How To Think With Dan Henry

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The Ultimate Guide To Networking Through Podcasting With Sebastian Rusk Mar 11, 2022

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Are you considering starting a podcast?

Maybe you’ve been putting it off because of your busy schedule…

Maybe you’re unsure of the next steps to take…

The idea of starting your podcast may feel overwhelming, and you might be wondering just how much a podcast could benefit you and your business…

Your podcast can be the ultimate networking and sales tool for your business when you learn this simple but effective strategy that will allow you to grow your business and attract more clients even without a large following.

If you have been putting off starting your podcast, this is for you!

In this episode, I talk with Sebastian Rusk about how he learned to use his podcast as the ultimate networking and sales tool! Sebastian shares his unique podcasting strategy that will allow you to learn how to use your podcast to create solid relationships, expand your business network, grow your business by attracting clients through your podcast, and so much more!

In this episode, Sebastian and I cover:

How To Create Revenue With A Small Podcast
How To Build Your Business Through Your Podcast
Why Networking Can Create Opportunity
Who Should Be Interviewed On Your Podcast
How To Gain Clients Through Your Podcast
Why Your Podcast Is The Ultimate Sales And Networking Tool
What Is The Biggest Lesson You Can LearnFrom Gary V

If you got value from what you heard here, please be sure to subscribe and rate this podcast! Bonus points for you if you write a review! ;)

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— TRANSCRIPT —

Dan Henry: (00:00)

Hey, everybody, Dan Henry here. And in today's episode of the, How To Think podcast, we sat down with Sebastian Rusk, who is the founder of the Podcast Launch Lab, and also his podcast, the Beyond The Story podcast and this interview, it went for over two hours and it was really awesome because not only did Sebastian share a very unique podcasting strategy that allows you to really grow a business network. It's like the ultimate networking tool, even if you aren't an influencer, and even if you don't have a lot of people listening to your podcasts, very unique, you gotta hear this. But he also told some amazing stories like how he was able to land a gig speaking and seeing an insanely big event and conference when they didn't even know who he was. And as well as how he was able to spend an hour with Gary V what he learned from that hour, sitting down with Gary V and how he was able to actually reach out and get ahold of Gary V and just a lot of other amazing golden nuggets on how to network, how to get in front of people and just everything in between.

Dan Henry: (01:12)

You're really going to love it. And don't forget if you'd like to check out our app, How To Think, which gives you your daily dose of wisdom and helps you with your mindset. You go to HowToThink.Com and check that out. Without further ado, let's get into the episode.

Dan Henry: (01:32)

Sebastian, thanks for coming on, man.

Sebastian Rusk: (01:33)

Always a pleasure, Dan, great to be here. I

Dan Henry: (01:36)

I expected you to wear a bow tie.

Sebastian Rusk: (01:38)

The bow tie's been retired.

Dan Henry: (01:40)

I thought you loved bowties?

Sebastian Rusk: (01:41)

The bow tie has been retired.

Dan Henry: (01:43)

I thought that was your thing?

Sebastian Rusk: (01:43)

It's grossly uncomfortable to rock constantly. And I, a lot of my speaking engagements or MC stuff, people ask for it to be included in my agreement. That's that's how much of a thing it's become. And I gotta tell 'em that I've resorted to the Mark Zuckerberg, route of dressing every day. It's one less thing I want to think of.

Dan Henry: (02:02)

But, your voice is, it's like dark chocolate. Has anyone ever told you that, like I'm jealous of your voice?

Sebastian Rusk: (02:10)

I've been told I have a great face for radio.

Dan Henry: (02:16)

Phenomenal, and you're a standup comedian. I forgot about that.

Sebastian Rusk: (02:19)

I did you know, I don't think I told you, I have not been doing it when I think, oh, I just started doing it last time I had you on the show a couple months back. But dude, I wrestled with that for like five years. I'm like, I've been writing material. I can get on stage in front of 10,000 people and rock. I mean, I did traffic and conversions for like four years for how many people, no problem, like, that's my playground. Ask me to get in front of 50 people in a bar on a Tuesday at night at 10 o'clock and tell 'em jokes, terrified.

Dan Henry: (02:47)

Really?

Sebastian Rusk: (02:48)

So I started hitting up local comics cuz the Miami comedy scene pretty pretty it's it's a growing scene and I hit up one of the comics and I said do you do this full time?

Sebastian Rusk: (02:57)

She goes, no, I'm a speech therapist. That's my big girl job. And I said, how'd you start doing this? She goes, I went to an improv class and then my group of graduating people from the class we all put some skin in the game and said, let's go to an open mic. And if you go, you don't have to pay, but if you don't go, you have to pay. So we all went and I was hooked immediately and I said, great. I mean, you're funny. You're obviously doing a great job of it. And she goes, I go, how long ago is that? She about a year and a half ago. I go, let me ask you a question. Here's where I'm at. I'm terrified had her on the podcast. So we had a conversation about this and I said, I'm terrified about this. And she goes, let me explain something to you.

Sebastian Rusk: (03:28)

The fear is never going away, but every time I get up there and I do a set and I push through the fear, it completely invigorates me with life and I'm ready to go do it again. And then the next time I get up, I'm equally terrified again. And I said, interesting. She said, it's an art and it's a matter of what you want to do. So finally I finally mustered up enough guts through her encouragement and I just thought, I'm gonna go do it. So I hit up my buddy, Manny, who started Miami comedy. He had added me on Facebook and I got him on the podcast and I'm telling him all this and he's dude, what, what do you mean scared of com? Like I I've been following you for a couple years. I mean, I've seen your stuff. Like you're a natural when it comes to comedy, I'm sure.

Sebastian Rusk: (04:07)

Why don't you just come out to the mic and, and come out to a mic and give it a shot. So I did that and it was terrifying and it, there was a networking event going on at the bar where the show was going on and those people did not care that there was an event going on. So it was really noisy. So I say the right of passage normally in comedy is getting laughs in Miami. It's getting people to shut up long enough so you can make them laugh. So I finally went back I'm really blessed to have some really funny friends that are, that are terrified of comedy would never do it, but they wanna live vicariously through me. So we just do some incredible writing sessions through phone calls, like calling a buddy, but he's really funny.

Sebastian Rusk: (04:48)

And you're like, let's unpack this for a minute and start to navigate through. So wrote my first set. And I thought I was doing an open mic and I showed up. He's like, no, you're in the showcase. You're third up. I'm like, what? So he kind of hooked me up a little bit and yeah, from so far so good. But and then I got in my head a little bit in November, I did a show and he came up to me after and he said I was with two really, really good comics that got up and just crushed 10 minutes of Crowdwork like nothing, 10 minutes is an eternity in the comedy world. And he said to me you need tighten up the punchlines a little bit. And I go, what does that mean? Which joke he goes, I don't know.

Sebastian Rusk: (05:25)

You'll figure it out. But rule of thumb is six to eight laughs per minute. And I'm like, I'm sorry, come again. And he's like six to eight laughs per minute. So did you record your set? I go, yeah, he goes, cool, go home, listen to it. Every time you hear a laugh, make a little check mark on a piece of paper and that's how you're gonna wanna. Cause it was tough for me to segue from storyteller, speaker, podcaster to just, you know, joke after joke, after joke plus crowd work. How you guys doing? Yeah, you guys married. Are you related? How's what's going on here, you know, to be able to navigate through that and then hang tough, you know, know heckler's the whole nine, so.

Dan Henry: (05:58)

Wow man. That's so scientific six to eight laughs per minute. And to be able to like go in and break it down like that. I, wow. That's I feel like comedy, you know, we watch these great comics and they're a lot more scientific than we think. We probably have this idea. They just get on stage and they just like that, but they work on it, you know, like anything else.

Sebastian Rusk: (06:15)

Abolutely. And it's open mic, it's part of the craft. I mean, you'll still have, you know, the best of the best going and hitting, you know, The Laugh Factory or somewhere in, you know, the large, especially in New York and LA will go and work out, you know, material and see, you know, what works and what doesn't. I mean, even social audio, I do a room every Friday. That's got 75,000 people in the group. That's called Hot On The Mic, on Clubhouse. So every Friday at 3:05 there's 300 people in a room that you can go in and really work out material. Now you better hope people unmute and laugh. Otherwise you're cause I opened up last night.

Dan Henry: (06:47)

Oh that must be so awkward to not get a laugh.

Sebastian Rusk: (06:50)

Oh my goodness. Oh, I did. I jumped in. I'm like, oh, here we are again, comedy on Clubhouse, very comparable to talking to yourself.

Dan Henry: (06:56)

Wow.

Sebastian Rusk: (06:57)

Like almost identical to that. So, but people can, you know, they tip you and stuff like that. So it's a different again, a hobby. What, what can I, I said, okay, so what are we doing with comedy Sebastian? Is there a, is there a result other than an egos stroke? And I said, yeah, there is, I'm gonna take whatever I'm learning with standup, which is on the fly, which is quick, which is easy when it's not expected and I'm gonna bring it back to the stage and I'm gonna bring it back to the podcasting mic, and you know, which does help that process. It helps these kind of conversations. So still terrifying.

Dan Henry: (07:30)

Well, hey, I think everything worth doing that is rewarding is terrifying. I mean, if it's not terrifying, it's probably not very rewarding. So and that's what, you know, that's one of the reasons I wanted to bring you on here today because you have a very unique sort of unorthodox strategy that, or podcast strategy. And I wouldn't even call it a podcast strategy. I would almost call it a getting client strategy. It just happens to be with a podcast. You know, David Shands?

Sebastian Rusk: (08:00)

I don't.

Dan Henry: (08:01)

So he has a huge podcast. I was on it like a month or two ago and or a couple months ago, and then we had him on here and he's just got like a huge following. I think the podcast is social, oh yeah, Social Proof Podcast. And then he has like this whole, you know, he has like membership site and all this stuff.

Dan Henry: (08:21)

And he had a, we brought him on and you know, his model is to basically, you know, sell ads. Like it's a more traditional model, like sell ads. He mentions his membership site. And then what he does is when people come on the podcast, if they have a product, he will basically get an affiliate link or like a referral link. And they'll talk about their product. He'll mention to go check out the product. And then if somebody buys, he gets it cut. So that's like his three ways to monetize the podcast. But your way, I find fascinating because you know, when you have a traditional way to monetize a podcast and it's more like ads and things like that, you have to have a large audience.

Sebastian Rusk: (09:06)

Huge.

Dan Henry: (09:07)

Huge, right. But you've found out a way to start a podcast that is small or just not that huge, doesn't have to be huge and get a lot of revenue from it. And so I'd love to talk about that. And you, you help podcasters not only start their podcast, you have a podcast agency, which I think is awesome, but it's a very specific strategy. Can you go into what that strategy is and why it's a lot different than why somebody would even start a podcast for the most part?

Sebastian Rusk: (09:40)

I think a lot of people are confused on why they should start a podcast in the first place. A lot of people that come to me say, I, I wanna start a podcast and people are starting to educate themselves and understand that, Hey, maybe there are some strategies, a lot of people, I wanna get my story out. I wanna share value. I wanna, whatever the case may be. And I always invite them to consider what's possible with being able to structure a strategy that allows you to do everything you want to do. Talk about everything, you know, about your area of expertise, providing value to the world, getting clear on your, why, all that stuff. But then what does it look like to get very granular with the conversations that you're having and identifying people that can buy something from you eventually, you're not leading with that, but that is the end result.

Sebastian Rusk: (10:25)

How can I, so for example, if I'm a sales trainer and I start a podcast and I want to find new clients. Well I'm going to invite every prospect, that's on my hit list on the podcast. So I can tell their story, have a conversation with them and ask 'em what their biggest challenges are with sales, very common topic. Once I've been able to pour, once you're able to pour into that person's life through that conversation, by the time it's done, it was like, Hey Dan, you, you mentioned something specific about sales on there. And I would love to have another conversation with you. If that's something I can do, I would absolutely love your help with that. Let's for sure. Can we get 'em on the calendar for next week? Okay, great. And that happens a lot. So I end every conversation with, so when you start a podcast and I think I may have done that the first time I had you on the show too.

Sebastian Rusk: (11:08)

And you were like, actually it's in the works. And most people say I wanna start a podcast or I've already got one, or I don't wanna do it. Those are really the only three I on there. And if they want to do it and they're active on social, they understand the value of bringing somebody in to expedite that process that can help 'em put together a strategy, like being able to monetize it through the guests that they're having. It makes it just that much easier. But yeah, it's I've lived it for 12 years. Being an inconsistent podcast until 2016, starting in the show, stopping the show, recording an episode whenever I needed to meet somebody, but I've been able to build my brand in relationships with people in my industry, because I've been able to invite 'em on the podcast.

Dan Henry: (11:54)

Can I re-articulate that to you and see if I got it right? So basically what you're saying is most people start a podcast so that they can talk and the listeners listen to the podcast. And then buy your stuff, what you're saying is it's more backwards. It's you start a podcast, you still have listeners, but you're bringing people on who have the potential to buy from you. And by doing the show with them, that is your sales tool. Not that you expect every single person you bring on your podcast to buy something from you, but a large enough of a chunk of them do to give you a sustainable business. Would you say that is like the strategy?

Sebastian Rusk: (12:32)

Absolutely.

Dan Henry: (12:33)

Now you mentioned something a minute ago and I just wanna clarify, are you helping them live on the show or are you just using the show as rapport and then setting up a time to help them later and that ends up being your sales pitch?

Sebastian Rusk: (12:45)

Yeah. We're just doing rapport. It's all about them. You're not gonna, you're more inclined to have an opportunity created out of that conversation if you make it all about them. And you're serving them through means of just getting to know them, just through a very casual conversation like we're having right now and then at the end saying, Hey, Dan, I really appreciate your time. And I probably said that to you. Hey, listen, I appreciate your time. Thanks for being on the show. If there's anything I can do to serve you in the podcasting space, that's my game. It's my life's work. It's all that I do every day, so if you need help in that area, let me know. I absolutely 100% do, how do we set up a call? So

Dan Henry: (13:20)

I see, I see. So, so you're not actually cuz the one component there that I wanted to identify was are you giving them advice on the actual show?

Sebastian Rusk: (13:29)

No.

Dan Henry: (13:30)

Okay. Cause that could, I mean, I guess it could be done.

Sebastian Rusk: (13:34)

It'd be too salesy.

Dan Henry: (13:35)

Well, you don't wanna, I wouldn't think you'd wanna bring someone on your show and then like teach them or dictate to them or whatever. You'd want to talk about them.

Sebastian Rusk: (13:45)

Sure.

Dan Henry: (13:45)

And let them shine.

Sebastian Rusk: (13:47)

Correct.

Dan Henry: (13:47)

Okay. That's that's the distinction. Cause I know a lot of people like

Sebastian Rusk: (13:50)

A podcast about podcasting, I've thought about that and they do exist out there. It's just not something I get excited about. I'm like, let's get, I love conversations and storytelling. It can happen, which happens to be in the form of a podcast.

Dan Henry: (14:03)

So it's funny that you mentioned this because I had this weird strategy and it wasn't even something that I created. It just happened naturally. And I was like, huh, that worked. So in our consulting business, we would have, you know, we have multiple tiers where we charge this much and then for more help there a mastermind, we charge this much and you know, and a lot of people would buy our core program and they'd have success with it. So I used to do student or client interviews where I'd hop on and I'd do an interview with them and I'd let 'em share their story and their wins. And then of course we'd use that recording in marketing and ads and things like that. But I would always at the, after the end well I chit chat a little bit at the beginning, but after the end of the show or the just, it wasn't a show, it was just an interview that we used.

Dan Henry: (14:51)

But after that, I would just chat with them for 15 or 20 minutes. And I'm not kidding you. They would buy, let's say they bought a $10,000 package from us or a $10,000 program. They would get results with it, come on. And then I'd chat with them. I would say maybe 70% of the time, just chatting with them and giving them some one-on-one time and giving them some help. They would upgrade to my $55,000 package, my $55,000 program just from having a little one-on-one time with me. And then they go, well, that's really, you know, they saw how much just having that more personal, you know, time would help. And then I even had somebody upgrade a a hundred thousand dollars package and it just shows that personal connection, you know, and they go, well, Hey, you know, can you help me more?

Dan Henry: (15:42)

Like, do you have, like, what, like, could we talk about this more? And then you just get in the conversation, next thing you know, they're signing up for whatever personal coaching or an event or a mastermind some sort of higher package or whatever it is. Right. So I noticed that I never made like a consistent, it was just something I randomly did. And then I stopped doing the interviews and I had some staff do 'em, but you know, it, it seems like if I would've made that like a real thing that could have produced a lot of extra revenue.

Sebastian Rusk: (16:10)

Well, yeah. People want access and they want face time and they also want value. And also, and then they're like, well, if I got this for this, just this conversation, like what else is available?

Dan Henry: (16:20)

So that's what I would that, and that's something that I would repeat back to them. Sometimes they would say, wow, this was, and I would wait. I would see if they said anything, you know, if they said, wow, this was amazing. I said, well, if that 15 minutes did that much, imagine if you got to talk to me every, whatever month or X or this or whatever it was. And they would be like, yeah. Then they would sign up. I'm semi-retired now. So I don't do that anymore. I just like to do my little.

Sebastian Rusk: (16:45)

Semi-retired. I love that.

Dan Henry: (16:46)

I, yeah. I stopped selling currently I stop selling our my mastermind because I'm trying to focus on my new company, the app. And to me, that's like a potential billion dollar play. And I gotta really focus on that.

Dan Henry: (17:00)

And I, you know, I've done the events and I've done the meetings and all that for years. I'd love to say that this is my end doing it. I still have my personal coaching, but I feel like as with anything you say, well, I'm done, you take a break for a year or two, and then you get the itch. But you never know. I, one thing I never try to do is decide what I'm gonna do, because me now, you now, is a completely different person than you in two years, three years, five years. It's like literally a different human being. So why sit there and try to like...

Sebastian Rusk: (17:32)

Predict the future.

Dan Henry: (17:33)

Right? You can't, you know, cuz it's not the same person. So I just let, let it happen.

Sebastian Rusk: (17:39)

Your post a couple weeks ago has still had me thinking to this day. So

Dan Henry: (17:42)

Oh the, yeah.

Sebastian Rusk: (17:43)

Yeah. That was, I mean that had my wheels spinning because I'm on the complete opposite side. Right? I'm on the, I'm on the come up, if you will. Right. I'm still trying to get to whatever that mountain is. Right. Of the, of impact that's been my mission. But that was definitely some food for thought. Cuz there was so long I was like, I just want to be rich. And somebody asked me one day, like why? And I couldn't answer that question. And then it's taken as long as it's taken for me to become who I need to be. But also considering, you know, just this deep desire to want, to impact people in whatever capacity, back of an Uber, on an airplane, in business, on a stage, in a book, whatever it might be, being able to share my unique gift with them, whatever they're able to extract as the gift and leave them different. I mean, and I think that that is that that's gotta be some of the recipe to a life fulfilled. You know what I mean? Because yeah, I definitely don't wanna get to a fact, well, I did it. Now what? You know?

Dan Henry: (18:42)

Well, I think for me the biggest one of the biggest lessons I learned in life was the value of the word, No. You know, when you tried to be rich, you try to build wealth, right? Why do you wanna build wealth? You probably want to build wealth so that you can do something, right? You have a, some sort of hobby. Nobody just wants to be rich. I mean, if you do great, but it's usually because you don't wanna work or you don't wanna work for somebody else because you'd rather be doing X. Whether that's playing guitar, whether that's going snowboarding or writing an album or doing art or whatever, there's something you want to do that wealth affords you the time to do. But when you start building wealth, like decent wealth, not like, you know, I'm talking about like multiple millions, you know?

Dan Henry: (19:26)

You realize that what you have to do to get there. It changes you and the time it takes and then the responsibility, you know. Imagine that you don't have any employees. And you're like, I want to do this amazing thing. I want to be rich. And then you actually become rich. And you realize that along the way, you had to give jobs to these people to help you do that. And now you have a responsibility to them. They have families to feed. They have, and now you're like, oh, I want to go skiing for two months. It's like, but you can't cuz you have to steer the ship. And so you have this like journey where you realize that, and this is not in every situation. I mean, if you win the lottery or you come out, whatever, I mean...

Sebastian Rusk: (20:06)

That doesn't end well though. Have you seen that show? It doesn't end well.

Dan Henry: (20:09)

I have not seen that show.

Sebastian Rusk: (20:12)

Yeah. It's disaster. They end up losing it cuz that, I mean, that's the case in point of how really life works though,

Dan Henry: (20:16)

But it's funny how life works because it's a hero's journey. Like you, like you ever notice how the protagonist sets off for a goal. They go through a journey, they experience this thing. And then that experience changes them. And the end of the hero's journey is the transformation where they don't want that thing anymore. Or they want, they went through this life lesson that realized they want something else and it changed their perspective. So that's what happens a lot is you become successful for a reason, but then in order to get successful, that reason changes. And then you sometimes can get lost. Or for some people, they figure it out. Or for some people, they just pick something else. Or for some people, the very few, they actually still get that thing, you know, but out, you know, out of a hundred people that build wealth, 99 or a hundred are not gonna all what they want.

Dan Henry: (21:07)

They're gonna go through a journey that creates a completely different life than they expected. And sometimes that's hard to deal with. Sometimes it's harder to deal with than when you are on the come up when you can't pay your bills. You know, I remember when I could barely pay my electric and how many problems I had. I had like a few, I had eat, shelter, electric. Now I have everybody else's eat, shelter, electric. I have legal, I have this, I have that. I have like, and, you know, if you think about it, it's like they say more money, more problems. That is like super, super, super true. And if you're trying to build wealth to avoid problems, you probably shouldn't build wealth.

Sebastian Rusk: (21:46)

Yeah. That's great advice, that really is great advice. And I've interviewed, I've had friends and people that have, you know, and it's the common denominator was like, Sebastian, it is not about the money. It's about the journey of life of getting to where it is that you want to go. Cuz once you get there, then it is 100% now what. You know, and I look at guys like Gary V, very practical guy got more money than he'll ever be able to spend ever. But a very, very...

Dan Henry: (22:17)

Until he buys the Jets. He hasn't bought the Jets yet. Not quite enough money.

Sebastian Rusk: (22:21)

Well, my question is, Gary, are they, are the Jets for sale?

Dan Henry: (22:24)

Right? Like do

Sebastian Rusk: (22:26)

Well, he's gonna go in with some ridiculous over, over balling offer that, you know, there's, I'm confident it's gonna happen. He's too deeply passionate about it. But outside of that, it's not like flashy this and flashy that he's a family guy, like practical. But like has completely mastered like the money, success game type of deal and still all in. I think.

Dan Henry: (22:50)

But he couldn't get a sponsorship from Gillette.

Sebastian Rusk: (22:54)

What's that?

Dan Henry: (22:55)

He definitely couldn't get a sponsorship from Gillette.

Sebastian Rusk: (22:57)

Is that cause he doesn't shave.

Dan Henry: (23:01)

No, he doesn't. See, I need to take comedy lessons from you.

Sebastian Rusk: (23:05)

He doesn't really. I thought that's where we were going. I was like, Gillette. I'm like, no, that's where the Patriots, he hates the Patriots. I'm like that. I wasn't sure which direction we were going there. But I, it always leaves me curious on like, why a guy, he does practice what he preaches. He is who he says that he is. And I've been blessed to experience the human side of him and see that aspect. A very, very in tune, a very, very present, a very humble individual, which people are like, there's nowhere, that's it. And that is dude. He is like right there, man. Most of the time. If you're getting mobbed on the side of a stage, you're probably not gonna get that, you know, that much attention there. But...

Dan Henry: (23:45)

He seems like the type of guy that you would think would be kind of a jerk in person, but then when you meet him, he's like the nicest guy. Like...

Sebastian Rusk: (23:54)

You get nice across. Yeah. You get nice. Yeah. You get nice across the board. I started tracking him down in the wine, Wine Library days. Somebody tipped me off to him in 2010, like this guy's on YouTube. He talks about wine. You gotta look 'em up. I was so broke. I couldn't afford the audio book. And my friend...

Dan Henry: (24:08)

Could you imagine that? To go from talking about wine on YouTube...

Sebastian Rusk: (24:11)

No. Could you imagine being a stock boy in your dad's liquor store that was doing 3 million a year and going in there and being a stock boy and becoming a manager. And then be like, I'm gonna go sell wine on the internet when everyone told you that you're crazy, and are gonna take the marketing budget instead of the news paper, we're gonna put it into internet ads and turn it into an $80 million business, you know, in a seven year period, which was just nuts. And then he just left it to his dad and him and his brother AJ went and rented a conference room and in an existing startup in New York. And that's where Vayner Media began with their first like three employees and him and AJ were two of them. So literally bill that thing from cause a lot of was like, oh, you sold the liquor.

Sebastian Rusk: (24:48)

You know, you had the, you know, your dad's business and nobody handed him anything. He calls it, the immigrants advantage, right? Because he came to this country as an immigrant, didn't speak English and lived in a studio apartment with five people. And then to be able to turn it in to, I mean, what else could it be for other than impact? Legacy? He's big on legacy too. I mean, he's definitely leaving that behind, but could you imagine you had thousand employees now for Vayner Media? Could you, wow. It's just, I had his chief heart officer on a couple months back and her only job is to care for the employees. She's like staff care officer. I'm there to get to know employees and just care for them and their needs and their life and everything.

Dan Henry: (25:34)

Is that like a final form HR person? Like.

Sebastian Rusk: (25:38)

I think so.

Dan Henry: (25:39)

Just ultra...

Sebastian Rusk: (25:40)

Chief, CHO. Chief Heart Officer,

Dan Henry: (25:42)

Chief Heart Officer.

Sebastian Rusk: (25:43)

Been on his a team since 2016 started as a rep.

Dan Henry: (25:50)

And like clearly, like, you know, some corporations might laugh at that, but like it clearly works for them. You know, it's like, it's progressive. It's a very new type of way to approach things. You know, most of the time corporations they're like, you know, whatever.

Sebastian Rusk: (26:03)

That's a changin though. I mean, we look at the way that life has evolved 100%. In fact, my sister just took a job, went to work for her best friend that she went to college with and they own a large agency in five different locations based outta New York. And she originally started as like head of HR and immediately was moved to like that same space of like, you're here to like, just care for the overall umbrella with a compliment to HR. But nobody's excited to go meet with HR.

Dan Henry: (26:33)

Right, right. You, you know, what's funny about Vayner Media. This was like a couple years ago. I thought, you know, I was all like, ah, I'm successful. I should hire Vayner Media. I had this like little moment of egotistical, like, and I'm thinking that I can afford them and like, oh, I should check it out. You know? So I go on their website and the strategy's great by the way, because he goes out there and creates this huge social media following. Then he has these big companies that hire 'em for social media marketing. But I'm thinking, you know, it's gonna be somethin like 10 grand a month or something, you know? And then I go and I fill out, it's like 120 grand a month. I'm like, all right, I'm out.

Sebastian Rusk: (27:09)

Well, he's started, he didn't wanna just get into the agency world. He wanted to disrupt the agency world. As you know, and that is, you talk about high ticket. Like there's a line around the door again. Well, they've completely disrupted the agency world as you know it. I mean, they dominate the space with you see what they did with Budweiser and with Dwayne Wade's retirement and like all these Super Bowl. And like, they are like the premier go-to agency when it comes to large brands and budgets, but mainly they broke the mold saying, Hey, your traditional way of banner ads and newsletter sponsorships are gone. You need to be dumping money into Facebook ads and to Instagram, into TikTok and Snapchat, et cetera. So

Dan Henry: (27:51)

Isn't that amazing that he has social media content out there, at least his initial content. Now it seems a little more refined and more...

Sebastian Rusk: (28:00)

Now it's V friends.

Dan Henry: (28:01)

Yeah. Yeah. Which I own one. Yeah.I got in on that. I had to get in on that. But the fact that, especially in the beginning, his content was like really geared towards like 18 year old males that played video games all day and wouldn't get outta bed. And he's attracting these, they're not buying anything from him, maybe his book, but he's attracting these major companies. And I was just, my mind was blown by that. You know, I was just, it was just incredible. How, cuz what is that old saying? Like you, you put out stuff that attracts your ideal customer, but that's not what happened there. I mean his, the content he put out was not for people at Coca-Cola or something, but he just demonstrated such skill and such, you know, tenacity in that world. And he did so good with it that he got the attention of these companies. Even though at first, I don't think that content was it wasn't made for them.

Sebastian Rusk: (29:00)

No, not at all. Oh, he had to do a lot of selling early on. It was not, you know, he went to Pepsi Cola and Campbell Soup and Kleenex were some of his first, the New Jersey hockey team. They were one of the first, but he went out and actually did the actual pitching and selling the dream of, I know that 25% of your budget goes here now, I'm gonna need 15% of it to go to social media. And so to really change that conversation, and then he would get a client to get a result, get a client, get a result. And that's how that reputation was built. His personal brand is just something that helps support that whole process and him as an actual personality and an author and him as Gary, but I'll never forget one of the first things he ever taught me 10 years ago was that, and that's why I decided to start my personal brand and say, I wanna speak.

Sebastian Rusk: (29:46)

I wanna be on stage, I'll write books. I think it's my responsibility for people that can't hire me or aren't a fit I can provide value to those people. And he said, you know, Sebastian, your personal brand in perpetuity is your reputation. And it will always be your reputation. We're archiving our lives and it's the new scrapbook and photo books for our kids and for generations to come for them to look back and to be able to turn on YouTube and say, you know, this is your grand. My daughter will be able to say, this is your grandfather. This is my dad. You know, he used to wear bow ties. Can you believe that? Versus, you know, look at the old, you know, Polaroids in a photo album. So him teaching that aspect and then living it, I think has been, cuz he is his legacy, legacy, legacy. What are we leaving behind? And what footprints are we leaving behind through the impact that we're making? I think he's just found that real niche with, with personal branding, you know, and with his content, his teams are up to 25. Now that's just team Gary. That's just that's...

