The Entrepreneur DNA - The 1% Mindset: Success through Focus, Team Building, and Marketing Mastery [REPOST] | Andy Elliott | EP 51

Episode Date: December 23, 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 emphasis 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   --- The #1 training and coaching system to launch, grow, and scale your investing business! 𝐋𝐞𝐚𝐫𝐧 𝐌𝐨𝐫𝐞: http://www.thescienceofflipping.com Turn cold real estate leads into engaged motivated sellers on auto-pilot using the power of A.I! 𝐋𝐞𝐚𝐫𝐧 𝐌𝐨𝐫𝐞: https://www.rocketly.ai/ Have a question? Ask me anything at https://www.askjustin.ai/ 𝐀𝐛𝐨𝐮𝐭 𝐉𝐮𝐬𝐭𝐢𝐧: After investing in real estate for over 17 years and almost 3000 deals done, Justin has created a business that generates 7 figures in active income through wholesaling and fix and flipping as well as accumulating millions of dollars of rental properties including 5 apartment buildings, 50+ single family homes, and 1 storage facility Justins longevity in real estate is due to his ability to look around the corners, adapt to changing markets, perfecting Raising private capital, and focusing on lead generation which allows him to not just wholesale and fix & flip, but also accumulate wealth through long term holds. His success in real estate led him to start The Entrepreneur DNA podcast and The Science Of Flipping podcast and education company, where he has coached and mentored thousands of aspiring and active investors over the last decade. He is a nationally recognized speaker and is on a mission to educate as many people as possible on becoming a successful dynamic real estate investor. 𝑾𝒉𝒂𝒕 𝒕𝒉𝒆 𝑷𝒓𝒐𝒔 𝑯𝒂𝒗𝒆 𝑻𝒐 𝑺𝒂𝒚 𝑨𝒃𝒐𝒖𝒕 𝑱𝒖𝒔𝒕𝒊𝒏:  “Justin is one of the best trainers in this space. He really gives everything to his tribe.” – Brent Daniels (TTP) “Justin’s ability to connect with people and help them understand what he is teaching, is unparallelled” – Kent Clothier (REWW) “We have been in the trenches flipping homes in Phoenix for over a decade, he is one of the best to do it.” – Sean Terry (Flip2Freedom) Subscribe To Justin Colby: http://youtube.com/justincolby View All My Videos: https://www.youtube.com/c/JustinColby

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Learn more at Capella.edu. 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 Elliot is, you damn sure are going to know who he is after this episode. Andy Elliot, 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 name of the game. It's to become the top 1% in the industry that you're in. So today you're gonna get a lot of value

that whatever it is that you do, you're going to go further and you're gonna wanna 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 none, which means they're not the top 1% in 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 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 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, it matters where you're going. And I know you've heard that, but like that's the truth because you're not gonna 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? Cause you already made your impact felt, 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 spire shit, whether we're doing live seminars or events, everything that we do, it's never camera on camera. We do a lot of educational stuff. you know, four or five real spire shit, whether we're doing live seminars or events. 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, we're in the era, we're in the era of the worst salesmen 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 wanna, you know, envy them. You wanna emulate them. You know what I mean? And that's all I did. And I'm gonna tell you when you said that, you know, Grant Cardone done your podcast, Bradley, all these guys. Like dude, all I did was what they said.

All I did, like everybody, like all you gotta do is just take a spiral notebook, a pen and piece of paper, get your priorities in line, become crystal clear on what you want, and you're gonna kill it. So anyways, you can keep going, but you can find us on Instagram, and I'm gonna tell you this, in three years,

you know, we built a $120 million company, we think we'll be a billion dollar company within five or six years. Let's go. I know for sure we've spent zero dollars on advertising I know for sure that social media will take you very far If you'll not be a fraud 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 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? You know, 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's skin.

It's so thick. You're going to need to be able to become that way if you're wanting to kill it. Because on this journey, especially as we're talking about entrepreneurship, nobody's 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 Brad Lee 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 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 ourselves all day every day. There is zero downtime. Anyways, but no, but so official Andy Elliott, I love Instagram, it's probably my favorite. There you go Well, I could take this a million different directions But what you already prior to even recording you blew my mind when we were talking about you don't spend any money marketing Yeah, 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 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. No I have a business. You don't have a business. Yeah yeah no no I agree and by the way I if there's no one to sit down with. No, have a business. You don't have a business. Yeah, yeah, no, no, I agree. And by the way, I'm gonna 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 gonna be kicking my 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 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 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 is insane. My culture, dude, these guys wake up, 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 on the phones by 7 a.m. Listen to me, when Brad Lee says, you got to interview this guy, it's because my guys are fire breathing dragons for real. It's not a hide 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, skill, belief. Dude, you cannot convince them that they can't have some. 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, guess what we don't have?

