In Search Of Excellence - Andy Elliott: Why 99% of Companies Get Culture Wrong | E154

Episode Date: March 11, 2025

Andy Elliott is a powerhouse in the world of sales training, leadership, and personal transformation. From a tough childhood filled with hardship and rejection, Andy turned his struggles into the fuel that made him one of the most successful sales coaches in history. As the founder of The Elliott Group, he has trained over 600,000 people and helped more than 13,000 companies scale their businesses through his cutting-edge sales techniques and mindset strategies. With a no-nonsense approach to personal growth, business success, and extreme resilience, Andy has built a career on breaking the mold and pushing people beyond their limits. In this episode, he shares his journey from being the least likely to succeed to becoming a self-made leader in sales and motivation, offering powerful lessons in overcoming adversity, mastering confidence, and taking complete ownership of your success.Timestamps00:00 – Building a Winning Culture 12:28 – The Three Most Important Traits for Success in Sales and Life 28:34 – Handling Criticism and Haters 38:54 – The Secret to Hiring 50:17 – Fill in the Blank to ExcellenceResourcesAndy's InstagramThe Elliott GroupWant to Connect? Reach out to us online!Instagram | 1-on-1 Coaching | YouTube | TikTok | LinkedIn

Yeah, three years, nine figure business. And one of the things you've done, I've been walking around here now for two days. Brennan's been amazing. Shout out to Brennan for showing me around. Yeah, great guy. He's incredible, absolutely incredible. Andrew Lorenzor, we gotta give a shout out to him

because without him introducing to Brennan that I wouldn't be here. So Andrew, appreciate you so much. Appreciate you, brother. The culture on here is absolutely insane. You can feel the energy when you walk in the building. Culture is such an important part of how we build successful companies.

You have put out there that I will pay you $10 million in cash if you can recruit somebody for my company. Is that insanity or is that reality? So I lived by that for a while, but then I realized that honestly, that could never exist or play out. For the first couple years of my life, I lived by that.

To be honest with me, I mean to you, I thought when you change someone's life, when you took someone who was broken and had a lost marriage, wasn't a good father, wasn't a good mother, didn't make any money, had no one believe in them. I thought if you took someone like that and you would totally change everything in their life and give them everything and show them a life that they never could ever have. I just thought like people like that would stay with you forever. Like it doesn't, like it doesn't make sense, right? And so that's the way I lived for the first couple of years.

Like if you can recruit one of my guys, like, like it's impossible. I could give you 10 million cash. Like you can't do it. It's impossible. My team would never leave me. But then I had a guy quit and it totally blew me away. And then when he left, I sat back and I realized that I had a guy quit and it totally blew me away. And then when he left, I sat back and I realized that I had saved this guy every month for

four years. I had talked this guy down from burning his life to the ground every month. I was never going to stop this guy from burning his life to the ground. And honestly, I love the guy. I wish him the best, but I could not. I couldn't have done anything. I always ask myself, when somebody leaves, or at any point in time, what could I have done differently?

Nothing. I mean, I physically could have done nothing. And so I realized that honestly, I've built such an incredible culture, I've built such an incredible culture. I've built such an incredible life. I give everything to everyone around here. I would die for them, truly. I take care of their kids. They take care of my kids.

Our families are here. We have 87 people on payroll right now currently. We just, we would do anything. I mean, they said, don't get close to your people. We do life with our people. right now currently, we would do anything. They said, don't get close to your people. We'd do life with our people. You understand this. You're around here.

You see how close everybody is, the fire, the culture. That's why we scale so fast. They're not salespeople. They're all coaches. They're all me, and they're all younger, and they're on fire, dude. They're fire. We they're all younger and they're on fire, dude. They're fire. We're obsessed with this development. But I can't keep everybody forever.

And it's good to be delusional, right? And does it hurt when somebody leaves? Yeah, it hurts. But at the end of the day, honestly, I think 95% of my team will be with me forever. I think that having the right people around you is a very important part of life. And I let them operate this business like it's theirs. I let them build their own brands and everything in it.

And that's why we call Elliott Army. People come here because you can change lives. How can a company be a sniper? Well, number one, when you change someone's life, 99.9% of people will be indebted to you for life, right? Like, and that's what I do. I find people in my coaching program that I changed their life,

and like, I have their back now until death. Like I'm with them. Like I'm, you know, it's just crazy. Like it's not a career, it's not a job. Like this is our life. Like what else would we do? Like to be real, like I know you sold businesses, right? But like, I don't ever want to sell this, right?

Like I love this. Like this is what makes me healthy. Like this is what makes me tick. Like this isn't a business. Like this is what made me a good man. This is my ministry. This is all our ministries. Like, we all wanted to be good people.

We all want, and the crazy thing is, is I always say, God opens doors humans can't close. You know, when I opened door, I try to open these doors for so long, and humans can open, can close them, and things always happen. But the Elliott Group, like it's our ministry, like you can't close the doors. We're doing God's work. We're not calling it a church,

but we're doing God's work for sure. You have amazing people around here. I know I've met some of them along the way and I've done a lot of research and done research on you. And one of the things you're known for, and I was my cousin, my nephew texted me, Andy Elliott. And then he started talking about the six pack. And you made this comment once, you're at this conference, you're speaking on stage, there's a bunch of obese people there on their phones. And you said, we don't hire people if you don't have a six pack, and we'll fire you

if you don't have a six pack. True, not really true, metaphor, reality? Number one, I wanted to trigger the hell out of everybody. Which you did. Right. And then, and it's always good to get a good piece of viral social media content. I mean, there's nothing better, right? People still know it.

Yeah, it was a great viral deal. I gotta think of something like that, by the way. Dude. You gotta give me a little heads up on how I can do that for our business. But do you know what is genius? And this is crazy. Is, well, when people aren't paying attention, OK, like, I don't like it. Do you know what is genius? And this is crazy. When people aren't paying attention, okay, I don't like it.

