The Entrepreneur DNA - The 1% Mindset: Igniting Success through Focus, Team Building, and Marketing Mastery | Andy Elliot | EP3

Episode Date: January 3, 2024

Andy Elliot advocates for achieving top-tier status in one's industry by focusing on mastery in a singular area rather than diversifying efforts. Throughout the conversation, there is a recurring emph...asis on the significance of constant self-improvement, resilient mindsets, and strategic team building. Marketing strategies and return on investment are explored, underscoring the crucial distinction between marketing and sales. The importance of leadership, inspiration, and fostering a positive culture is discussed, with a shared commitment to prioritizing people over short-term gains. We delve into personal growth, mindset development, and financial wisdom, stressing the importance of perseverance, continuous learning, and aligning decisions with long-term goals. This collective wisdom forms a comprehensive guide for aspiring entrepreneurs seeking success through focused, resilient, and strategic approaches.  

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Starting point is 00:00:00 All right, what's up everybody? Welcome back to Entrepreneur DNA and I have someone that I believe is a person who is massively going to make a dent in the universe. He already is, just to be clear. But if you don't know who my man Andy Elliott is, you damn sure are going to know who he is after this episode. Andy Elliott, how are you, my friend? Good. Having the best day of my life. Every day is that day, ain't it? Yeah. Yeah. Best day of my life. Life is good. And also anybody watching this right now, your goal is whatever you do, whatever you sell, your goal is to be the top 1% in the industry that you're in. I know it's an entrepreneur podcast. I know you can call it lots of different things, but I know the people that follow you are probably entrepreneurs. There's this one
Starting point is 00:00:41 name of the game. It's to become the top one percent in the industry that you're in so today you're going to get a lot of value that whatever it is that you do you're going to go further and you're going to want to reach for more but that's the goal a lot of people think entrepreneurship is like doing like seven things and then like you know having seven streams of income no dude most people and if you're going to take notes because people that really want to grow they'll take notes most people are a master of, which means they're not the top 1% of whatever they do. And if you do something that I'm doing, and my goal is to be the top 1%, and I'm not distracted by doing seven things, and I'm only doing one thing, and I can do it better than anybody else
Starting point is 00:01:19 in the world, I'm going to make a ton of money from doing that. I will kick your ass. And then also becoming really good at that, it's going to pay me a lot of money. Now that I have a lot of money, now I can have seven streams of income because I have money. So if you want to define entrepreneurship, it is to create. Why don't you create yourself, whatever it is that you're going to do, go all in, study it, master the craft, master the game, like Kobe Bryant, master basketball, and become the best top 1% in your industry, which is what we do. And that's how we become great. And by the way, everybody sucks until they don't. So it doesn't matter where you're at now, matters where you're going. And
Starting point is 00:01:55 I know you've heard that, but that's the truth because you're not going to get any better if you don't change. So the goal is to reinvent and recreate yourself every single day. And that's how we built a company. Whoa. And now that is how you start a podcast, my friends, just dropping straight bombs. So if you don't know Andy, I would encourage you to go follow him on every single platform, YouTube, Instagram, Facebook. I'll just kind of even start out. Where can everyone find you out of the gate? Because you already made your impact felt brother brother. Yeah, yeah. So number one, if you're on Instagram, go to official Andy Elliott. Check us out every day. We drop, you know, four or five real fire shit, whether we're doing live seminars or events.
Starting point is 00:02:34 Everything that we do, it's never camera on camera. We do a lot of educational stuff. We'll teach how to close, how to sell, you know, how to negotiate. But the biggest thing that we do is we teach people the total recreation, but Facebook, you can definitely find me, go to YouTube, just type in Andy Elliott. When you type in Andy Elliott, it'll say overcoming objections, phone skills. Dude, we literally put salespeople in the world, which everybody sells something on blast because we want them to be the best. And like I said, you're in the era, we're in the era of the
Starting point is 00:03:05 worst salesman in the history of time. Customer experience is at an all-time low. People right now literally suck at whatever they do. And I can't believe it. So it's never been a better time to be great. So if you're watching this, the goal isn't to have you get inspired. I want to inspire people, but I want you to say, man, like tactically during this podcast, like you're going to get some information that's going to be able to help you smash everybody and to go get your best life. And we don't want you to be like me or be like him. You know, if you look up to someone, you don't want to, you know, envy them. You want to emulate them. You know what I mean? And that's all I did. And I'm going to tell you, when you said that, you know, Grant Cardone done your podcast, Bradley, all these guys.
Starting point is 00:03:46 Like, dude, all I did was what they said. All I did. Like, everybody, like, all you got to do is just take a spiral notebook, a pen piece of paper, get your priorities in line, become crystal clear on what you want, and you're going to kill it. You can keep going, but you can find us on Instagram. And I'm going to tell you this, in three years, we built a $120 million company. We think we'll be a billion, if you'll become and create yourself and to be somebody who's great, which is our goal for you, right? We need more winners.