Dan Henry: (30:45)

And do you find it fascinating that his personal brand, I mean, think about it this way, right? He attracts these huge corporations and I'm sure they look at what he's done with his personal brand. They take that into account. They take that into account as a...

Sebastian Rusk: (31:00)

Well, they look at it and go he's got, I mean, his following is, is significant in and of itself. It's probably exceeding well over 10 million combined with just Facebook and Instagram and Twitter alone, so.

Dan Henry: (31:11)

But if you think about it, what is, I just had a conversation today with a consultant who we were talking about approaching the B2B space and selling to corporations. And she's like, you know, Dan, you know, you're gonna have to wear a suit and you're gonna have to not use...

Sebastian Rusk: (31:26)

Alright, scratch that.

Dan Henry: (31:28)

Yeah. Well, I mean, if it's a product that I'm not like personally a part of then whatever, you know, but she was just saying like, you know, you can't use profanity, you can't do this. And it is, that is a normal thing in the corporate world.

Sebastian Rusk: (31:40)

He changed all that.

Dan Henry: (31:41)

And that's the thing he's sitting there up in an F-bomb every two seconds and fricking these huge companies were hiring him. And that blew my mind.

Sebastian Rusk: (31:48)

It was a big challenge though. And it still is to this day, but he's to a point where his fee's up to like 250 for per keynote now. So he's extremely selective. Yeah. Per

Dan Henry: (31:59)

250 to rain F-bombs.

Sebastian Rusk: (32:03)

Like, like, like you wouldn't believe. And what's even crazier is that he left his agency that he was with like his first, when, when he was with CSS, who books, everybody in LA, Oprah, if you're anybody and you're speaking and doing speaking engagements, you're with CSS. And he was with them for a long time. And when he had first started, like, they didn't know what do with them. Cause you got like Oprah, Obama, you got like, and then you got Gary. And they're like, we really didn't know what to do with him. And I was able to I was able to get his old speaking agent on the podcast. Who's now his partner for Vayner Speakers. And they started Vayner Speakers for the same idea. Gary's like, Hey, I wanna disrupt the speaking industry as we know it, like this whole agency thing.

Sebastian Rusk: (32:43)

And this whole, like there's a better way. And his time, his agents time was done there and his contract was up. So they started Vayner Speakers to essentially manage Gary's, you know, speaking business as you know it. But that's been the F-bombs have been little bit of a challenge for it, but I would venture to believe that this day and age he's like,

Dan Henry: (33:03)

He's like, whatever...

Sebastian Rusk: (33:04)

It's 250 and I'm gonna say whatever I want. Cool. Like, that's just the way it is. I can't, like I can't...

Dan Henry: (33:11)

Talk about a dream job. Talk about a dream job

Sebastian Rusk: (33:12)

No slides, no prepping, no nothing. I mean, the guy just, he just gets up and just spits and

Dan Henry: (33:17)

Believe it or not. I about Brandon, what you say about when's the last time I did a, a speech for somebody where I had slides, it's gotta be at least three or four years, right?

Brandon: (33:30)

Yeah. I would say three.

Dan Henry: (33:32)

Yeah. So I, there was a point where I completely gave up slides.

Sebastian Rusk: (33:35)

Such a pain, they're such a hassle.

Dan Henry: (33:37)

And I just went with either nothing or whiteboard. And I remember I started going to these events and speaking, and they'd be like, where's your slides? We need your slides. Oh my God. We need your slides. And I'm like, I don't have any slides. And like, well, what are you gonna talk about? I'm like, I don't know, like, I'll get up there and figure it out. Right? And then there was other times where I would be not just speaking, but I'd be selling from stage, you know?

Dan Henry: (33:59)

And I remember one time I went to this event, it was a smaller event, but they had the organization, the main person was selling a package. Right. And I came on at the end to basically come in and say to all the people that didn't buy, give some content and be like, here's why you should buy this. And I didn't know anything about the product probably. I mean, I knew the product was good cause I knew the person, but I didn't know, like the specific, you know, deliverables of it at all. And I literally in the middle of my speech was like, and what else do they get? And I had no prep. And all I did was I went in and I started like talking to people and hearing what they thought, what they wanted to hear.

Dan Henry: (34:45)

And I just made it up off the top of my head and I sold four X, 400% more in that little made up speech than they had sold before I got there. And I started thinking about this, right. And I started thinking about guys like Gary V. And I started thinking about a lot of people that just fly off the top of their head. And I thought, what if the secret to being a great speaker is, or even a great salesperson or whatever, orator is not that you come up with this amazing speech it's that you build assets in your library, that allow you at any point to grab from those as assets as you need them and just deploy them. And that's when it completely changed how I thought about speaking and ever, I mean, since then I've done a million dollars from stage, like I think a couple times. And I've had days where I've done like 500, 800 and it was just, I literally bullet point it out and I just talk. And I just use the assets and I think that can apply to YouTube videos. It can apply to...

Sebastian Rusk: (35:48)

Comedy.

Dan Henry: (35:49)

Comedy. See, there you go. Yeah.

Sebastian Rusk: (35:51)

Yeah. It really does.

Dan Henry: (35:52)

Podcast, you know? So it's just an incredible how

Sebastian Rusk: (35:55)

It's, it's communicating in what genre are you communicating in? But being able to have exactly how much can you bank up here as far as information? Usually there's not a conversation that there's not an answer that I don't have when it comes to the podcasting game. Except for how do I make a million bucks on my podcast? I think just keep podcasting.

Dan Henry: (36:15)

Do you get that a lot? Do you get people that ask you that a lot?

Sebastian Rusk: (36:17)

Yeah, well people reach out and they're like, I have a podcast, but it's not growing. Can you help me explode my podcast? I'm like, can we talk about what exploding means? I don't. I mean, is, are we talking about grenades here or are we talking...

Dan Henry: (36:26)

And it's about the per, like, why are you starting a podcast? You're either starting it what to get famous, to make money, to get clients? And that's why I love your sort of strategy is it's almost as if you don't need a huge fan base for your podcast, other than an enough to make someone...

Sebastian Rusk: (36:43)

You need your fan base.

Dan Henry: (36:44)

Right. Right. But you're getting, so let me ask you a question. So when you sign, when you help people with a podcast and you do this like sort of reverse strategy where you're interviewing people, and then you're connecting with them, you're building out your network. And whether that turns into a sale for you, or that just turns out into some sort of deal that leads to business, that is like your ultimate networking tool. How is this, how is this working for? I know it's working extremely well for you, but how's it working for other people?

Sebastian Rusk: (37:11)

I try to teach it as much as possible when it's a fit. Sometimes it's like, listen, we just want to have a content component. And a, like for example, we launched a show last year for a employee benefits company in Louisville, Kentucky. And they said, we have no desire in monetizing this show at all. All we want to do is we are the premier provider for employee benefits to every manufacturer in Kentucky. And there's a lot of cool stuff being manufactured in Kentucky. I'm like, it's not bourbon? He's like, no, it's not just bourbon and thoroughbreds. There's a lot of cool stuff. So we want to have a podcast, having conversations with our clients, telling the stories of the stuff they create right here in Kentucky in our own backyard, it's called Built In The Bluegrass. So their strategy is just to massage their clients, existing clients, and also become the go-to source for the manufacturer's association.

Sebastian Rusk: (38:01)

That they're a big part of. And they're seen as the go-to source for employee benefits. This greases the deal even more. And then by default, more business comes in, but that's not their strategy. They could care less about sales. They're just doing it as a formality. And also as a piece of content, that's a great strategy too. And they've got a very, very successful business doing it. So monitizing a podcast isn't that big of a deal. But if you're a solopreneur, you're an entrepreneur. You're just getting your business started. You're writing a book, you're launching whatever you're launching. You should be starting a podcast to launch whatever that may be. Well, why would I do that Sebastian? Well, number one, you're able to educate people about what you're about to do, educate, motivate, differentiate about your product, your launch, your book, whatever it might be.

Sebastian Rusk: (38:43)

Number one, number two, the people that you need to bring with you along the way you're having conversations with by default, because it's a podcast. That's what the, that's what the format's designed to be able to do. So I think it, a lot of different components work together. As far as that strategy is concerned, but I try to teach it as much as possible. If you were just getting started, Dan, I'd say, Dan, start a podcast and start interviewing people about their biggest challenges for creating a course or getting new clients and solve their problems online. And if they really liked what you had to say on the interview, say, Hey, I'd love to hop on and have another conversation with you. And you'll find that you ever be able to convert a lot of those people into paying clients or like your buddy's strategy, or like you were on the show a couple weeks ago. That's a great strategy too.

Dan Henry: (39:23)

So you're saying that so again, that, that goes back to my question from before. You're saying that when they come on the show, you're not helping them. You're letting them shine. You're letting them help, but they have a problem that you can solve. So let me get, can I put you on the spot?

Sebastian Rusk: (39:42)

Absolutely.

Dan Henry: (39:43)

All right. Let's say you're a graphic designer and you want more graphic design clients, or you're a web design. You want more web design clients, you start a podcast and you bring guests on and you want to, you want a certain amount of those guests, hopefully to either establish a networking connection with, or hire you for graphic design, web design work. Walk me through that. Like literally like a movie, walk me through that.

Sebastian Rusk: (40:04)

So I just had a digital, actually what would be closest to that is had a digital agency just signed up with us last week. And he it's a new agency. He's like my main focus right now is clients. I said, of course. So what would it look like and what do you primarily focus on SEO, PPC local local online marketing for businesses. I said, great. What would it look like for you to make a hit list of 50 of your ideal prospect, your ideal clients, and schedule them for the podcast and tell their story, talk about their business, make it about them, and then have a part of that convers say, what are some of the biggest challenges you've found with being able to market your business locally, specifically online with SEO and PPC and things of that nature.

Sebastian Rusk: (40:45)

And he goes, I never even th and I really think that he ended up signing up and joining us because I was able to have that conversation with him and open up another area. In fact, we were mastermind when we had this conversation and we were in a breakout session and we were going around the room, talking about goals for 2022. And he stood up. He goes, my number one goal for 2022 is starting a podcast and they go, great. What are you starting a podcast for? He goes, cause I wanna have conversations with business owners where I can tell their story, get to know them, build rapport, solve their problems and convert 'em into agency clients. And everyone kind of looked around in the room and that was a conversation we had had to, and he's very laid back guy, polar opposite of my personality. So for him to stand up and like belt that out over like a lunch conversation from that, I knew that that's a strategy that definitely more people need to be taking serious. And I need to be talking even more about. I've been living it and then by default starting to teach it. But I definitely have not been like leading with it as far as marketing, why you'd wanna work with us.

Dan Henry: (41:44)

So yeah, so that's the thing, man. I mean, when we talked before this and you kind of explained your model, you know, I understand that, that you help people start a podcast, but when you said that, I was like, now that is an interesting strategy. I would make that everything I would make that it, that would be it. Like, I wouldn't even do anything else like that right there is, it's an amazing strategy. And it reminded me back when I did those success interviews, I'm like, that could be like a scalable strategy.

Sebastian Rusk: (42:10)

And it works anywhere. If you're, if you sell cars, start interviewing local businesses in the area where you sell cars and providing value for those businesses and getting to know those people, guess what those business owners do, they drive cars. And the next time they need a car, who are they gonna call? They're gonna remember Sebastian calling and having a conversation and get 'em on that really cool podcast. I ain't never been on a podcast before. A lot of people never even experienced something like this.

Dan Henry: (42:32)

So you just gave me an amazing idea, right? What if you were a realtor and you sold high end real estate and you started a podcast and the podcast was about, I don't know, country club living. And you bring people on who live at high end country club houses, or they live on golf courses. Cause you know, generally homes on golf courses cost more or yacht club living or living on the water. Like in Florida, you can't find a house that's on the water, at least right now that's under a million dollars unless you live in on a creek, you know? And so, and so imagine if you started a, if you were a realtor and you started a podcast called living on the water and you just reach out to people who live on the water and you, we have this podcast called living on the water, we want you to come on and we want you to share what it's like to live on the water and the challenges and this and that. Because other people who don't live on the water, maybe they want to consider it. And they listen to this podcast. And next thing you know, you have a connection with them and the next time they want to sell their house or buy another house, who are they gonna call? Is that how you would do it?

Sebastian Rusk: (43:35)

That's exactly how it's done. That's exactly how it's been, because it's about the core of its relationship building and it's rapport building and it's, there's a likability factor there too. People like you and I've got a personality that I've been told that people like, they resonate with me. I'm not for everybody, but a majority of people I have conversations with I'm able to resonate.

Dan Henry: (43:54)

I think you're raspy, comedian, I used to smoke for a while, but I quit voice.

Sebastian Rusk: (43:59)

I'm glad that I did. I did. I was

Dan Henry: (44:01)

Just enough to give you that light rasp.

Sebastian Rusk: (44:04)

Actually, I don't know. Yeah. It may, it may have been, it may very well have been.

Dan Henry: (44:08)

Oh, was I on point with that?

Sebastian Rusk: (44:09)

Yeah, it was. I'm glad. Well, before I was, I quit smoking cigarettes a long, long time ago when it was when everyone was quitting, you know, smoking was not cool anymore, but now I look at it. I'm like, I could not imagine being a smoker now with...

Dan Henry: (44:22)

I don't even think that's I, well, I mean it's cause I live in St. Pete. It's a very healthy city. I haven't seen somebody smoke in ages. I didn't even...

Sebastian Rusk: (44:29)

Well, if you do, you're like...

Dan Henry: (44:30)

Yeah, you're this. You're like, yeah, this horrible person, which I mean,

Sebastian Rusk: (44:35)

People still smoke?

Dan Henry: (44:37)

Yeah. It's like, do they still make you?

Sebastian Rusk: (44:38)

Proven, you know, surgeon general right on the side of the pack, like proven, like there's plenty of shit that can kill you. Like this is...

Dan Henry: (44:44)

I have not, I have not seen a smoke. I have not met or interacted with a smoker in so long. And I was just wondering if it just is outta style, you know?

Sebastian Rusk: (44:51)

I think it, I think they really, when I lived in California for 10 years and that out there was, you know, they're trying to change the world out there, but that was very extreme. Like nobody smoked, you can't smoke on the beaches. You can't smoke within 20 feet of a building.

Dan Henry: (45:04)

Think more people smoke marijuana now than they do cigarettes.

Sebastian Rusk: (45:07)

Well, I think, yeah. I think so. I mean, that's a conversation too. It was like, well, I mean, is it better? Is one thing better than the other? Well, I guess,

Dan Henry: (45:14)

Well, I think if you smoked weed at the same interval and frequency of a cigarette, you wouldn't be able to move. So it's probably.

Sebastian Rusk: (45:22)

Well, Snoop Dogg makes it happen. You know, Snoop Doggs' able to function.

Dan Henry: (45:24)

That's him.

Sebastian Rusk: (45:25)

Tommy Chong's going strong.

Dan Henry: (45:26)

That's a completely different thing.

Sebastian Rusk: (45:28)

Tommy Chong just posted something on Twitter the other day. It might have been Instagram. And he is like, you guys wanted to know what I did with all that money I made on the NFT. And he made a couch out of big, huge bags of weed.

Dan Henry: (45:39)

His investment advisors probably havin a heart attack.

Sebastian Rusk: (45:43)

Yeah he's still going. Yeah, exactly. He's still going at it.

Dan Henry: (45:47)

Did you pay taxes on it first?

Sebastian Rusk: (45:49)

Right? Oh, wow. Yeah, that's a whole, that's a whole nother crazy thing.

Dan Henry: (45:52)

So was I on point on the whole, like realtor, start of the podcast and all that? Wow. That's an amazing strategy.

Sebastian Rusk: (45:59)

I mean, that could be anything, you know, you're an MMA fighter? Start interviewing fight promoters that you wanna build relationships with and talk about how they created their fight promotion business.

Dan Henry: (46:08)

You hear that, Brandon? Did you, did you, did you catch that?

Sebastian Rusk: (46:10)

That was for you, Brandon.

Brandon: (46:11)

Yeah, I caught it. Thank you. Thank you.

Dan Henry: (46:12)

That's good, man. That's crazy good. Wow. There's so many applications to this, like, oh man, like, I'm just thinking like you could be an actress and this would work. You could be an insurance person and this could work. You could be a speaker and this, oh my gosh. A speaker.

Sebastian Rusk: (46:30)

That's exactly what I do for, I mean, a majority, if I want to get a gigg or I'm looking to get an event or I want to get on that stage somehow some way, let's get you on the podcast talk about the event. Hey, do you need more speakers? Do you need an MC? Nobody wants to do that job. And I can assure you I'm the best in the game. Really? I never even thought about that. I'm normally the MC do you enjoy that work? No, you don't. It's miserable. First guy there last one to leave. Terrible. I got more energy than the Energizer bunny. I'd love to have, have a conversation about what's possible. I don't do a lot of MC work anymore. Cause it's way too much work.

Dan Henry: (46:57)

I was literally just about to ask you if you wanted to MC my next event that I probably will never have, but if I do have it...

Sebastian Rusk: (47:05)

Well, listen, it's friends call, stuff happens. Absolutely. There's there's a few occasions.

Dan Henry: (47:10)

You have that like...

Sebastian Rusk: (47:11)

Dude, it's the most natural. It's the, it is the most natural thing I've ever been able to experience. And I start, I spent a lot of time going, Hey, look at me over here because I figured right after I met Gary, I was hooked on speaking. I'm like, I gotta do more of this. I absolutely love it. I've got similar energy to this guy and nobody wants to pay speakers and it's extremely saturated, but I thought, Hmm. I was at an event in Tampa. In 2013 it was a social media event. And I was there just as a blogger, just some there to create content. And this is before the influencer wave even existed. It was event called Social Fresh, still happens actually. And my buddy Jason Keith started, it's been a great, great model. He brings in large brands, Jet Blue, Hershey Chocolate of their social team as the speakers and then social media managers and agencies and marketing teams come attend the event and they learn about what big strategies and what Jet Blue's doing behind the scenes with social and how it works.

Sebastian Rusk: (48:09)

So great model. And he asked me for feedback about the event. And I said, the event was great, but by the first, by lunch, on the first day, I wanted to punch myself in the face due to the lack of energy. There just was no music. There was no, social media people aren't like the most exciting people. Like you've gotta, people come to an event for an exper and they also want to leave with that lasting impression. And he's like, so what is your suggestion? And I had not done any MC work short of like Ronald McDonald foundation auction and like Chamber of Commerce stuff. But I saw it and I felt it and I knew it and I'm like, well, I wear bow ties and I've got more energy than the Energizer bunny. Why don't you let me MC and he's a complete introvert.

Sebastian Rusk: (48:51)

So he was kind of like looking at me, like had 10 heads and boogers for a couple minutes. And then he called me back a few months later and he said you know what, we're gonna give you a shot at our San Diego event. Can't pay you. I said, not a problem. Just put me up and get me there and, and feed me, just make sure it doesn't cost me any money, but that allowed me to kick open doors. I met Mari Smith and Mike Stelsner was Social Media Examiner and, Brian Solis and all these guys that were, you know, significant people in the digital space early on when no one knew who they were, but I'm like, I've been watching and looking up to them. So I was able to build rapport with them based on connecting with them in the green room, because I was the MC that was cool.

Sebastian Rusk: (49:30)

And then eventually, I got paid a little bit there and then they changed the model and they were like, we're gonna go with a guy, girl combo and more of a host versus an MC. And that was totally cool. It wrote its course. But I was constantly seeking out new events and I'm scrolling through. I was looking on Twitter everywhere there's an event going on, I was sending out an email. Subject line, MC with a bow tie to rock your stage? Hey, what's happening, Dan? My name's Sebastian Rusk. I rock bow ties in stages, I see you got an upcoming event coming up. I'd absolutely love to be there. I bring an interesting component to your event that leaves the lasting impression for your attendees. I keep the event on time. I cut time. I add time.

Sebastian Rusk: (50:07)

I entertain sometimes I'm funny and I'd love to see if there's an opportunity there. So I was doing this prospecting constantly. But I found that if you don't know me, it's tough to get booked. Even though you've watched my reel and you've said, well, the guy's got chops, he can obviously do it. One day I'm on Twitter and I see an ad for an event called Traffic And Conversions Summit. It's it's 2015 and I'm like digital marketer. I never heard of them before, but let's follow them and I'll send them a quick tweet. Well, then Twitter recommends that you follow other people that are associated and they're like, well, you should follow a guy named Ryan Dice. And I was like, okay, cool, CEO and founder, we'll start at the top, work our way down sales 101 baby. So I hit Ryan up, no clue who Ryan is.

Sebastian Rusk: (50:46)

And, and I go, Hey, do you need somebody to rock your stage for Traffic And Conversions? And he replies right back and goes, actually we do your timing. Couldn't be better. I'm gonna DM you my number, let's hop on a call in the morning. And I'm like, okay, cool. So he called me on the way to taking his kids to the school the next morning. And he said, you know, Traffic And Conversions is growing. It's the largest marketing event out there. I nothing about digital marketer at all, other than, you know, digital marketing. I know there's a world out there. And he said, I am, I've been, I'm the face of the brand and of the event, but we're growing. It used to be one stage. Now it's two stages, three stages. Like I'm running all over the place.

Sebastian Rusk: (51:22)

We brought an MC in last year. He was terrible. I really don't want to do the MC part more. I want to do what I do best, which is get in, share my knowledge and that's it like [inaudible] So he goes, yeah, let let's do it. How much is it? He goes, how much is this gonna cost me? I had been building rapport and we had one mutual friend that I had met at Social Fresh. So return on the investment on that relationship there. And he said you know, if good enough for Tim good enough for me. And I said excellent. He goes, so what's this gonna cost me? And I thought, oh, this is game time. So I said...

Dan Henry: (51:57)

Didn't think about that did you?

Sebastian Rusk: (51:58)

I said, I'd booked here and there. It was like 1500 bucks there, a thousand bucks there.

Sebastian Rusk: (52:01)

I go with complete certainty and confidence, I go, it's 2,500 bucks a day, plus travel and expenses, and he goes, okay, cool. Send over your invoice. We'll get you paid in the morning. Get you looped in with the team, get everything situated and get you on production calls. I really, really appreciate you reaching out, dude. You are a total, this is, you saved the day. And I hung up the phone. I called my buddy. I was like, yeah, I just talked to this Ryan Dice guy. What do you mean you just talked to this Ryan Dice guy? Like, yeah, he called me, he was taking his kids to school and he booked me to MC he has this event, Traffic And Conversions, and my buddies a marketer. And he's like, wait a second, dude. He's like, what rock have you been living underneath?

Sebastian Rusk: (52:33)

Like, this is like the first of all, nobody gets on that stage. Like, how did you pull that off? I'm like, it might be the bow tie. So that really, that really helped me. You know, I learned a lot about the world of people that don't need you, like, they need an MC, but they don't need Sebastian Rusk. And I, there was a lot of lessons to be learned through that process and a lot of you know, and I've always been the, you know, hyper, you know, type of where it's been like, okay, let's, let's bring it. But I learned a lot there. And the biggest takeaway that I had, I did that show for four years. And the biggest takeaway that I had a was that these guys don't need me. They don't, they got 2 million bucks plus into the show.

Sebastian Rusk: (53:15)

Every time they go and do it, they make, God knows how much being able to, they don't need Sebastian and his bow tie, it's an added benefit, but my thought process going into it was like, I have made it ladies and gentlemen, I am the one that's on the stage. And I, that was not the case. I had a couple talking tos through that process. I came out one day and put my slide on with like a QR code to like connect with me on all my socials. And they were like, what did you just do? Like first day of the event, I'm like, I'm Sebastian Rusk, follow me. So that, that didn't go over too, you know, too well initially. I learned a lot through that process. I was still able to deliver the job as they grew. They added more stages, more MCs, and I kind of got lost in the mix. I'm a main stage guy, maybe ego. I don't know what it is, but if it,

Dan Henry: (54:04)

But the fact that you learned, like the fact that you, you got there and that taught you a sales and networking tactic and probably expanded your mind to where you could use that to, to do a lot more. I mean, you sound great. I bet when they heard your chocolate goodness of your voice, they were like, well, I gotta have this guy.

Sebastian Rusk: (54:22)

Well, there's three partners. There's, you know, or four partners. There's Ryan, there's Richard, Perry and Roland Fraser. So there was a lot of people to

Dan Henry: (54:31)

How many people were at that event when you spoke?

Sebastian Rusk: (54:34)

The first year was 5,000. By the time I was done 10. Wow. And now they've moved to the convention center and they've since sold the event off. Ryan and Roland are still involved with it, digital worker, still very much involved with it, but there's another outfit that now owns it. And it's still a large event. In fact, I was back last year. Their, VIP sponsor is an agency that I've been in conversation with. And they're like, didn't you MC this gig for four years? Like, can we bring you with us for the week to make introductions? And I'm like, is this real life? So I was back at TAC, not MC-ing, making the same amount of money to introduce people to my friends. I was like, this is this real life? So but a lot of life learning through that whole process. And.

Dan Henry: (55:19)

I have never been.

Sebastian Rusk: (55:19)

A lot of great connections. Yeah. It's it's great. It, I think is really like the go-to source in, you know, as far as like, you know, I've been to like, you know, the ClickFunnel type events, and it seems like a whole different world.

Dan Henry: (55:31)

I'm used to that and where it's like real energized and fun. And there's just these, it's just like, almost like you're a kid. You know, and then I, some of the other events I've been told that they're very corporate and they're, and I'm just like, ah, I don't want to go.

Sebastian Rusk: (55:47)

These are just the thing about it is, is like you can get to the sessions every day, as long as you can stay out of the parties. Like the...

Dan Henry: (55:54)

Oh, they have parties over there?

Sebastian Rusk: (55:55)

I mean, it's just parties. I mean, well, it's traditional, it's, it's really tradition to have the Dave Gonzales does the internet marketing party the night before.

Dan Henry: (56:02)

I spoke at, I spoke at one of his. He's good dude. He's

Sebastian Rusk: (56:05)

He's a good dude. He's a good, dude. And these are all people I was able to buid relationships, I didn't know who these people were. Like, I had no idea.

Dan Henry: (56:09)

They have that in California, right? Or San Diego?

Sebastian Rusk: (56:12)

Yeah. San Diego.

Dan Henry: (56:13)

Yeah. That's just a long flight.

Sebastian Rusk: (56:15)

It is. It is. I mean, again, you would wait and if you're there to build relationships, hang out. If you're speaking or whatever it might be, then...

Dan Henry: (56:23)

I don't think they'd have me speak there. I'm a little too rough around the edges, especially now that they sold it to whoever they sold it to.

Sebastian Rusk: (56:29)

Yeah. I don't know. I don't know who and I don't even, I, gosh, I haven't talked to those guys, and Roland Fraser's probably the only one I'm still in contact with. I Perry Belcher every now and then.

Dan Henry: (56:38)

Man, I love Perry. I talk to Perry all the time and he just cracks me up, man.

Sebastian Rusk: (56:41)

Yeah. He's a hoot man.

Dan Henry: (56:43)

Has he ever told you any of his old stories?

Sebastian Rusk: (56:45)

Yeah, we have had a few late drinking nights during TAC.

Dan Henry: (56:49)

I can't, I wouldn't feel right about repeating virtually any of them.

Sebastian Rusk: (56:52)

Yeah. no, don't.

Dan Henry: (56:53)

They're just wild, you know, they're completely wild. But yeah. So, so let me, let me ask you, this strategy that you have for getting people, clients through the podcast, networking and I love how

Sebastian Rusk: (57:12)

I've been strict with that strategy now. So for example, like, I'll give you an example. Victoria Kennedy, her team hits me up constantly with her clients. One of them podcasts, one PA and I reply back, do they have a podcast? Are they active on social? Do they have a following of at least 10,000? And do they have, is there an many remote interests in certain podcasts?

Dan Henry: (57:29)

What are the requirements like? When would you not interview somebody?

Sebastian Rusk: (57:33)

Well, never. I, if it's a fit and I wanna have a conversation, I wanna meet them. We're gonna have the conversation. Every, I just have to...

Dan Henry: (57:37)

But I'm saying, if you wanna meet them, what's the requirements to, if you want meet them?

Sebastian Rusk: (57:41)

Then they don't have a podcast.

Dan Henry: (57:43)

They don't have a podcast.Because your offer, your agency, it helps them create, and manage a podcast.

Sebastian Rusk: (57:51)

Now, secondary, if they do have a podcast, but they're not happy with their production company, the ongoing production, I may be able to get 'em I don't really market that as a podcast production service cuz it's lower ticket.

Dan Henry: (58:04)

Your bread and butter is getting them to start with.

Sebastian Rusk: (58:07)

Correct. And then the ongoing, sometimes there is a fact where if you call me and you were like, Hey, my podcast, people flew the coop and I need somebody who knows what they're doing. And we also do micro content as part of the production. So you get a produced episode and then you get a micro video, similar to what you do with the show here or an audiogram delivered as part of that as well as access to me on an ongoing basis. So it's kind of a unique deal. So I will offer that to some guests. If they already have a podcast, if you need any help with micro content, you wanna be you, you want to be in my sandbox and get all these things accomplished that you're already doing. Plus a few other ones, you know, let me know. But usually it's, they don't have a podcast. They have an interest in starting one, they're down to be on the podcast and they're active on social. So active somewhere online you've, whatever your platform is.