I like it. If you say you want something, then I believe that you want it. And then when I see you're distracted, I'm kind of confused, right? It's rude, by the way. Yeah, yeah. So most people don't say nothing, they put up with it.

But as a leader, you get what you tolerate. So I'm not gonna tolerate it. With all these other speakers, you can get on leader, you get what you tolerate. I'm not going to tolerate it. With all these other speakers, you can get on their phones, you can mess around, but I'm not going to tolerate it. You came here to grow, you came here to learn. There's 45 minutes, I'm going to recreate your life, so you're going to pay attention. The people that don't, I just thought... I looked over and there was this person, and they weren't obese, but they were just out of shape.

They were lazy. They looked lethargic, in the sense like they didn't care. And so I was like, okay, I was like, come here, man. Come here. I'm like, come here. And I'm like, okay, so you kiss your kids, your wife, goodbye. You come to this event, you pay this money, you travel here, right? Is that what happened? Yeah, you got two kids at home? Okay, cool. How old are your kids? Eight, six. Is this the example you want to be for your kids? I'm just asking. Like, like take a look at yourself, right? Not paying attention. You left your family to sit here and be jacked

around on your phone while you're at an event that you told your family you were going to come to, to spend time away from them to get better. Is this your best self? Is this your kids hero right now? If I call your son up here right now and I ask him, I say, who's your hero? Is he going to say my dad? I don't think so. And I was like, take your shirt off. And by the way, I love doing this because I trigger the hell out of people. And what I say is that go look in the mirror, right? Because at the end of the day, you have to live with you. I don't go home with you, bro. You go home with you. You look in the mirror man and if you're not really want to look in there it's because you're dodging that guy. That guy is a solution to every damn problem in your life. That guy. Nobody wants to face that guy. The devil does not want you to look in that mirror and own your shit and get

your stuff together. He don't want you to. He don't want you to buy the training program. He don't want you to go to the gym. He wants you to be lazy. He wants you to live in scarcity. He wants you to be a piece of crap Over his dead body does he want you to be an example to your children? It is child neglect if you're not an example to your children who else should be should it be some other man be to motivate My wife and kids should that be should that be the neighbor? Or is it you because most men it's not them and so I speak to these men and I might do listen if you think your Wife's proud of you. You're an absolute idiot

She doesn't chase you around the house, bro. She don't chase you around the house no more I speak to these men and I'm like, do listen, if you think your wife's proud of you, you're an absolute idiot. She doesn't chase you around the house, bro. She doesn't chase you around the house no more. You know what I'm saying? She doesn't feel like she's seen by you. I'm telling you. It doesn't bother you. You're a loser.

I just get really pissed about this stuff because there used to be a time I thought which men were like the example in a home. And they're just not. They call it this masculinity phase. It's called being a man. Okay. It's called being a man. Being a very loving man. Like Christians are love. Like without love, you're bankrupt. They're very loving men who are savages, who protect their home. I freaking hate this. I said this on stage to a guy one time. I said, you know, they, they, they interviewed all these child molesters, people who molest children. And they asked them, what was the number one thing that you looked at before you decided to take a target out on a child to molest a child. And they said,

we look for weak fathers. Look at yourself, look at yourself. Look at yourself. Would someone think twice about messing with your children because you look like a threat? I guarantee, man, if somebody messes with my kids, you look at me, you're going to think I'm messing with that guy's kids. And hey, and I ain't a bully.

I'm a loving guy. But it's my job to protect my family. What the hell happened to that? And so I went on this era era of like really like trying to really beat and, and just so you're aware, I wanted to piss people off. I wanted to trigger people. We built an audience of people that go, dude, I hate that guy, but I watch him for entertainment. And then people go on, dude, I love this guy, man. I'm going to become a better man because of this dude. I got to stay plugged in. And so now we are 2025.

The six pack of your fire was like a 2022 thing. I walk into any airport, I mean, 500 people, 600 people, any mall, everybody runs up and they always come up and they say, hey dude, I lost 80 pounds, bro. I'm like, I'm not a fitness coach. I mean, I'm a business coach. I'm not even a fitness coach. And they woke up like, dude, I lost 80 pounds.

Wives come up to me and they're like, dude, you have no idea what you did for my husband. He's on fire. That era where I went psycho could have been the greatest thing that I ever did. Now, as I got a coach, right, because I've always had coaches, Dean is one of my coaches and Dean's like, hey, man, you've got to wear your heart out here where people can see it. We know you have a heart because we can tell how passionate you are.

But he's like, people got to know that you love them, man. You're just a little hard. And so if you see a lot of my content now, I'm trying to show people that I love them, and I make sure that they know that I love them. Like, I'm not a bad person. Like, I'm not scary, I'm not yelling at you. Look, I get excited, okay?

I mean, winning should be exciting. Okay, changing your life should be exciting. People are like, why is this guy yelling? It's like, well, dude, like, that's called having a good life, like getting excited. There's a lot of ways to motivate people in terms of how to sell. We'll talk about a few of them, but how is asking somebody

to imagine someone kidnapping their family and telling them with a gun to their head, if you don't improve productivity in three months, I'm going to kill your family? I think it's brilliant. Yeah, I mean, it's so. So do I, by the way. When I heard you say that, I'm like, damn, that's good.

Well, because people are just so blocked on what can happen. I use it as an automotive example, but I would say if you're a solar salesman, I'm like, how many deals do you sell a month? And they're like, three. And I'm like, OK, cool. You got three kids. You got a wife.

Let me ask you a question. If I told you I was going to kidnap your kids and I was going to kill them, if you didn't sell 10 solar deals a month, would you sell 10? They gonna kidnap your kids and I was gonna kill them, if you didn't sell 10 solar deals a month, would you sell 10? They're like, hell yeah, I'd sell 10. And I'm like, okay, well, why do I have to kidnap your family

and threaten to kill them for you to sell 10? Couldn't you have a good healthy family and go sell 10? Well, yeah, but okay, cool, then why don't you? It's just the point that people just don't push the limit anymore. They don't, they don't, they just, dude listen, the whole world is full of mediocrity, brother. And so I just, I don't know, it just pisses me off, dude. I like to, I like to trigger people.