Starting point is 00:04:33 We need more winners, which is why these podcasts even exist. It's not so you can get out there and hear yourself talk or I can get out here and hear myself talk. It's so that the people that are listening can say, hey, man, you know, like, dude, count me in. Just give me the blueprint. Okay. Like Brad said, he's got the Rhino logo. The Rhino stands for thick skin. Okay. Brad says you can't stick a knife through a Rhino skin. It's so thick. You're going to need to be able to become that way if you want to kill it. Because on this journey, especially as we're talking about entrepreneurship, nobody's
Starting point is 00:05:05 going to believe in you until you get there. And then when you get there, they're going to want to get you on a podcast or they want to talk to you. And then they're going to ask how you did it. But along the way, dude, nobody cares and nobody will believe in you. And that's okay. You don't need them to. So have rhino skin like Bradley always talks about, but you got to become the best. I just want to say like, I'm always going to go back to that if you're if you're not after creating mastery in your industry just don't go after it because you're never going to get it because guys like us that are obsessed with it that sleep with their shoes on that literally will not rest you're not going to compete with us it physically can't happen in our education we're educating
Starting point is 00:05:45 ourself all day every day there is zero downtime um anyways but no but so official andy elliot i love instagram it's probably my favorite there you go well i could take this a million different directions uh but what you already prior to even recording you blew my mind when we were talking about you don't spend any money marketing. I'm of the belief marketing is your lifeblood of all businesses. Now, I know you are likely the best sales trainer there is out there. No, like hands down. Right. I would make that argument. And we are newly acquainted right through Brad. But I would still make the argument.
Starting point is 00:06:22 I want to hear your opinion. Marketing is senior to sales. And the reason why I say that is because if you can't get the lead in the door, if there's no one to talk to on the phone, if there's no one to sit down with, you don't have a business. You don't have a business. Yeah. I agree. And by the way, I'm going to go into that with you so you can understand everybody on this call, everybody will have a hole in their game. There's two rules to business. Number one, don't ever let anybody else know your business better than you. That's rule number one. Number two, figure out how to kick your own ass every single day. So every day I try to find the holes in my game so no one else can come kick my ass. I'm going to be kicking my own ass. And if I'm in
Starting point is 00:06:58 business in a certain vertical, I'm not going to let you come and kick my ass. I'm going to take you out because I have already gone there. I found the crack in my you come and kick my ass. I'm going to take you out because I have already gone there. I found the crack in my own castle. Now I want to go through some things with you. A lot of people have trouble building a team, building a sales team. I don't. My culture's insane. My culture, dude, these guys wake up when they wake up at 4 a.m. They're at the gym. They come straight into which our gym is on our property. They smash it. They're upstairs. They're dialing all the phones by 7 a.m. Listen to me. When Bradley says, you got to interview this guy, it's because my guys are fire-breathing dragons, for real.
Starting point is 00:07:36 It's not a hype game. It's not a show. They're obsessed. They eat, sleep, and breathe winning. They're all underdogs, every one of them. They didn't have education or experience. All they wanted was an opportunity. They were hungry. And I coached them and I built them up over years now. Mind, body, spirit, freaking everything is skill, belief. Dude, you cannot convince them that they can't have something. They'll go get whatever they want. Sorry, but they'll go get whatever they want because they believe mentally they can have it, which they can. This universe is very given. And we all stick together. We believe an individual can be beat, but a team can't be beat. So we're all about the team. So as we go and we're on this journey to build all these sales teams, we've built products. We have the baddest sales training system and product ever.
Starting point is 00:08:26 Guess what we don't have? We don't have marketing. Why? You say, Andy, like, how did you start? I started by creating free YouTube videos. And by the way, I grew up on Grant Cardone's content when I was a kid. So I thought, man, this guy's amazing. It made me a lot of money. And then I started realizing, no disrespect to Cardone, but his shit's old. It's outdated. He's had new trainers kind of come in, try to teach some shit.
Starting point is 00:08:49 People don't like him. They like Cardone, but he's in real estate now. So his sales training shit, it's old. And if you get, you know, you get three feet shoulder pads and feathered hair, you get his old ass content because it doesn't make him the kind of money that it makes in exchange for real estate anymore. So he's doing his real estate journey. So we're like, Hey man, we need to be the next Cardones. So the goal is, is, and I'm just sharing with you, our mentors in life are people that have gone where we want to go. That's it. So like, if you want to know how to get somewhere, go find someone who's been there and study them. So I started percent. That's it. So I just studied Cardone as a kid. And I saw that he built teams.
Starting point is 00:09:26 What I learned is that his sales guys would work for money. My guys worked for blood, sweat, and tears. My guys would do this shit for free. So what happens, I created a different culture, almost like a cult, okay? Culture. Anyways, long story short, we built a team. We built everything. We've got the family.