Dan Henry: (58:51)

They have a decent audience, maybe not a huge audience, but a decent audience, which shows you that they they've been doing something for a while. I imagine they have a product. Okay. And they don't have a podcast, but they could be open to it. And so the, before I have a brain fart here and forget what I was saying, these are very good. These are very good requirements. So, I'm just processing it. So cuz it's great. So when you do that, like you ever heard of the whole Wolf Of Wall Street, sell me this pen line. You know when Jordan Belford says, sell me this pen, you know the answer to that, right? It's how long have you been in the market for a pen? Because if they say, I don't want a pen, then you move on to the next person.

Dan Henry: (59:34)

I'll tell you, I'll tell you a quick story. So I used to work for Direct TV and we would go to the Tampa Bay Home Show and we'd go to these convention centers and they'd rent a booth and we would, me and three or four other reps would stand at this booth and people would walk by and our goal was to talk to them and get them to sign up for Direct TV.

Sebastian Rusk: (59:55)

I'm visualizing you at a trade show at a booth selling Direct TV.

Dan Henry: (59:59)

It was like in, this was me in my early twenties. So I stand there and I've always been a fan of poker where the first hour, you don't really play any hands. You just observe what everyone's doing. And so I'm sitting there and I'm watching these reps and we got like, it was something like a hundred dollars per sale or something like that.

Dan Henry: (01:00:18)

And so, or no, it was $50 per sale was $50 per sale. So the reps would talk to these people and they would talk to 'em for an hour trying to convince them to sign up. And sometimes they would, sometimes they wouldn't. So I'm thinking to myself, okay, there's eight hours in a day. You're gonna take an hour for lunch. You're probably gonna take another hour for fidling around. So that's six hours. That means if you take an hour to talk to each customer, even if you have a perfect closing ratio, right. You're only gonna make six sales, but likely you're gonna make three. Which means the most you're gonna make today is $150. And I'm like, why am I here on a Saturday working for this company to make $150. So I'm like, there's gotta be a better way to do this. So as I'm watching, I I start noticing and things.

Dan Henry: (01:01:03)

So I, and my, my manager was getting really angry with me. He's like, when are you gonna talk to somebody? You know? And so I'm like, all right, I better start talking to em. So I had this crazy idea and I didn't know if it was gonna work. So I stand out in the aisle and I have a piece of paper in my hand, which is the signup sheet. And as people were walking by, cause I'm thinking this company has a lot of branding. They have a lot of information out there. Right. And so they're walking down and I just started saying, Hey, did you forget to sign up for Direct TV? Hey, did you forget to sign up for Direct TV? And what happened was most of the time people would say, what are you? What, no, what are you talking? And I, okay, bye.

Dan Henry: (01:01:36)

Like, bye. You know? But then every 5, 6, 8, 15 people, which only took a couple of minutes to go through somebody would say, how did you know that I was supposed to sign up last week? And then the kids and then da, da, da. I said, I got paperwork right here. We'll just finish it up. And they go, okay. And they signed up and then next, did you forget to sign up for Direct TV? Did you forget to sign? What, what are you talking about? And oh yeah, I had an appointment, but I canceled it because this happened. And my wife's been on me to do it. Cuz there was like 10,000 people there. I'm thinking out of 10,000 people...

Sebastian Rusk: (01:02:11)

How many people forgot to sign up for Direct TV.

Dan Henry: (01:02:14)

Right. And so I sold like 20 people that day and all I did, I didn't sell anyone. All I did was have people fill out the paperwork. Paperwork only took five minutes. So I'm like cranking 'em out. And the other reps are looking over like what are you? What is happening an my manager was like, what is going on here? And I ended up breaking the record for the most deals at that time sold at a trade show. They took me to Atlanta, Georgia. I got to meet the vice president of DirecTV at this whole thing. They flew me out there. And I, it was just this dumb idea I had. You know? And it reminded me when I saw the movie Wolf Of Wall Street, it reminded me about sell this pen. The truth that if the person doesn't have a need for your product, you should waste zero time trying to convince them to buy your product.

Dan Henry: (01:03:05)

You move on to somebody that needs your product. End of story. And it just seeing that, like, I'd love to say I saw the movie and then I implemented it, but it was like backwards. But it just, it I've always stuck with like, if you don't have the problem, don't waste time marketing to, or networking or approaching that person. And so that's why I asked, you know, with you and this strategy, like you go out and you find people that have this problem. So that's, that's my next question. How do you find people that have an audience and need a podcast? Like how do you go out and find that?

Sebastian Rusk: (01:03:38)

They're all over the place. If you just go on LinkedIn, you go on what LinkedIn, you go on Instagram, you go on TikTok. I've, I've converted people from TikTok. I've been able to say, Hey, listen, I love your content. You're totally crushing it. They normally have, you know, they're a social media influencer that has actually built a brand. They're a coach. They do something within that space. And it's always a, Hey, so when you starting a podcast? Same thing as when start a podcast. Yeah. When you start. So when you start a podcast,

Dan Henry: (01:04:02)

When did you forget to sign up for DirecTV?

Sebastian Rusk: (01:04:04)

Yeah. Did you forget to start a podcast? Right? Did you actually, I didn't like it's on the list.

Dan Henry: (01:04:09)

When is that podcast of yours launching?

Sebastian Rusk: (01:04:10)

Right! Well, we've got plans. It's just, it's just, I have so much going on and I understand there's so much going on, but guess what? There's not gonna be less going on next week. And the only thing I'm not making more of time. Right. So the best time you start podcast yesterday.

Dan Henry: (01:04:23)

And you, you have basically a done for you agency where you, with the exception of doing the actual content, correct? You do everything else. Correct.

Sebastian Rusk: (01:04:28)

So all you gotta do is what I tell you to do. And then get the episodes recorded all the, all of the work and then upload it once it's done somebody on your team and we teach how to make sure that whole process, you know, gets handled. But the I, our ideal avatar you will for, for using marketing terminology is someone that is wants to start a podcast, understands the value of hiring an expert to expedite the process that has a proven system to get 'em to the finish line. And, and doesn't bat an eye at an investment of it. And just knows that an investment with this person is going to get me that much faster or to where I wanna be versus trying to figure, cause you can start a podcast on your own. I mean, read my book, go to my YouTube channel and do exactly what it says.

Sebastian Rusk: (01:05:09)

And you can start a podcast this weekend, if you really, if you really wanted to, most people don't want to go through what I've outlined is about 13 different steps in the podcast launch process of logistics. But my real gift is, are my crazy ideas and being able to come in and go, so what about this? And I really didn't think about it and stretching people a little bit and being able to get 'em out of their own comfort zone. Cause some people put the blinders on. They're like, this is what, you know, it's like the same thing with offers. This is what my offer is and that, well, what about this? I mean, what's possible looking at it from, and walking people through that process, but also helping 'em create, you know, the brand, the cover art. I mean a lot of stuff comes to life through that process. The cover art, the logo for the podcast is the hardest part of the process. That takes us the most time. That's the back and forth. But at the same time, I also say, there's a point in time. We're gonna need to make decisions. We're not gonna play this design game forever. We can get creative, but we can also sit here until kingdom come talking about changing that little thing to that little thing.

Dan Henry: (01:06:12)

What's been your biggest, like sticking point in growing this agency and growing this all offer?

Sebastian Rusk: (01:06:18)

I think the fact that podcasting is over two decades old and it's just now gaining popularity. It gained a little bit of steam back in 2008 when the serial podcast came out, that True Crime podcast. And then the case ended up getting overturned because of the podcast and that guy got outta prison and that it gained a little bit of steam. If you're a true crime guy.

Dan Henry: (01:06:37)

I have not watched that. I don't even know that story.

Sebastian Rusk: (01:06:40)

Yeah. It's called Serial, like serial killer. And it came out in 2008 and the entire podcast launched and unpacked the story of a serial killer's case and turned come to find out that the guy really didn't actually do it and ended up overturning the case or something like that. Something drastic happened as a product of it.

Dan Henry: (01:06:55)

That's like the that show on Netflix that came out the Tiger King. Like he like the dude on there was like...

Sebastian Rusk: (01:07:02)

Wasn't that around here somewhere?

Dan Henry: (01:07:03)

Yeah. Dude is 30 minutes away.

Sebastian Rusk: (01:07:04)

I thought so.

Dan Henry: (01:07:05)

It's literally right here!

Sebastian Rusk: (01:07:06)

Like Venice, right?

Dan Henry: (01:07:06)

Yeah. Like I forget, but I mean, I'm watching this show and everybody's like, this is insane. I'm like, dude, this is where I live. People are like this everywhere. Like this is normal. Like I see these people at Walmart at 11 PM Every time. I mean, I haven't been to Walmart 11 PM in a while.

Sebastian Rusk: (01:07:22)

I was about to ask you what the, what the hell you're doing at Walmart at 11

Dan Henry: (01:07:24)

Back in the day I would be at Walmart at 11:00 PM and literally like, everybody was a tiger king. I mean, that's normal. And, and so...

Sebastian Rusk: (01:07:31)

In pajamas.

Dan Henry: (01:07:32)

Oh yeah. Oh dude, Florida, Florida and pajamas. Like everybody goes out in pajamas. I don't understand, you know, but the fact that things from that show caused him to go to prison. Like if you're on a documentary, why would you sit there and talk about your plans to kill someone? Like what I mean, I, oh, wait a minute, Florida.

Sebastian Rusk: (01:07:58)

Correct. We can blame Florida.

Dan Henry: (01:08:00)

I'm a Florida native. So I can say that. I'm allowed to, I got the card, I got the card. Anybody else you can't say that.

Sebastian Rusk: (01:08:07)

You got the Florida cred to be able to doit. Yeah. You know, I, I always say that, you know, stupid should hurt, bad. Could you imagine if it did? I mean, the world would be a little bit more of an interesting place, I think. But

Dan Henry: (01:08:19)

So, so, so in terms, so that's like the general though, industry outlook, but like for you specifically, what's been your, what's been the hardest thing for you to get more clients, to get twice as many clients for this as you do now?

Sebastian Rusk: (01:08:32)

I think it's, I think it's as with anything that podcasting isn't new, but with, with people understanding the reason behind it, like when I walk a car dealership through, or car or somebody who sells cars, a sales manager, why do we wanna start a podcast for his personal brand or whatever it might be. He had never heard of that idea before, until we had that actual conversation. I listened to podcast. I like sports podcast. I've heard of podcast. I never thought I'd be utilizing it for, for what I'm doing. And I think as people start to see what other people start doing with podcasts, their wheels start to spin. And you know, the downside of that, there's a lot of, I wanna start a motivational and entrepreneur podcast.

Dan Henry: (01:09:14)

You gotta work backwards. Right? So, so, so what I'm hearing is that you, or what it sounds like you're saying is that the sicking point is explaining to people how it can help them and sort of removing that idea that they may already have implanted in their head.

Sebastian Rusk: (01:09:32)

Correct. Or they don't have an idea. I said, would I just,

Dan Henry: (01:09:35)

hey don't see how having a podcast could. Cause you know, you think, oh, start a podcast. You're think, oh, a bunch of people gotta listen to it. I can have thousands and thousands of downloads.

Sebastian Rusk: (01:09:41)

Yeah. What if nobody listens? That's the number one. What if nobody listens? I said, what if you never start recording? And we can do this all day of what ifs, but like what, here's what I invite people to consider for a minute and try this on for size. What does it look like to put the blinders on for the next 16 to 24 months, head down and just go all in with your podcast and make it the number one piece of content that you create for your brand. In fact, my most recent talk is titled how starting a podcast can solve all of your social media content problems. And I firmly believe that start a podcast. You got a video component, you got an audio component. The audio component can be chopped up into audiograms. The video component can be chopped up into micro content.

Sebastian Rusk: (01:10:22)

You've got graphic assets. We're talking like a minimum seven to 10 pieces of content per episode. Well, what does that do? It promotes the podcast. It helps you create more content. You're able to achieve your goals of being able to at least get content out there. That's the number one majority of brands have. We just don't have time. Or we just had, you know, I had my cousin doing it for a while and he went off to college. There there's a various amounts of reasons. Why brands are not going all in with content and I firmly, but there's plenty of brands that, that do get it have followed Gary's blueprint of being able to create content and multiple pieces of content on a daily bases, be consistent with that content and then count all your chickens. After a significant amount of time, we've been doing this for a year and a half. We've been doing this for 24 months. And that's what I tell everybody. Put the blinders on, give yourself 18 to 24 months podcasting before you give yourself permission to throw the towel in. Cuz I know for a fact...

Dan Henry: (01:11:16)

Well, you know how people are these days? Sure. 18 to 24 months. But let me ask you a question. If you do this, I mean, how quickly can you, how quickly on average do people gain a client from starting this process?

Sebastian Rusk: (01:11:29)

It depends. I never give 'em those numbers cause I'd be lying to 'em but I say I well,

Dan Henry: (01:11:34)

In your experience and what you've seen, have you ever seen somebody in the first say five episodes, land a client?

Sebastian Rusk: (01:11:40)

Absolutely. If you're, if you're, if you're going into this thing saying I'm interviewing people that I, that are my prospects that are in my demographic, that probably need what I have to offer. I mean, it's a numbers game that, that the numbers of eventually start to.

Dan Henry: (01:11:54)

What per, so let me ask you this out of all the people that come to you for that specific reason, meaning they agree with your premise. They are saying to themselves, I agree with what Sebastian said. I need to start a podcast. So that X, Y, Z, they agree with that premise. Do they find success a lot faster than the people that come, that don't agree with that premise or they come to you for a different reason to have their podcast?

Sebastian Rusk: (01:12:21)

I think that's, yeah, because there's a couple different reasons. Some people want to step into that content that host that I've never done this before.

Dan Henry: (01:12:30)

But the ones that come for that reason that follow that line of logic. They get results way faster than the others.

Sebastian Rusk: (01:12:36)

100%, because they're intentional with saying the conversations that we're having the interview, my interview strategy is to get to know somebody build a relationship and rapport. And if I provide value through that conversation, and there's an opportunity to say, Hey, you mentioned during our conversation X, Y, and Z, that's, that's our, that's our mojo. That's exactly what we do. Let's have a conversation about it. They're more inclined to, to, to wanna do it. And

Dan Henry: (01:13:01)

What percentage of your clients only care about that premise?

Sebastian Rusk: (01:13:06)

I say it's 50, 50.

Dan Henry: (01:13:08)

So half your clients care about a premise that always gets them results. And the other half care about a premise

Sebastian Rusk: (01:13:14)

Of just being in the content game and the relationship.

Dan Henry: (01:13:17)

It doesn't necessarily get them immediate results?

Sebastian Rusk: (01:13:19)

No, because even if they're not, even if they say I wanna start a podcast to just create content and to build relationships that that has a monetary aspect too. Cause eventually those relationships can be turned into something monetary.

Dan Henry: (01:13:32)

But what I'm saying is the other half more consistently sees an immediate result. Sure. Because they've gone all in on your, your ideology around this.

Sebastian Rusk: (01:13:43)

Yes. And it can also blow up too. I mean, you can have something where it, you got something that just explodes and then you're able to get into a podcast network and monetize it. And the whole traditional route too, which I, I'm not a fan of that.

Dan Henry: (01:13:55)

Imagine if you only worked with people that agreed with that premise and wanted to do it that way and that way only.

Sebastian Rusk: (01:14:02)

I I'm getting I'm tightening the reins more and more around that. I, I do wanna make sure people are clear that we're not gonna just start it for whatever reason you think you should go and start it. There's going to be a shared common. You have to sell me on why you wanna start a podcast. I'm not here just because you have a budget and you can afford to hire me. That does nothing for me at all, knowing that you share a vision and that I share your vision, cuz if I can get excited about it, a lot of people probably can probably get it about it is my thought process. Cause there's a lot of dumb ideas out there. I, I say, I say constantly to on a daily basis that I talk more people out of starting a podcast than I do starting a podcast.

Dan Henry: (01:14:40)

So I I'll give you an example, cuz this has reminded me of something I went through. So, you know, I charge currently I hate saying what I charge cuz then by the time somebody hears it, maybe..

Sebastian Rusk: (01:14:51)

Are you bragging Dan?

Dan Henry: (01:14:53)

No. Well it's just, it changes, you know? So like people, like I heard you say on this show one time, da, da, da, but I charge a six figure price for one on one consulting currently. Right. And I'm very picky about who I work with for one very specific reason. It's because I don't wanna work with anybody that won't get that back super fast. Cuz you know, dude, I used to deliver pizza, charging somebody a hundred thousand dollars. The first time I did it, I was like, you know, like this is a lot of money, you know? And I really wanted to deliver like I really like, can you imagine that I don't know what the most you've ever charged is, but imagine charging somebody six figures.

Dan Henry: (01:15:29)

Like I don't worry you the, I don't worry about if they're gonna buy, I worry about what happens when they buy. You know, because now you really gotta deliver and I didn't come out of the gate with a, with a six figure offer. And so what I thought about was all right, let me look back on my career and let me like really analyze what has worked and what good decisions and bad decisions I make. The last thing I ever want to do is charge somebody that much money and they don't get a result. They don't get it back. So I thought about it. I was like, everybody that has ever come to me that has sold something cheap. Right? They sold something like a thousand books, 500 bucks, a couple grand, and they've got a ton of results, but never as quickly as somebody who I've convinced to charge 10, 20, 50,000, right? Like higher ticket prices. Because for them, you know, imagine if I charged you a hundred grand and I teach you how to land $50,000 clients, how many do you have to land to completely get your investment back? Two. Right? So for me that's super easy. I'm like, oh my God, I only gotta get 'em two clients. And then everything after that's gravy. But if you say to me, help me sell this $500 product. I'm like, man, I mean, I gotta dude like...

Sebastian Rusk: (01:16:45)

How many units gotta move? Right.

Dan Henry: (01:16:46)

I mean you just gotta move. And not that I've, I mean, I've helped people do that, but it's like this much work compared to finding clients that pay a lot more, this much work. And I really know how to do that. So I made a decision. I will never, I never would take on that level of client that didn't agree with the premise. They didn't agree. I should be charging high ticket. I should be charging a lot of money and finding people who are willing to pay a lot of money to solve their problem, cuz I'm just setting myself up for a headache. And so I never took on anybody that, you know, that did not agree with that premise. And as a result, I've never had somebody not get their investment back super quick. And it wasn't the fact that I'm really good at what I do.

Dan Henry: (01:17:32)

I mean, I'd like to think that I am, but it was more about the strategy and the decision making of only working with clients that fit into a mold that are great for you. Great for them. You know, they're gonna get an amazing result and you know it's gonna be smooth sailing. It's when you compromise that you cause your self problems in my opinion. Sure. Because I have compromised in my career and every time I have compromised, it's been a nightmare. But when I say this is the way we do it, this is our premise. This is our strategy. You either agree with it or you don't. And if you don't great, good luck to you. But, if you do, this is how we're gonna do it moving forward. And we're not accepting anybody else. That's when things have really worked out.

Sebastian Rusk: (01:18:14)

And that, you know, I, I try to, it's, it's a slippery slope between those two conversations because I don't want people to get obsessed with going, I'm making this investment so that I can get this back because of podcasting. Cuz people can go down that rabbit hole too. The versus focusing on the work at hand, let's build this thing. Let's create the relationships let's get consistent and really, really good at this. And then start swinging for the fences and figuring out how we can fill in the gaps.

Dan Henry: (01:18:43)

Well maybe they don't make sale, but maybe they get a connection that leads to some sort of...

Sebastian Rusk: (01:18:47)

That is that in and of itself is, is even, I would say is even more rewarding. It's been in my experience for people to say, can you believe I was able to get so and so on the show, this is incredible. Like this is great. And if I asked them, is that better than closing a deal? They would probably say yes. And for me that's a win cuz I like the other side of the fence too, which is, I can't believe I closed a client so quick. Excellent. You know?

Dan Henry: (01:19:12)

So you like make podcasting the ultimate networking and sales tool.

Sebastian Rusk: (01:19:17)

Is the new, it is your new business card. It is your new networking event. It's your new conference. It is your new ability to get out there and connect with people. What we were born to do as part of the human experiences, connect and build relationships with people. We're now living in a space where those relationships can now be scaled into building a business, a brand, contributing to the bottom line and up starting a podcast, creating content, following your passion about what your thing is and having conversations around it can in turn, grow your business and change your life. I 100% believe that. And it, it, when I say your life, there's a huge component of personal development. I mean, I spend a majority of time pulling the, talking the kitty out of the tree, as far as being in their own head, I'm gonna sound like crap. I'm gonna look like crap. What if nobody listens? What if, what if nobody buys, what if going down this whole, you know, instead of just staying focused on what's important.

Dan Henry: (01:20:10)

How many times have you seen a football team they're doing terrible. And then at the halftime, the coach or the quarterback does a speech and then they come back. It's not like they learn any new football skills in that 20 minutes. You know, they just got motivated. And so I think that, you know, it's important and for you to motivate your clients and, help them with their head space. Because without that, without learning how to think about things, you're not gonna be able to execute things. Not that I'm dropping my show name.

Sebastian Rusk: (01:20:40)

Like I say, I see what you did there. Itis. I talk about it. I say that a lot, that may be the title of the next book podcast is a lot life, a lot like life, because it really is. I go through a lot of my similar conversations about life in some of these coaching sessions and about, you know, things, just life in general. I don't know a lot about I know a little bit about you know, a little bit and that's been my experience thus far just with life. But as far as becoming who I need to be as a human being, becoming fully accountable for my life, I don't blame anybody for anything that happened it's all my fault. I always say that constantly too. Remember, it's all your fault and it always is. And

Dan Henry: (01:21:21)

Have you ever read the book Extreme Ownership by Jocko Willick and Leif Babin. Oh dude, you'd love that book. Okay. It's all about basically saying everything's your fault and, and taking ownership of everything, even if it isn't your fault. And I know that sounds crazy. But that's like, it's like the ultimate leadership skill, you know, but you should read the book because in a vacuum, what I just said is probably could be misconstrued a thousand different ways.

Sebastian Rusk: (01:21:45)

You know, it's a matter life is a majority of life is showing up 100%, right? Getting in the car, driving three and a half hours for podcast and just showing up, right. Not with, with the one intention. I had one intention of coming here today to have a conversation and to get to know you better because we've been building a relationship over the past couple of years and you've done some incredible stuff with your career so far. And I can learn a ton from that. And hopefully you get something from me too. But the idea is to just constantly invest into relationships and like the example that I gave of this most recent show that I'm hosting, which I never, in a million years thought I would be getting paid to host a show. That's like a large media outlet calling me going, do you wanna be our podcast host, will pay to do it. And I can. And I do this zero planning. I mean, I look at a bio, I look at a link, I look at a name and let's dive in how complicated could it possibly, but it's my get me being able to leverage my gift for that. But those are all relationships of, I look back when that initial introduction was made and I'll never forget Gary going. I'm so glad you guys met. You guys totally need to connect. And I'm like, why?

Dan Henry: (01:22:50)

And how did you meet Gary V?

Sebastian Rusk: (01:22:52)

I hunted him down like the DA looking for child support. He was...

Dan Henry: (01:23:01)

Oh my gosh. That's great.

Sebastian Rusk: (01:23:03)

These were early days. So this is a great story.

Dan Henry: (01:23:05)

You're gonna make me wanna hire you for a, for like a private party comedy if you're not careful.

Sebastian Rusk: (01:23:09)

Yeah. I'm gonna be, I saw the picture from the Halloween party. I can do the, I can do the whole yeah. Is there a stage around?

Dan Henry: (01:23:16)

I mean, I can have a stage brought in or whatever you want brought in.

Sebastian Rusk: (01:23:21)

Absolutely. Private parties bought mitzvah. I'm I'm totally kidding. So it was 2012. His first book came out in 2010. I think Crush It came out. Second book was Thank You, Economy. Well, I found out about him right in the very beginning. I was trying to figure out my life.

Sebastian Rusk: (01:23:38)

I had lost everything I had no money, had a bus pass. I had a skateboard and I was, that was about it. I read crush. It antennas went up. He gives us an email address out everywhere, always has still does. And I emailed him, but I quickly learned a good hack, which is number one, if somebody you want to get in front of is going to be in your town offer to pick him up at the airport, take him to the hotel, be their transportation, find out, you know, to, and from the airport. That's, that's one hack. I didn't do that with Gary, but the other one was get to know their, their team. So at the time he had a very, very small team. It was him, his brother, AJ. And he had a guy by the name of Phil Toronto was his assistant.

Sebastian Rusk: (01:24:13)

So I started to follow Phil on Twitter. And I quickly found out that Gary's next book. He was doing a book tour and one of those book tour stops was going to be in Miami. So I hit Phil up and I had Phil's email address. I think I guessed it. I was like, well, it's Gary at Vayner Media. It's probably Phil Vayner Media. So I emailed Phil and I, I did, I, I talked to him back and forth. And he is like his PA like his assistant at the time he runs Gary's hedge investment fund now of like, I it's like 65 million. They having that fund now. And he's like the head of it, wild story. But at the time was a, his assistant. And I started to build some rapport with him and I had sent an email and I said, Hey, Gary's gonna be in literally in my neighborhood.

Sebastian Rusk: (01:24:54)

For the Thank You Economy, Miami book stop, can we do an interview? And I didn't hear back. And I heard back like a week later and I'm thinking it's gonna be like flip cam in the hallway type deal. And he calls back and he said, yeah, we can it meet Gary there at six, the book signings at seven. I said, not a problem. So a day after that, I'm like, well, I have to figure out I need to go get like a flip cam, like tripod, like this wasn't like iPhone 4k days. This was, you know, we were just getting outta flip phones. And the day before that I had a video production company call me and they go, Hey, Sebastian, my company was called Bocial buzz TV. And I was running around town in a bow tie and social buzz, this and yada, yada yada.

Sebastian Rusk: (01:25:33)

And they said, we've been seeing some of your events and content. We like your stuff. We'd love to work with you. And I was like, great, what are you doing Tuesday night? And they're like, actually, we're available. And I said, good I have a book signing for a guy by the name of Gary Vaynerchuck? They're like who? And I'm like, it doesn't matter. It at Books And Books in Coral Gables. He goes, oh, we just did Russell Simmons book signing there last month. And I was like, as luck would have it. Well, I'll see you guys Tuesday night. And I'll never forget. Gary just walks up the street by himself. And nobody really knows who he is. There's some social media people there, but it's not like mob scene at all. And he walks up. He's like, what's up, man? It's so good to meet you dude.

Sebastian Rusk: (01:26:09)

And we go into, it's a pretty sizable, you know, old school bookstore, but we went into the side where the book signing wasn't and we set up, like they had full set up cameras, lights, microphone was the worst interview I've ever done. It was terrible back then. Terrible. And I was just so like energetic and it was, it was too much, but we, we got it done, but I was able to spend an hour with Gary while we're setting up and we're doing an interview and like the whole nine and was able to ask questions. And I said, you know, we I've done 10 videos so far this year for Social Buzz. He's like 10, like I did a hundred rid by like the end of like the first month, like get to work, like that's terrible. And so I got the clip still from back in the day.

Dan Henry: (01:26:49)

That guy blood is made of cocaine.

Sebastian Rusk: (01:26:53)

It was it was, it was a crazy experience, but that's how I, that's how I that's the first time that I did meet him. And then after that as I started to do MC work I would be the MC for the event and he's the keynote speaker. So we'd see each other. And oddly enough, there was like a time that every event that I would see him in the green room, he was the keynote. I was the MC and he was on his way to Miami. So crazy. It happened at Traffic and Conversions one year too. And that was, that was a crazy experience too cause I walked in the green room and he was sitting with Dice. Like that's part of the deal. Like that's part of the keynote is like, yeah, hang with the partners.

Sebastian Rusk: (01:27:25)

You hang with the sponsors. Like that's part of like this whole thing. Like I get up and walk in the green room and like he tells Dice, hold on a second, like gets over, greets me, gives me a hug. And they're like, who? That's our MC like I know they think I'm just like the hired MC guy, you know, but which I was.

Dan Henry: (01:27:40)

Did that make up for the QR code?

Sebastian Rusk: (01:27:43)

No, that probably I, that contributed to maybe, you know, my, what would end up being my fate with, with digital marketer, which was, you know, the, we grew out of each other all good. Still a great relationship there. But I, that was another lesson too. I was like, ah, I don't know if I should have done. Like, I still, the video's great. Like we did like a, we were in the elevator and I was asking him about like his notifications.

Sebastian Rusk: (01:28:09)

I'm like, how do you handle your phone? He goes, I turn, 'em all off. He's like, look at my Snapchat, 35,000 views, like per snap at the time that he was going and doing. But it was really cool to run into him. And that was when, like, even my family was like, oh, I, I didn't, I knew you had interviewed him, but I didn like, you know, him know him cuz we got done. And I said, Hey, good to see you. And he, he like tapped me on the shoulder. He goes really good to see you too brother. And so my, even my, I think my sister texted me. She's like, so you like know him, know him, and this is right. This was 2016 I think. So people were starting to, he was becoming more and more popular. I mean the guy's a phenomenon now, like a total celebrity and inaccessible.

Sebastian Rusk: (01:28:46)

Like it's tough to, I haven't seen him in a few years now nor even talked to him. It's tough to, to there's so many people get out. He's become the go-to source for social media for like the world. So we're talking rappers, athletes. I mean the stories that he shared of like people just hitting him up and being like, what should I do with my brand is just crazy. It's like, he's had, he's like I have rappers. And like people Jay-Z, like what? So it's, it's cool. Who's, who's become as a personality, but also for the world, like it really like that go. I want to become that for the podcasting world because I see what podcasting has done for my life. I see the impact that it has on business and I see the impact that it has on life and then the ability to turn it into a business. And then I'm able to leverage my personal brand that I've been working so diligently on for the past 10 years of just that on-air personality. I used to say, I would be the, like the Ryan Seacrest of the branding and business type of world where celebrity endorsements and things of that nature. No, you got Sebastian Rus talking about your brand, your product, hosting your podcast, whatever it may be. And that's now starting to take...

Dan Henry: (01:29:52)

Maybe you can be the Sebastian Rusk.

Sebastian Rusk: (01:29:54)

Oh, that's. Well, I stopped saying I exactly in the very beginning I used to go, I'm gonna be the next Ryan Seacrest. And somebody said, Hey, why don't you become the next Sebastian Rusk and I never ever said the next Ryan Seacrest ever again.

Dan Henry: (01:30:05)

So I'm gonna ask you one more question and then we'll, we'll let people know where they can check out your podcast and all that jazz. What is the biggest lesson you learned from spending an hour hanging out with Gary V?

Sebastian Rusk: (01:30:19)

Make time for people and stay humble.

Dan Henry: (01:30:23)

Yeah. So in an hour with Gary V

Sebastian Rusk: (01:30:26)

I've seen him turn down, security, get completely mobbed, inundated selfies. He did an event in 2018. That was the last time I saw him. That's when I met Jordan with Grit Daily, when I just inked that deal to host their show in 2018. But I'll never forget that there was the no media at the event. He did it at Dolphin Stadium and cause he's partners with Steve Ross. Cause I was like, you're a Jets fan. Why are we at Dolphin Stadium? But Steve Ross who owns the dolphins, his business partner was one of the original investors in Vayner Media way early on when Gary was trying to figure out what his next move was. So he had access to this. So he rented it out and did an event called Agent 2021. I connected with him and he connected me with his event girl.

Sebastian Rusk: (01:31:05)

And I, he said, Hey, he I've known Sebastian a long time. He's a good friend of mine. He wants to come cover the event. If you guys are bringing media in, there was like no media. There, there were a few people tech companies and news outlets, but I walked in and it was just him and his event girl. So we got, got an opportunity to catch up again, same experience, humble, present, making time. How's everything. How's Kayla, how's your daughter. How, how are your kids doing? They're growing up this whole, like this, this, this real. And we walked all the way down to the field cuz he opened it up with his keynote and we had this conversation and caught up for 10, 15 minutes and it was just him and I, and I didn't even put two and two together and asked, who's introducing you and we go up.

Sebastian Rusk: (01:31:44)

And he's like, Hey man, I'll he goes, I'm gonna go do my thing. I'll catch you upstairs this afternoon. I'm like, all right, cool. And I walk out and we're on the football field. That's where the stage was. And I hear the AV guy go, ladies and gentlemen, please welcome to the stage, the CEO and founder of Vayner Media, Gary Vander, Chuck. And I'm like, Ugh, what a missed opportunity. So I'm roaming around at taking, you know, I've never seen so many videographers in my entire life at this event. Like you've created monsters, Gary and I'm walking by and just getting like a quick clip. And I don't know if he caught like my, I cut his attention or what, whatever was when he was on stage. But his, his premise was for all of you agents, real estate agents, insurance agents, you guys are not doing enough.

Sebastian Rusk: (01:32:26)

When it comes to the content game, you can be doing way more for guys like Sebastian and points me out in the middle of the event on here. When I say he got done with his talk and I got mobbed was crazy, bro. But wow, I learned that it's his humility. He's not too proud to do anything. And people completely misread that. And he makes, he told me that early on Sebastian, doesn't matter where this road takes you and where you end up going and how big and famous and rich you get. I don't care. I don't give three rips, dude. You always make time for people always and remain, present, actually care about them. And if you can't do that, then you need to really rethink this thing. And I think that's what a lot of creators and influencers and you know, I think people are tired of the guru and tired of the influencer because what we've experienced over the past 10 years of you don't really know who's what or what's what, but what happens when you get to meet the person behind the Instagram account and in real life and have that experience, are they leaving you different?

Sebastian Rusk: (01:33:23)

Did you have an experience because of that? And I know that's a long winded answer, but remaining humble and, and making time for people is so important with discretion. Of course, you know, you can't, you know, you've only so many hours in, in a day that you can be and you can't be everything to everybody.

Dan Henry: (01:33:38)

But in an hour with Gary V you could have talked about anything you could have talked about...

Sebastian Rusk: (01:33:44)

The interview was about social media mainly, but you're talking about my experience that I took from him. It's always present and it's always like there. And just man, I remember you from, yeah, I'll never forget him responding back to the Agent 2021 and looping me in with his team. He goes, I known this guy a long time, take good care of him. I, and I thought, wow, Gary V telling his team, he's known little Sebastian Rusk a long time to take good care of.

Sebastian Rusk: (01:34:08)

And they did. They took impeccable care and oddly enough, his, his sister was there that day. His mother was there. I met the whole Vayner clan oddly enough, which was which was really cool. But that's probably my biggest takeaway. And then, you know, the association did yield a lot of business. I mean, that being able to, I still have the picture to this day on my Facebook cover as being able to edify myself of, and I don't do it to brag. I do it because this is a product of carefully cultivated relationships. And for showing up, I've never asked Gary for a thing, ever, other than can I interview you? Can I make it all about you? Can I talk about you et cetera. And I've tried to like, get, you know, there's no calling in favors or anything.

Sebastian Rusk: (01:34:49)

He has a rule. I just, I don't share anything. I don't, I don't do any favors cuz I'd have to do it for everybody. Mm. And I thought, Hmm, that's another one I'll put in my, another feather in my cap that I'll keep close, which is you can't be everything to everybody, but you can definitely serve people and you can over deliver in any capacity. And I try to do that. I try to pour into people in any capacity, sometimes it turns into business. Sometimes it, you know, I wear these shirts everywhere. So people are like podcasts suck. I love podcasts. What's your podcast all about the new ones have a QR code. So if I'm on an airplane or somewhere

Dan Henry: (01:35:22)

You love QR codes, don't you?

Sebastian Rusk: (01:35:24)

Well, yeah, because, Oh yeah. Yeah. Because ladies and gentlemen, very, very funny comedian coming up, internet marketer, extraordanair comedian Dan no. Well they scan, it goes right to my right to my calendar, right to a sales page. Get, 'em get, dare I say, get 'em in the, get 'em in the sequence of getting in touch with you. There we go. We didn't, we didn't use the F word.

Dan Henry: (01:35:43)

It's, you know, it's, it's interesting that you mentioned the humility and the make time for people because, you know, I, I grew up in my career in the whole like direct response, internet marketing, influencer guru thing, and, and all these gurus, they, while they teach you like how to be this person, and one of the things I remember that I always kind of, and I've done it and it sucks. And I hate myself when I have done it. But you know, the thing I've always struggled with was one of the pillars of being a guru or of selling access is that you have to limit your access. Right. Because if you limit your access, it becomes more valuable. And if you just give everybody access, it becomes less value. And they they've taught that for decades. And, you know, when I learned that I kind of understood it, but at this same time, it sort of it went against kind of like what I, what I believe, because you know, when I'm at events and stuff like that, I like to talk to everybody.

Dan Henry: (01:36:48)

And I like to respond to people on social media. And I know that a lot of amazing influencers that are coming out now, they say it respond to everybody. I remember seeing Trent Shelton live and he said, you know, take an hour a day and go on your social media and just respond to people. And just you, not your team say hi, you know, and I remember hearing that and I remember hearing things like what you're talking about with Gary V and, you know, just one day I started responding more to people and I got outta my head of that whole like, oh, you need to remove access to yourself and restrict access. And this makes you more valuable. And, you know, the thing was, it didn't hurt my business. It didn't make me any less,

Sebastian Rusk: (01:37:29)

Maybe even helped it.

Dan Henry: (01:37:30)

I, yeah, there was multiple times where just me responding to somebody like, you know, I just really appreciate you responding personally.

Dan Henry: (01:37:37)

I, and what I use, I send voice messages. Cause you know, if you respond, you say, Hey, thanks, man. Yeah. I think I sent you a voice message on Instagram. Sure. But if you just respond with a text, people are like, oh, that's probably his team. I've had people say that, oh, this is probably, this is probably your assistant or something. And I'm like, nah, it's me dude. And they're like, no, it's not. And I'm like, I send a picture, you know? And then I thought one day, like what if I responded with voice? And so I just started responding and saying, Hey, you know, let you know, thank you so much, da, da, da, da. But I learned something about that. If you send somebody a voice message, they send voice messages back and then you gotta listen to 'em. Right, right.

Dan Henry: (01:38:11)

And then they send generally send you like 10. And so what I do, so what, well, here's what I learned when I send a voice message. I'll say, Hey, listen, I don't get on here much. And I definitely don't listen to like voice messages cuz you know, everything's just so crazy. But I wanted to take a minute to send you a voice message and let you know that I really appreciate it. Da, da, da. And I send that over. Yeah. So I set that expectation that know I pop in here and there and not dude, I don't have anywhere near the social following that, that some of these guys have, but even still with the small amount that I do, it

Sebastian Rusk: (01:38:43)

Makes a huge, huge difference.

Dan Henry: (01:38:44)

Yeah. Yeah. And so I started adopting that and I, I think it works better than this traditional like restrict access to yourself.

Sebastian Rusk: (01:38:51)

Well, nobody, I just like I, to my point earlier, I think we're all sick of the guru, right. And of the, of the influencer and trying to figure it, you know, it all out. I think that we're moving into this creator economy where it's extremely powerful and it's gonna be extremely powerful for individuals and for people starting businesses and following their dreams and doing their thing or whatever it may be. But at the same time, you know, that's my concern with this whole, that averse thing. It's like, do we need less human, like less interaction, like less real life. I, I don't know that that is the solution. I think a good combination of the two, that's a completely different episode, but

Dan Henry: (01:39:28)

An episode where we talk about how the intentionally made life suck so bad in order to sell an alternative,

Sebastian Rusk: (01:39:34)

We're not buying JPEGs of apes for quarter mill.

Dan Henry: (01:39:38)

Yeah. I'm guilty of that.

Sebastian Rusk: (01:39:40)

Do you own an ape?

Dan Henry: (01:39:41)

No, but I got it in Neo Tokyo. I got into, I own a punk.

Sebastian Rusk: (01:39:44)

You did tell me about that.

Dan Henry: (01:39:45)

Yeah, I, I did. I think I spent 250.

Sebastian Rusk: (01:39:48)

You were my motivation to start an NFT collection. So I am officially, haven't announced it yet. And we'll talk about it later. It's top secret. But I'm trying to figure out, you know, what utility, in what purpose.

Dan Henry: (01:39:59)

That's the hardest part. The hardest part is to figure out what your utility is. Alex Becker did great. Dude, I got in on that, that

Sebastian Rusk: (01:40:05)

Guy's like, I mean, I, I can't even keep up.

Dan Henry: (01:40:07)

Like I get like 16 bites a day and they just stack and, and they were up to $260 per bite at one point. You know, now, right now everything's down. Cuz

Sebastian Rusk: (01:40:16)

He just launched his second phase two or like right. I started following him right after.

Dan Henry: (01:40:19)

Yeah. It's like, and he, everything with the game. And like I started, when I, when I first started thinking about it, I was like, oh, it'll just be like, I have the art done for mine, but I'm, I'm taking my time on the utility. But you know, I thought about it and I was like, where's this all going? It's going in games. People love games. So I thought about developing, you know, a game and all that, but I'm, I'm staying focused. That's the thing, man, this, this new stuff out here, it can really distract you because we can sit here all day long and talk about like NFTs and this, and I'm an investor. I've believe it or not. I had, I want do a YouTube video on this. I but do you know, I sold my yacht to buy NFTs.

Sebastian Rusk: (01:41:01)

Well, it was, I, it wasn't public information, but you did tell me about it.

Dan Henry: (01:41:03)

Yeah. So what, so I did, I mentioned on your podcast.

Sebastian Rusk: (01:41:07)

Oh, but you told me it was a royal pain in the is the main reason that you sold it. But it was a great investment opportunity too.

Dan Henry: (01:41:13)

I'll just real quick. Okay. I'll just real quick. Tell this story. So I bought the yacht, it was 2 million. I learned that you could create a business out of it by making it a yacht charter business. And if it's a business, there's all these tax benefits. And essentially you could kind of get the yacht for free if you structure the deal. Right. But then of course there's the maintenance, you know, and the crew and the crew. Right. And when we did it, it worked out, I was more than breaking even. And I started doing these consulting gigs on the boat, I was charging 20 grand a day to just hang out with me on the yacht. And I give you business advice. We were booking two to three of them a week. And so my yacht crew was like, dude, you paying for everything. Like we're making a profit. This is nuts. You know? And I'm like, you know, it's just a different way to do it. Right. Well then COVID hit, the pandemic hit and all of a sudden everything changed. And all of a sudden this yacht that was doing well, that I like thought I, I was all like, yeah, I made, I made, everybody says a boat is a hole in the water. You throw of money. I figured out how to make it profit. And then life is just like, guess what dude, pandemic.

Sebastian Rusk: (01:42:19)

I thought you bought it because of the pandemic.

Dan Henry: (01:42:21)

It was right before the pandemic. But we had booked stuff out and all that. And well, I didn't, well, see, you didn't know it was gonna be that bad then. Right. Right. You like, oh, there's this thing. But you didn't know it was gonna be what it is.

Sebastian Rusk: (01:42:32)

I think you told me the first time you were on my show, you're like, we're almost done with this. We're almost out of it. Like they were doing a, yeah. They were doing a parade in in downtown Korea or something. Remember that the first time you did the show.

Dan Henry: (01:42:41)

Right, right. Yeah. And so I didn't think so when we bought it, like, or I thought that would be over in a couple months and a lot of people did cuz we bought it right before that. And so and when I say we, I say that because I, I literally created a company to buy the yacht.

Sebastian Rusk: (01:42:59)

Myself, my yacht broker. Yeah.

Dan Henry: (01:43:01)

My, you know, but I, they say we is more polite to say, but sure. The point is, is that when I did that, this horrible thing happened in the world and what was working no longer worked. And now it was a hole in the money was a hole in the water that you throw money into. Right. Because at that point I couldn't book out the charters. I couldn't book out. And then there was all this stuff and things became more complicated in the yacht world. And so the expenses went up and materials. Nobody wanted to work. Right. Nobody wanted work. And so now I'm like, man, this thing is like, now it, now it really is a drain on me. So I saw all I invested in multiple NFTs that started paying me a ton of money and you know, I'm thinking, okay, hold on a second. Real Estate's crazy. Right now it's super expensive. Materials are super expensive. The yacht thing is, is killing me. So I was like, you know what, I'll sell my yacht and I'll buy, I'll use the money that I put into my yacht to buy NFTs. I sell the yacht. I invest in multiple NFTs. And just one of them made me everything. It like completely covered all my losses and just got me whole on the whole shenanigan, all the shenanigans, everything

Sebastian Rusk: (01:44:14)

On this episode of below deck St. Pete dude, Dan gets richer.

Dan Henry: (01:44:20)

That show, I watched that show before I bought the boat and I was like, this is complete Hollywood, whatever. Yeah. And then after

Sebastian Rusk: (01:44:27)

Captain Lee's a dick though. He totally is. Yeah.

Dan Henry: (01:44:30)

But it's true. Like it's not that dramaticized sure it really isn't. And I learned that a year after owning the boat, I was like, I, well

Sebastian Rusk: (01:44:37)

Think about what you're, you know, people that, you know, free spirits, don't like being in any one place at one time, you know, we're on the water, it's gotta, you know, you're, you probably have some sort of demographic..

Dan Henry: (01:44:48)

Oh, theres so much alcohol involved in an industry where you have this enormous expensive piece of equipment that is floating in salt water. And it's like, right. Super nerve wracking when you're the owner. And you're just like, ah, you know, but that's, that's my story.

Sebastian Rusk: (01:45:03)

Did you get to enjoy it though? Did you go on any trips or didn't take it down to The Bahamas or something?

Dan Henry: (01:45:06)

Yeah. I took it on multiple trips, but you know what, here's the beautiful part. I can rent a yacht that I don't have to worry about maintenance that I don't have to worry about it breaking, go enjoy myself. And by the time I get back, the fricking NFT that I invested in it'll pay for it. And hopefully that remains the case. And I don't sound like an year from now.

Sebastian Rusk: (01:45:26)

I think it worked in this, this scenario,

Dan Henry: (01:45:29)

But I mean, the point I was trying to make here is that the world moves so quickly and you can go from what is working to what isn't working like that. And you have to be able to shift with a decision. Right. And, and people thought people thought I was crazy for spending that much money on a yacht. And I I'm assuming people were gonna think I'm even crazier for selling that and then investing in pictures of, you know, apes and, you know, but it paid off. Right. And so that's, I just wanted to share that because I just thought it was a crazy story of how it's so important to be able to pivot when you need to pivot.

Sebastian Rusk: (01:46:11)

Yeah. 100%. It's a decision though. You know, you can, we, we, we all have that unique gift every single day to make that decision of, you know, I'm not happy. Cool. That's, that's probably a product of, of you've decided not to be happy. So making that decision and taking massive action, not always easy to take action, you know, mental health and depression are a real thing. Unfortunately they, part of life, it's tough to get motivated sometimes. And I embrace that, but eventually, no, one's gonna come knock on your door and get you outta bed and say, today's the day we're gonna make decisions. Okay. We gotta snap out of it. That's a, it's an evolving process.

Dan Henry: (01:46:42)

I'm not gonna lie. It, things take, take balls in this life. And I remember when I bought my first house that I was like, so nervous. I remember writing my first IRS check. So nervous. I remember buying that boat so nervous. I remember dude, the first time I spent a quarter of a million dollars on a picture of a fricking dude with like a cigarette hanging out of his mouth and like a nose ring and pixelated, you know, it's a crypto punk. I was like, what am I doing right now? This is insane. You know, and I'm, I'm about to press the button. And I'm like, I'm about to spend a quarter million dollars on a pixelated picture of this like punk dude or whatever, you know? And it was just amazing to me, like the fact that I was able to press the button and people do that every day. And the world is just changing so fast. It's insane. It really is. I wanna know where, so the name of your, your podcast is the

Sebastian Rusk: (01:47:41)

Is Beyond The Story. Yeah. That's my main podcast. We started, speaking of NFTs, just started an NFT podcast on Twitter. I gotta deal with Twitter on contract with them to host to Twitter space a couple of times a week. There it's their version of clubhouse. So I launched NFT Sucks if you don't understand them. So I interview creators and projects and it's somewhat self-serving in addition to achieving the, the goal of, of, of the deal I have with Twitter. But the main podcast, my, my bridge builder relationship builder is, is Beyond The Story, BeyondTheStoryPodcast.Com and the agency's Podcast Launch Lab. So PodcastLaunchLab.Com and yeah. Helping folks make their podcasting dreams a reality, or at least talking them out of it. One, one way or another. So,

Dan Henry: (01:48:24)

Well, I think anybody that listened to this episode, I think if they're interested to check you out, they're going to, because I'm, I'm impressed by just that unique strategy that you have created around podcast, you know, and, and the fact that you have a product and a service to help back that up and make it a reality for

Sebastian Rusk: (01:48:42)

People. Absolutely. I'm podcast launch guy on Instagram, it's the best, best place to find me. So if you have questions, I, I just like you, I respond to almost everybody to the best of my ability. I'm here to serve. I'm here to, to help you better understand what you don't know that you don't know about the world of podcasting really what's possible there. So hit me up and we'll have a conversation and you, you may very well be sharing your, oh my gosh. I can't believe a podcast did this for my life story. So, and that's what I'm in this game for. Thanks. I really appreciate your time, dude.

Dan Henry: (01:49:11)

Yes. Thank you so much. Awesome

The Mindset Of Scaling To 1 Million A Month With Andrew Stickel Feb 11, 2022

>>> Get Daily Success Mentoring By Becoming A Member At How To Think<<<

------

Are you struggling to grow your business?

From tackling day-to-day operations, handling employees, and overcoming unexpected or unforeseen issues…

It can be difficult to find the time to work on your business instead of working in it!

You may already know entrepreneurship can be challenging, especially if you're striving to grow your business alone.

If you have been struggling to grow your business, this is for you!

In this episode, I talk with Andrew Stickel about the mindset and skill required to build and scale a successful business. He shares his insight into investing in yourself and your business through coaches and mentors, and he shares the mindset that has allowed him to grow his business to a massive 6-figure company that is projected to do 24 million this year!

In this episode, Andrew and I are going to cover:

How To Approach Done For You Services
What No One Tells You About Coaching Clients
How Selling High Ticket Is Easier
What Can Happen When You Accept An Unexpected Opportunity
How To Go From 300K to 3 Million
What Is The Biggest Challenge With Employees
How To Deal With Piracy and Competition

If you got value from what you heard here, please be sure to subscribe and rate this podcast! Bonus points for you if you write a review! ;)

— SUBSCRIBE & FOLLOW —

Click Here To Get Daily Success Mentoring By Becoming A Member At How To Think

— TRANSCRIPT —

Dan Henry: (00:00)

In this episode of the, How To Think podcast. We had Andy Stickel on, who is the founder of Social Fire Starter. He does marketing for lawyers and he was able to go from a 1 million a year business to a 4 million a year business to now a million dollars a month and projected 24 million this year. And we sat for about two hours and we talked about a lot of things. We talked about growing businesses. We talked about mindset. We talked about managing and dealing with employees and just everything in between as well as how he got started. And we told a lot of awesome stories about growing and leveling up. And I really think that you're going to enjoy this sit down interview. So with that said, let's jump right in.

Dan Henry: (00:57)

Andy Stickel.

Andrew Stickel: (00:58)

How's it going, man, been a while.

Dan Henry: (01:00)

And it has been a while. Yeah. Yeah. I'm really excited you came on because you were my client for like years.

Andrew Stickel: (01:09)

I take, I take pride in being your number one client.

Dan Henry: (01:11)

You are like, you are, You are. So, it's really cool because I recall like when we started working together, you know, you were very ground floor and now you're just, you're just absolutely crushing it. I mean, you did, I know that you did. What did you do last year with your, cause you have a software. You have a coaching company, you have it done for you agency, and last year was good, but this year's like ridiculous. Like what'd you do last year?

Andrew Stickel: (01:40)

Yeah, so we did, we did 4 million last year. When I started with you. We were at about a million, I think. And that was 2000... When was Ad Con? It was Ad Con.

Dan Henry: (01:49)

Oh that's ancient history.

Andrew Stickel: (01:49)

I hired you a, you know. Okay. So you know, the whole story about how I saw, I knew who Dan Henry was, and I was like, this guy's a douch bag. Like I don't. And then, so, and then I bought, and then I went to Ad Con cuz I live in Lakeland, which is, I don't know, like an hour from here. And I'm the type of person. And this is one of the secrets of my success, is that I understand that I can learn something from everybody and Ad Con was gonna be there. And I was like, all right, it's cool. I think you were doing like a Black Friday deal or something on Ad Con. So I got, I got a ticket for it. And I went to Ad Con and I was watching you. And I was like, this guy actually does just know what he's talking about. Like, it's pretty clear this guy actually knows a thing or two here.

Dan Henry: (02:27)

So, you know, what's funny about that is I talked to Tai Lopez once. And he said that when he was starting out, cuz he's very different now, just like I'm very different now

Andrew Stickel: (02:37)

When he was starting out, he was like Peer 1 and like,

Dan Henry: (02:40)

Yeah, like ridiculous what he is doing now.

Andrew Stickel: (02:42)

So smart. Yeah.

Dan Henry: (02:42)

So when he started out with what he was doing, he said that he knew his market, his market was like 18 to 25 year old males. And that basically, if he was to act all smart, they would get turned off. So he kind of had to act, I mean,

Andrew Stickel: (02:57)

He played dumb.

Dan Henry: (02:58)

He played dumb. He kind of acted like a douch because he was, I hate to sell this, but he was selling to douches. So, that was his strategy. And I always thought like, wow, to put your ego aside, and be able to do that. And do it because you know, that that's what, how you're attacking your market. And you know, you're smarter, you know, you're more, you know you can articulate yourself in a more intelligent way, but you suppress that cuz you know your market. I think that like that's a lot of discipline there. And so, but like I think anybody, you kind of get sick of that market, you grow out of it. And when I started realizing that I could attract, you know, better people, not that there's anything wrong with being, I mean, I was male in 18 to 25 at one point. But you know, when you I didn't want to work with people that just wanted like Lamborghinis and stuff. You know, I wanted to work with people who wanted to create great products. And so I changed my whole thing a bit and, just like he did and a lot of people do so. But yeah, yeah. I was, I've heard that a lot. Like

Andrew Stickel: (04:02)

Yeah. I mean, I just didn't yeah. I mean, you know what, you know, it's like, you know, and you even talked about this even more recently on your social media about you don't know somebody, you really just don't know somebody from basically their onscreen persona. Whether they're an actor or athlete or an entrepreneur or whatever, you know, so, but I went to Ad Con and I was like, oh, this guy really actually knows what he's talking about. And I'm the type of person where like, if I wanna learn something, you know, there's that Tony Robbins quote, where if you want to be successful, find somebody who's already done exactly what you wanna do and just copy what they've done. Right. So, or maybe hire them and tell them whatever it was.

Dan Henry: (04:38)

It's copy them. I, and then I say, Dan Henry says, if you really want to be good at it, just pay whatever they want.

Andrew Stickel: (04:43)

Yeah. So I don't know what the actual quote is. I think the quote is copied. I don't, I don't like, I don't like the, I don't like the copy in there because you get in, like, I think a lot of people think that like funnel hacking is literally just copying and I've, I know you've had that. I've had that happen where it's copying,

Dan Henry: (04:57)

That's what it turned into.

Andrew Stickel: (04:58)

That's what it turned into. But I don't think that was ever the intention. I think it was basically look and see.You know, it's like, and I still funnel hack. I'll look and see like, you know, this market is like, somebody's doing this cool thing in this market. That's neat. I'm not gonna steal or copy word for word. I'm not gonna steal their landing page, but I'll take that idea. And I'm like, okay, that's really cool. How can I apply that to what I'm trying to do? And it just, you know, it's like that book, Steal Like An Artist, you know what I mean?

Dan Henry: (05:24)

That's sort of like, if you ever go to the gym, and you see people doing like flies and instead of doing them properly, they're like this. You know, that's the equivalent to properly, like that's what I see in the online business industry is everybody's pretty much like, no, no, I'm do, I'm marketing and it's like, no, you're just making crappy products. And stealing other people's stuff. And you just, you kind of suck. So,

Andrew Stickel: (05:48)

And what I found is that typically, typically when you're just copying, when you're not actually doing the work, then you end up, you don't have any more moves. You know what I mean? Like so,

Dan Henry: (05:59)

Right. Exactly. you, dude, that's exactly right.

Andrew Stickel: (06:01)

That's what happens to me all the time. People steal my stuff, people steal your, I'm sure people steal your stuff all the time you know.

Dan Henry: (06:06)

Yeah. I'm definitely, yeah, yeah, yeah. It's, I guess it's flattering at this point. But let's, so you did 4 million in last year, but you're on track to do what 24 million this year?

Andrew Stickel: (06:19)

So we're gonna, yeah. Well, we'll do, I mean, barring a yeah, we're gonna do 24 million this year, you know? Now that's few things have happened. I mean, you know, my company's being acquired. I now own a piece of a bigger company, but, yeah. We're on pace to do 24 million by the end of this year. Yeah, that's gone from doing a million a year to out doing 2 million a month. You know.

Dan Henry: (06:40)

We spoke before this started, you said the, if you were to separate that out, you got software, coaching and you got, done for you. The majority of that is done for you?

Andrew Stickel: (06:51)

Yeah. The majority. Well, the majority, I would say 60% is done for you. I'd say 30% is gonna be coaching and then 10% is going to be software. But we're, you know,

Dan Henry: (07:03)

What do you charge for your software?

Andrew Stickel: (07:04)

So the software right now, we're making some transitions because what we were doing is we were charging $3,000 a year. And basically I was just like, I learned really marketing from you. So what I did was I was doing, I did, ad, webinar, phone call, right. So, we were selling it at $3000. Well, we started at thousand and we started, 20 then went to 2,500. Then we went to 3000. Eventually, my plan was to get it up to 10,000 a year and we're still gonna get to that point. But what we're trying to do right now is we're actually gonna probably drop the price to like $249 a month right now, and just get on a reoccurring revenue model.

Andrew Stickel: (07:37)

Cause we wanna get as many users as possible. And it's easier. What we found is when we're doing it at $249 for the market that we're in, we're able to sell it a lot more at $249 than 3K up front, you know, so.

Dan Henry: (07:49)

$249 per month?

Andrew Stickel: (07:50)

$249 per month. Yeah. Which is basically the same thing. It's still $3,000 a year. It's just a monthly revenue model. But what we're trying to do and you know, we're trying to make it that we're looking at how can we make our clients stickier. Cuz that's the biggest problem with monthly recurring revenues, how do you keep the clients? You know, so we have contracts and everything, but what we're really trying to do is we're trying to figure out what kind of software can we do so that, you know, we can provide lots of software for them that they really use so that they're not going to want to leave. And that's the software that we have is like, it's like revolutionary in terms of getting reviews for law firms, because it's, that's what we do. We figure out the problem is that lawyers can't get reviews on.

Dan Henry: (08:29)

You should probably mention who you market.

Andrew Stickel: (08:32)

Yeah. I mentioned for, I've work for lawyers. Yeah.

Dan Henry: (08:33)

You do marketing for lawyers. Yeah. So, that, so for like for my app, How To Think, you know, I think about it and I'm like, you know, I think Calm, the app Calm did like 200 million last year.

Andrew Stickel: (08:47)

Oh, did it really?

Dan Henry: (08:47)

It's ridiculous.

Andrew Stickel: (08:47)

What is Calm? I don't even know what that is.

Dan Henry: (08:49)

So it's like an app you download and they have, and it just has like meditations and stuff. And there's other apps like it. Ours is a little bit more like your daily dose of wisdom where, and we're still on the ground floor of it building it up. We, we actually had, we launched it and we got over a thousand members and we did really, really well. And then the Amazon servers crashed and it corrupted cuz like with apps and stuff, a lot of 'em, most of 'em are based on the Amazon, like S3 and Amazon servers.

Andrew Stickel: (09:23)

Yeah. AWS, all that.

Dan Henry: (09:24)

AWS. And so, there was this, this massive crash. It was like literally like a, a dooms day event and it just thousands of companies or logistics departments, apps, it just crushed them. It like fried them, you know?

Andrew Stickel: (09:39)

Interesting.

Dan Henry: (09:39)

Like, think about like, the Terminator, what's a Sky Net, you know, just right? And so of course we're like a small company. We don't have like 20 developers sitting in a room, you know, with star wars on, you know, know coding and being plugged in. So it just, it hit us like crazy. So we had to, we had to like rebuild the whole app from the ground up, which is what we're doing now. And we're redoing it a little bit, but the reason I mentioned that is because like the app game, the software game is hard. Like I had a software before and that was hard because it had to connect to all these other softwares, and if they change something, then you gotta change something in yours.

Dan Henry: (10:22)

You know? And so it's a very tough game. But if you think about it, there's a lot of apps out there that do like a hundred million, 200 million a year. So to me I'm thinking like, man, if my app can just do 10 million a year, that would be amazing. But our angle is like a daily dose of wisdom. So you, you get, maybe there's a quote or there's a piece of wisdom from anyone all the way from Aristotle to Steve Jobs that in history have talked about something, maybe something from books and every day there's a five minute audio that sort of dives into that explains it and how to apply it to your life. And you get that five minute audio every day. And it just helps you with your mindset, helps you become more successful. We have a ton of, like the people love it, but we did have to put it on a separate app temporarily while we fixed this one. It's been, I'm not gonna lie. It's been a nightmare. I'm sure you've dealt with software stuff. But we're, we're looking to when we relaunch it, looking to be a lot better. So yeah.

Andrew Stickel: (11:14)

It's different. It's so different. Like, and you know, I know you got into physical products, I've gotten into physical products. It's different because like, like you and I are used to having an idea, getting a whiteboard out, drawing, like turning, going on Facebook live and then selling it and then there's money. And then like fulfilling. It is just going on to like teaching a course. Right. That's like the easiest thing, but then with software now, okay. I can sell this thing. I can do the sales, I can get all the sales, but now I'm dependent on all these other people and all these other companies and all this technology to actually make it work. And, you know, and, fulfillment or, e-com is even worse,

Dan Henry: (11:54)

Dude. E-com is terrible.

Andrew Stickel: (11:55)

It's it's terrible. Yeah. We're dealing with that right now.

Dan Henry: (11:57)

Like we, we had, that's been, oh, that, so we developed this planner that, you know, and people love the planner. The product's great. But like, when we first had it, we had like 10,000 copies, they got stuck on a ship in California because there was something about China and the U.S having whatever their issues are. And it was stuck there and it was stuck there for like a month and a half. And I was just like, this is insane. Like, and we're like, Brandon was like calling all these logistics companies and just having to do all this crazy stuff. And Brandon, how much of a nightmare was dealing with that?

Brandon: (12:37)

Never put me in charge of a physical product company ever again.

Dan Henry: (12:42)

Yeah. He said never put him in front of, in charge of a physical product company again. Dude. It it's horrible.

Andrew Stickel: (12:47)

It's terrible. Yeah.

Dan Henry: (12:48)

Yeah. So that's why, like I always say, when you teach, when you do consulting, or when you do information products, or you do events, or you do like a mastermind, I mean, that money can be used to cuz it's it's easy money. Right. Like, I mean, million make millions of dollars at like 80% margins or even more sometimes. And even if you're terrible at it, it's still like 50% margins if you suck. And then you can take that and you can put it into investments, you can put it into real estate or cryptocurrency or building a real company as I put it. You know, so it's an interesting, it's an interesting thing for sure. But I want, you know, what I'd like to pick your brain on a little bit here is the done for you. So you do what at least, did you say you were at 2 million a month?

Andrew Stickel: (13:40)

We are at, well, let's see we're at 13 million right now, so that's a little more than a million a month right now.

Dan Henry: (13:44)

Okay. So you're at atleast 600 grand,

Andrew Stickel: (13:47)

13 million a year. Yeah. So we're yeah. We're yeah.

Dan Henry: (13:49)

You're at over 600 grand a month in done for you services?

Andrew Stickel: (13:51)

Yeah. So we do a lot of bundling, right? Like we have found part of the coaching that we do, like, what we found is that leads... So, we work with lawyers. Right. And we found that a lot of times lawyers think that leads are their problem. Same thing with a lot of business, they think that leads is the problem. Right.

Dan Henry: (14:10)

They're the problem.

Andrew Stickel: (14:11)

Yeah. Well, but, but, so, okay, here's a great example. We had a client, we got 'em 300 lead leads in a single month and he got zero cases out of it because he didn't have his intake system handled. He didn't have a, he's not good at sales, you know, like there's all these different things that we can bring them the lead. Right. But if they don't have their business and their infrastructure set up behind that, then they're not gonna get cases.

Andrew Stickel: (14:31)

And at the end of the day, they're still gonna look at it like it's our fault, right? Because, oh, I paid you all this money and I didn't get any, I didn't get any cases. Right. So I read a long time ago, I read the book, Extreme Ownership, one of the it's I think it's essential reading for just anyone in life. And it's basically like, you know, I can complain that the clients are not actually doing their part or I can figure out a way to fix it. You know? So one of the things we do is now every client that we have gets an answering service, that, that is included in the cost of their monthly fee. And now somebody answers the phone. So at least their calls aren't going to voicemail. Right. But then we start doing coaching...

Dan Henry: (15:08)

Do you recall years ago when everybody was complaining about that, and I...

Andrew Stickel: (15:13)

Answering service?

Dan Henry: (15:14)

No, no. They were complaining about clients not calling. So they would run whatever, some, you know, paid media yeah. For, for clients. And they say, well, they don't answer the phone. And I was like, why don't you just charge 'em more money, and hire a VA to answer the phone. Everybody's like, no, that won't work.

Andrew Stickel: (15:30)

So we knew that. And actually, but here's, he did, but here's the thing, is that not only that, but we also include it as part of the offer. We're like, not only that, but you get an answering service. So now you can fire your answering service that you pay $300 a month for, and you can do that. So it makes our offer better. Right. But we were realizing that they still don't know how to do sales. They still don't know how to run their business. So that's when we started saying, okay, so what we're gonna start doing is not on only are we gonna do all this stuff for you? But what we're gonna do is we're also gonna teach you how to run the business. We're gonna teach you the marketing principle. We're gonna teach you the business strategies, teach you all that type of stuff.

Andrew Stickel: (16:00)

And at the end of the day, it it's good because it allows us to increase what we sell. Cuz now we can charge them for that. But really it actually makes the done for you service more sticky, cuz they're actually getting results. Because like I said, I mean, if you get 300 leads and you don't, don't get like we've done our part objectively, we've done our part by getting 'em in 300 leads. They're still mad because they didn't get any clients out of it. And ultimately they still blame us because, personal responsibility, and we can have a whole other conversation about that.

Dan Henry: (16:28)

Yeah. Or lack there of. Yeah, yeah. Well, so I actually had a, I saw a comment, in our client group recently where, and you know, keep in mind, we teach people how to, you know, get clients so, they were saying, you know, I just, I just, I don't, I just, I don't wanna do sales calls. I don't wanna hire people. And I'm like, well then why are you here? Yeah. Like what do you mean? It's like a fireman saying, I don't wanna go into a burning building. It's like, well, I get that. But then why are you a fireman? You know? And, and it's it's, it would be when people try to teach people how to start businesses, they, they don't mention this stuff, right. Like, guess what? Your clients are gonna have expectations that are just insane.

Dan Henry: (17:17)

They're gonna be like, I want you to help me grow my law firm. I want you to help me grow my coaching business. I want you to help me grow my salon, but I don't wanna do any work. I don't wanna be a business owner. I don't wanna act like or behave like a business owner. I just want magic to happen and whatever. And it's just not realistic and nobody talks about that. They just say, oh yeah, get clients and da, da, da. And so you, you know, taking that responsibility to do that is huge because most other companies are not gonna do that. Most other people in your position, they're not gonna do that. They're just gonna bitch and moan about their clients and don't get me wrong.

Andrew Stickel: (17:50)

I still, man. I still bitch about my clients. But at the end of the day, I still do something about it. You know?

Dan Henry: (17:55)

Exactly right. Exactly. It doesn't make you feel better to go, "You realize you're insane. Right. You're just insane." But, so what do you do for the lawyers? Like, tell me exactly like you, so lawyer wants more cases, so you get them leads, and then you help book those leads to what come into the office?

Andrew Stickel: (18:13)

No, we don't actually do. So what we do is we, we're kind of a full service, so you can't just hire us just to do a website, right. Or just to do blogging or just do SEO when you hire us. Basically what happens is we take over all of your internet marketing. So we handle their, we completely build them a new website. We rewrite all the content. We do all the search engine optimization. We do their Google business and Google my business profile or Google. They change the name all the time. I don't know what it's called now, but basically when someone searches personal injury lawyer, we make it so that they show up. Right. Then we also do their pay perclick advertising. We do their Facebook advertising and we do remarketing and retargeting and all stuff. And then we also do coaching.

Andrew Stickel: (18:51)

So I do, I have a weekly coaching call that I do every Wednesday where I'm teaching, you know, I'm teaching the marketing side of it. And then my partner does a call on Thursday. He does basically the business strategy, you know, how to hire, how to handle, you know, all that type of stuff, you know? So it's the full package. But at the end of the day, that's what we're, we're essentially making their phone. Now, how many employees do you have? Uh, we're 35 right now. 35 W2 plus we've got probably another 40 overseas.

Dan Henry: (19:17)

I'm not okay. I'm not, I'm just, I'm not gonna, I can hear Brandon. I that makes me just makes my skin crawl, 32 employees. Oh, I just cause you know, man, it's hard to manage employees. It's a hard thing. You know, I, personally went so deep into like selling information and teaching people that, you know, cuz I've had the million dollar month and sometimes they're hard to maintain you know, because you do go up and down. You definitely go up and down. Yeah. but you know, I've always maintained a handful of staff. I'm completely removed from the business and it's I think it's, but here's the caveat, right? Because here's the thing like I do have a lot of people that ask me that to say, Dan, how do you produce that much revenue?

Dan Henry: (20:08)

You're basically not involved. You have a handful of employees, and everybody else, cuz this is what I see. I see a lot of people out there doing other things. Like they're they got like a boiler room where they're like calling leads, you know they'll and they'll make these massive marketing systems where they're selling tons of different products. And then they're calling everybody to make pretty much the same revenue where we're just like, now we just sell one thing, one coaching program. Here you go. Boom. And you just watch a video and if you wanna book a call, you book simple. Right. But at the same time, there's a caveat to that because your company is sellable you know, your company is acquirable. When you're the personal brand, even if you're not involved, even if you're not doing the coaching anymore and you have a team, it's difficult to sell that company.You know, if you own an e-com company, we, I mean,

Andrew Stickel: (20:59)

Nobody knows who the owner is.

Dan Henry: (21:02)

Nobody knows who the owner is and when you sell it, you get this insane multiple, right? Or supplement company you get this insane multiple. So that's why I've always viewed a coaching company as like, Hey, I'm gonna make a bunch of cash. I'm not gonna be able to sell it, but my life's gonna be super simple and I'm gonna be able to invest that into something else. That's how I've always lived it. But what you're doing, I think, I think it's awesome that you're doing this much revenue from done for you because dude, if you ever wanted to sell that, you can sell done for you. I mean that's like,

Andrew Stickel: (21:29)

Yeah. And that's, and that's why we're, that's why we pivoted. Cause this isn't how I've always done it. I started as the, basically the flat fee, you know, we're gonna do this coaching program. It's $25,000, just wire us the money. And then we do the work and we do the coaching, but we never have anything else to sell them. And then I started looking at it, like you said, I was at this point where we got so big, I mean, you know, look 4 million, isn't that big in the grand scheme of some businesses. But for me at the size I was at it, wasn't worth it for me to continue pushing harder, to get to 5 million or 6 million because of the added, like I was having to do so much work and actually running the business rather than doing the stuff that I wanna do, which is the marketing and the creative stuff and the offers and presentations and everything. And I was finding that all day long, I was doing the CEO stuff.

Dan Henry: (22:17)

You still wanna do that though?

Andrew Stickel: (22:18)

Yeah. I love doing that.

Dan Henry: (22:19)

See, I don't wanna do anything. I just wanna sit in my condo and read philosophy books and

Andrew Stickel: (22:24)

I mean, I like, you know what it is though? I like reading, I like marketing and then I'll read something and I'm like, oh man. That's like I've been, you know, cuz I've been getting into Dan Kennedy stuff, like Dan Kennedy and J Abraham stuff. Like crazy lately.

Dan Henry: (22:37)

I thought about doing the day with him, where you go out.

Andrew Stickel: (22:40)

Is he still doing that?

Dan Henry: (22:41)

He is. And I think I'm gonna do it.

Andrew Stickel: (22:44)

Is he doing, I didn't know he was doing that.

Dan Henry: (22:45)

Yeah, he's doing it. I think it's like 18 grand. And you spend like six hours.

Andrew Stickel: (22:49)

18 grand?

Dan Henry: (22:50)

Yeah. I don't care.

Andrew Stickel: (22:50)

I mean, no I'm saying that's nothing.

Dan Henry: (22:52)

Oh I know. Yeah, no.

Andrew Stickel: (22:53)

I would do that in a second.

Dan Henry: (22:54)

Yeah. It's like 18 grand and you spend like six hours with him.

Andrew Stickel: (22:58)

Damn, dude. I didn't even know that.

Dan Henry: (22:58)

And he probably just tells you how stupid you are.

Andrew Stickel: (23:00)

Probably. Yeah.

Dan Henry: (23:01)

But that's fine. We need that. Like, so then some

Andrew Stickel: (23:04)

I don't know what we were talking about. I'm blown away. Cause I'm gonna do that. Yeah.

Dan Henry: (23:07)

Yeah. I was actually hanging out with Jason Capital in Puerto Rico. We were at the gym and he was telling me about, he did the castle day with Dan Pena or whatever. And

Andrew Stickel: (23:18)

He just yells at you in a castle. Is that what it is?

Dan Henry: (23:20)

Well, I don't, you know who Dan Pena is, right? Like you see his stuff and you're like, this guy's insane. Right. and he's just like so insulting and all that. But like everybody that I know that's gone and done, whatever the day is with him, they come back and they make like a billion dollars or something like, and I'm like, all right, something's going on at that castle?

Andrew Stickel: (23:41)

There's something to be said about going somewhere and having somebody, having an outside fresh set of eyes look at your stuff. Like, look, I, you and I like you remember the pivotal point in my business is when you had me switch from low ticket to high ticket. You remember what happened?

Dan Henry: (23:56)

You were the first person that I actually, cuz that that's like a big thing. Like people don't charge enough. And I was trying to like, cuz I started charging more and it was working out really well. And I was trying to take all the clients, you included, and I was like, you guys need to raise your prices. You were one of the first that actually listened to me.

Andrew Stickel: (24:16)

Yeah. But, but see that's the thing is that if you notice there's a theme here is that I always listen to you.

Dan Henry: (24:21)

I know you did. Here's the funny part. Right? Here's the, and I'm not, this is gonna make me sound so pretentious but you literally did every single thing I ever said and you grew the fastest of anyone. You know? And then like people started going, oh, maybe there's a thing there. And don't get me wrong. People have paid me a lot of money and I'm not saying I know everything. I'm not saying I'm always right, cause I'm not, but I've been doing this so long and I've heard so many, I've been on so many coaching calls cuz I, I know I removed myself from the business, but I was more involved for longer than most people. You know, most of people that have those similar businesses that are up there, you know, they get out way sooner. And I didn't, I stayed in for a while.

Dan Henry: (25:03)

So I just had that opportunity to speak with so many people so many times that I was just like, I haven't heard anything new in a long time. Like you give me a problem. And then I teach my staff. I'm like, all right. If somebody gives you this problem, this is what you tell 'em because it's not that their unique. People think that. They think, oh I have this unique problem and I need unique help. No, you don't. You don't have a unique problems. No, you don't. It's the same problem that a thousand other people have. And you're making the same mistake that a thousand other people have and that's that, and that's just the reality of it. And that's, that's not my opinion. That's just what I've seen because we've have thousands and thousands and thousands of clients and you, you know, well, even,

Andrew Stickel: (25:40)

Even deeper than that though, I mean like marketing is marketing. Like have you ever read, A Customer Is Born, oh wait, A Customer Is Born Every Second, it's by Joe Vitale. But it's about, PT Barnham have you ever read that book?

Dan Henry: (25:52)

No, but now it's on my list.

Andrew Stickel: (25:52)

It's amazing and what's cool about that. Cuz PT Barnham lived like, I don't know. He ran that museum back in like the 1840s. Right. And what it is is the entire book is talking about the factors that led to his success. They call them like the rings of, it was like rings of greatness or something. I can't remember what it was called. It's the same crap that we do today. It's exactly the same. You know what I mean? The only difference is is that it's like the strategy versus the tactic.

Andrew Stickel: (26:17)

The strategy is exactly the same, you know, give more value show what the benefit is to them. I mean, it's all the same, you know? And the difference is, is that now we use Facebook ads and Instagram and back then he used like the news paper in like the town crier or whatever it is, you know what I mean? Like, but using scarcity, using urgency, using like he had that thing where it was like the mermaid. Have you ever heard about the mermaid that he had on display at his museum? He had this like Ripley's, Believe It Or Not museum. That's how actually how he got so rich and it was just all curiosity. That's all it was, was just triggering curiosity in people. And that's the same crap we do today, you know? So that's the thing is that not even have you seen it thousands, thousands of times, but it hasn't changed for 200 years, you know? Like marketing is marketing, you know? And, can't remember where I was going with that. I had something else to say about that, but go ahead.

Dan Henry: (27:05)

Well, let me ask a question. So you went, so a million dollars a year, then you get to 4 million a year. And then, you're at 13 now, but you, because million a month but you mentioned earlier that you expected 24. So what, where are we, how are we getting from 13 to 24?

Andrew Stickel: (27:23)

Well, okay. So basically what happened in that period where we went from 4 million to, you know, we, I'm actually, my current company is merging with another company. So my company does, did 4 million last year. This other company we're merging with did 4.8 million last year. So last year I also joined Myron Golden's mastermind, who you're also in, Myron's awesome. And Myron teaches how to have a million dollar day and how to make money from live events. Right. So I did a live event in, when was it? It was May and we made $1,041,000 on that live event. It was. And by live, I mean,

Dan Henry: (28:01)

You beat me by 11,000.

Andrew Stickel: (28:02)

Yeah, I know.

Dan Henry: (28:02)

But I did. What did I do? $1,034,000?

Andrew Stickel: (28:07)

The student becomes, the student becomes the teacher.

Dan Henry: (28:09)

It was, I didn't have to sell done for you.

Andrew Stickel: (28:11)

That's true. That's true. Yeah, that's a good point. But, so then what happened was, and the, my partner now, we've been working together for a year now cuz he's also in the legal industry and he has like complementary services to me. So like I do websites, SEO, Facebook ads. He does Pay Per Click advertising on Google. So it's, we're not competing with that. And then also I teach more of the marketing strategies and like creativity stuff and he teaches more like how to handle how to hire people, how to acquire other law firms. Like all it's like left brain, right brain type of stuff. You know what I mean? Where I'm bringing the creative side and he's bringing more of the structure and all that type of stuff and actually the logistics and everything.

Andrew Stickel: (28:49)

So it's a really good team. So we've been friends for a while. We worked together, we've had a lot of success together, like, and it was all on a handshake deal. Right, so, but we've been trying to figure out how do we work together? And I had this problem where I just didn't wanna be the CEO anymore. Cause my company was getting to the point, which I think you would experienced also at some point where it was getting so big that I had to be the CEO more than I could be the marketing person and I couldn't be creative. Right. I couldn't do what I actually wanted to do and I couldn't do what I was actually good at. So what happened was we teamed up and we decided, okay, we're gonna merge our companies. We finally figured out, came together on the terms and all that stuff. We did one of event in November. And on that event we did, we made over $2 million in annual reoccurring revenue. And then we did another event in December. We had Jordan Belfort on there. I know you're on his podcast. We had Damon John from Shark Tank on there and we did over 2 million and added reoccurring revenue. So we basically added another company worth of revenue just from these two events. So our plan this year,

Dan Henry: (29:49)

When you say 2 million in recurring revenue, you mean yearly or monthly?

Andrew Stickel: (29:53)

Yearly. Yeah. Annual. Yeah. Yeah. So when you look at what our companies were doing, it was 4 million plus 4.8. So that's 8.8. Plus we added another 4 million, you know, or yeah. Plus another 2 million, another 2 million.

Dan Henry: (30:05)

And what was the service? Just your normal agency stuff.

Andrew Stickel: (30:06)

Yeah. It is done for you website, SEO pay per click, Facebook ads, plus his coaching and my coaching. So it's a $72,000 a year service that we, that we're selling. Which is, and you know what's funny is it's easier to sell. The one thing I've learned, every time you raise the price, the easier it gets to sell. It's crazy.

Dan Henry: (30:27)

Dude, do you know how insanely difficult it is for people to wrap their brain around that?

Andrew Stickel: (30:30)

Yeah, it's nuts. And the margin for error is so much less.

Dan Henry: (30:35)

It is, you know, because you're taking, that's the thing is people say, oh, well, I can't figure out how my stuff can be worth that much or whatever. It's like, but think about this, right? If you just sold somebody a video, if you got somebody a video and you said, do this thing. But if you said, Hey, we'll do it for you. Or, Hey, we'll walk you through it or, Hey, you can talk to us once or twice or three times a week or whatever. Now it, it's not that you're necessarily changing what you sell, but you're changing the probability that they'll be successful. And I always say, you know, if you took 10 of your clients, your ideal clients and they're on a beach and they come across a genie lamp and they rub the genie lamp, the genie pops out and the genie is a capitalist. And he's like, listen, I'm only giving away one wish today, and I'm only giving it to one of you and I'm gonna start a bidding war. Right. Everybody bids on the most, they would pay to get that wish. What, and that wish is the solution that your company solves. What would the highest bid be? People always come up with the number that's far more.

Andrew Stickel: (31:40)

That's a really good analogy, I like that.

Dan Henry: (31:42)

Thank you. That's far more than what they charge. Now you say, so number one, that shows you that they're not charging enough because if you don't believe in yourself and if, and like, how can you expect your customer to think you're worth this, if you don't think you're worth it, right? But at the same time, what is the difference? The difference is certainty. The genie is a genie, so you're, they can solve your problem. Yeah. So think about this. The more certain a client is that you can solve their problem. The more they're willing to pay, you don't have to add a bunch of crazy stuff, or you don't have to like, do more. You just have to change things to where they're more certain that they'll get the result and they'll pay more.

Andrew Stickel: (32:23)

Exactly. It's like, I have this analogy and I don't know where I heard this from, but it's like, so you take a stack of $10,000, right. A hundred dollars bills in a stack of $10,000, and you put it inside of a paper bag and you say to someone, how much would you pay for this bag? Right. And they'd be like, I don't know. You know, and then you take it out and you put it in a Ziploc bag. Say, how much would you pay for this bag? You know what I mean? It's, it's, it's the same thing. It's allowing them to see the actual value. Like what Myron says that, wealth create, wealth is the wealth is the result of value, value, clearly conveyed. You know what I mean? When you actually can show how much your stuff is worth, you know?

Andrew Stickel: (32:58)

And that's a big part of it. I think another really big thing that helps guys like you and I is that we actually give so much away for free that we, you know, it's definitely easier when you do the work and you actually create content and you, I, my favorite quote from Frank Kern is prove you can help people by actually helping them, you know, just create all that good will. And then you become part of the offer. You say, oh yeah, not only that, but you get to talk to me three times a week or not three times a week. It'd be insane. You get to talk to me, you know, once a week or once a month or whatever it is. And that makes that offer so much more valuable also, you know, it's just, and that's something, I think that's something that's, that's so valuable that people miss is that everybody has a camera in their pocket and just upload videos to YouTube.

Andrew Stickel: (33:42)

And that makes your offer 10 times more valuable. And it also makes you able to charge more and not even think about it. You know, it's just, there's so many, there's so many little nuances to it. But back to the price, you know, I've tried selling stuff at $6 at $49 at $1,997, at $24.95. And every single time I raise the price, it's easier to sell and you get better buyers at that price. That's the that's really actually, even if it was the same difficulty to sell, I'll take the buyers that pay a higher price anyway, cuz you know, it's just so much easier you did that. Raise Your Prices Challenge. And you know, it's so much easier to sell high ticket than it is to sell low ticket, you know?

Dan Henry: (34:24)

Yeah. And, and it is harder to convince somebody that they can raise their prices than for them to actually raise them and actually get, again, it is, I mean, and everybody thinks that, oh nope, I'm special. That won't work for me. I have a client, it's my favorite client to mention, his name is Vaughn. He charges, I believe it's $6,000 for his offer and he's, you know, super happy. I mean, he told me one time, he's like, I just sit around and drink Hennessy and smoke cigars and I make tons of money and they, you know, this is insane. He used to charge like, I think like $47 or something. You know what he sells? How to play authentic gospel piano. And he charges $6,000. Right. And, and the thing is, is like, if you said to me like I'm a guitar player, right. Now you can sit here all day long and create limiting beliefs and say, well, you musicians are broke, blah, blah, blah, blah, blah. Yeah. They're broke because they spend money on music. Okay.

Andrew Stickel: (35:24)

They're broke, but they got a Mesa Boogie Amplifier and yeah. A $3,000 Less Paul.

Dan Henry: (35:29)

Exactly. Now if I sat down and I said to myself, I want to be like an amazing guitar player. I wanna be able to play guitar like Joe Satriani or whatever. Right. And you said, okay, you're gonna pay $9 a month for this app. And you're gonna log into this app and it's gonna teach you to play guitar, or you're gonna pay three or four or even $5,000 for this program here. And this program that you're gonna go through, that you're gonna to people, whatever, this has actually produced this many people or that have done this or like, and I was certain that I would get to become in a certain amount of time, that high level guitar player, even if that didn't make me any money, even if I just knew that any point I could pick up a guitar and be like a God yeah. On guitar, I would rather pay the 5,000 and know I'd get the result than pay the $9 for something that I don't have any idea if I'm gonna get the result. And I'll probably never log into anyway.

Andrew Stickel: (36:27)

Yeah, exactly. Yeah. Have you, have you read Alex Hormozis new book? Oh, it's so good. But he's got a formula in there that breaks down the value of an offer better than anything I've ever heard before. So, it's okay. So basically you have to picture an equation. So it's dream outcome times the pro or the, the prob probably yeah. Probability of achievement, right. Divided by time, delay, time, the effort and sacrifice that actually that you need to achieve it and that's value. Right. So I don't know if that's, I dunno if that's clear or not, how I just explained that it might be kind of confusing.

Dan Henry: (37:02)

I remember it in the book, I gotta go back and

Andrew Stickel: (37:04)

It's basically this four factors that determine what you can charge it's what is the dream outcome? So first of all, is it a, like, if you're doing dating, right. Are you trying to find someone their soulmate or are you just trying to get 'em a date? Right. And then the prob the, the likelihood of actually achieving the dream outcome. So do you have five? You know, you say, I'm gonna find you, your soulmate, you're gonna get married. You're gonna have all these kids. You're gonna be so happy. And not only that I've got all the social proof where I've done this 5,000 times for people,

Dan Henry: (37:31)

Or imagine if you said, like, let's just say you got, you're working with guys that, that wanna that they really, really suck at talking with of it. Like they, they just melt down, right. or whatever. And you say, all right, let's say it costs 10. Let's say it costs $10,000. But you're gonna come to an event. Maybe there's an event once every six months or once every three months, or maybe it's just one event, right? Like, like, you'll say maybe you get a course, you get some coaching, whatever. Or even if it's just a three day event or a five day event, I mean, you could charge 10 grand, three to five day event. It doesn't have to be a course, you know, and you go there and you learn all this stuff and they take you out to restaurants, the bars.

Dan Henry: (38:06)

And they work with you. Right. And they say, all right, you're gonna go up and talk to that girl. And then you, and they work, dude, you're gonna get, you're gonna come outta that experience literally a thousand times more likely to be able to talk to women and, and whatever. Then if you bought a course for a thousand dollars or 500 bucks and went through the videos, like, so the thing is, is like, how do you increase the likelihood that they're gonna succeed and to bring it back to done for you? Because that's, I mean, if you're doing it for 'em that's. Yeah. That's like, so, so let me ask you this, when you, when you work with a, a lawyer, right. Cause I, I wanna pick your brain on some best practices for done for you, since we're not just talking about coaching what's the average client pay you per year?

Andrew Stickel: (38:54)

So it used to be $42,000. Now we've gotten up to $72,000. All right.

Dan Henry: (38:59)

So $72,000

Andrew Stickel: (39:01)

Company wide, our average monthly, our average client pays us $3,100 a month average.

Dan Henry: (39:05)

Okay. So $3,100 a month. Right? So for something that's what are some of the things you've learned? Cause my biggest thing with done for you is that there's you could say, oh, well you're gonna pay me X and I'm gonna do this job and that's it. Right? Well what a lot of people forget is there's a lot of other stuff that goes into that. Like is the client happy, communicating with the client? The client not getting you the materials that you need to actually fulfill. There's all these like little logistic things that pop in that make it so much more difficult than just, oh, I'm gonna sell you this thing. Right. Whereas with coaching or information based products, none of that exists they log in, they attend the coaching calls. They watch the videos.

Andrew Stickel: (39:49)

It's on them. It's that's that's it's the thing. Yeah.

Dan Henry: (39:50)

Right. So what are some things that you've learned from creating a, not just a successful done for you and how to sell it, but like how to actually manage that so that you're not pulling your hair out?

Andrew Stickel: (40:07)

Well, the most important thing to remember is that they're paying you for a result. They're not paying you. And I have to, you know, I have to talk to my staff about this and my staff is fantastic. Right. But this was something that, you know, it, it really took a little while to get this through, through to them, is that they're not paying us to build them a website. They're not paying us to do their SEO or run pay per click ads or anything. That's not what they're paying us for. They're paying us to bring them clients they're paying us so that they will get clients right at the end of the day. So we can do a great job. We can build the best web upside out there and we can do the best SEO and all that type of stuff. But they're still not getting clients for some reason.

Andrew Stickel: (40:42)

Then ultimately they're going to blame us and we're gonna get fired. Right. So the biggest thing that I've learned is that the more ownership that you can take over the entire process from a to Z of them getting clients, you know, so we can bring them the lead, right? Like up to, up to us getting, getting them the lead, you know, we deliver the lead to them either. You know, we make it so that someone finds them in Google and then picks up the phone and calls them. But then after that it was cut off. It was basically like, well, okay, you're on your own. And hopefully you get clients, you know? So what we figured out is that one of the most important things is figuring out how do we take matters into our own own hands where it's kind of like after the lead calls, how can we make sure it's getting handled?

Andrew Stickel: (41:24)

So that's why we give them like free sales training. So I've done a ton of sales training. A lot of stuff I learned from you actually, and I apply it to law firms. So I give them sales training. We give them access to our funding resources. We tell them even the correct way to use PayPal funding or PayPal. What's called PayPal credit. You know, we teach 'em different things about that. So they can actually, so that if clients don't say they don't have money, now we can solve that problem. We can help them make it more likely they're gonna get a client. So the biggest thing that I've learned is every single step that you can take out of the client's hands, makes it more likely that you're going to retain the client. Because the reality is that when you're looking at valuation of a business, if you have a lot of done for your clients, but your churn rate is massive.

Andrew Stickel: (42:05)

Like every year you lose all your clients, then your company's not worth anything. Where it's worth money is where you keep clients year after year after year. Right? And the only way you're gonna keep clients is if you're actually getting them results. So our average client sticks with us for 3.9 years. And that includes people that have not been with us for 3.9 years. Right? So we've got clients like the very first client that ever hired us. He hired us in 2012, he's still a client, you know, so that's almost 10 years. So you know, our clients stick with us because we really focus on understanding that they need to get the result. And then what I've realized is that the more work that we put, the more we work, we can take off of them and put on us that's when they get the better results.

Andrew Stickel: (42:47)

So I've also done, done with you programs. And that was, that was a, a coaching program that I did for a long time. And what it as was we sold them the coaching program. And initially it's actually the thing that you helped me raise the price on. I did it for $5,000 and they got a weekly coaching call with me. And then they also got access to the course. But the biggest objection we always had in our sales call is this sounds great. I just don't wanna set it all up. It sounds it's a lot of work to set up. So I was like, okay, well we'll charge 'em an extra 10 grand, we'll charge $15,000. And then we eventually went to 25,000. And we'll just set it up for them. Right. But the problem was what happened was they looked at it as a done for you program.

Andrew Stickel: (43:26)

They didn't look at it as they done with you. So what they stopped doing is they stopped coming in the coaching calls. They stopped going through the course, and then we turned it over to them and it's like, we built them this Lamborgini, but they don't know how to drive a car. You know what I mean? So, and then they're mad at us and then, you know, they're mad at us and they're leaving us bad feedback because they didn't get the result. Right. So once again, that's what I'm saying. When you have so many, when you can do everything, you can to take it out of their hands and put it on your shoulders. That's when you get the better results, because look at the end of the day and we got some fantastic results, but at the end of the day, there's a human nature where people want to put in the least amount of effort possible.

Andrew Stickel: (44:03)

Not everyone, some people do, right. And they also wanna blame everyone but themselves. So it's like going to the gym and hiring a personal trainer and eating like crap and only attending a quarter of your workouts and being mad at the personal trainer that you don't have a six pack. It's, it's insane to me anyway, but some people don't see it that way. You know? So that's the biggest thing that I've learned is that if you're doing a done for you service, the, the most valuable thing you can do is keep the clients renewing year after year after year. And the only way you can do that is to remember that they only hired you for one thing, that's to get a result, right? They didn't hire for your website or whatever. So the way that you're more likely to get a result is the more that you take on the more ownership that you take, even if it's not your problem, you know what I mean?

Andrew Stickel: (44:47)

Even it's like, oh, the client's just letting their calls go to voicemail. Or, client's not getting me approval on the website, or they're not getting me the assets that I need or whatever. Like, you've gotta figure out a way, like you hire a VA to call them every single day and say, Hey, you got those pictures, Hey, you got that video. You're, you know, like, like make sure it happens, cuz at the end of the day, it's gonna hurt the client, but it's also gonna hurt you cuz they're gonna fire you. You know? And that's the biggest thing with done for you is it's keeping the clients and keeping 'em happy.

Dan Henry: (45:11)

I remember back way early when I used to teach agency owners and I always used to say, don't even ask your clients to get you pictures, just go on their Facebook profiles and pages and just grab 'em. Screw it. Exactly.

Andrew Stickel: (45:25)

You know, exactly. Just do it yourself, you know? And you'll be happier also cuz you won't be pulling your hair out, you know? Yeah.

Dan Henry: (45:30)

So, so the, the, the overall like idea I heard from that is that if you make, if you identify a result, let me see if I can download this into one thing. If you can find people that are reachable, meaning you can mark, you can find them, right. You can identify them and you can, you can find them. And they own a business that has a higher. And so when a lawyer gets a case, it's probably worth a lot of money when a.

Andrew Stickel: (45:56)

Yeah. Millions sometimes. you know?

Dan Henry: (45:58)

Right, exactly. So they can get a high result. Like when you get them a client it's worth a lot. And you can take over pretty much the entire aspect, because if you take over the entire process of them getting clients or of whatever the process is, then you have ultimate control and you don't have to deal with a lot of the logistics of working with them because that's the hardest thing to do is they they're hiring you cuz they don't know what they're doing. so if you have to work with them, you're working with someone that doesn't know what they're doing. It's never a good experience. So if you do all of it, you don't have to deal with that. Is that sort of the overall yeah. Kind of idea?

Andrew Stickel: (46:33)

Absolutely. And also you don't have to deal with egos and stuff because like, so we will not like, like when, like when a client comes in, if they say, oh no, I wanna keep my website and I want my it guy to manage my website. We say, that's cool, but we're not the company for you because inevitably stick to your, stick to your guns. Exactly. Yeah, because we, I, I know ultimately we are not going it the best result because sometimes there's things that we need to do and we need to, you know, there's just, we need control so that we can do the things that we need to do. Right. I understand like websites, you know, we do WordPress and everything and there's PHP, but every website is, is if you go through different websites, it's different language, they're written different ways.

Andrew Stickel: (47:10)

They have different, you know, designers in the backend and everything. So what we need to do is we know that we use, we know how we know like the builders that we use and all that type of stuff. So we just, we have very, very strict things because I understand that every single time we've made this exception, it's burnt us because, and what ends up happening is we don't get the result for the client. So I would rather not take a client's money than take a client's money, knowing that we're basically starting with our hand tied behind our back, you know? And um, the other thing that, that drives me crazy, this might be a controversial opinion, but whenever we work with a marketing manager, from, from a law firm it's and especially one that has like a master's in advertising or,

Dan Henry: (47:55)

You know how, you know how I know that you don't know how to do advertising.

Andrew Stickel: (47:58)

Huh?

Dan Henry: (47:58)

If you have a master's in advertising.

Andrew Stickel: (48:00)

Yeah, exactly. I'm like, you know, cause cause yeah, cause they're like, oh, you gotta focus on branding and all that type of stuff. I'm like, no, just do what I'm saying. Like, I mean like it's like I, and, and I don't have, I mean, I have a, I have a degree in criminal justice, right. So I don't have a marketing degree, but I've spent more than a college worth education. I've spent more than what I, I spent on my college education, working with people like you and like my, and with Myron and like, you know, just all these people who have actually done things in the real world and understand marketing.

Dan Henry: (48:30)

Cause college is not the real world. No, it's not college is this theoretical metaverse of ideas that don't work. Exactly. I mean, unless you're like a lawyer or a doctor that aside when it comes to actual business or things like that, I would say that, you know, college would be the place you would go if you really wanted to be bad at it. You know, because the world has moved on. You gotta think in college and I'll hammer on this for a second. How long does it take to update concepts and to, it takes decades and then it has to get approved. And by the time it's been updated, it's already changed. The world has evolved actual marketers, actual salespeople, actual business owners, actual entrepreneurs. They're evolving the game at a pace that is 10, 20, 30, 40, 50 times what college can keep up with, you know, and the other thing is I hate to say this, but what does a college professor make like 50 grand a year? 80 grand a year?

Andrew Stickel: (49:27)

Maybe a hundred. If it's a good, if it's a prestigious school, maybe 120

Dan Henry: (49:32)

Okay. So you're gonna take business advice from somebody that makes 120 grand a year.

Andrew Stickel: (49:37)

Exactly. Well, number one, don't take advice from broke people.

Dan Henry: (49:41)

Right. Don't take advice. College professors and your parents. Okay. Top two. You know.

Andrew Stickel: (49:47)

Let me ask you this. What are you gonna tell your son about college? If he, if he says, I wanna go to college? What, cuz people ask me this all the time. And I've got my own opinion on this, but what are you gonna tell him?

Dan Henry: (49:57)

So I'm gonna tell him the same thing. I would tell anybody, what is your goal? What, what is the output? What is the end result? If you say to me, if he says to me, well, I want to save people's lives by being a brain surgeon, I'll be like, all right, what college you wanna go to? I'll write a check. But if he says, I want to be an entrepreneur, or if he says, I, whatever, if he says, I wanna be an entrepreneur, I'll say son, listen, the last place you

Andrew Stickel: (50:20)

Take that money and start a business.

Dan Henry: (50:22)

The last place you need to be is college. Right. Cause here's the other thing. And I don't wanna say this. I do wanna say this, but I don't wanna say this, but college or just at least the American educational system has turned into really an indoctrination process to turn, to spread these radical ideas and turn people into turn society into something that it really shouldn't be. You know, like some of the stuff, not all the stuff, but some of the stuff they teach in college and just in school is so radical. It's so insane. And it's getting more insane that I just don't want my kid to be a part of it. You know, like my kid does not need that type of toxic stuff. Like there again, I'm not saying everything, but dude, I've seen some stuff that is just absolutely insane.

Dan Henry: (51:11)

What they're teaching. And the thing is, you know, the world moves on from, from traditional education. You know, it has, I mean, look, look at all the people who have created programs and, and the things for, for people that teaches 'em how to do something, because they've actually done it. They didn't learn. My father said he, my father was in broadcasting for 30 years. He's won like seven Adi awards. He's helped break, The Alman brothers records. He, you know, he's, he's really like, has a lot of accolades in broadcasting and I'll never forget what he said to me. He said, when I got outta college, he went to school for broadcasting. He said, when I got outta college and I started working in broadcasting, I learned one thing. And that is it. I didn't learn anything in college. Right. Everything I learned about broadcasting, I learned in broadcasting and I said, well, did you learn anything like that helped you? He's like, not really.

Andrew Stickel: (52:06)

Well, you know, it's funny. So I graduated cause that was originally gonna be a lawyer. And it's completely coincidental that I actually work with lawyers right now. Like one thing has nothing to, I mean, gimme a lawyer, you gotta go to college. Yeah. It was gonna be a lawyer. But, so what's funny is that I graduated from law school or no graduated law. I graduated from UCF and I my first job, what do you think my first job was?

Dan Henry: (52:25)

You?

Andrew Stickel: (52:25)

Yeah.

Dan Henry: (52:25)

Ah,

Andrew Stickel: (52:27)

Immediately outtacollege for the first like eight months.

Dan Henry: (52:31)

Wow. Okay. Now, now I feel like pressured to get this right.

Andrew Stickel: (52:34)

Alright. I'll just tell you.

Dan Henry: (52:35)

You were, you were a, you were a Salesperson.

Andrew Stickel: (52:40)

I was a line cook cuz I couldn't find a job.

Dan Henry: (52:44)

See, I was gonna go for that. But I thought that was too obvious.

Andrew Stickel: (52:44)

I know. I couldn't find a job. And you know how I found a job is that it's funny cuz like, even back then, I didn't realize what I, I was, I was, I've been a go getter my entire life. One day I got sick of it. So I was trying to find a job at a law firm. So I printed out a stack of resumes and I got in my car and I put on a freaking suit and tie and everything. And I went into every single law firm. I was like, Hey, I'm trying to find a job. Here's my resume. Here's my, and that's how I got a job. You know what I mean? And mean that's something that very few people would even do, but that's how I got my first job working at a private law firm.

Andrew Stickel: (53:16)

And you know, I worked, I worked at the us attorney's office. I worked at the private law firm. I got fired from every job that I had because I'm a terrible employee, but that also taught me that I didn't want to go to law school. And that's actually a very, very valuable lesson that I'm gonna tell my kids is that, look, if you wanna be a doctor, if you wanna be a lawyer, if you wanna be like an accountant or something or like a CPA, you have to have, you have to have the degree. Right. But go work in the field that you think you're gonna go into instead of, you know, investing $250,000, uh, you know, getting, coming out in debt, coming out in debt 250 K or whatever it is. And, probably not even enjoying what you're doing, you know, and the thing is is that nowadays, like I do not need a degree for anything that I do right now. I spend a lot of money on coaches and everything like that. But I'm actually learning from people that are actually doing the things, you know, but

Dan Henry: (54:05)

Let's think about that. Like you got in my mastermind years ago

Andrew Stickel: (54:10)

When it was, this is when it

Dan Henry: (54:11)

It was only like 30 grand or something.

Andrew Stickel: (54:13)

It was 30 grand. And not only that, so per year, yeah. The 30 grand was, was whatever. But the best part is it was in your living room with, it was like the original one was, it was Gina Arnie Giske, and like JR Rivas and it was the, like the four of us that was it. And like, I mean that, those were the good old days where like you would just basically like yell at us until our, you were basically gave us the, the Dan Kennedy treatment where, you know, we go home with our tails behind, between our legs and then go and make a million dollars, you know.

Dan Henry: (54:45)

So, you know, what's funny is, is that always worked.You know, and,

Andrew Stickel: (54:49)

Oh, it's fantastic. I would, if you offered something like that again, like that's, it was, it was awesome. Those are, those are my favorite.

Dan Henry: (54:55)

I thought about doing this. Remember when I used to shoot people with the Nerf guns and stuff like if you had a stupid idea during the event. I, you know, and then I got all because the whole world changed. Everybody got all sensitive, everybody got all like, oh my God. Yeah, dude. Like it got so sensitive that like religions started changing their views on things that for thousands of years they didn't change it. I was like, you guys are that scared? You know, and I just, that's why I don't, I don't know I'm out. Like I don't need, I don't need is crap no more like, you know, but, if I ever do it again, man, I probably would just be super blunt. Cause I can't world is just too sensitive these days.

Andrew Stickel: (55:40)

Yeah. But you know what the thing is is that at the end of the day we got results, you know what I mean? Like that's, that's the thing is that like, I think that what you miss out, when, when, when you're censoring things, like when you're censoring yourself, then you can't say what you really think. And sometimes you just need to say, stop being an idiot and do this thing. You know, where instead you have to say, well, that's a really good idea, but maybe, and maybe that's not you anyway. But like, No, but I'm saying, but if you're censoring yourself or if you're even changing the approach, like, I, I don't know. I mean, it's like...

Dan Henry: (56:09)

Do you remember the time, do you remember the time? I forget who it was, but they had this really good, like their business was doing great, everything was great. Andthey said, Hey Dan, I'm thinking about doing something else instead. I'm like, why, what, what are you talking about? And they're like, well, and they gave me this idea and it was this horrible, horrible idea. I was like, here's what I'd like you to do. I'd like you to take that idea. I'd like you to take it out back. No, no. But I said, I'd like you to take it out back and I'd like you to ask it, like, what's its favorite meal. Like what, what is it like to what it favorite meal? And then I want you to prepare meal. I want to do a really good job, you know, really making, I want you to serve that meal to this idea.

Dan Henry: (56:47)

Let them enjoy it. And then I want you to shoot it in the head. Okay. Execute it right there in your backyard. And, and the guy was like , but I was like, I tell you this, not to shock. I do tell it to you to shock you. Because I would rather, you leave you're and, and need like trauma therapy, then go and do that idea. And then your mortgage company calls you and says, we have to possess your house cuz you did this stupid idea and you're broke. Yeah. You know, to me that's, you know, so I,

Andrew Stickel: (57:18)

I think at that point that's when you're actually being a coach and like, it's not always telling everybody what they want to hear.

Dan Henry: (57:23)

Oh, not anymore. Not anymore. You gotta sugarcoat everything. Everything's all. All, you know, vanilla.

Andrew Stickel: (57:28)

Well, you know, what's funny is that I got that. I mean, I don't know that I ever got that. I don't know. I don't know that I ever came up with ideas that bad. Cuz I stayed. I stayed pretty focused.

Dan Henry: (57:36)

But no, you didn't come up that, but you did. You stayed focused. Yeah. You didn't get, never had to really yell at you.

Andrew Stickel: (57:41)

I definitely came well, no, no, no. I definitely got distracted. My problem was I would get distracted with stupid things that I shouldn't be doing. You know what I mean? Like yeah. I mean, well,

Dan Henry: (57:49)

Oh hey, how did the one thing go that? Can we talk about that?

Andrew Stickel: (57:52)

The pills?

Dan Henry: (57:53)

Yeah.

Andrew Stickel: (57:53)

What are you talking about, oh yeah, no, that's great. We sold. Yeah.

Dan Henry: (57:56)

The, so you, hold on, dude. So you had, you started this company for wasn't it like hemorrhoids pills?

Andrew Stickel: (58:04)

So a buddy of mine called me and he's like, I've been friends with the guy for like 15 years. He's like, there's something you don't know about me. I've had hemorrhoids for the last 15 years and I finally got over 'em I'm like, okay, congratulations, mazel tov. You know? And he's like, he's like, the way I did is I invented a cure for hemorrhoids and I was like, what? So I, he's like, he's like, I wanna, I want you to help me sell them. So I started doing some research and I started realize. I, I did some research and I saw that there's nothing out there that cures hemorrhoids. And the market, like, like 70% of people in their lifetime will get hemorrhoids 50% over the age of 50 have them like women who've had abs have them like it's nuts. Right? Wow. So I was like, this is an insane market.

Dan Henry: (58:49)

Never had a hemorrhoid, it doesn't sound pleasant

Andrew Stickel: (58:51)

Luckily I haven't either. But it's funny because we actually have some celebrities that have ordered our stuff. I can't say who it is, but like we look at, I look at the thing I'm like interesting that's who has hemorrhoids.

Dan Henry: (59:01)

Oh my gosh, dude.

Andrew Stickel: (59:03)

But, yeah, I can't say who it is, but so he contacts me and he's like, you know, do you wanna help me sell these things? And I was like, and I started looking at it and I was like, this is like an insane opportunity. Like I have to jump on this. So, I was like, before we do this, and here's the funny part, is that everything that you taught me about marketing, and this goes back to the PT Barnum thing, everything you taught me about marketing is literally the exact same strategy that we're using to market hemorrhoid pills. Right. Everything I learned about coaching, I applied to the business and it works, you know, I mean like there's, I mean, there's some nuances that are different. Like, you know, like we have to deal with shipping and fulfillment and all that type of stuff,

Dan Henry: (59:44)

You still doing that?

Andrew Stickel: (59:44)

Yeah. Yeah.

Dan Henry: (59:45)

How's it going?

Andrew Stickel: (59:45)

We did, $300,000 in sales last year and we just got distribution. Hopefully fingers crossed. We're gonna get into Publix soon. Like we were already, we're already in contact with Publix. We're in GNC.

Dan Henry: (59:57)

I'm just gonna, I'm gonna save you here. And just say that you're not claiming that those pills cure hemorrhoids, cuz I, you probably can't say that.

Andrew Stickel: (01:00:05)

Yeah. I'm not claiming that.

Dan Henry: (01:00:05)

We're just chatting that you had a phone call where someone said that.

Andrew Stickel: (01:00:08)

I had a phone call.

Dan Henry: (01:00:10)

A dream.

Andrew Stickel: (01:00:11)

Had a dream where he basically, he had hemorrhoids, he took this concoction. He no longer has hemorrhoids So let's put it that way.

Dan Henry: (01:00:20)

Right. And I know, I know they work, but you know how, God forbid the government let you actually create something that works. They like things that don't work.

Andrew Stickel: (01:00:26)

Well, here's the thing, it's four ingredients. It's 100% natural. You know, so it's, I mean, it's literally just like, like two of the ingredients are from the, an extract from, orange peels, you know? And like, so it's 100% natural and it's insane because like the people that are taking it, like I've my biggest thing that I've been doing is I've been getting video testimon from people. So I'm actually interviewing people and talking specifically about their hemorrhoids and

Dan Henry: (01:00:51)

Must be, Hey, would you like to come on and talk about how you got rid of your ass burn?

Andrew Stickel: (01:00:55)

You know, what's crazy though, is that people are like, we talk in marketing, find the pain point, right? Like people in pain, these people are literally in pain. Like you hear some of these people, like, I can't, I couldn't walk my dogs. I couldn't sit down. I couldn't do, I couldn't work out in the yard or anything like that. You know? And like, like the best success story that we have actually, no, we've so many success stories. One lady she's she's like, I've had, I've had him since my son was born. And like, I've been in extreme pain since my son was born. I'm like, how old was your son? He's 34. He, she took him four days completely gone.

Dan Henry: (01:01:26)

So, you know, I kind of hate you right now because you realize how many emails and comments we're gonna get asking about these pills and where to buy them.

Andrew Stickel: (01:01:35)

Oh yeah. Lots of, lots of friends.

Dan Henry: (01:01:37)

Yeah. Yeah. Like, yeah. Yeah. My, uh, mom.

Andrew Stickel: (01:01:39)

Yeah. My buddy has them. Yeah. But yeah, it's funny. Whenever I tell people about it, they're always like, it's well, you, I learned lots of my friends have hemorrhoids and I also learned that lots of them have friends who have hemorrhoids, who, maybe so. But, it's actually, it's cool because, I mean, there's a massive opportunity. I mean, you can imagine like, like what, something like this could sell once we actually...

Dan Henry: (01:02:02)

Do you do dunny ads, please tell me you do funny ads.

Andrew Stickel: (01:02:04)

Yeah. You've seen our ads. Yeah. Our ads are funny. Yeah.

Dan Henry: (01:02:05)

Yeah. You sent me a couple early on.

Andrew Stickel: (01:02:06)

Well, my buddy he's a standup comedian. So we used to the

Dan Henry: (01:02:10)

One, the one that made the pills?

Andrew Stickel: (01:02:11)

Yeah, yeah, yeah.

Dan Henry: (01:02:12)

Oh, nice.

Andrew Stickel: (01:02:12)

Yeah. Yeah. So he has no problem being on camera. He's like the face of hemorrhoids. Right. So that's like, yeah. So we have like all these like funny videos and everything and, he's creating, you know, all kinds of influencer content and all that type of stuff, all about how to get rid of hemorrhoids, what to eat, what exercise to do all that type of stuff, you know? And, you know, it's the type of thing where we can make a lot of money on it, but it's actually cool. Cause we're actually like literally helping people. Like it's, it's crazy. It's crazy this, the stories I'm hearing from people about how they, they were just debilitated and they get rid of these things and now they're li they have their life back, you know? So it's cool.

Dan Henry: (01:02:45)

Have you got any like, has anybody, like, cuz I, one thing I know about the supplement industry is that as soon as, or really even any drug industry, as soon as you have something that works, everybody, especially the government wants to take that away from you. And stop you from selling it so they can sell something that doesn't work current situation of the world. But, and so, you know, because they want the big pharmaceutical companies who create stuff that, you know,

Andrew Stickel: (01:03:13)

We, we haven't. Is there any wood around here?

Dan Henry: (01:03:16)

Some water right here. Oh yeah. Here, take this one.

Andrew Stickel: (01:03:18)

I'm just not, no. I said wood I'm knocking on wood right now.

Dan Henry: (01:03:21)

Oh, wood. We're knocking that wood. I think this is wood.

Andrew Stickel: (01:03:22)

I'm not extremely superstitious, but I also am superstitious enough to know that I don't wanna not knock on wood. So luckily we haven't had any issues yet. We did hire a, we hired a pharmaceutical law firm to review all of our claims and do all that type of stuff. And that was an absolute nightmare. And you know, all this stuff, but I

Dan Henry: (01:03:41)

They're like, you can't say anything at all that's good.

Andrew Stickel: (01:03:44)

Well, you know. Yeah, exactly. So they're gonna, you know, they're gonna go to the extreme caution side. Right, So we can't make any, I mean, the product is called Hem Healer. Right. And they're like, you can't have healer in the name. Like, so we were like, well, we kinda already have healer in the name. And we've got, we've got 25,000 bottles, so you're not gonna get us on that one, you know, but, you know, but we have all the FDA statements and all that type of stuff, and it's a supplement, you know? So like supplements are kind of their own, their own thing, you know?

Dan Henry: (01:04:08)

How hard was that to like, put that all together and, you know, make it and produce it?

Andrew Stickel: (01:04:12)

Well, so we actually, the first batch we made literally in my partner's kitchen and because I was like, look,

Dan Henry: (01:04:19)

This sounds like some Breaking Bad

Andrew Stickel: (01:04:22)

Kinda. Yeah. He's in Los Angeles. He he's living in skid row. You know,

Dan Henry: (01:04:25)

What is it? Heming...

Andrew Stickel: (01:04:26)

It's called Hem Healer.

Dan Henry: (01:04:28)

No, no, no. The guy from Breaking Bad, the bald guy. What was his name?

Andrew Stickel: (01:04:31)

Oh, Hemingway.

Dan Henry: (01:04:32)

Hemingway.

Andrew Stickel: (01:04:32)

Yeah.

Dan Henry: (01:04:33)

Yeah. Was it Hemingway?

Andrew Stickel: (01:04:34)

No, no. What was it?

Dan Henry: (01:04:35)

I don't know.

Andrew Stickel: (01:04:36)

Was it, he, it was, uh, he Walter Walter White, but it was

Dan Henry: (01:04:40)

No, no, but yeah, Walter White was his real name.

Andrew Stickel: (01:04:42)

Henderson. What was it? It wasn't Henderson. It was what was it? It's gonna drive me crazy now.

Dan Henry: (01:04:45)

The drug dealer's name was what?

Andrew Stickel: (01:04:48)

It was. Um, oh, I know it. I'm drawin a blank. The show was so good.

Dan Henry: (01:04:54)

This is where Brandon should like Google it.

Andrew Stickel: (01:04:57)

Yeah, Google it. Cause it's gonna, it's gonna drive me crazy. No, it's not Hemingway though. Yeah. It's like, this is gonna kill me. Yeah, no. But basically like, cause here's the thing like I wanted, we needed,

Dan Henry: (01:05:07)

What is it?

Brandon: (01:05:09)

Heisenberg.

Andrew Stickel: (01:05:10)

Heisenberg. That's it

Dan Henry: (01:05:12)

Heisenberg. Yeah. Yeah. There's probably so many people watching this and listening to this right now. Like yelling at the...

Dan Henry: (01:05:15)

It's Heisenberg, you idiots!

Andrew Stickel: (01:05:16)

Yeah. So, well, no, but like, you know, it's like every, like it is, it is like everything we're doing, like what's the minimum viable product here. Like, cuz I mean, before I start investing and all this stuff, I wanna see if it actually works. Right. So he put together, he ordered all the ingredients he put together. You can buy like a thing that makes pills for you. And we, we, we put it together and we went on Craigslist and eBay and just started selling bottles for $10. And the reason that we did it for $10 is because we didn't wanna just give 'em away. Cause we knew people wouldn't take 'em seriously if we just gave 'em away. You know what I mean? So basically we went there and we started selling 'em for 10 bucks and it was basically like 10 bucks. And, but the deals, you have to give us a testimony if it works. And one by one we started getting testimonials like crazy. So then I had the confidence, like.

Dan Henry: (01:06:02)

How you gonna add zero to that?

Andrew Stickel: (01:06:03)

What do you mean?

Dan Henry: (01:06:04)

You made 300 grand last year with how you gonna add, how are you gonna make 3 million?

Andrew Stickel: (01:06:06)

So we're adding in a lot more avenues. Like so actually a big part of it is testimonials. So I mean, you know, businesses are built on social proof. That's how my entire business was. So I'm literal really just interviewing people and getting video testimonials. We've got it on Amazon now, which is a whole thing. We've got it on walmart.com.

Dan Henry: (01:06:25)

Don't get me started about Amazon. Oh my God.

Andrew Stickel: (01:06:27)

They're withholding lots and lots of money from us right now because

Dan Henry: (01:06:32)

Dude, Amazon, every time I try to do business with Amazon in any way, shape or form, even in their servers. Okay. It doesn't matter if I'm selling something on Amazon planners. If I'm, if I'm doing an app that requires it, they always seem to screw me. Like it's just...

Andrew Stickel: (01:06:48)

Our return rate on Amazon's 50% less than the industry average. And they're still withholding just like, I mean a massive amount of sales from us and then even tell us they're gonna do it. You so like, so, so

Dan Henry: (01:07:00)

Is most of your money from Amazon or is from patrion?

Andrew Stickel: (01:07:03)

No. We've got a funnel. So we, no, it's all paid. So we do a lot of paid traffic. We do Amazon ads. We're starting a lot of influencer stuff though. So we're actually, we're about to launch a TikTok campaign. So we're doing TikTok stuff. We're gonna start doing TikTok ads. We've got, I mean we're, we're just advertising everywhere. There's no one, there's no one doing it. That's the thing like

Dan Henry: (01:07:23)

I could just see you holding up like some grapes, you know? Yeah and being like, listen, you know,

Andrew Stickel: (01:07:31)

Well, you know, you know what it is, it's that the only other, okay, so you have two options, right? You can get some preparation agent, you can stick your finger out and you can go and spread and then you shove it up your or you can take two pills. What do you, what would you like to do? I mean, that's the application sells itself, you know? Yeah.

Dan Henry: (01:07:48)

That should be an ad.

Andrew Stickel: (01:07:51)

Yeah, exactly. And we did do that. I think you saw that one where it's like, here's the old way. We didn't one ad. It was like, here's the old way to take, hemorrhoid medicine and like, you know, the other difference is, is that,

Dan Henry: (01:08:05)

I wonder how many people with hemorrhoids right now are like this isn't funny.

Andrew Stickel: (01:08:08)

Like it's not, well, look, I never, I'm, I'm fortunate enough that I've never had it

Dan Henry: (01:08:13)

Right. Me too. So now I feel like an, cuz we're like talking about this and well, but here's the

Andrew Stickel: (01:08:18)

I've experience that ive talked to enough people to know how much it sucks. So if somebody has, yeah, right there. Yeah.

Dan Henry: (01:08:24)

I thought my, my

Andrew Stickel: (01:08:25)

Back. Yeah, no it's it is chair. These chairs actually kind of hurt my lower back. Also.

Dan Henry: (01:08:29)

It's the same chairs that Joe Rogan uses. Oh, is it really? Yeah. For his podcast guess. Oh interesting. Yeah, they dude, they're like a thousand dollars a piece. That's ridiculous. Oh really? But it keeps your back straight but like, I think at first you gotta get used to it. So for me it's fine. But for, I guess the guests you have to get, every guest has to get used to it a bit, but you can sit in it like 17 different ways or something like that. One of those shares. Yeah. So, you know, but it's it's, I don't know. It's kind of

Andrew Stickel: (01:08:57)

Cool, but yeah, but, I don't even remember what we were talking about hem pills. Yeah. But, but I mean, the reality is is that, you know, it's something where people are in literal pain and actually helps, you know, and it's um, it's the type of thing I know it's gonna do. Well, we're just at the PA we're at the, we're at the growing phase right now. And I think this year's gonna be a huge year for us just because last year we did that and we really didn't have a lot of social proof. You know, we had, you know, some takes time. Exactly. It just takes time because how many people, you know, I mean, we sold, I think we have 2,500 customers right now. And it's like, how many of them are willing to get on camera or even leave a review talking about it? Cause it's embarrassing. You know what I mean? Nobody talks about it. That's you know, it's,

Dan Henry: (01:09:35)

It is very, it's hard cuz it's yeah, that would, I'm trying to think of all the issues or diseases or whatever you could have and that's gotta be top three. Well,

Andrew Stickel: (01:09:43)

The reality it's embarrassing, but 70% of people are gonna have it in their lifetime. 50% of people

Dan Henry: (01:09:48)

Now, 50, 70%. That's a lot. Well, okay. But here's

Andrew Stickel: (01:09:51)

The thing is that stop

Dan Henry: (01:09:52)

Talking about,

Andrew Stickel: (01:09:53)

I'll tell you what I've learned about it. It's all about your diet, right? Well, it's not all, but a lot of it is controlled by your diet. So you drink, do you drink a gallon of water a day still? Uh, yeah. Sometimes gallon in ham, like, like the instructions are when you're taking hem healer, you're supposed to, you know, you need to eat very well. Stop eating, sugar, stop eating, processed food, eat lots of, you know, vegetables and like, you know, broccoli and stuff with like lots of fiber take walks, um, drink lots of like that alone will help a lot. Just, just even if you don't take Hem, Healer is what it does. Is it reduces inflammation. Cause that's all a, he is, and this is a great, I'm sure your listeners are loving the hemorrhoid talk on this podcast, but that's all it is. It's inflamed, but blood vessel. So if you clean up your diet and you reduce inflammation, then it goes away. It's just, that's just what it is. Right. So, um, you're probably not gonna get it. If you eat clean and you

Dan Henry: (01:10:44)

Drink glass of water. So clean, I do the apple cider vinegar in the morning. Yeah. I drink so funny with the, I, I just, uh, had to do a sample. They give you a jug, you have to pee a jug for a day. Mm-hmm to test your hormones. You know? Cause like I work out, I'm just trying to get my hormones tested. And apparently you're like the jugs, like this big Uhhuh and you're only supposed to fill it up like that much. I did not. It people, dude, I filled the whole thing up. I didn't have anymore room. Cause I drink so much

Andrew Stickel: (01:11:12)

Water, bring an extra one of these also

Dan Henry: (01:11:13)

I take it to the facility or whatever. And the guy's like, you weren't supposed to fill the whole thing up. This is for one day. I'm like, yeah, that's three quarters of a day. He's like, what do you mean? I'm like, that's three quarters of a day. Like I drink a gallon, gallon and a half water a day. And he is like, you, you peed this much in a day. I'm like, I peed this to like eight until four o'clock in that afternoon. Like, and the guy was just, and, and I was, he's like, I'm just shocked. And I'm like, I'm in shocked at how little water you drink. You know,

Andrew Stickel: (01:11:41)

Let me ask you a question. Do you, so, okay. Cause I drink about a gallon of water a day also. And are you like up peeing? Every, every 20 minutes. Like I am like, it's, that's the worst part

Dan Henry: (01:11:50)

About it. So for me kind of, yeah, but for me, I drink ha at least half a gallon is in my workout. Okay. So like when I'm at the gym and I'm drinking, mm-hmm, the, cause I take the gallon with me. Half of it goes in my workout or if I do jujitsu, at least half of it mm-hmm is there, so what happens is you're sweating, so you actually expel a very large portion. I only him a couple times at the gym. Mm-hmm because I'm sweating that out. I

Andrew Stickel: (01:12:17)

Think a couple times at the gym is a lot though.

Dan Henry: (01:12:19)

Well, I'm there for like two hours. Oh yeah, yeah. Okay. Or, and I, and I'm at jujitsu for hour and a half, two hours. Okay. Total. Yeah. Stretching and all that. Um,

Andrew Stickel: (01:12:27)

So that's over a period of several hours. Okay.

Dan Henry: (01:12:29)

Yeah. But, but you sweat most of it out. Yeah. Yeah. But yeah, no, I, yes. I, well,

Andrew Stickel: (01:12:33)

So, okay. So what's interesting. I haven't tried this yet, but I'm, I'm interested to try it. So I have, I have a freaking coach for everything in my life. I have a nutrition coach. Right. And basically every morning I have a guy. So every day, whenever I eat, I log it all in this app. And then at eight o'clock in the morning, this guy calls me and he's like, so, let's talk about this French fries yesterday, you know? And this is like, that's awesome. This is the accountability that I have. And actually, I dunno if you've not, I've lost about probably 40 pounds since the last time you saw me, you do, you look great. And yeah. And it's, it's because of that accountability, cuz I hire coaches for every aspect in my life. Right. But one of the things he said is that he's like, if you drink all that water, do get a sea salt grinder and do a twist of sea salt in your water and you won't have to, you won't have to go as often.

Dan Henry: (01:13:14)

I've heard something about that, but I'm not sure I wanna, I dunno. I was trying, I don't mind peeing but

Andrew Stickel: (01:13:19)

For me it's annoying. Cause I'm always in like in meetings and everything and I gotta go and go,

Dan Henry: (01:13:23)

Yeah, I don't really do meetings. Yeah. I do Voxer. I'm just like, blah, blah, blah, blah, blah.

Andrew Stickel: (01:13:27)

And then I let my I'm working on getting outta the meetings, but it hasn't hasn't happened yet.

Dan Henry: (01:13:30)

Yeah. I'm a, I'm a Voxer dude. So I can actually be peeing and vox. There you go.

Andrew Stickel: (01:13:34)

You know, I think I've seen you do that. I actually in the bathroom.

Dan Henry: (01:13:37)

You know, you know, one thing that annoys me though, you mentioned that, like you said, you said you had a coach that comes up. Oh, let's talk about these French fries. The thing that gets me is that people, friends, whatever, you know, I hate the oh one, one will be fine. One will be fine. No it won't. No it won't. Yeah. Okay. Because it's, it's the whole mindset of, oh, just one will be fine cuz oh, if just one is fine today, then it's fine tomorrow then it's fine the next day. And if you have a goal, like if you're not trying to lose weight, if you're not trying to get in shape or not even losing weight, just any other aspect of life. If you're not trying to win a, let's say you're a fighter and you're trying to, or you're you're training for a tournament jujitsu or whatever it is like the thing is is that like the people that get the reward are the people that ne they're the people that don't buy into the one is just for and they have the discipline, you know, I always get annoyed by people that do that. They try to make you feel bad for sticking to your goals. Yeah. And it's like, you shouldn't make me feel bad for sticking my goals because what you're really doing is projecting the fact that you don't have any

Andrew Stickel: (01:14:46)

Discipline. Yeah. You want me to join you in eating these French fries where, you

Dan Henry: (01:14:50)

Know, because you suck, can you want me to suck to well, and so no discipline,

Andrew Stickel: (01:14:54)

And I don't know. I don't know how you are. Like, I'm not. So like I use like, I've done like the keto diet. I've done all these like restric, like, like these insane diets where it's basically like everything's cut out and they never work. So what actually is working for me now is that I do indulge every once in a while, but I don't do it most of the time. You know what I mean? So like, it's like I would, 95% of my meals are good, but like, it's, like you said, just one. I can't have just, if there's a plate of French fries, I can't have just one. I either have to have none or I have to have half the plate. You know what I mean? Like, well that might be

Dan Henry: (01:15:22)

A limiting belief, but for me, I just count the calories. That's the thing, like everybody of these stupid diets, like I remember like, and I've known this for a while, but I remember Alex Hermozi did a video on it. He's like, if, if you get, if you hit your protein and you get X amount of calories, that's it. Like, I remember he was roasting like every diet out there, cuz at the end of the day, if you expend this many calories yeah. And you take in this many calories, calories in calories on that's, it, it doesn't matter what diet you're on. And every, I, I know I'm gonna get heat for this cause every, oh, well, no dude, like it doesn't matter. Like you count the calories at where they need to be. You lose weight or you gain weight.

Dan Henry: (01:16:01)

End of story. Yeah. That's it right? Like, I mean, and that's what I've heard everybody. I mean, you've seen Alex the dude's huge. And he was, he was talking about, um, being at these, these entrepreneurial events where all these entrepreneurs, like I'm on keto and I'm on this and I'm on that and they're all like, they all have dad bods. Right? They're all like, they all look like crap. Yeah. But this dude is like just enormous and ripped and he's eating Twizzlers and stuff. And they're like, what are you doing? He's like, I just count my calories. I can eat Twizzlers today. Cuz it's within my calories. Y'all do your stupid stuff. Right. Yeah. Yeah. And the guys jacked. So I just, I think it's funny how people, overcomplicate things in order to avoid the hard to anyone account calories. Yeah. Well then you know what, maybe you don't deserve to lose weight.

Andrew Stickel: (01:16:45)

Sorry. You know, I think that it's also about sustainability. At least for me it is the sustainability is that like, you know, like every it's like it's like marketing, everything works if you do it, if right. It's just how, how sustainable is it? So,

Dan Henry: (01:16:57)

But see that's the thing is it's not that hard. Like I have somebody that, so when

Andrew Stickel: (01:17:01)

Well, sustaining like keto is hard, like, cause that's well that's

Dan Henry: (01:17:04)

Cuz that's ridiculous. But I mean, I mean

Andrew Stickel: (01:17:06)

I, so I did, I lost all this weight and then I got sick of bacon, you know? It's like, what, how do you get sick? It's like, if you're sick of bacon, then there's a problem.

Dan Henry: (01:17:12)

You know, I'm saying like understanding how many calories is not hard. Like yeah. So what I do is I have meals prepped, right? So I'll have whatever, six ounces of chicken, a cup of rice and, and, and a cup of vegetables. And I'll have that four times, or I'll have that three times a day and two shakes. Mm I, the same thing every day. Yeah. I grab the meal, I put it in the fridge, boom, whatever, if I go out to dinner, then I just, on that one day, I, you know, I kinda look at it. I look at the menu in my head and I calculate in my head. It just doesn't have to be super close, but it's not really that hard.

Andrew Stickel: (01:17:43)

No. And after a while you just start getting a feel for what's, how many calories are in certain things and you can kind of estimate, you know.

Dan Henry: (01:17:50)

Right, right. But you're still, you're still counting, you know, you're still doing it. And it's just, it's not that hard. People talk about sustainability say, well, this isn't sustainable because it's so hard. No, you you're saying it's hard and therefore you're making it hard. It's not that hard. And that goes with anything. Yeah. You know? Well,

Andrew Stickel: (01:18:04)

I don't, I don't even count calories. I just it's basically for me, it's just all about understanding. What's uh, what's. It's just standing like, like, like making good choices about what I'm

Dan Henry: (01:18:12)

Eating. Yeah. Well, you probably are hit, but that's what I'm saying. I'm getting,

Andrew Stickel: (01:18:15)

I'm getting the same effect. You're getting the same effect. I'm just not, I'm not having to count it. Yeah.

Dan Henry: (01:18:18)

But you're probably within the range that if you did count it, it'd be, oh, I'm you

Andrew Stickel: (01:18:22)

To be, have a salad, have a salad. Like, like I had, I had a burger for lunch today. But instead of French fries, I had a side salad with it, you know, it's like sacrifices like that and all adds up and yeah. You know, I mean, I'm not, I'm not as, I'm not where I wanna be yet, but I mean I'm down 40 pounds. Well,

Dan Henry: (01:18:36)

I do, I do the counting of the calories and all that. Cause I'm I lift weights and I'm, I'm trying to like bulk. And, and so for that, it's, it's crucial. I mean, if you're just trying to lose weight and that's it, and you're not trying to like, do like performance stuff. Then I would say that it's less crucial. But like you say, you you're having the burgers and then you're having a salad. You know, I don't know why we're talking about weight loss.

Andrew Stickel: (01:18:53)

Hemmorhoids and then weight loss.

Dan Henry: (01:18:54)

Hemmorhoids and then weight loss, you know? But, let me ask you about this. What, what's the biggest thing that you hate about, dealing with employees,

Andrew Stickel: (01:19:02)

Drama, drama, drama. That that's the, that's the biggest thing I hate because I'm a very nondramatic person.

Dan Henry: (01:19:08)

Like you have drama with employees?

Andrew Stickel: (01:19:09)

I get some employees. I mean, look, when you've got 20 employees, personalities are gonna clash. You know what I mean?

Dan Henry: (01:19:16)

I must be like super fortunate.

Andrew Stickel: (01:19:18)

It's not okay. It's not, I don't have a ton of drama. It's not like, it's not like my life is overrun with drama with employees. There's just a little bit of it. But that little bit of it, I hate drama so much. That's what I hate about. That's what I hate about dealing with employees the most. But, it's, you know, it's not the end of the world. We, we've got it worked out. But the other thing that I don't like about employee or not that I don't like about employees. Well, it's a challenge challenge. It's a challenge. It's yeah. It's the wrong word. Is I try to hire managers, not employees. Right. And what I mean by that is I tell people, I want you to come to me with a solution, not a problem. Right. And I want you to be able to work autonomously because I don't, I'm like the anti micromanager. Like I don't care when you work. I don't care what, I don't care how you do it. I just want you to just do the thing you're supposed to do. I'm like Bill Belichick, do your job and we don't have to even talk. You know what I mean?

Dan Henry: (01:20:13)

So I'm the opposite of you.

Andrew Stickel: (01:20:14)

Oh really?

Dan Henry: (01:20:14)

Yeah. So I, my employees generally don't have any drama. I can't remember the last time

Andrew Stickel: (01:20:20)

And again, if, if any of my employees are listening to this, it's not a lot of drama. It's just, if there's any drama, do it a podcast,

Dan Henry: (01:20:27)

But I mean, I don't ever, I don't remember like my employees ever having an issue with each other and I'm fortunate for that, but I also have way less employees than you that said, I do tend to micromanage because I consider what we do as an art. I mean, you might as well, but like, I consider it an art almost like pay painting and so it, and I'm, I'm a musician. I went to school for music. Yeah. Like I, I get a little bit passionate about what we do and that it's done correctly, not so much from a business perspective, but from an artistic perspective, which is probably a flaw. Yeah. And that's why when I hired my general manager, I was like, listen, I'm just gonna scream and at you, and then you translate it something nice for them.

Dan Henry: (01:21:10)

You know, it's a joke kind of, but you know, because like, I really am passionate that we do things correctly. We do things well, because I've never really looked at it. I have enough money. Right. Like I don't need I'm financially to the point where I just, I don't even money doesn't even, I don't care. You know, I'm not trying to put people on Mars. I'm not trying to make 50 million a year. I just wanna like live my life and be chill, you know, very Florida vibe, you know, I'm sure you can understand that. You know, I mean, I was born here, so like, I I'm like, yeah, I'm good. You know, I got I'm good. You know? But that said the, the aspect of it, of doing it well and making it really good and, and the same thing with clients as well, you know, if a client comes to me and says, well, this isn't working and I look at what they did.

Dan Henry: (01:22:01)

And I'm like, well, it's cuz you're not putting any friggin effort into it. You're not, or I don't wanna do sales calls. Well then why are you here? Yeah. Well, she'll just add said that I could, I could sign up all these clients without doing sales calls. It's like, dude. Like why, why are you here? Why are you here? Yeah. Why do you own a business? You know, you don't wanna hire people. You don't wanna do sales calls. You don't wanna, what can you do?What can you do? You know, like, go be an artist and travel, and paint in the Sahara desert or something. I don't know.

Andrew Stickel: (01:22:33)

Like you, you know, my favorite quote that you ever said, and this is you probably didn't remember this. My favorite. No, I never remember my quote you said being a successful entrepreneur is about not being a whiny little bitch.

Dan Henry: (01:22:46)

That sounds like something I would say.

Andrew Stickel: (01:22:47)

But it's true. That's what it is. It's doing it. Doing the crap you don't wanna do. Yeah. To be

Dan Henry: (01:22:52)

Fair though. We, we are all, I still, whine. And so I'm not saying that I'm

Andrew Stickel: (01:22:57)

I complain, but then I do it. You know what I mean? Like that, I think that's, I think that's the difference. So yeah. I'm gonna complain about this and then I'll just do it. You know what I mean? So like, but the other thing, like sales calls, for example, I used to hate sales calls. I used to like dread sales calls,

Dan Henry: (01:23:09)

So then hire somebody there's the solution, you know?

Andrew Stickel: (01:23:12)

Or, get better at sales calls because like, right, look, if you're getting on sales calls and you're closing $5,000 and $5,000 or 10,000, you're not gonna dislike them. You love it. It's like, oh, I can't wait to. And that's, and, and not only that, it's like it's mindset too. You know, that's, if there's one thing I've learned about sales, is that the most important part about being a good salesperson is believing that they're gonna buy, you know, like, and, and that's why like, I'm so good at sales, like, and I've said this, you know, if you get me on the phone with 10 people, eight of 'em are gonna buy. Right. And the reason why is cuz I've got this unha belief that when I get on the phone, this person is going to give me their credit card. At the end of this, it doesn't matter how much, it doesn't matter what, I don't even look at their application.

Andrew Stickel: (01:23:53)

I don't care what their application says. I know that I can help them. And I know that they, I know that it's gonna happen. You know? And like, I, I talk to my wife, I'm like, instead of saying, Hey, I gotta, I gotta do a sales call ID. Be like, yeah, I got let, I gotta collect some money real quick, you know? And that's that's but, but it's, it's true. And I close like 80% of my sales calls on, I mean, you know, $42,000 a year contract and I do one call close and I close like 80% of it. Right. And the reason why part of it is the celebrity effect maybe. But the other part is I have this unshakable belief that I it's gonna happen. Right. You know, and I love sales calls cause it's

Dan Henry: (01:24:27)

Fun. Cause I'm good at it. The other thing is like, you also know that you don't need them. Yeah, exactly. So you don't close the call. Yeah. Who cares? And a sale, sometimes sales reps are like, I need to make this sale. Yeah. And that vibe transfers. Um, and, and, and when you, when you don't need to make the sale, that's when you make the sale. Yeah, exactly. You know? Yeah. Cause they can feel that you don't need them. They need you. Yeah. And um, but like it's, it's sort of like golf, right? I, I I've been asked to go golfing with like a ton of clients and to people. And I, I always say no, because I suck at golf mm-hmm so like, I don't like to golf because I suck at golf. Yeah, exactly. And, and so it's like, now, if I dedicated myself to getting better at golf, I would probably love to go golfing.

Dan Henry: (01:25:12)

Yeah, exactly. You know, so it's like, if you are a business owner, there are certain things that you gotta do to grow that business. Otherwise don't be a business. You don't have to be a business owner. Nobody's ask nobody is asking you to be a business owner. Right. Nobody is telling you to do that. You are electing to do that. So if you decide to, to declare yourself one, then you do the things that business owners do. That means hiring people. That means sales. You know, that means, and if you get good at it, you will

Andrew Stickel: (01:25:40)

Love it. Exactly. Yeah. I mean, nobody's coming to save you, you know, it's

Dan Henry: (01:25:44)

And nobody cares. Yeah. Nobody cares at all. Yeah. Nobody cares. Oh God. If I could just tell, I see so many people, so many people, well, I just wanna make passive income. Well, guess what? Then be an investor. So does

Andrew Stickel: (01:25:54)

Everybody, yeah. I just wanna make all this money and not do any work. Well, you know, I would love that. If you can figure out how to do that, then I will pay you lots of money, but so far, right. Everyone that's promised that is the I've never seen it actually

Dan Henry: (01:26:05)

Work out. This is the biggest thing about passive income that people don't realize passive income is not for business owners. Passive income is not for entrepreneurs. If you expect to make passive income from a business, then you are living in a fairytale world. Passive income is for investors. That is the entire point of investing. Mm-hmm you invest money. You get a much less return. Right. If I invest a hundred thousand dollars into a business, I'm gonna like 10 X that. But if I invest a hundred thousand dollars into real estate, I'm gonna get like 15 or 10%. Yeah. Or, if the star aligned 20%, why am I getting less? It's because I'm willing to cuz it's passive. Right? If I invest into a fund or stock and I make 6% I don't have to run that company. Yeah.

Andrew Stickel: (01:26:51)

The stock is you don't do anything. You sit on the beach and they make you money. Just

Dan Henry: (01:26:55)

Not a much, but that's why you're getting 6% instead of 600%. Yeah, exactly. They're getting 600%. Cause they're running the business. You get six or 10 or whatever, because you don't do anything. So if you want passive income, be an investor and stop lying to yourself. Stop lying to the rest of the world. Stop proclaiming yourself an entrepreneur and go be an investor.Oh, but wait a minute. You don't have any money. Yeah. Well maybe then if you do wanna get some, you should be in a business owner and you should act like one.

Andrew Stickel: (01:27:27)

Well, you know what? The best investors also have business experience too. You know what I mean? Cause they understand they can identify a bus. They can identify those key aspects that a business needs to be successful. And you can't get that without running a bus. I, I knew a guy who went to college and majored in entrepreneurship, that it is the stupidest thing I've ever heard in my entire life. Like take that a hundred thousand dollars that is dumb, open a business. You'll get the equivalent of like 10 MBAs, you know? Like why would you do

Dan Henry: (01:27:55)

That? You know that that is dumb because, and entrepreneurship is such a thing that it cannot, it can be taught. It cannot be taught in. It has to be taught by entrepreneurs. Right. You can't create this academic world, because what is an entrepreneur? It's somebody and let me jam on this for a second with you, right? Because you, I I'd love to hear your thoughts on this. Why does so many entrepreneurs newers also tear down and destroy what they've created? And why do entrepreneurs need people like managers to be the buffer it's because when you decide that you are going to completely and utterly remove the safety net, like a circus performer, that's doing something super dangerous and they're, and they just take down the net. You gotta be crazy to do that.

Dan Henry: (01:28:52)

You're literally saying I have absolutely no recourse. I have no safety net. If I make a bad decision, that's all gone. This is my entire financial safety and my employee's financial safety. Yeah. If I make good or bad decisions, I'm taking in a massive amount of risk, massive amount of risk. And in order to do that, you have to be nuts and you have to be crazy. And the same type of crazy that that would take on that much risk is also on the other side of that coin, the same type of crazy that would tear it all down. You know, and that's why entrepreneurs are emotional. And they are sometimes self sabotaging because that the 180 degree, other side of that type of crazy is a destroyer. It creators are also destroyers. That's why it's very important as an entrepreneur, I think, to bring people in that aren't crazy to help buffer your crazy that's employees. Well,

Andrew Stickel: (01:29:51)

You know what else the other, the other challenge is is we get bored, you know?

Dan Henry: (01:29:55)

Yeah. Well, and that's part of being crazy, you know? I mean, it's, the other thing is thing that gets me is these people who say, they make too much money. Right.

Andrew Stickel: (01:30:06)

You know, entrepreneurs make too much money

Dan Henry: (01:30:09)

Mean or C well, not maybe, maybe CEOs is a different thing, but like

Andrew Stickel: (01:30:13)

Tax the rich type thing. Like, well

Dan Henry: (01:30:15)

That plus just like I've seen stuff where they say, you know, you should pay your employees more. Right, right, or whatever, or you should overpay your employees. The thing is, is that a good entrepreneur realizes that storms come. So if you overpay your employees and you delete, or you sacrifice your reserves. What happens when a major storm comes like?

Andrew Stickel: (01:30:39)

Then you have to fire everybody.

Dan Henry: (01:30:39)

You gotta fire everybody now lose their jobs. Yeah. Right. The thing is you don't, you don't underpay people. But if you, if you grossly overpay people, then you're not making a smart business decision. Because if a storm comes now, everybody loses their job. Yeah. And so people don't realize that. Why does the entrepreneur, why does the business owner make the most well it's cuz they it's not that they do in the most work.

Dan Henry: (01:31:01)

Well, that's the other thing, right? Steve Jobs, like, I've heard this argument about Steve Jobs. Oh, well, Steve Jobs didn't build any computers. He had all of his people to, he never made a computer in his life. Why did he make so much money? Da, da, or you know, Facebook and da da, he, the thing is, is that it's not that they make the most money because they did the most work it's cuz they took on the most risk. Risk is everything. Oh yeah. You take on that much risk. You deserve the greatest reward. Yeah. Risk is everything. It takes a lot of balls to take on that much risk, you know? Not just financially, but like to save face to yeah. Your reputation, all that. Yeah.

Andrew Stickel: (01:31:39)

Yeah. We, we did. So we, we do that event, in December we made over $2 million. We been $150,000 up front to do that. That's more than most people make in a year. Yeah. And you know, like we had to, we had Jordan Belford on there. We had to pay him, we had Damon John on there. We had to pay him, we had to run Facebook ads. We had to do, you know, all this stuff without any guarantee whatsoever that we were gonna make a single penny on the back. You know what I mean? And $150,000.

Dan Henry: (01:32:04)

I mean that's, but you'll get somebody on Facebook who sees you say that and say, oh, well, you know,

Andrew Stickel: (01:32:09)

Oh, you made 2 million should have bonus. You know what I mean? And we take care of our employees too, cuz like, you know, I don't remember where I heard the, the equation of basically what, because there's the whole argument of $15 an hour, $20 an hour and you know, paying fast food workers and all that type of stuff and really like what it comes down to it's how good are you? How are

Dan Henry: (01:32:25)

$20 an hour?

Andrew Stickel: (01:32:26)

I think it's $15 an hour is what I hearing

Dan Henry: (01:32:29)

As 15, which is,

Andrew Stickel: (01:32:30)

Yeah. 20 Chick-fil-A might pay more. I don't know. But so it's how good are you at your job and how hard is it to replace you? You know what I mean? Like, and that's, and the thing is that the people that work for me, I have accidentally hired amazing people that is very difficult to replace them and you know, and they get paid very well. You know, like the highest person in my, the highest paid person in my company started as an unpaid intern. And he worked his way up and worked so way up more his way up. And he's been with us, he's been with me for nine years now. And he makes a lot of money, you know, and the reason why is because he's great at his job, and it's very hard to replace him, you know? Yeah. There you go. And that's what it is, you know, and that's, that's what it comes down to. It's like, I don't know. So make

Dan Henry: (01:33:13)

Yourself, make yourself less rep you wanna raise, you wanna make more money, make yourself less replaceable,

Andrew Stickel: (01:33:19)

Make, make yourself possible to replace, right. Yeah. And that's the thing, I mean, like, I mean, and that that's, that's what it really comes down to. Like, I don't know anyone in the pandemic that is obviously very, very good at what they do has a lot of value that was out of work. You know what I mean? And that doesn't mean that I'm saying, I don't know anyone I'm saying the people that I know that are really, really good at what they do. Every single one of them had plenty of work the entire time, and they made more money during the pandemic. And it was because of the fact that like, you know, it tightened up. So now there's more demand for really, really, really people. Yeah. Ours did too. We had a record year. Last year in 2020 was a record year for us. 2021 was a record year for us. 20, 22 is gonna be a record year for us, you know? And it's just because we provide a result and we provide value to people. You know,

Dan Henry: (01:34:00)

Let me still me switch little gears here. So I hate to hammer on this done for you thing because I'm fascinated by, uh, the fact that you've got this to such a level of scale and you're selling these packages and all that. What would you cuz there's probably people listening to this that, oh man. You know, cuz look, everything has, I believe every, if you do something well, it's gonna work out. Right. Whether it's coaching, whether it's e-commerce, whether it's, events, whether it's done for you, if you do it well and you dedicate yourself to it. Yeah. But since you do so well with it. I like, I wanna ask some questions. What are some other markets? Cuz I've always told people what done for you. You gotta find a client who's easy to find. And like I said this earlier, when they get a client or when they get a result, it's worth a lot. You know? So that like for instance, like I remember back in the day I said like stop doing marketing for ice cream shops. Yeah. Because when they get a client, they make $2.

Andrew Stickel: (01:34:59)

Yeah. Don't sell to broke people. Right. Right.

Dan Henry: (01:35:00)

Well, but, but I mean, Hagen Das isn't broke, but you know what I mean? Like, like

Andrew Stickel: (01:35:06)

You want, it's easy to get a win it's it's easy

Dan Henry: (01:35:09)

To get a win. Exactly. What, besides the lawyers what other markets out there, maybe ones that people aren't thinking of would you think would be good for, for easy wins for done for you?

Andrew Stickel: (01:35:20)

It's tough. I mean like, I, I think financial services is always good. Mortgage comp mortgage. Yeah. Mortgage brokers, things like that. Real estate. Yeah. Yeah. Real estate. I think, cosmetic surgeons. Oh yeah. Cosmetic surgeons. You know, see, I know there's a guy I think is Andrew argue who does a lot with CPAs? I think, see, I don't know if that would be a good one or not. I don't, I haven't researched that market, but you just gotta think like, who are the people that, that, that make a lot, who are the people that have a very high, average transaction value. Right. Cause that's what it comes down. Like I want, I want to have the opportunity that if I get one client, they can pay for me for the entire year and like a personal injury attorney. Like I've had personal injury attorneys that get a 20 that get a case from us that turns into 25 million, you know, like they've paid for us for the rest of their career, you know, , you

Dan Henry: (01:36:10)

Know what idea? I I've always, or not always, I recently started thinking about it is, clients who have big lists who if they just knew how to better sell to them. Yeah. They would make way more money. Yeah. Oh yeah. Yeah. Because like what, what's one of the hardest things about, uh, client acquisition. It's it's like, well you gotta go out and market and you gotta find clients. Right. What if there was somebody that already had them? Yeah. Yeah. And you really have to market

Andrew Stickel: (01:36:34)

To them. So that's actually, our next move is we're going to be finding influencers. Like I, I, there's a, there's a, a particular guy. He's a, a fitness guy. He's got 150,000 subscribers on YouTube. He's got like 300,000 followers on Instagram. Um, similar numbers on Facebook makes 10 grand a month. I was like, I was like, dude, oh my gosh. So I don't, I don't have, have, I don't have the, the, I don't have the bandwidth to do it now, but I wanna find people like that. I wanna take equity in their company and, and, and just blow it up because I mean, it's like, they just, they know how to get

Dan Henry: (01:37:10)

Audience them to create like programs and products and they might not,

Andrew Stickel: (01:37:13)

Well, I I'll find people that are motivated. Like I actually talk to this guy he's motivated, you know, he's like, just tell me what to do. I don't know what to do. You know what, so people like that, as long as they're on board, I'll I'll do that. I'll teach 'em what to do. And I mean, cuz look, look, I've only got 6,000 subscribers on YouTube. And like my email list is only like 27,000 people. Like my, my numbers are not that big because I'm in a really, I'm in a niche, you know what I mean? But like, if it's someone like a, like a fitness person who can literally get everyone, you know, it's just, it makes it it's, it's like it's, it's stupid numbers. And if I take what I know and I apply to those numbers, even if I get half the conversion rate that I get, we'll make 10 times as much money, you know? So I think that that's something I'm eventually gonna do. I don't have the, I don't have the bandwidth to do it now, but it's, that's probably gonna be something we're gonna start moving into soon. Hmm.

Dan Henry: (01:38:01)

That's cool. Yeah. I, what about, um, now I'm just like brainstorming, but like what about, what about purchasing them? Like think, think about this. Like, let's say there was like a, a brand and it wasn't like a personal brand but it was just a brand and they did not monetize at all. Yeah. Or maybe like you said, they're making like a measly 10 grand a month. And so what you do is instead of, um, the equity thing, you just buy, you just buy 'em right. Or, or maybe they're not making anything. Yeah. You know, you buy 'em and then you go in and you create a product and you, you sell it or could maybe even some sort of affiliate thing or something, you know? I don't know. I often thought about stuff like that. I think

Andrew Stickel: (01:38:45)

It's interesting. I think you still want them involved though. Cuz like, I mean like instead of this fitness guy, for example, I'm not, I'm not gonna be a fitness model. I'm not, nobody's gonna buy fitness stuff for me, you know what I mean? Um, and also I don't, I don't wanna do the 10,000 hours to learning at all. You know, I'd rather, I've done the homework with the marketing.

Dan Henry: (01:39:01)

See, this is what you're talking about. Board entrepreneurs. Yeah, exactly. We just, by sitting here thinking about things like, like, you know, and you

Andrew Stickel: (01:39:07)

Kind of are buying like, so I wouldn't do, I would not do a deal like that unless I had equity. So at that point I am buying, I am buying it with, with my sweat equity, I guess. Yeah. You know, but um, I thought,

Dan Henry: (01:39:20)

You know what I thought about doing, I thought about, uh, going to somebody and cause like every time I do an event or I speak, I just sell like crazy. Like, I mean, we just do crazy numbers, but I thought about like doing something where I would help, you know, put on an event for somebody and sell and then get a cut or whatever. But then I was like, I don't wanna do any of that.

Andrew Stickel: (01:39:46)

Well that's like, the pre-pitch and the repitch stuff. Have you done any of that?

Dan Henry: (01:39:49)

I've done pitching and pre and I've made some money doing it, but like I I'm doing so well with our company and my passive stuff with like cryptocurrency and I do have some real estate stuff that at this point I just, um, like I said, I just like to drink really good coffee and drink and, and read philosophy, put books in my penthouse and just not do anything. Yeah. Like I've worked so hard

Andrew Stickel: (01:40:11)

For so long take quality of life at the end of the day, the most important thing is like, what do you? But I always, I

Dan Henry: (01:40:15)

Always get in my head. Yeah. I always get the ideas cuz I'm like, I know I could do it and it would be awesome and it'd make a lot of money, but then I'm like, oh wait a minute. I don't really need,

Andrew Stickel: (01:40:24)

Could you ever actually, could you like, I mean, let's say you let's say you could sell your business. Right. You're you're right now somebody just gave you like an insane amount of money. Could you actually retire and not do anything? Or do you have one of those brains where like, you'd sit there for a couple weeks and then you'd be like, I got this idea. I'm gonna go, I'm gonna do

Dan Henry: (01:40:41)

This. Ah, man, that would, yeah. I mean, if, if probably, yeah, I wouldn't be able, I would have to build something or because I'm a creator. So I think if I was gonna do that, I'd have to, if I was like, cuz if you gave me a disgusting amount of money, like I'm already financially secure, but let's say you made me even more financially secure and you gave me like,

Andrew Stickel: (01:41:04)

Somebody gave you amount of money that you can't turn it down. Like it'd be stupid for you to turn it down. Yeah.

Dan Henry: (01:41:08)

Then you mean like an amount that even if I made whole horrible decisions, like Mike Tyson decisions, well, I don't know. I don't know.

Andrew Stickel: (01:41:15)

See, I don't know what your number is, but I mean like, you know, if somebody gave you a like, so get clients.com, that's your main business, right? Yeah. If they gave you a number that would actually make you sell it. I mean, not, I mean, not, not a billion dollars obviously, but like I don't know. That'd be great. Yeah. Yeah. No, but a number that you'd be like, okay, yeah, I'll sell for that. You know, like a reasonable number that, that actually, that you'd actually, and then you're done. I mean, I have to imagine you're pretty much probably set. Um, but could you just sit around and do nothing and just read all day? Or would you get bored? I know. I, I couldn't do

Dan Henry: (01:41:44)

It. I I'd probably get bored. So I'd have to take on something that would fill that, that maybe wasn't business. Yeah. Like maybe it was philanthropy um, which the funny thing about philanthropy is like, you know, I've always had this thing where if you do it, you probably shouldn't talk about it. So like we're doing some stuff right now. And again, I don't like to talk about it, but, and I actually have my staff working on it. It's like kind of a cool idea. And if it works out and it works, I'll talk about it because it's sort of like something that a lot of entrepreneurs could do and it would help kids and it's an idea I have. And I'll, if it works out, I'll, I'll do something with it. But, um, it would probably be like philanthropy based or art based or, or something that is not necessarily money because, you know, I don't, if you don't need that.

Dan Henry: (01:42:38)

Yeah. But I guess you're right. I guess I would have to, I guess I would get bored but I might take a year and just do all the things I've ever wanted to do. I probably write an album I'd probably, um, cuz it's funny. I was in a band when I was younger and we like had whole album and we were gonna release it and we were like 95% done and then my business took off and so you just left I was like, yeah, I just left and I was making millions of dollars and I was like, well, why do I need an album? And, and, but it's always like been like, man, I should, uh, yeah, I should go back and, and make something like that. You know? Um, but I, I mean, I don't know, I'm kind of at that point now.

Dan Henry: (01:43:20)

But I see your point. You, you, you, if you are a creator, right? Like it's sort of like if you were a musician or a cook or something, maybe like let's say you were a chef, right and you sold your restaurant and you made $10 million. Cause it was the most private restaurant. Are you gonna stop cooking? Mm. You know what I mean? Like yeah. Are like, if you are a musician and you had a hit record and you made all this money, like, are you gonna stop making music? Even if you didn't release any music you

Andrew Stickel: (01:43:48)

Yeah. Right. Just doing it for yourself. Yeah.

Dan Henry: (01:43:50)

Yeah. So that's a great question. I think, I, I think like anybody you'd have to be in the position because the other thing is you don't know who you're gonna be in 10 years or five years or 20 years, or even a year. You could be a completely different person that is literally not even remotely close to the person used to be. So maybe the person you used to be would do something like that. Yeah. But maybe that new person would do something else so it's, I kind of try not to think about it and I like to just let it happen because, um, you can talk all day long about what you would do,

Andrew Stickel: (01:44:23)

But when, so you're actually in that position, it's hard

Dan Henry: (01:44:25)

To, uh, yeah. When you're in that position, then you find out what you end up doing. Yeah. So you, wow. We got all deep.

Andrew Stickel: (01:44:34)

Yeah. That's interesting. I know, I can't say like I I'll have a day, even a day where I'm like, we're like my wife and I will be like, all right. We're just gonna like Dex. The new Dexter came out. We're like, we're gonna, we're

Dan Henry: (01:44:43)

Gonna, I'm binge watching the old one. Okay. Trying to make it through the whole thing. Yeah. And then, um, and then watch the new one. So, so

Andrew Stickel: (01:44:50)

We're like four episodes behind. So like last week, um, we were just like, yeah, we're just gonna take the day. And we're just gonna sit here and watch, watch Dexter all day. We made it through like one episode and we like, neither of us can sit still. Like, I can't just sit down and watch T.V

Dan Henry: (01:45:03)

Oh, that's what I would do. You know what I mean? I'd make movies. Yeah. Yeah. I've always wanted to make like, but,

Andrew Stickel: (01:45:10)

But you have to have a project is my point, right? You have to have some sort of project that you're working on, you know? Right.

Dan Henry: (01:45:15)

So, um, we tangent, um, so

Andrew Stickel: (01:45:19)

Back to done for your services

Dan Henry: (01:45:20)

And he, so, so, so, so you're saying that you're saying that, um, uh, in done for you, the biggest thing, just to, just to sort of like, come back to that, the biggest thing is, do have control of the entire, let me ask you, how do you convince a done for you client to let you have that much control where you have, you, you do their entire process. And you're taking over such a large amount of it from a to Z that like, how do you convince them that, that to do that?

Andrew Stickel: (01:45:56)

I don't know how we did it in the beginning to be totally honest with you because like, and I really don't. I mean, now it's easy because we could say, well, look, you're a criminal defense attorney. Here's 27 other criminal defense attorneys that we've worked with. Here's the results that we've gotten. Here's videos of them talking about the results that we've gotten. So at some point you're gonna have to trust us, you know? So we've got the track record. I mean, like,

Dan Henry: (01:46:17)

I love that pitch at some point you're gonna have to trust us. Yeah. I mean like,

Andrew Stickel: (01:46:20)

Well, you're gonna have to trust somebody unless you're gonna do it yourself. You know? So you might as well trust the person that's actually that can show you that they have the results, you know? Right. Um, on top of that, I create so much content. I've got 1200 YouTube videos at this point, teaching lawyers, geez, how to, who market their businesses. You know what I mean? So it's like 1200. You, you it's all trust. I mean, that's the biggest thing is that, and it it's, it's all, it's all Goodwill, you know? So when we first started doing it, I wasn't involved with sales. Like the first, like when I started my business, I, my partner, um, who actually I bought her out last April or last may. Um, and she's retired now. Um, but she was the salesperson cuz she used to be national sales director at this really big, uh, lawyer marketing company.

Andrew Stickel: (01:47:04)

And I just wanted to do the marketing. I wanna be the guy behind the scenes, just like building the websites, and you know, doing the social media and everything. And um, she was the one that went out and got a bunch of a bunch of clients. And uh, because she worked in the legal industry cuz she worked for, uh, this, this huge marketing company for, for lawyers. She was able, she had re relationships and she was able to bring us our first lawyer and then second lawyer. And then our, and then we had four. Then we had, then we had 12 and all of a sudden, oh I guess we do marketing for lawyers. You know, we didn't even plan to niche down and we didn't plan to niche into lawyers. It was completely coincidental just because of the fact that these are the contacts that she had.

Andrew Stickel: (01:47:40)

So because they knew her, she, she could say, trust me, this is what we're doing. Right. So there was the trust there. Then we started getting results. Then we started getting testimonials and then there was trust there, but I don't know how I would do it if I had to start it over because I think what I'd have to do is I'd have to work with somebody probably for free and get 'em some sort of result because like the thing that I love that sounds familiar exactly well, but what's the other option. I mean here's the actually no, no, no. That's not true. What I would do is I would start creating content and just do it. I would just be creating video after video, after video, after video, I'd do the lead magnet. I get my funnel. But, but you would have that content.

Andrew Stickel: (01:48:17)

You have to build the trust. You already did it trust. Right. That content wouldn't exist. That's true. That's true. That content wouldn't exist. I was saying if I, if, if I lost it all today and I had to start today, it's, it's, it's really difficult because it's, but here's the cool thing. When people copy me and people will try to rip me off, I don't even do anything about it anymore. I used to send cease desist letters. Yeah. Like they stole all my stuff, but I'm like, they, I know how much it costs to get a client. And I know that for most people, there's no way they can sustain that. And there's no way they can even like consider that. You know? I mean, because I know that the bar is so high to, to a law firm to hire you that if all you're doing is copying me and you don't have any other moves cuz you don't know how to do it yourself then like I'm just gonna let you spend all your money and run an esteem until you go, you know, go do something else.

Andrew Stickel: (01:49:03)

You know, I had a guy that literally, he actually was a video editor, Vermont and I, it is a crazy story. I hired him. He was in Bosnia. Right. And I, I, I hired him. He's like he was 18 years old. I hired him to do some video editing for me. He was really, really good. But he started watching all my stuff. So then he's like, Hey listen, I want to move to the United States. Cuz I guess he was being like persecuted or something. I don't know what it was. But he wanted to come to the United States. He's like, he's like, if you give me like $2,500 to get my plane ticket over here, um, you know, pay me in advance, then I'll do your video editing for you and I'll give you the credit and everything. So he'd done a lot of work for me.

Andrew Stickel: (01:49:40)

So I gave him the 2,500 bucks. He moved over and he did the videos and he, you know, worked off all the money and everything. And then one day somebody starts sending me videos. They're like, Hey look at this, this guy he's got like, he looks exactly like you. And like, I, AB'd And our scripts are literally exactly the same even to the point where I said at this point, I think I had been doing marketing for lawyers for six years. I'm like, yeah, I've been, I've been helping lawyers for six years grow their law firm. He changed that he of change. How long he's been doing. You said I've been doing it for six years. He would've been 12 years old when he is marketing law firms. You know what I mean? Like, wow. So I, and, and sure enough, like, I mean, I called him out on it and you know, it was this huge betrayal cuz I, I helped him out. So, but you know, I mean he was, he was done after a couple weeks cuz he didn't have any money cuz he didn't. So

Dan Henry: (01:50:25)

That's the thing is, is when people copy you. Yeah. You gotta realize that the reason they're copying you is because they have absolutely no grit. Right? Exactly. They have no hustle and they have no discipline. Yeah. And so they have to just say, I'm gonna, I'm gonna copy somebody else and copy their business and just do exactly what they're doing because I don't have the stuff right. I, I don't have it here. And if they don't have it here, like you said, it'll be two weeks or a month or a couple months and they'll be out. So by the time you could even send, uh, do do anything about it. They're already failed. And that's the thing is focus on you. Right? Exactly. Focus on you because if somebody else is, you know, winners focus on winning losers, focus on winners. So yeah.

Andrew Stickel: (01:51:13)

That's true. Yeah. That's a good point. Yeah. I mean that's the thing is that it's like, you know that they're doing it because they can't figure out how to do it on their own and you know, and look nothing about this is easy like that. That's that's and, and, but honestly that's what I love about it. I love the fact that it's so difficult because yeah, cause I'm willing to do the work that most people aren't willing to do, you know, don't you get and

Dan Henry: (01:51:33)

Cause I get it in my business, I'm sure you do. People will come to you and they say, teach me how to make a bunch of money, teach me how to have this amazing result. But then when you start, you realize that a lot of those people, they don't want to, to do it. They don't want to be good. They just want to have it handed to them. Yeah. And so it's, it's sort of like, you know, the filter, the protection that you have as a, as an entrepreneur or business owner is that it's hard so if you're willing to do the hard thing, you automatically filter out your competition. Yeah. People aren't willing to do the hard thing. So to me it's like a good thing. It's like, if it's hard, I don't wanna do things. That's easy. Cause then everybody can do it. I wanna do things that's hard. So I do things hard then I don't have a lot of people hanging around trying to do the same thing. Exactly. Right. And if you don't have that mindset, then you shouldn't be there. Right. Like you don't deserve to

Andrew Stickel: (01:52:26)

Be a business. Everybody wants to be Michael Jordan, but nobody wants to spend 12 hours a day in the gym, you know? Yeah. They don't want, they don't wanna practice basketball. E exactly. You know, and it's just like, I mean like, look, I I'm up at 5:00 AM every day, you know, I'm reading, I'm, I'm exercising and there isn't, I'm exercising one for my body, but also it's it's for my mind, you know, being active and everything. And I do things that I don't want to do. And because of, I mean like the other thing is that I fail. I wouldn't say I failed. I don't think I've ever failed at anything because the way that I look at I've gotten different results than I expected. You know what I mean? Like failure is failure is the data for success. Exactly. Well, I, I look at failure if I didn't learn something from my mistake, you know what I mean?

Andrew Stickel: (01:53:05)

Like, or if I didn't get something like, so I started my first business I ever had. I was 19. Right. I didn't make a hundred thousand dollars a year until I was 30. So 11 years was basically me trying different things and learning different things. And like I used to have this website called digital fire starter. And what we did was we would interview like athletes and celebrities and, and bands and things like that in like fish outta water. Like, so, you know, the band's seven dust. Right. I love so we, we took them miniature golfing. Right. And we filmed the whole thing. We did an interview with them. Um, the band, uh, kill switching G you know, those guys. Yes. We took them to, now you're talking my, we took them to stuff. What mean? We took them to, uh, Gator land in Orlando and like wrestled alligators with them.

Andrew Stickel: (01:53:44)

Why, wait, how did you, I, I wanna wrestle alligators with seven dust, but how did this happen? Okay. So, all right. So I started a constant promotions business. Uh, so I got fired. Okay. So graduated from law school or, sorry, graduated from college 2006, uh, worked at the, the restaurant. And then I worked at a private firm and then I got fired from the private firm and I was like, I need to be an entrepreneur. I don't want to go to law school. I don't wanna do this. I am a terrible employee. I need to start my own business. So my grandmother loaned me $20,000. Um, and I got into concert promoting and I actually got into Christian concert promoting, which is funny, cuz I was raised Jewish. Right. So I'm this Jewish guy and I'm, and I, I got hooked up with long, long story short of how I got or long story of how I got into Christian concerts.

Andrew Stickel: (01:54:31)

But we used to do, um, concerts with the band, uh, skillet. Do you know who they are? Yeah, I know skillet. Yeah. So we did skillet a thousand foot crutch. Yep. Um, you know, so we, we did a lot of, uh, a lot of, any, anything from small clubs to like we did arena shows. Um, and then, and we were pretty successful. I don't know, we, I didn't make a ton of money at it, but we, we, we made a little bit of money, um, and then live nation and Ticketmaster merged. And what that meant was that most of the buildings that we were doing concerts in were owned by live nation, which meant that now Ticketmaster, it was all, it was all exclusive with Ticketmaster and Ticketmaster and live nation were basically competing and putting a lot of the smaller promoters out of business.

Andrew Stickel: (01:55:07)

So I was working with this other guy and we started a marketing company. Um, and well, no, actually before that, what happened was, so I got out of that, but I knew how to contact all of these celebrities and athletes. It's just, you call the manager, you know what I mean? Um, and I was living in Orlando and I knew that lots of bands would come down to Orlando or the be in Tampa cuz house of blues was Orlando, um, where they'd be in Tampa. So I was like, you know, I've gotten access to all these people. How can I, what can I do with this? Cause it was, I was dream 100, 100 in people before I realized that I was cuz my idea was that if I create a website and let's say I get seven dust on there and I do an interview with them and then it's an inter interesting interview and we tell seven dust to market it to their fans, then seven dust.

Andrew Stickel: (01:55:53)

Then we're gonna get lots of traffic from people who like seven dust and we're gonna get all these, all this, uh, all this publicity. Right. And why did seven dust agree to go golfing with you? Or what of, uh, miniature golf, miniature golf? Um, well, so basically I'm, I'm, I'm a really good BSer right. So the first one was the hardest one because we didn't have, because like I remember it was, uh, authority zero. Do you remember authority? Zero. Yeah. So authority zero head PE. Yep. And, and a tray authority, zero head PE and a tray. And I had all three of 'em on the, on the line. I mean like, you know, I was talking to all 'em and I was basically playing them off one another. I was like, well, I think we're gonna, you know, we're taking author zero to Ripley's believe it or not.

Andrew Stickel: (01:56:30)

So I think we can squeeze head PE. I think we can take you up and hide air balloons probably like on Tuesday if we're not busy working with a tray you on that day. So I was basically just totally BSing. Right. And somehow they all got booked, so, so, oh man. So we took, we took a tray U or sorry. So we did a boxing match with a tray U where the lead singer of a tray, cuz he's into like, uh, uh, MMA and like, uh, Mo Thai and stuff like that. Um, uh, and, and uh, my friend Ian, actually the same, the, my partner in the heh business, cuz he's a Santa comedian. This is how I met him because I needed a host for the show. So he was into boxing also. So they went and we, we did a boxing match between him and the leasing of a tray.

Andrew Stickel: (01:57:10)

Um, we took seven dusts up in hot air balloons in Orlando, we took, um, or not seven dust. We took head PE up in hot air balloons in Orlando. We did, we took Ripley's believe it or not to the, uh, to the new museum. And then once we had that, then we went to all the other booking agents, all the other people, all the other publicists. And we're like, Hey, listen, we've already worked with head PE, we've already worked with a tray, U we've already worked with author zero. I'm pretty sure we've got all these people. You know what I mean? And it just snowballed from there. And we ended up doing like 80 or 90 interviews. And the thing that you realize, like there's a quote that I heard from mark ho uh, the bass player from blink one, two he's like being on tour is all finding something better to do because it's not like the days of Motley crew where they're just sitting around doing Coke and like, you know, and hookers all day.

Andrew Stickel: (01:57:52)

Right. They're bored. So they're sitting at, they're sitting at Gator land or sorry, they're sitting at house of blues, just sitting there trying to find something to do. I get the tour managers, contact information, Hey, you guys wanna go do indoor skydiving or you guys wanna go, uh, you know, go rest still some alligators with us or you know, like do all this cool stuff. And they're like, yeah, we're what else do we have to do? So we're basically giving them and how did you, who were you like, how did you present yourself? I was just this, I was the owner of digital fire starter. So I mean that's, did they even ask what that was or what your purpose was? I mean, it was like, we're building a what? Oh, we also we had this. So like, are these, we had a letter of intent drugged out that they, yeah, we had a letter of intent from PBS where basically I had this letter of intent.

Andrew Stickel: (01:58:33)

Like I knew the guy who ran, who, who was the station manager at the PBS station in Daytona beach. Right. So I was like, uh, I was like, I wanna put this show together. Can you, um, can you give us a letter that you're interested in putting the show in the air? So then I, so basically what I'd say, I was like, it's gonna be on PBS, which was a total BS. And not only that, but also we've also worked with all these other bands and then, um, and then we put together like a sizzle reel and like, yeah. I mean, we had some big names on there, so, and it was, you do with the interviews. They're all on YouTube right now, but I didn't do anything with it, so I didn't get on PBS. I didn't do anything with it. No, no, no.

Andrew Stickel: (01:59:06)

But, um, it's the type of thing where it's like, if I would've known, then what I know now about marketing, like this would've been the biggest show ever. This was like before Twitter was really big and behind before, like, you know, all the Instagram reality still on YouTube. Yeah. They're still on, it's called digital fire starter. You can see dude. We did like, uh, so like let me think, like sublime, right sublime with Rome. Um, we took them actually. They were in St. Pete. We did a lot of stuff in St. Pete, um, because of uh, Janice landing. Yeah. So, um, yeah, sublime, we took them and went like skite shooting with, uh, sublime and uh, and you interviewed 'em while you were doing it. Yeah. Yeah. We, I, yeah. So we talked to 'em we do interviews while we're skit shooting. What did you get out of that?

Andrew Stickel: (01:59:42)

I, okay, so you had to pay for all this stuff. Well, I gave equity in the company to the camera guy and to the director. You know what I mean? So basically you said to pay for the skite shooting and the indoor skydiving? No, no, no. I didn't pay for any of that because I went to the company. I was like, Hey, listen. Um, okay. Here's a perfect example. Right? Oh, so I go to, I go to, okay, so three doors down, you know, three doors down is right of, so they were in Orlando. He asking me if I know all myself bands on, because, cause I was most people I don't, I don't know. So we call them and um, and I'm like, Hey listen. And three doors down was an A-list A-list act at this point. Right. So they were performing at, at universal.

Andrew Stickel: (02:00:18)

So I'm like, I call 'em up. I'm I'm like, Hey, uh, we're working with met life. We wanna take you guys up in the MetLife blimp cuz the MetLife BLI happened to be in, uh, in Orlando. Cuz there was like the honor Arnold Palmer. So then you go to Matt life, then go to met three doors, like, Hey three doors down really wants to go open the blimp. Are you, you know? And like, and everybody's like, yeah, that sounds awesome. So then we set this guy, his name's Steven and he borrowed his mom's minivan and he's like, I mean he, this 20 year old kid, he borrows his mom's minivan. He goes to Orlando, he goes, picks up three doors down in his mom's minivan. We bring him to the MetLife blimp and then we, um, film the entire thing, you know like, so we did, I mean we did, we like worked with saliva.

Andrew Stickel: (02:00:56)

We worked with, um, as lay dying, we worked with, um, so many people, uh, hinder, um, like gosh, and we, and we would do some funny stuff, all fans that I just like, yeah, you gotta check it out. It's we did some really stuff. I, I am, I'm gonna go watch it. Were you interviewing him? