks, their communities, their future. What does this mean for individuals, communities, and businesses across the country?

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security. No one can prevent all cybercrime or identity theft. Conditions apply. That I'm an idiot that believes in something, which is that I believe we should have more ownership in this country. It's what I think people need help with. It's also what we get shit on the most on the internet, because everybody loves to

reasons why something won't work. And I'm like, motherfucker, I'm just trying to show you that it's possible. You can. They don't teach small companies how to do this. And I think that is broken. I think that is why we went from 80% ownership down to six. Because all the big guys who have figured this out refuse to teach anybody anymore. And then they shame anybody who does teach it because they don't want you giving away the secrets.

And I think that's a tragedy. It's way easier to just be quiet, only help rich people, build big businesses, and never focus. on zero to one, but I just think that's selfish. Hey, you, do you want to come to an event just like this? I've got you covered. We're throwing our biggest ever in-person event right here in Austin, Texas. It's called Main Street over Wall Street, M-Sales for short, and it's where the best builders, buyers and investors come together. You'll meet billionaires who built empires with boring businesses, investors ready to find you, operators looking for partners, and buyers and sellers for just about any type of business. You'll rub shoulders with Navy SEALs and Garbagemen and SBA

staffers whose whole career is dedicated to supporting business owners and future business owners. This is not a conference. It's a call to arms. And if you're not the type of person that likes to go around and make new friends, don't worry. We've got all these like private little workshop style intimate moments where you can even meet people face to face and will help orchestrate it. So if you're ready to buy a business, build a business, or learn about small business, get your tickets. They actually go up next week. We're about 90% sold out. So we'll see you in Texas. I know there are lizards here that change colors. This is totally unrelated.

I did not know that. You big reptile person? I'm a big animal nerd. I was listening to you on the phone yesterday. You were talking about a YouTube video. Man, our audience really does not like cinematic shit up front. They want the numbers and whatever. What's it like having to wear not only an entrepreneur's hat,

but also thinking more about the creative side of things? It's my favorite part right now. I've just done finance and investing and running businesses for so long, but I'm pretty new at media. Contrarian thinking, the media company has revenue as its main goal. its main goal. Very easy for employees to understand. But it also has followers. Why? There's a big mistake, I think, in business building. Haven't you heard a lot where people say that you should have one North Star metric? If you follow your North Star, you'll win. And I think that's

why so many companies fail. In order to steer a boat, if all I do is have one North Star, aka one left or what happens? You're going to a fucking circle. But if I have two oars, which is a left qualitative and a right quantitative metric, it feels a little to the left and it feels little to the right, but you are going straight. How annoying would I be if I was on the internet every single day, just telling people to give me money to invest in companies, sell me your company. If I was spamming every single day,

I could make a lot of revenue. I could probably triple a revenue. But my follower base would suffer, and so I would hurt my long-term growth prospects of the company. So that's my collar. Simultaneously, if all I obsessed on was followers, well, we'd go out of business because we wouldn't make any money, or we'd be old-y fans or p-uhn-hub,

because we would just be racing to a number of followers and that's it. So you need a metric that kind of callers the two. This generation, a lot of people want to have more notoriety online, and I totally get that. I mean, I'm online, and I think there's massive value to it, but that part to me is not a real business. What benefit do you have if a video gets a million views across the country? You're hyper-localized.

You'd much rather that you were on a local television segment or something that your target demographics saw. My main channel is my podcast for getting clients. What is my next step? Like, I'm thinking getting 10 amazing guests by the end of the year. And by 10 amazing guests, you mean 10 of your clients who you have made money. Oh, right. Well, that's a good one. That would be better. Because let me tell you why. If all you do is get 10 amazing guests, say I get on your podcast and I'm like, well, I've got Alex Cooper on. She's one of the biggest names out there. Joe Rogan on. I've got whoever on the podcast. Do you think

your conversion will be higher with those people? Or would your conversion be higher with somebody who you made a million dollars, nailed your avatar, was exactly in your niche? You have a B2B business. For a B2B business, I would never go pure social media marketing in a billion years. You do not want your life and your face and your lifestyle to be a business. It has terrible enterprise value. I mean, you can't sell yourself as far as I know. Two, you're getting yourself a job, even maybe a fun one, not a business. And three, people go a little zany when they get too well known. Just be careful what you wish for.

I can't remember who it was. It was a famous actor. People go, man, I want to be rich and famous. Like, take rich. You know what I mean? You know, famous is not gonna make you happy. I think that was Ben Affleck. Was that Ben Affleck?

Have you guys ever heard Ben Affleck speaking Spanish? No. Incredible. He's a language, very important, and also, many, in this country, he talks like my family does. Anyway, just be careful. about going after notoriety alone.

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