Starting point is 00:09:45 We were growing like crazy. When it comes to marketing, and by the way, this is something you probably helped me with one day, we've never found someone that could produce us more ROI, which is what our marketing is about. You say it's senior. Yes, it is. I can get on my phone right now and I can say, guys, what's going on? Is Andy Ellie? Listen to me? Right now, if you believe there's another level and you're not there, by the way, you've seen the way we scaled. You've seen the way we grow. Go back and watch our social media. Just go from YouTube, type in 2015, go to 2021. See the difference. See what's happened. Come by our facility. Look at our brick and mortar building. Go check out my guys. Look at every one of our people's results that are tagging us every day
Starting point is 00:10:25 and their life's changing. Go check that out. If you want to have that next level, shoot me a text message. 918-210-0254. Text start coming in. Clack, clack, clack, clack, clack, clack, clack, clack, clack. It doesn't cost anything. And that was the way that we've been doing our marketing. And we'll generate, so we generate 400 leads a day, roughly into our company without spending any money. So when a, when a guy, by the way, like sweat equity, right? Like Justin, everybody has to write this down. Sweat equity. Do you want to, do you want to go social media hard for three years and then generate a whole bunch of leads? Or am I starting today? And I'm like, I need some people to know who I am today. Dude, listen, when we started, we didn't really understand exactly marketing. So our goal was you either have money or you don't. We were like, dude, we're just going to get online. And we started blasting on these phones with our teams. It was a critical task that we did every single day. And dude, now those same videos are out there. All those YouTube videos are out there. Every one of them has a call to action on them. Now it's just like, you know, if you got a thousand videos on YouTube and every one of
Starting point is 00:11:29 them says, text me on it, dude, like the compound effect of a million views a month, like people are texting all the time. New people coming in, old people getting burned out. You know, it's just a mixture of stuff going on. New business owners, old business owners, people want to get into sales. YouTube is how to, how to close, how to how to close how to sell how to influence how to persuade how to you know like that's how we built it was on youtube and i would tell you that we me and my wife who um runs our company she's our ceo we every day talk about like man we need to find someone one day that can help
Starting point is 00:12:04 us with marketing. But dude, you know how it's like the right hand you shake at the right time. Like we haven't found that person. So anyways, marketing is the most important thing in the world. We were willing to pay the price up front and just do all the sweat equity with all the leads coming in now. And now we continue to do it that we do need to run ads one day. But honestly, we just haven't been able to find now we continue to do it that we do need to run ads one day. But honestly, we just haven't been able to find the right person to do ROI. Our ROI is so high on sweat equity that like literally I wish that I could give somebody a hundred grand
Starting point is 00:12:39 and they could give me back 200 grand. I would do it in a heartbeat. So by the way, you mentioned it in passing, but happy to talk with my team, right. And see if they can help you guys. I mean, you know, just to give and if it works great, and if it doesn't, that's fine. But yeah, what blows my mind is someone that spends a lot of money every month because that's the model I chose. I still do the Instagram. I still do all that. But the reality is I'll spend, let's say a hundred grand a month and I need to make 300 grand back. Right. Otherwise what's the point. Right. Yeah. So, uh, it just blows my mind. Let's, let's talk a couple of things. You said waking up early and this has been a big mission of mine recently. Prior to the last six weeks,
Starting point is 00:13:22 I've been waking up at 630 in the morning. Nothing crazy. You would say, Justin, you're being a big pussy. That's crazy. Recently, the last six weeks, I just got it through my thick skull that I always felt like I couldn't achieve enough in a certain day. And I never had me time and I never had time to think and create. And I never had time for the gym and I would miss it more often than I'd go to it. And I started waking up at 4.45 in the morning. Yeah. You still might be thinking, Justin,
Starting point is 00:13:55 you big sissy, right? But brother, I will tell you, it has been a life changer. Literally, I have friends and I'll post on my social media not to brag, but to literally kind of just say like, hey, if you want more in life, if you want to achieve more, if you want more time with your kids, your wife, your family, if you want to win more, like everyone has the same given hours. And I know that's cliche as shit, but I will just tell you, if you have your entire squad waking up like that, it has absolutely been a game changer for me. I can echo that. Yeah. Yeah. So like the good stuff in life is, is your mindset, right? Everything is perspective. Then I'm going to tell you, I see a lot of people right now that want to go through entrepreneurship and they're like, Hey man, you know, I'll focus on my health later. I need to make money right now too. That's the stupidest thing you could ever do
Starting point is 00:14:41 in your life. You know what, dude, if you, if you are in a good state, if you don't have a good attitude, if you're not in a great mood, first of all, no one's going to follow you. What a leader is, is a leader of somebody that inspires people. And by the way, companies manipulate people. If you don't do this, I'm not going to pay you. And that's called manipulation. And that's how most businesses are ran. Our business, which money's involved, is ran like this. I, my goal is to be a great leader so that you'll want to follow me regardless of title, regardless of rank, regardless of seniority. Like I don't have to be the owner for you to follow me. Like I'm going to have you follow me because of my inspiration, by my fire, by me doing what it is that I say I'm
Starting point is 00:15:21 going to do. I'm going to show you another level of winning. I'm going to show you love. I will be there for you and help you. I also set a new standard every day, right? In the company. So I am the example, which is what a leader does. And then a leader, a follower, somebody who voluntarily wants to follow someone. So like, understand this, if you're in a company right now and you're like, I'm the leader. Okay. So, like, let's take your position away for a minute. And let's say that you are no longer in charge. Would the people then, would they follow you? More than likely not. If money wasn't involved. And I'm going to tell you something. If you're a leader and you're watching this, if on your cell phone, people are looking at Instagram all day long that work for you and they're looking looking up to other people looking to be inspired by other people. They should find it from you. And if they can't find it from you, it's because you're not their leader. Commonly, I'll go into a meeting when I go into these companies and I'll, I'll, I'll tell over all the salespeople and say, Hey guys, do me a favor before we're done today. I want everybody to write down the name of the people that they look up to on a piece of paper, your mentor. Write it down, fold it in half. Don't put your name on it. Just put it
Starting point is 00:16:30 on the table so when you walk out, I would like to study who you look up to. I'll say, leaders, please stay. 30 salespeople walk out of the room, 100 salespeople walk out of the room, lots of pieces of paper in the middle of the room. I say, all right, leaders, let's open the papers up and let's see if your name is on any of these pieces of paper. And most of the time, maybe one or two, their name is in the rest isn't. So my question is, why not? You know why? Because you're not their leader. You're their boss. And I'm going to tell you this. I don't know how much of my content you've ever watched but you'll hear me talk about an unrecruitable sales team and what i mean by that is brad lee will commonly say he's like and he's like he'll tell my guy say i'll give
Starting point is 00:17:14 you 10 million i'll give you 10 million to come work for me my guys will say go fuck yourself like they're not interested my guys have lightning tattoos on their arms. There's the day you're born, the day you die, and the day your life changes forever. We have what's called an unrecruitable team. Unrecruitable. These guys would work here for free. If we went out of business today, we could all stay here for free and work. We would all figure it out.
Starting point is 00:17:41 Yeah. We're all together. We're a unified front front if somebody comes against the family we will kill you we're all a team and that doesn't exist anymore and if you want to know why like like companies like google made it so far you know google was one of the first people i saw 20 years ago that put a gym in their company you know they did all of these things right and google doesn't compete against anyone else i want you to understand google competes against themselves if microsoft came out with a great product today they wouldn't care okay google is could be ahead
Starting point is 00:18:15 or behind but they they're in their zone there it's them they take care of their people their family google is in the game of who can last the longest. Okay. And a lot of companies that we knew 10 years ago aren't around today. A lot of influencers that were around in 2018 aren't around today. You know why? Because they played the game today. They didn't play. They competed against other people. Dude, listen to me. I'm very competitive. I'm ultra competitive. I know that if you don't win't win you lose and i don't like that but at the end of the day my goal is to stay in it the longest to be the realest to build the best team and i believe the compound effect of doing things right is what people need to start doing and so many people want fast wins which so do i that they sacrifice great people and investing in people, right?
Starting point is 00:19:07 There's a difference between lighting a fire in your team's ass and then lighting a fire under your team's ass. And I think that when you light a fire under your team's ass enough, they're all going to be gone and they'll work for someone else who lights a fire in their ass. And that's what I'm telling you. There's so many perspective shifts and a lot of people won't get this and they'll never get what they want in life. And I assure you, even if you do, we'll finish on this. Justin, if you have this, which is your family, your team, your wife, your kids, you have all this and you chase this, which is money, and you lose this, and you do attain this. You're one of the rare people that do obtain all of this, and you look back in this skull, and you're going
Starting point is 00:19:51 to hate yourself. The goal is to maintain all of this and go get this, and that's exactly what we're doing. And by the way, we're getting it really fast by doing things the right way. And if we wake up and things don't go right, let's just say, and we're not scaling like we want it or things aren't happening. Let me ask you a question, Justin, the Ferrari, the house, the cars, the money, all that. That's really not what you want. What you want is the emotion that comes with having all that. That's exciting. I got all that. Well, the goal is, is the art of winning in today's age, I believe having that bad-ass mindset is to be able to create that emotion. Even when you don't have that, it's not entitlement, but it's a feeling of gratitude and gratefulness.
Starting point is 00:20:39 Dude, it's, it's something that most people, even if you do become rich, those people will be miserable and they won't like themselves. And then lastly, you were talking about the gym. I'm going to tell you this. If you look in the mirror and you don't like who you are, I'm going to tell you what's the value of having all that anyways. Right. So the fact that you said you've been waking up earlier, you're going in the gym. We believe in physical mental business.