We don't have marketing. Why do you say, Andy, 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. People don't like him. They like Cardone, but he's in real estate now. So his self-training shit is old.

And if 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, 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 said a percent that's it

So I just studied cardone as a kid and I saw that he built teams what I learned is that his sales guys Would work for money my guys work 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, 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 Ali? 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've 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 and their lives changing.

Go check that out. If you wanna have that next level, shoot me a text message, 918-210-254. Boom, texts start coming in, 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 guy, by the way, like sweat equity, right? Like Justin, everybody has to write this down, sweat equity. 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 gonna 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 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 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 wanting to get into sales. YouTube is how to close, how to sell, how to influence, how to persuade. You know, like that's how we built it was on YouTube. I would tell you that me and my wife, who runs our company, she's our CEO, we every day talk about like, man, we need to find someone one day that can help us with marketing. But dude, you know how it's like the right hand you shake at the right time?

We haven't found that person. So anyways, marketing is the most important thing in the world. We were willing to pay the price upfront 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 the right person to do it. ROI, RROI is so high on sweat equity that like literally I wish that I could give somebody a hundred grand and they could give me back 200 grand.

I would do it in hard B. 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, 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, 100 grand a month and I need to make 300 grand back. Otherwise, what's the point, right? So it just blows my mind. 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, 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 then I always felt like I couldn't achieve enough in a certain day. And I never had any 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, you're 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 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 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 man, I'll focus on my health later. I need to make money right now. Dude, that's the stupidest thing you could ever do in your life.

You know what? Dude, 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 is somebody that inspires people. By the way, companies manipulate people. If you don't do this, I'm not gonna 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 wanna 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 gonna 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 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 tell all the sales people

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 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 and 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 gonna 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, he'll

tell my guys, I'll give you 10 million million I'll give you 10 million to come work for me my guys will say go fuck yourself but they're not interested my guy said I'm tattoos on their arms they the line they there's the day you're born the day you die in the day your life changes forever we have what's called an unrecruitable team under recruitableruitable. 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. We're all together. We're a unified 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 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 and their company, you know They did all of these things right and Google doesn't compete against anyone else I want you understand Google competes against themselves if Microsoft came out with a great Product today, they wouldn't care Okay, Google is could be ahead or behind but they they're in their zone there If Microsoft came out with a great product today, they wouldn't care. Okay? Google can be ahead or behind, but they're in their zone. 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 that 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, 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? 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, 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 are 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 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 gone. You're gonna 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 wanted 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 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. Dude, 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 gonna tell you this, if you look in the mirror, you don't like who you are. I'm gonna tell you what's the value of having all that anyways.

Mm-hmm. Right. So the fact that you said you've been waking up earlier, if you look in the mirror, you don't like who you are, I'm gonna tell you what's the value of having all of that anyways. Mm-hmm, right. So, actually, you said you've been waking up earlier, you're going in the gym. We believe in physical, mental business. 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 gonna be strong enough for your team, you're not gonna be tough enough for your team, you're not gonna be strong enough for your family. And then by the way, instead of breaking records, you're gonna be breaking mentally. And then you can't kill it in business.

You know what I'm saying? I hear you, dude. I resonated with that heavily, right? Cause just, I've always been an athlete. I've always worked out, whatever. 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're very mutual friends. Like, that's how we're built. So when you're out of that physical part, like I could barely walk around the block for the first two or three weeks, right? It was on the neck. It's terrible. Yeah. 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 go attack the day? Yeah. Yeah. No, no, I was just going to say, and then aspect and how are you going to crush it if you mentally can't go attack the day? Yeah. So, go ahead. 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 I said, a lot of people miss this. A lot of people 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 gonna stab each other Mmm money because that's all they're in it for Dude companies need to create cultures that have more More than money and 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 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. So like that's the goal, that's the retention side. You know what I mean? So everybody on your team,, 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, they're 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 gonna impact, what are you gonna 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 gonna 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 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? How did you go from being broke, losing everything to rebounding? How did that happen? So number one, 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 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. So my dad raises us, dude, we're literally didn't have a curfew or raised by the street Jerry Springer shit show you're a little bit older. So you're gonna 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. 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 you can't really earn that much. Okay, if you work at Pizza Hut, you're never gonna drive a Ferrari, no matter how good you get, 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 insurance cells. It would be automotive cells. I got told that a sales guy can earn 250 grand a year selling, and I'm dead broke. So at 18, I'm like, dude, this is a level 10 earning opportunity, but I have a level one skill. Right. Not even a level 10 skill.

So I learned, remember I said become the top 1% in your industry, that's what all this is about? I learned 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 the any man or woman ever wanted their life as 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 gonna do now is 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 gray state and number number five. I'll be laser focused, I'll let nothing get in 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, at 18 years old, I was broke, had nothing. I never had more than five bucks in my hand. 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. 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 DeLis says mindset, skill set, habits. Number one, you'll never out earn your own self-worth. I know everybody here 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 believe in you and it's not good for you, get rid of them.