I like to get them to think differently. Like philosophy, like just think differently. See it from a different perspective. You're one of the best salespeople in the world, one of the best coaches in the world. What are the three most important elements of our success? Man, there's so many things. You mean like... What makes us successful?

Like you're asking, I come to Andy and say, Hey Andy, I'm new. I need some advice for you. Just give me three things. In sales? Well, in success, let's take it two ways. What are the three most important successful in sales? And are they any different if you're not in sales? Yeah, I mean, I think no salesperson is ever

going to be successful without confidence. Just can't happen. You're dead in the water without confidence. Without belief, you're dead in the water. And then also, I think a lot of people don't give them self-permission to have a big life. I know that sounds weird. I train a lot of women.

They're very good in sales. Very good. I mean, deadly. But most of them never become really successful and make a lot of money until they give them self-per permission to start making money. Men are pretty stupid, right? We're like, we're like, oh, we make a lot of money. Let's go. And they're like, we just jump in. But like women have to like reason, like with

with like, like, can I do this? Am I good at this? And they overthink it. If they're just giving us self permission, when they'll kick every guy's ass. They're just dangerous. So I think confidence, I think belief, delusionally, right? Everybody can buy, came to buy, will buy. As long as they do my job, do your job, they're going to say yes. Don't think about anything else.

I promise you, it'll always play yes out in your favor. Give yourself permission to win. I think if you want to be successful, there will be people that will definitely disagree with this. But I would say number one, you're never going to win long range in success without a good family life, without a good home life. You can't, if you don't take care of your home, it's going to implode at some point and you will start over.

So however far you think you're getting ahead short term, you're going to lose it all. I watch every man ruin his family. I watch them, and they don't mean to, but no one ever teaches us how to have it all. That's the missing piece that they don't teach us how to have it all. We are one dimensional. We only think we can have this, but we can't. That was my biggest struggle. My wife's like, you're so stupid.

I would say, number one, if you want to really be a dangerous competitor, if you're being here with a same in skill, the same in skill, but I had a bad ass home life and you didn't, I would smoke you. Because in two years, you're going to get tired. And my wife's going to keep building me up, telling me I'm a bad ass.

I'm going to love who I am. I'm going to be fired up, get a good night's sleep. I'm going to be on fire. I'm going to be magnetic, infectious. I'm going to be rocking up, get a good night's sleep. I'm going to be on fire. I'm going to be magnetic, infectious. I'm going to be rocking it. Dude, I'm going to show my team what having a great family looks like. My team's going to work harder for me than your team will

work for you. Dude, my team don't need to look up to anybody else. They can look right here. I'm going to show them how to have it all. That home life piece is a very important piece to the puzzle that is not talked about enough. And by the way, I'm not telling you not to make money. I'm telling you to be the best in the damn world.

You think your wife wants you to be a loser? She wants her husband to be the best, but also your family wants to go with you. Just be present. Be where your feet are. Wherever you are, be there. If you're at the gym, don't be thinking about being at home. If you're at home, don't be thinking about being at work. Just be where your feet are.

If you treat something like it's the beginning, there'll never be an end. I think that that's a big deal. I still look at my wife like it was the first day. Damn, I want that. And I still do that. And I still keep dating with her. I still keep flirting with her. And people will tell you this crap, and they don't do it.

The one thing I love about my wife, and no man I think would be able to make it with my wife, honestly. The reason why is because if me and her aren't getting along, if I'm not on fire with her, she holds me to such a high standard. Most people are like, I wouldn't put up with that. I know you wouldn't.

I know you wouldn't. That's the reason why we're growing so fast is because I have the best damn accountability partner in the world. By the way, I think a lot of people underestimate the superpower of the person they're with. Everything that you want is sitting right next to you, but you're an idiot. You don't motivate her. You don't fire her up. You don't invest in her. My wife one day, she said something.

I remember two things she said. And I'll go back to what you asked me. But I was doing a sales meeting. I was firing this team up. And when I was done, I was like, my wife's going to be so proud of me, dude. That was the best sales meeting I ever did in my life. My wife walked over and she goes,

I wish I could get some of that. I'm like, she's right. I'm on fire when I take those sales calls. I'm on fire when they call me about business growing. But when's the last time I went home and told my wife I'm ready to grow our marriage like crazy? I do that now. So that was kind of a big deal that woke me up.

But so my wife, you can tell clearly, like she's that accountability partner. But like I was talking to a guy one night, we're on the phone and he was having a marriage problem and I was like, hey brother, listen man, I'm like, you got to go and you got to see her brother. She knows you're looking through her. You got to make sure that she feels seen. And I look over at my wife, we're arguing and's like no ways and I'm like I gotta call you back I'm like babe. Listen, I'm like, that's that's my job. She goes

I'm not gonna marry a fraud. I'm not gonna date a fraud Okay What advice did you give him? And I was like, well, you know to She's like, are you looking are you looking at me right now like you love me? Is that how you're looking at me? And I'm like, she's like, you're not looking at me like that, but you're going to give me advice. Do you feel good about that? And I'm like, why did I have to marry the most dangerous woman on planet earth? And most men are like, I wouldn't put up with that. I know you wouldn't. I know

you wouldn't. That's why your life sucks sucks that's why your life will never be what it should be because your ego and she's just she's just such a good by the way a lot of people don't think that their coach should be their wife it should be like Tony Robbins because that's cool everybody would love if I said Tony Robbins my is my coach no she's my coach, dude. She's a savage. She knows me more than anybody. She knows when I'm slipping. She knows she knows your wife knows everything about you. She knows it. The question is, is have you given her permission to be direct with you? Can she tell you? Do you have ego? Do you fight her for it? And so that was something I learned. So I think another deal is I think if you're going to be in a relationship at some point in your life,

grow and take your family with you and all of the self-development you do, make sure she's theirs also. So you guys can grow together and you can independently be a savage, she can independently be a savage, and then you guys will be a power couple together. Dangerous. Great home life. Obviously, the relationship to me is like ultra important. And then I would say, become a mat, just some skill, like one piece of advice. Whatever you're going to do, master it.