Starting point is 00:21:03 I don't have a physical training company, but I believe the physical part creates the mental side, right? And then the mental side allows you to be a savage in business. So if you don't do the physical, you can't get the mental. You'll be mentally tough. You're not going to be strong enough for your team. You're not going to be tough enough for your team. You're not going to be strong enough for your family.
Starting point is 00:21:21 And then, by the way, instead of breaking records, you're going to be breaking mentally. And then you can't kill it in business. You know what I'm saying? I hear you, dude. I resonate with that heavily, right? Cause just, I've always been an athlete. I've always worked out, whatever.
Starting point is 00:21:34 I mess up my neck. I'm out for nine months. My mindset wasn't nearly where the capacities usually would be as I'm working out, right? I'm a high performer. I'm hanging out with the friends that you have. We have very mutual friends. Like, that's how we're built. So when you're out of that physical part,
Starting point is 00:21:52 like I could barely walk around the block for the first two or three weeks, right? It was neck and neck. It was terrible. Extremely painful. But now that I can get back into it, I couldn't agree with anyone more. Like, I don't care if you are looking in the mirror and you're not going to be happy with what you're seeing, that physical aspect is going to lead to the mental aspect. And how are you going to crush it if you mentally can't
Starting point is 00:22:13 go attack the day? Yeah. Yeah. No, no, I was just going to say, and then I think that's the deal. Like if you're not good to yourself, right? Like you can't be good to others and you can't kill it. So, you know, like, like I said, a lot of people miss this. A lot of people are like, give me the strategies to make money, dude. Listen, man, an individual can be beat, but a team can't be beat. You're going to need to build a team of people that are going to want to go do this with you. And if everybody's in it to just make a lot of money at the end, everybody's going to stab each other with money because that's all they're in it for dude companies need to create cultures that have more more than money and by the way if those people come in and that culture is built you'll never have a problem with money and when you
Starting point is 00:22:56 onboard clients which if you want to make money you're going to need people okay when you onboard people onto cultures like ours like dude they never want to leave never so like that's the goal is that that's the retention side you know what i mean so everybody on your team like unless you're running a funnel and everybody buys stuff on the internet and you need no team if you do have a team all those people that do believe in you they're not going to be meeting you because there's only one of you. They're going to be meeting your team. And if they meet your team, are they onboarded like they would be with you? And a lot of companies that isn't. No.
Starting point is 00:23:32 I'm just telling you because all they want is money and there's no culture. So, man, literally we can go forever, but I want Andy Elliott, the broke Andy Elliott, right? Whenever that day was when you didn't have the income, the team, the sales, the revenue, how are you going to impact? What are you going to say right now? Where does someone broke, bust, and disgusted start? How does someone immediately go, Andy Elliott's my guy for sales. He's going to help me do it. And where do I start? Where did those people start? What's your word to those people? Yeah. So, well, so let's just, and by the way, so where, where does everybody come from? Because I think the success story isn't really that cool. I think it's, Hey, like you said, how did you get out of sleeping in your car? Well, how did you go from being broke, losing everything to rebounding?
Starting point is 00:24:18 How did that happen? So number one, it's all like, it's all mentality. And I think that the mindset, what do you think about all day long is who you become. And I'm telling you that when, when I was two years old, my mom left, right? So like, she's rolls out, like my wife's the best wife in the world. She's great to our kids at two. My mom left, which means as I get older, I'm like, oh, women aren't supposed to leave their kids. So my dad stayed around.
Starting point is 00:24:41 So my dad raises us, dude, we're literally didn't have a curfew. We're raised by the street. Jerry Springer shit show. You're a little bit older. So you dad raises us. Dude, we literally didn't have a curfew. We were raised by the street. Jerry Springer shit show. You're a little bit older, so you're going to remember Jerry Springer. Jerry Springer life, straight D's in school, 18 years old. I get a job. Now, listen, it doesn't matter what vehicle it is. So if somebody wants to restart, I want you to write this down.