I would get right out the gate. Now number two, I would look in the mirror and I would own your shit and I would 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 gonna get anywhere. So I'd be good to yourself, 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, skillset part, right, which is the blueprint.

Okay, what do you do for a living, right? Like do 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 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 Ali and I guarantee as you start watching sales training

You're gonna understand man that God dude You know what like all I have to do repetitions the 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. You're dead. You're low. Go to YouTube.

Literally type in sales training, NDLA 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 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 think about it.

Somebody's gonna get back with you. You know, I'm not interested, I don't have time today. Whatever they say, start learning these rebuttals and war 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 you'll start getting more conditions. You'll start believing in yourself more and guess what? There's that 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. Two things. Number one, keep it new. Okay? Keep it fresh. Okay, if you try to 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 urban 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 they'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 those. 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. You know, your goal is to find one thing you love and in my life it sells, and in your life it sells and in your life it sells too We call it entrepreneurship, but you do sell all day long. You're always at somebody or something

You're always convincing persuading influencing. You're always doing that although and she's selling so I would say this number one keep it new 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 then number, and keep it fresh, 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. I work with a controlled anger, controlled anger. I'm constantly like, I'm so fired up. I'm so happy 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 an anger, like I feel like that I'm behind. And by the way, it's not 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. Never 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. Everybody, do you want to make money for a couple 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.

We live, and by the way, this 2023 world is about leveraging your debt, get all your shit, roll them like a baller. Dude, I'm gonna tell you this. You don't have to play anyone else's game. You don't have to. You can 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 also if you couldn't 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 with you. Justin, I think decision making. Keep that chip on your shoulder, keep it new. But I added a third, decision making. 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, cheeseburger grilled chicken. It's easy, chicken. Grilled chicken, we don't eat a cheeseburger because a cheeseburger would be taking away from our decision or from the direction we wanna go. 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, right? And people like dude, that's the fun shit. No, dude. You know, it's fun fucking winning winning that I was gonna say, you know, it's fun 43. I 43 having a fucking a pack and being ripped. That's 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 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.

Dude, when these podcasts are created, like dude, like you can be anybody and all you have to do is go and hang around people in proximity who want it. 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? Because if your education budget is fucking dog shit, your entertainment budget is high, 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 your anxiety, 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, but let's say that you don't, and it doesn't happen like this, okay, cool dude, listen, winners live where 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 this because he always talks about quitting because I'm a big guy like don't fuck quit don't quit don't quit don't quit don't quit you're eventually gonna get it just don't quit but he says sometimes dude Andy people do need to quit 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 you're a 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. I think everybody should should study, should train, I think they should give everything they got to where they're at, but 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 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. 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 gonna pay this person? You don't. I'll tell you. It's $120,000 for the year. 120, and I'm happy to do it. But he didn't have to sell me on a thing. He said, hey, this is what I think we do. It's gonna 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 I was gonna stop. So Andy is the king at sales. We didn't even get into sales, brother, which I was the king at sales we didn't even get in the sales brother which I was gonna 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 but make sure if this man resonates with you make sure you're in his world period whatever that price tag is right go ahead

Andy. Yeah Justin and hey I was gonna tell you this, and 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? Yep. The goal is, is that you give people money for people. So, you know, like Alistair Mosey says, creating 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 and how much can I make off that? Like, there has to be higher programs. So we give out free products 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 918-210-0254 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 freakin take you do to another level and it will cost you nothing And just do the work 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 doing cool stuff, I mean, we're growing and you said you spent some money, dude, listen to me. That's the game.

Those that don't understand self-investment, you know, most people don't have a money problem, they have a skill problem. And if you fix the freaking skill, it fixes the money. And so your goal is, is that your education budget, your entertainment budget, if everybody paid attention, Matt, 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 spend 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 as 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 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 when you start to learn this stuff, you can become dangerous where like anything you want, you could 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 that 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 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 fault that it's like a hundredfold that's gonna come back that 100 grand will turn in 10 million a hundred percent and that's why I do it is why you do it we 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 you're anyone right you need to find someone who's done it before and cut the check right

again hundred dollars hundred thousand doesn't cut the check, right? Again, $100, $100,000. 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, yeah, you roll out, yeah.

Give you a team. 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. Great for you, bro. You too, bro. So you've got a business, but what about a brand? The difference? More of you. Wix gives you the freedom to create your website, own your brand, and do it on your own, exactly how you envisioned it. Experience limitless customization. Boost your creativity and efficiency with AI tools for every part of your business journey. Scale up with built-in SEO, e-comm, and scheduling features. Put

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