Most people are a master of none. Um, they've never mastered anything. And that's the reason why they won't be remembered. You know? And I believe in changing people's lives and stuff, and so my mastery is the art of communication. I'm a sniper. If I can get my hands on you, I'm gonna change your life. Like, I'm gonna do it. Like, and so that's my cell is I'm just illusion on that.

One of the things that's made me successful is something I call extreme preparation. I prepare more than anybody for any meeting, any podcast, anything. How important is preparation? How important is preparation? One to 100. How important is preparation? How important is preparation? One to a hundred, how important is preparation? 101. Success favors the prepared. And it's the cool quote, but it's just the truth. And if you didn't succeed, you probably didn't prepare enough. And then if you did fail, you probably need to prepare harder next time.

Like that 10X Grant Cardone book, he said, most people underestimate the amount of effort it takes to be great at anything. And so, you know, you over-prepare. Guess what? When is the last time has over-preparing screwed you? Never. Never. Yeah, never. Are good-looking people more successful at sales than non-good-looking people? Yeah. But people will look at us and say, Andy, man, like, what if I'm not good-looking? What

if I'm, what if I'm not a model or I'm not thin or I'm not. We don't have to be a model because I'm a pretty ugly guy. But I am in very good shape. So it increases my odd of being more attractive because I am in better shape, right? And so like, again, you know, it's like, I'm not Brad Pitt, but I can work out, get in really good shape, that increases my odds.

And by the way, increases my influence. Okay. Like, believe it or not, dude, if I was a fat person right now, 350 pounds, would you be having a podcast with me? Well, it depends. I mean, see, here's that the end of the day. I wouldn't if, if, if jelly roll were sitting in here, I'd be like, Hey, jelly, man, let's get down with this show.

No, I just wanted you to know. I was kidding when I said that, but I was saying like, I wouldn't be where I am. I wouldn't be where I am honestly I wouldn't be where I am honestly, because it looked like I don't make good decisions. You know, I mean, if you look like you make bad decisions, you probably do, okay? But I do want to say something. If someone was to knock on your door right now,

if they were to, you know, pitch you anything, if they were more attractive, would you probably give them 30 seconds more time than if they were ugly? That's why we see good looking female sales reps visiting all the doctors office. We have a we have a friend, a family friend who sells pharmaceutical. She's good looking and got boobs, big boobs, because men like looking at big boobs. And she loves it. She knows it. She's a top salesperson. So yeah, and you don't have to be fortacious. Here. Look, look, this is crazy. But my wife, she's never been hit on.

And you basically, like, Andy, your wife's lying to you. No, she doesn't get hit on. My wife's a good looking girl. She's awesome. She doesn't get hit on. She doesn't have a personality. My wife is a very direct business person, like awesome communicator, loving person

who is non- non flirtatious. And so like you can be attractive like as a female and you don't have to be flirty. And people are like, oh, I get it. So you're like a slut or you're flirty. No, dude, no, you're attractive. Like I think everybody should understand that like you chase or you attract.

Yeah. And you know, and so take care of yourself, right? Yeah, and I think physical attraction. I think physical attraction is so important in a relationship where you need to be attracted to your mate. And then you see people, okay, you're once in good shape, now one person is very obese,

and you look at these couples sometimes, and I think, how is that going to work out? I think it ain't working out, and it ain't screwing, for sure. So tell us about the divorce diet, right? I mean, it's what happens when you get divorced and someone is not in shape and you're thinking about, all right, the next time I'm getting naked with someone,

I better have that six packer, I better not be as fat as I used to be. Yeah, I mean, we see it all. It's not the right motivation. Well, no, but you see it all the time. And dude, I honestly believe that being in great shape is one of the best feelings in the world. It really is.

It's just one of the best feelings in the world. And I'll just, I think anything that makes you feel good, I think you should do a lot of. And I think it makes you feel amazing when you take good care of yourself and you look good. The most enjoyable thing in the world is having sex. Yeah, if you do it right, I guess, for sure. Well, you said if you're not having sex with your spouse every day, then you hate yourself.

Is that really true? Well, I mean, at the end of the day, dude, I mean, your wife, I mean, again, I'll go back to this, but your wife said, I'm not going to have sex with any other man for the rest of my life. I give myself to you, and she's not having sex with you. I mean the deal is is that you didn't keep your word man. You promised her the right of a lifetime, you know. It was cool when you guys got together and you know again probably other things are more important than her. She knows about it. You guys aren't having sex. You're becoming roommates. End of story. Your kids are going to have a marriage just like you guys do. Good job.

My rabbi told me something once a long time ago. He said if you're not having sex with your wife, you're having sex with somebody else. And same thing for her. Well, somebody, listen, the devil, I'm going to tell you this for sure. Me and my wife have sex every night. And a lot of people are like, man, that's extreme. Oh, yeah, listen, the devil, I'm gonna tell you this for sure. Me and my wife have sex every night. And a lot of people are like, man, that's extreme. Oh yeah, yeah, we're pretty extreme. I've been- I mean, I read that and I'm thinking, isn't there a night where you just want a night off?

You gotta replenish, you gotta just re, just, I mean, it's just hard. I mean, physically it's hard. I mean, not that- Right, do you want me to tell you what's hard? Me and my wife, no matter what's going on, if we have sex, no matter what's going on, no matter what problems we have in our life, they all disappear and we sleep great together.

And so I'm never gonna let the devil come into my home and come into my bed. And even if, like, we're not're not like I mean I don't know like I want to have sex with my wife like I don't understand I don't need I mean I get I guess everybody's built differently does that make sense yeah and like I just I hunt my wife I just do to listen something happened when she stood by my side when when the FBI came in and I got in big trouble, and then when she stood by my side through all that hell, I understood that I'd been pleasing the wrong

people our entire life. I have been kissing everyone else's ass my whole life, and she is the one that's going to be by my side when I freaking die. I am an absolute piece of shit. I owe her my life. And guess what? Just like somebody would save your life in a war, my wife saved my life. And so I know most guys don't get it, but that's how I view her.

She's my best friend. And I'm obsessed with her. I love having sex with her. I love her being a great mother. She's my best friend. She's my her. I love having sex with her. I love her being a great mother. She's my best friend. She's my counselor. She's the CEO of her company. If you were to talk to her right now, you see she's a savage, bro.

She's an animal, but she's the heart of our whole company. You ever heard of the urban dictionary? Never heard of the urban dictionary? All right. I'm going to shout out to my buddy, Robin McGee on this one. I'm going to read you something for the urban dictionary. You ever heard of the word nipons? All right. A nipons are the state of obvious protuberance of the nipples or when one's nipples are visibly hard due to cold weather, friction, or possibly

physical arousal. Talk to us about your wife pregnant and pinching your nipples? Well, so I love this actually funny story. And she was pregnant with her son, Ian, first time she's pregnant, right? And I'm at work and I come home and she's just like in this like miserable state. And she's and by the way, like not being negative, she's just like very uncomfortable. And she's like, you caused this, right? And I'm having your son. And she's like, I'm gonna pinch your nipples. She's like, that would make me feel better. And it was funny because we cracked up, right?

And I'm like, all right, baby, whatever make you feel better, whatever it is. And dude, she pinched my nipples so hard, dude. I remember it was It's just me and her we lived out at Lake Texoma, which is in between Oklahoma and Texas this small lake. No one's around There's no social media. It's 2009 There's nothing we've no friends. It's just me and her cracking up. We're best friends, right and At that point the rest of our

right? And at that point, the rest of our life to this day, anytime she's going through something, she's like, it'll make me better feel better if I pinch her nipples. And so she'll just grab and pinch my nipples. And she does it just as like a joke when something's going wrong. She's like, come here. No, no, no, no. You didn't look, you're like a puppy. There's the puppy pad, and you piss next to the puppy pad There's the hamper and you threw your clothes on the ground right next to it And I got to go pick it up. So come here. I'm gonna pinch your nipples and People will laugh dude, and you know and people don't like seeing people have fun They don't like it, but people people comment as I mean, I and I love I mean, it's a question because I think it's important

to have playfulness with your wife. Yeah. And not only be so serious, but people make fun of your hard nipples all the time online. I love it, bro. Everyone's talking about Andy's nipples. Bro, they make fun of my short shorts.

Dude, they make fun of everything. Listen, at the end of the day, what happens is that when people hate themselves, right? And by the way, hey, listen, my nipples are always hard. happens is that when people hate themselves, right? And by the way, listen, my nipples are always hard, right? But when people hate themselves, honestly, like a lot of times, like I make people question themselves. And they don't like that, right? Like I'm talking about my wife and some guys, if his wife was watching this podcast, he'd

be like, babe, don't watch that crap. That guy's a loser. Yeah, I get it, dude. I get it, man. Don't you love the haters? Oh, yeah, no, dude. I get it, man. Don't you love the haters? Oh, yeah. I wouldn't be this far without them.

And I understand what Grant Cardone said when I read it. And he says, I wouldn't be this far without you. Can't thank you enough. Well, the fact that we're in this state of social media, which is a big part of the world now, because everybody's on their phone all the time, if you want to really have influence and you want to build your brand,

you're going to have to understand how to hack the algorithm, which we do. And it gets around 100 million views every 30 days. The haters help me get my content to travel to my followers, my believers. And so thank you. Honestly, I'm grateful. The more they say negative stuff,

the more engagement I get, the more comments I get, the more that the algorithm is like, oh man, something's going on here, let's show more people. And so I'm super grateful for it. Honestly, like, I mean, listen, I've been made fun of my whole life. So like, I have a pretty good life. One of the things that's hard for us to see too

is when we live in a toxic world, what we have to do, and sometimes you don't even realize that you're in it. So what's your advice when there's someone gnawing at you or criticizing you behind your back and you just have to deal with these people. You really don't have to deal with them, do you? Yeah, like honestly, like I know this sounds crazy,

but like I've never, never, I've never had somebody walk up to me and say anything to my face. I don't have the courage. I don't know. I just, I'm... Well, I mean, you look like a badass. I know, but I've been out in public everywhere.

Like, dude, like, by the way, I want to say something. Like, I'm not, I'm not like a fighter or something, right? Like I'm, like, I work out, I'm in the gym, I take care of myself. I mean, I wouldn't be afraid to defend my family or something like that. But like, you know, like, like people don't like to see people come up. You know, people don't like to see people change. You know, like, because I made all these mistakes and I was like an underdog and stuff, like, like, like I love seeing people correct their life. Like, like, that's what a good leader is, is like, man, you know, you can change. But the problem is is that when people make those changes like people

don't like it. It's because people put boundaries on themselves right or maybe I put boundaries on you on what I thought you were possible like what you could do and then when you go outside those boundaries I'm like screw you dude you know. But but at the end of the day like I've never had any issues man like I'm out in public every day. I don't have a bodyguard. I mean, we're all strapped and have guns. But I've always carried guns.

Everyone here has a gun. We got hundreds of guns around here. If you walk into the LA group, there are machine guns and whatever you can call them everywhere. There are semi-automatics. There are weapons in every corner of this place. And we love it. We live in the beautiful state of Arizona. We love weapons.

What's wrong with the human condition that so many people are unhappy for others who become successful, or especially massively successful? Well, again, I just think that people, if I see you win, then I'm just like, screw that guy. Right? I mean, that's pretty easy for me to say,

dude, I don't like you, dude. Who do you think you are? You think you're cool? Coming in here with you and your girl, you think you're cool? Like, that just hate me, bro. They don't hate you. You just, you make them question themselves. And so that's why they hate you. That's why, and they don't really hate you. But matter of fact, I'm going to give you this real quick, because I know that you'll get this and because being successful in business as you're going to build Your social media now you're gonna get things like like it looks like this. It goes I hate you. I wish you were dead I hate watching your stuff. I hope you drowned Like this is my social media like like like my DMS

I get people to tell me I change your life every day but then you get these hateful one yeah we never respond we never I don't ever reply to anybody you don't engage these people I don't engage with nobody bro no and then I mean I might have said thank you before to somebody like over something but I don't engage with anybody never comment to your haters never never come down there you're here bro you don't go there but they're in the comment section and you know everybody's different, but that's my deal and But then one day It's like marketing the right message to the right person at the right time. They say hey, bro. I hope you'll accept my apology I

Want to tell you that I've been really hateful for a long time. I've been mean I want to tell you that I've been really hateful for a long time. I've been mean My wife had just threatened me that she's gonna walk out on me. My kids don't like me I've been in a really toxic relationship with myself Your videos really inspire me to be a better man. It's just that I was living in darkness I'm finally making a decision today to change my life I gave my life to God and I want to tell you that I want to be inspirational like you one day. I want to help people.

And please forgive me. I know you probably will never see this, but forgive me. And I just say, hey man, we love you. Like, we believe in you. Like, whatever you need, we got you. It's cool. Dude, I don't hold nothing. I was a piece of crap for a long time.

One of the really cool things about my show is I get to meet amazing people, people that I admire, people like you that motivate and inspire me. And what I learned shockingly along the way is all these immensely successful people, including you, have a coach. You coach, I mean, you're gonna come up on a million people

at some point pretty soon. And yet, and you're one of the best coaches ever. And you've got to coach. And as I'm thinking, I've been coaching people for 25 years and I want to get into a formalized training program. We're gonna have classes, I hope to do. Some of what you guys are doing. And I have said to myself, I had the most successful,

one of the successful money managers on my show, Graham Weaver runs an $18 billion private equity firm. He's been getting coaches his whole life. He goes to Tony Robbins seminars, and I interviewed Tony as you know a couple weeks ago, and I'm saying to myself, like, I should get a coach. Shouldn't everybody get a coach? And what do you say to people who are making

a hundred thousand dollars a year and say, I can't really afford a coach? Well, you can't afford not to have a coach. At the end of the day, everybody, I say, there's two things that will ruin a man's life. And by the way, this could work for women, too. But I mean, because my audience is about 80% male. Number one, having the wrong woman.

And you say, what does that do with having a coach? Well, if you have the wrong woman, you're not going to make it. If you have the wrong woman, you're not going to make it. If you have the right woman, you're going to kill it. Number two, not having a brotherhood. Men have to have a good man in their life. If right now you and your wife are fighting, and you called me, and I'm going to say,

dude, your wife's incredible, bro. You know how lucky you are. Look, your perspective on this situation, I promise you, is skewed in some way, shape, or form. And I'm going to tell you this, don't let this trigger. You don't like this part. You never get emotional. OK, if somebody was to hurt her, you would kill him.

Don't hurt her. That's not who you are. Go back home. Even if it wasn't your fault, tell her you're sorry. You love her. You're the protector of your home you're the man go take care of this okay you know this already though but now I I told you okay go take care of it bro we love you have a good day you're gonna go home and you're gonna make your life right that's it and this is done if you call the wrong guy he says you know what

dude I'm gonna be honest with you I've never told you this but I don't really And this is done. If you call the wrong guy, he says, you know what, dude? I'm going to be honest with you. I've never told you this, but I don't really like her anyways, bro. I think she's been using you the whole freaking time. I'm being for real, man. You deserve way better than her. You shouldn't have to put up with that crap, bro.

Listen, come meet me down here at this bar. Let's talk about it. Brotherhood. Okay, so a coach to me is like having a brother or whoever, it's having somebody. It could be a male even teaching a woman or a woman teaching a man. It doesn't have to be, I call the brotherhood is like that person

that you can call that's like, dude, like talking life into you. And then by the way, like helping you troubleshoot issues, you know, cause I always say you're one step away from being in the wrong shoes. You're one step away from being in the right shoes and getting you to the next level in life. The people that you currently have in your life,

if you look to your left and your right, you probably don't have somebody that's trying to pull that next level out of you. That's what a coach does, dude. Basically, like I'm just giving an example. Like if you paid me, you would pay me to give you an edge and figure out how to get you to the next level out of you. That's what a coach does, dude. Basically, I'm just giving an example. If you paid me, you would pay me to give you an edge and figure out how to get you to the next level.

And you know what? A lot of the times, a coach ends up helping you in areas that you didn't think that that coach was gonna help you in. So it may be like, because you've made a lot of money, I may be like, oh, this is gonna help me make more money. But in the end, you actually helped me have a better marriage.

You helped me be a better father. You helped me like myself more. You helped me process information. I got to hijack the way that you think." And I'm like, oh my God, what's that worth? I mean, holy cow, dude, now you want to talk about making money? That's stupid. Now we're doing everything at a really high level.

And so great, great people don't want coaching, they demand it. Why is one of the most important jobs of a coach to piss people off? Because sometimes people need to get, they need to get, I always say this, my wife knows how to trigger me, right? She knows how to trigger me. And so a coach's job to me is to trigger you to grow. Kobe Bryant and Michael Jordan had Tim Grover. Tim Grover would know how to poke Kobe

to get him to play better. Look, nobody's gonna get better by kissing your butt. Doesn't help anybody. The job's to help you get better, which is why you're paying them. You're paying them for growth. Let's talk about what it takes to work for you. And it's really not for you, it's with you.

I hated in my career where someone said, oh, Randy works for me. It made me feel like, shit, they're putting you down. You got a team, your team is incredible. What does it take to work here? Values, number one, standards, values, and you have to have a good heart, period. All the rest can be taught.

Most of my sales people here that work here They were not coaches. They were not in the high ticket coaching space They weren't there weren't enough no none of these people here have ever worked for a coaching company They were people that were inside of my coaching company that were the greatest students that had the biggest transformations that I fell in love with and Then I was like, oh, I'm like a I'm like a collector of people. I was like, oh, I'm like a collector of people. I'm like, oh, these are my people. These are my family. This is my chosen family, basically.

And so we all have the same values. Here's what I'll tell you, is you and your wife get along really well because you guys have alignment. I have the best wife in the world, by the way. Yeah, but you have alignment, though. You guys both align with the same stuff. Even when you don't see eye to eye, you still align. And so me and my team, any time that we don't see eye to eye,

we grow through suffering, but we're always in alignment. And so I think that was the key, is that we hire from alignment and we hire from a good heart. You can't give someone a good heart. As part of the interview process here, you ask someone to share three things with you that they've never shared with somebody before. I'd like to ask you to share three things with me

that you've never shared with anybody before. Man, I'm a pretty open book. It's probably got to be out there somewhere. Man, I don't know. I think I've shared everything, bro. One of the things my wife always says is that I just share everything. The reason why is because I'm just not afraid of anything coming into the light. Once I decided to become an influence for people, I knew the enemy was going to attack

me. What I did is that I emptied all the bullets out of the enemy's gun as fast as I could. Does that make sense? Just told everything. And I said, I didn't, you still like me either. But like, come meet me now and tell me you don't like me. Like I was, that guy, I wouldn't have liked him either. I didn't like him either. But come meet me now. I was that guy, I wouldn't have liked him either. I didn't like him either, but come meet me now.

So I emptied all the bullets out of the enemy's gun and I told everything when I decided to start my coaching program to everyone. There is nothing that anyone knows about me that I haven't told. And people say, we don't like a private life. I don't have a private life. I've decided to be an example for people.

It's working. Yeah. You're killing it. Yeah. But I wanted to share with you, I almost wish that I could have something. But my wife would be like, oh, good luck with that one. He tells everybody everything.

Right. And so I wish I could make up something. But I've shared it all. For me, one of the most important skills that anybody could have is the ability to knock on someone's door, go up to someone, shake somebody's hand, and cold calling. How critical is cold calling to our success?

Super important. The ability to master a stranger is probably the number one skill a human can have. Master a stranger, walk up to someone you don't know, and start a conversation, be kind, be polite. It's the most valuable skill on planet Earth. If you can learn that, you can write your own check. And what's the advice to somebody who says, yeah, we have a summer intern program.

We have 32 kids, Andy, every summer. It's a teaching internship, eight to six. And one of the things, and they work on my beaches company. I have a company called Sandy, S-A-N-D-E-E. It's a Yelp for beaches, essentially. We've cataloged over 120 categories of data for more than 140,000 beaches in 212 countries. So they all work on our company.

And I tell people, one of the assignments in the summer is you have to go out to strangers on the beach, and you have to do what's known as a Sandy dance. Well, what's a Sandy dance? A Sandy dance is for you to go and demonstrate to some stranger some crazy ass dance that people laugh at and think it's funny that you think would go viral in a TikTok video

and get them to do it. And everyone looks at me like, oh my God, like I cannot do that, I'm gonna quit, this is terrible, I could never do that. And I say, you know, you're gonna go do it. It's not an ask, it's a know, you're gonna go do it. It's not an ask, it's a requirement. You're gonna go do it. And we have this rehearsal in the parking lot

of the building and everyone's, you know, very stiff. And I said, man, that's not funny at all. Everyone's giggling and everyone's laughing. And they all go out and I say, you gotta create 10 videos. Everyone come back with 10 videos. You are required to come back. I don't care, two weekends, three weekends, you come back with 10 funny videos. We're gonna go through 10 videos. You are required to come back. I don't care if it's two weekends, three weekends, you come back with 10 funny videos. We're going to go through those videos.

And everyone says it's life-changing for them to be able to go up to someone on the beach, to someone who's enjoying the sun, don't want to talk to you, and then for you to go do something absolutely crazy and get someone else to do it. If you can get someone else to do that, that's an incredible skill. Facts. It's amazing. Life changing. Life changing.

Yeah, they're just breakthroughs. Huge breakthroughs. At the end of their life, they'll look back and they'll say, I changed my life on that beach. We're at the end of the show right now. Now is the end of the show with a game I call Phil and Blake to excellence. Are you ready to play?

Sure. My number one professional goal is? My number one professional goal is, man, anytime I say number one, I'm fighting like nine million answers in my head. My professional goal is to probably be a great example of human excellence for the rest of my life. My number one personal goal is to probably be a great example of human excellence for the rest of my life. What our personal goal is?

Probably be the greatest daddy and husband that's ever lived until I die. The biggest lesson I've learned in my life is? Listen to your wife. She's always right. The one thing somebody should say to themselves when they wake up in the morning is? I believe in myself. The one thing that they should say to themselves when they go to sleep at night is? Bet against me, I dare you. My biggest regret in morning is? I believe in myself. The one thing that they should say to themselves when they go to sleep at night is? Bet against me, I dare you. My biggest regret in life is? Not listening to my wife sooner. Probably wouldn't be in trouble. My biggest fear in life is? Probably letting myself

down. When you were younger? Probably now. Like I just, I'm finding new levels every day and like I don't ever want to get comfortable. Do you ever get down? No. Never have a down day? I just don't want to lose my edge. It's impossible. I've got my, I'm so good at developing. I've developed this edge that I, it can't be beat.