Starting point is 00:24:58 If somebody right now wants to know how much money they can earn and how well they can do, I want you to just look at two things. Number one, there's a level 10 earning opportunity job. There's level one. Level one means like you can't really earn that much. Okay. If you work at little, if you work at Pizza Hut, you're never going to drive a Ferrari, no matter how good you get your, unless you own all of them. Okay. So the goal is that would be level one. Level 10 would be solar cells. It would be, you know, insurance cells. It would be, you know, be you know insurance cells it would be you know automotive cells i got told that a sales guy could earn 250 grand a year selling and i'm dead broke
Starting point is 00:25:31 so at 18 i'm like dude this is a level 10 earning opportunity but i have a level one skill right now i need a level 10 skill so i learned remember i said become the top one percent in your industry that's what all this is about i learned that that at 18 years old, that if I could create mastery, I stuttered. I didn't believe in myself. I literally just wanted a way out. All that any man or woman ever wanted in their life is an opportunity. So what I would tell everybody right now, go find yourself a level 10 sales job, a level 10 sales job, a job that literally could pay you well if you were the top 1%. Like if I suck today and I'm broke, but I know I could go sell solar and I know that it could pay you $2 million a year if you're the top 1% in solar sales rep, all I'm going to do now is,
Starting point is 00:26:18 number one, I'm going to convince someone to give me a job in solar. And how I would do it is you walk up to any sales job and you tell them, hey, number one, I've got a great attitude. Number two, I'm ready to be a student of the game. Number three, I'm coachable. Number four, I've got a great attitude. I'm in a great state. And number five, I'll be laser focused. I'll let nothing get my way. I'll commit all the time that it takes to be the best and I'll be loyal and trustworthy. They will freaking hire you on the spot. They do not care. And that's all they want to do is create killers. Okay. Most level 10 companies will, because they're looking for people who are hungry and want an opportunity. Okay. Now that's what I did at 18. I started. And by the way, by 18 years old, I was broke, had nothing. I'd never had more than five bucks in my hand.
Starting point is 00:26:59 My first day I made $1,700, which changed my whole life. And I made it on accident. It was called a lay down. Like it shouldn't have happened. I got lucky. But at that day, when I saw that, I go, oh my God, like I'm going to become the best in the world. By the time I was 20 years old, I was making a half a million a year selling cars. I broke the record in the United States for most money made as a car salesman. When I was younger, I went, the vehicle was selling cars. So what would I tell you to do? Well, let me tell you how I went from being a loser to a winner. Number one, I studied. Brad DeLee says mindset, skill set, habits.
Starting point is 00:27:31 Number one, you'll never out earn your own self-worth. I know everybody here has said it a million different ways. I decided to just believe in myself. And by the way, the difference between people that have it and that don't are the beliefs. So like right now, you need to put a high fence around your life and then you take appraisal of anyone and everyone in your life and everything in your life. Okay. So appraisal of everyone and everything in your life and anybody and everybody that don't
Starting point is 00:27:57 believe in you and it's not good for you, get rid of them. I would do that right off the gate. And number two, I would look in the mirror and I would own your shit and I'd say, hey man, you know, like number one, how do I talk to myself? Do I talk good to myself? And if you don't, you need to change that right now because I dare you to be bad to yourself because I promise you you're never going to get anywhere. So I'd be good to yourself.
Starting point is 00:28:14 Then number two, I'd get in the gym. And by the way, you need to be physically fit and you need to be in a great mood and you need to be in a great state to sell shit and to get people to do what you want them to do. So I would do that. And then number three, skill set part, right, Which is the blueprint. Okay. What do you do for a living, right? Like you shake hands face to face. Are you on the phone, right? What does your follow-up look like? I would go find someone in your industry that does really good. Or like
Starting point is 00:28:38 we built a sales training company, which is how we've grown, is that I would tell somebody to plug in. If anybody's watching this, I just go to YouTube and type in Andy Alley. And I guarantee as you start watching sales training, you're going to understand, man, that, God, dude, you know what? Like all I have to do, repetition's the mother of skill. All I have to do is grab a $1 spiral notebook, right? So where would somebody start? Go to YouTube because it's free. If you're deaf and deaf, go to YouTube, literally type in sales training, Andy AllLA sales training. You can literally just start watching one video at a time, how to master a stranger, how to make a best friend in two minutes. You know what I mean? How to have winning energy, how to time block your day. Like literally start learning, like how to overcome an objection. A guy says he needs to
Starting point is 00:29:22 think about it. Somebody's going to get back with you. You know what? I'm not interested. I don't have time today. Whatever they say, start learning these rebuttals and word tracks. So you don't sound like the competition who's amateurs. And then what happens is dude, you're going to start moving up to ranks. You'll start selling more.
Starting point is 00:29:38 You'll start getting more commissions. You'll start believing in yourself more. And guess what? There's a, there's a trick to all this justin and this is where i see a lot of people give it all back have you ever known somebody that's been in great shape and then now they're not have you ever known somebody that's been happily married and then now they're not married anymore have you ever known somebody that's had something and then they don't have it anymore of course i'm going to tell you how to keep it all
Starting point is 00:30:06 two things number one keep it new okay if you're fresh yeah keep it new keep it fresh we love what we do we go back we go back to day one every day my wife me and her been married 16 years we're madly in love like never before we fall more in love with each other every day. How it's because we treat it like it's the beginning. So there'll never be an end. Love that shit. If you don't, if you don't stay in love with what you do, you don't have to do anything. You get to do it. I want you to understand that. And most people will fly right past us. Yep. Okay. And by the way, you're going to get lost in misery. You're going to get lost in complacency. Mediocrity is going to be crawling all over you. You're going to get bored.