I have every area in my life dialed. The most prideful moment of my life is? It's prideful. Is that a good pride or bad pride? I never thought about it that way. Good and bad. Yeah, because then like some pride's bad, but then like some pride.

So prideful would be probably when my kids are born. Like that was a really special gift. Craziest thing that's happened in my life is? I would say probably getting another chance at life. That was pretty crazy. You know, I thought I was gonna be in the car business till I die. If you'd have told me, I mean, I 50X my income

in three years. I mean, you know people that do that, but it's like getting struck by lightning. The funniest thing that's happened to me in my life is? Probably looking at pictures of me whenever I was fat with hair, which we should see that. The best advice I've ever received is? Probably looking at pictures of me whenever I was fat with hair, which we should see that. The best advice I've ever received is?

The greatest gift you could ever give yourself in life is spending time working on yourself. The worst advice I've ever been given is? People like you don't make it. The most I've ever bench pressed is? I can hurt shoulders, so I think probably 225 pounds is all I've ever lifted. Ten years from now I'm going to be? Ripped. Twenty years from now I'm going to be... Ripped. 20 years from now, I'm going to be... Jacked.

If you could pick one trait that leads to somebody's success, it would be... One trait? One trait. Communication. The art of communication. The most important trait that's contributed to my success is... Persuasion. Influence. The one thing I've dreamt about doing for a long time but haven't is... I'd probably give my wife a little bit more sleep

like She don't ever get to sleep My wife says success to her would be to sleep in my amazing wife sitting right there I'm gonna be and I'm gonna be here. She's like, are we ever gonna sleep in? Oh, yeah, I'll be hearing this for for the rest of my life but my wife says that's what the definition of success is to her is to sleep in and I'm like she's like and we're still not successful If I had coach one person in the world, it would be it would be my son

You have an opportunity to coach your son. Mm-hmm, but that's who would be though is my son like I'm coaching him but like It's him like he's he's my only son if you could go back and give your 21-year-old self one piece of advice, it would be? Don't be around the wrong people. If you were President Trump today sitting in the office, the next thing that you would do is? Make it mandatory to make kids be able to start doing push-ups and sit-ups and the stuff they used to do in class when we were young.

Yeah, everybody had to do seven pull-ups, 50 crunches, and we had to be able to run a mile in under eight minutes. Like that was mandatory for kids. I don't remember what it was called, but I would say that goes effective immediately. The one question you wish I'd asked you but didn't is? I don't know, man, you asked a lot of questions. Do you have any questions you wanna ask me?

One regret you have in your life. The one regret I have in my life is probably, and I'm gonna answer this in an easy way, but the most profound way, I don't have any regrets because at the end of the day, I wouldn't be the person who I am today without living the life that I've left so far, that I've lived so far.

But if you could change that. If I could change the one thing, I think I would have learned at an earlier age to build healthy relationships and learn lessons from my past and know that I have the ability to change at an earlier age as opposed to as I get older and more mature and more into self assessment and reflection

and learning and devoting to improving myself to be the best person I could be. I would have started a lot earlier. That's a big one. Anybody watching this, falling in love with learning yourself is a superpower. There's a problem too. And I know I was very successful. I made a lot, a lot of There's a problem too, and I know I was very successful

and made a lot, a lot of money at a young age. And people think, okay, that's so great. And you have everything in the world. And you really, most people would want to be in that position, right? 99.9999% of the people in the world would love to be in that position. But it also doesn't allow you to develop as much emotionally as you would if you were

building a business over a long period of time. And also, as weird as it sounds, it also creates very significant problems and relationships around you. It creates familial issues, which people have all kinds of unrealist expectations, friend issues, unrealistic expectations, unrealist expectations, jealousy, envy, backstabbing. And I think as I look back at it, if I had been 56 today and not 32 years old or 33 years old when I made a lot of money,

I would have handled situations very, very differently. And I would have not given a shit what people thought of me, which today I don't, then I did. Yeah. And you know, back then, and I love that, back then, we didn't have the ability to watch a podcast. There were no podcasts.

Didn't exist. So I would say if you're lucky enough to watch it, just doing it changed my life. Yeah. I mean, when I made it, I mean, our company went public a year after we started the company. Our companies were $14.4 billion the day that the stock traded. It went up to $35 billion, I think, 490 days after we started the company. And it was craziness. And you look around and say, you know, this can't be happening to me.

And you really don't know who to talk to. And there weren't a lot of people in similar situations who had been that, who were your age, there were only a couple, and I'm not gonna name who they were, but I remember having these conversations sitting at this guy's $30 million house in Malibu, young guy, well-known guy,

and I said to him, hey man, I said, we're talking about high-class problems that are real-world problems. And I said, it'd be weird for people to listen on a microphone on this conversation because they're high-class problems that are real-world problems. And I said, it'd be weird for people to listen on a microphone on this conversation because they're high-class problems, but it comes, like I said, with all kinds of responsibilities and pressures that people don't think about. And everyone's looking at you on their microscope, everyone's waiting for you to act like an asshole, everyone's waiting for you to be arrogant, everyone's hating on your word, everyone's just waiting for you to make a mistake,

and everyone's talking about you. Back then, there were no unicorns. It was very rare, and you're that guy, and you're walking into a restaurant, and all your peers, highly educated, the lawyers, the investment bankers, the whisper, and just being on that microscope wasn't very comfortable, and you just wanna crawl into your shell.

And what I learned along the way, too, is just you gotta be yourself be the same person and stay humble I think at the end of the day, I think all my friends, you know, they'll say one thing and um, and again I made a lot of mistakes. I'm sure I pissed people off. I know I pissed people off And I'm sure I've acted I know I've acted very very badly But the one thing that I've done is I've stayed very grounded, stayed very humble. And you know, you talk to all my boys back in the day, friends from college, high school, they'll say, you know, I'm definitely the same exact person I was then.

That's good. Love it, man. Appreciate it. You're amazing, Andy. Appreciate you. This was awesome.