Starting point is 00:30:50 Your goal is to find one thing you love, and in my life, it sells. And in your life, it sells too. We call it entrepreneurship, but you do sell all day long. You're always selling. Somebody or something. You're always convincing, persuading, influencing. You're always doing that, although it's just selling. So I would say this, number one, keep it new.
Starting point is 00:31:07 Okay. Listen to me. I'm 18 years old. I can't believe I get to do this. My whole life is changing. This is my way out. I'm still doing that today at 43 years old. And keep it fresh.
Starting point is 00:31:18 Okay. Keep dating what you're doing. All right. Like just stay in love with it. And then number two, this is a big one. Keep that freaking chip on your shoulder i go back to broke e and zero every day every day i have nothing i work like someone's trying to take it all away from me in the next 24 hours i honestly work with a very healthy paranoia that i feel like we're going out um i work with a controlled anger. I'm constantly like I'm so fired up. I'm so happy
Starting point is 00:31:49 that I have this fire inside of me that it's almost like an anger. Like I feel like that I'm behind. And by the way, it's not like anxiety and I'm all freaked out. It's like, no, dude, like I know that I'm one day away from losing it all. So I'm going to keep that chip on my shoulder. Remember, people have a great marriage. They don't get to keep it. Okay. People like freaking have a lot of money and then they lose it all. You listen to me.
Starting point is 00:32:16 Everybody, do you want to make money for a couple of years or do you want to make money for decades? If you want to make money for decades, I would tell you this, go back to zero every single day. And no matter how much you make okay i live below our means yeah we've got houses beach houses lamborghinis and we've got toys and shit but dude if we couldn't pay cash for anything we'd never bought it yeah we live and by the way this 2023 world is about leveraging your debt get all your shit rolling like a baller. Dude, I'm going to tell you this. You don't have to play anyone else's game. You don't have to, you can
Starting point is 00:32:50 play your game. And I assure you what we did in our company is that we got in great shape. We took good care of each other. We studied the game every day and literally don't be a fraud, which means it's going to be the best in the world. Like, don't go backwards. And by the way, stay away and tell people no who aren't on the same path as you. Justin, I think decision-making. Keep that chip on the shoulder. Keep it new. But I added a third, decision-making.
Starting point is 00:33:18 If you know what you want in life and you're crystal clear as you're going towards it, if getting in great shape is one of those things, you cheeseburger grilled chicken. It's easy. Chicken. Grilled chicken. We don't need a cheeseburger because a cheeseburger would be taking away from our decision or from the direction we want to go.
Starting point is 00:33:35 Grilled chicken will be taking us towards it. All I'm saying is this. Hey, man, let's go have a beer. Dude, we gave up alcohol for a long time. We don't really care about it. Dude, I drink maybe twice a year, barely some wine with my wife. Why? I don't need it.
Starting point is 00:33:48 Right. And people are like, dude, that's the fun shit. No, dude, you know what's fun? Fucking winning. Winning. I was going to say it. You know what's fun? 43, having a fucking eight pack and being ripped.
Starting point is 00:33:58 Let's go. Yeah. Like, Justin, you know what's fun? Like, literally seeing a kid or a guy or somebody that lost everything or somebody that's 18 getting in watching this right now that couldn't have done this 20 years ago. They had to have to read a book, 400 pages to find one page that made sense and pick it up and go with it. When these podcasts are created, like, dude, like you, you, you can be anybody. And all you have to do is go and hang around people in proximity who want it.
Starting point is 00:34:28 And if they don't, if you don't know anybody, like, dude, I don't know anybody that's like you guys that wants it. Then go to social media, find two or three people and study the hell out of them. You study them on YouTube. And by the way, every dollar you earn, throw back into yourself. A lot of it, since we're a training company, we always ask people, hey, is your entertainment budget higher than your education budget? If your education budget is fucking dog shit and your entertainment budget is high,
Starting point is 00:34:54 then clearly having fun in life is more important than winning, which goes back to the opposite of guys like Kobe Bryant who created mastering. So I just want to say that I see people right now coming up really fast from all over. New people. I know you're excited the whole past, but you're coming up like this. People are coming up like this. Dude, we need more of that. We need more people to come up like this.
Starting point is 00:35:23 But let's say that you don't and it doesn't happen like this okay cool dude listen winners live or quitters quit just don't say that like just don't freaking quit and make sure you understand this i'll quote brad lee on this because he always talks about quitting because i'm a big guy like don't fucking quit don't quit don't quit don't quit don't quit you're eventually going to get it just don't quit but he says sometimes dude andy people do need to quit um what they're doing and switch all that energy to another path because that is not a level 10 earning opportunity this is okay if that's huge pizza hut and you're freaking an entrepreneur dude you're not going to make it and drive the Ferrari and have the big house and make tons of money because you're in a level one opportunity.
Starting point is 00:36:09 I think everybody should study, should train. I think they should give everything they got to where they're at. But I think they should ask, hey, that chair that I'm sitting in, if I do become the top 1% in the industry, can I earn what I want? And if the answer's no, go find a place you can. If the answer's yes, get to freaking work. Let's go. And I'll end it with this. Andy, you have several platforms that you can educate. And I'll tell you, the one thing everyone needs to really hear, there's a lot. I mean, you literally have to rewind this and listen to it again and watch it on YouTube again, because Andy just crushed this. You have to understand, the only reason why I've been able to have the success
Starting point is 00:36:47 I've had for 15 years in the space is because I cut checks to learn from people who have been there before me. Period, end of story. This last week, I had a two-day intensive. I call it a do deals live. Me and my team in the room, grinding it out with the people to get the deals done.
Starting point is 00:37:03 During that, I had to take a call. The call was with someone who I need to hire to be a mentor to me. Do you guys understand how much I'm going to pay this person? You don't. I'll tell you. It's $120,000 for the year. And I'm happy to do it. He didn't have to sell me on a thing. He said, hey, this is what I think we do. It's going to be 120 grand. I said, great. Where do I send the check? There wasn't a thought in my mind because that person knows what I don't. Period. So Andy is the king at sales. We didn't even get into sales, brother, which I was going to do, but we didn't even get there. If you're looking to get in sales, level 10 opportunity, go back, listen to all the social media platforms he's on,
Starting point is 00:37:46 but make sure if this man resonates with you, make sure you're in his world, period. Whatever that price tag is. All right, go ahead, Indy. Yeah, Justin. And hey, I was going to tell you this. Anybody watching this, what we have people do, we have a text line that we use. Okay? Literally, it's right here. We have a text line. People can text and I'll give you a number, but you can text and we will send you over a free training guide. Everybody, our goal is to ruin the value of money for people. So, you know, like Alistair Mosey says, creating, you know, raging fans, right? The goal is, is that you give people stuff for free. They go make money with something you gave them for free. Then they're like, dude, well, what if I spend a thousand? Then how much can I make off that? Like there has to be higher programs. So we give out free products
Starting point is 00:38:28 constantly to people so they can go make more money. And that's how we built our whole industry. That's how we built our whole business. But if anybody's watching this, there's a cell phone that we use. It's 918-210-0254. Don't call it, just text that 918 eight two one oh zero two five four and literally it'll automatically just you know you can type in justin colby podcast and we'll literally send you back a free that way i'll know what you want it's a free training guide and you log into it there's seven videos you can watch it's the night it's the seven skills that pay off forever we'll send it to you you watch that shit and it'll freaking freaking take you to another level and it will cost you nothing and just do the work.
Starting point is 00:39:07 And then if you like it, then you can always reach back out. But my point is, is that Justin, as you're growing and you're doing cool stuff, I mean, we're growing and you said you spent some money. Dude, listen to me. That's the gate. Those that don't understand self-investment, you don't, most people don't have a money problem. They have a money problem. They have a skill problem.
Starting point is 00:39:27 And if you fix the freaking skill, it fixes the money. And so your goal is that your education budget, your entertainment budget, if everybody paid attention to that, your education budget should always be higher than your entertainment budget. So if you have a couple hundred bucks, you can invest in yourself a month. Find something that you can put that into and it's for you and we'll finish on you said finish on like how you spent some money with an investor is that people need to find security inside themselves not in houses not in cars not in their job they need to find it inside of themselves that's where it belongs so is this guy's going to train you and teach you things that you don't know, you're not finding that security in money, house, cars, and your business. You're finding that inside of you
Starting point is 00:40:10 where it belongs. And dude, if you had to restart tomorrow, you could take all of that stuff that you've learned and you could have it back in one year. And by the way, when you start to learn this stuff, you can become dangerous where like anything you want, you can have it. If I don't have something that I want today, give me a couple months and check back. I'll have it if I really want it. And those are the skills that you're learning to acquire that some people in this world have. And if you can get access to them, you can also get that too. And now you can have that in your life. And that's what you're doing with that guy is that you're building your own security inside of you, who you are as an operator
Starting point is 00:40:45 internally and allow, and by the way, that allows you to lead your entire team because everything that guy's going to teach you that you're going to teach that to your team and do like, it's like the, the, the, the full, the, it's like a hundred fold that's going to come back. That 100 grand will turn in 10 million. A hundred percent. And that's why I do it. It's why you do it. I mean, I think we've said enough there. If you guys want something you don't currently have, whether it's Andy, whether it's myself or anyone, right? You need to find someone who's done it before
Starting point is 00:41:13 and cut the check, right? Again, $100, 100,000. Doesn't matter. Cut the check to learn. Andy, I appreciate you, brother. I know you're a family man. I know you got a rocking business going on right now. I can hear those folks. I can't wait to step into that office and just give you a team.
Starting point is 00:41:30 So I appreciate you. Again, everyone go find Andy Elliott. Make sure you follow him. That's all for today's episode of Entrepreneur DNA. Peace. Yeah, grateful for you, bro. You too, bro.

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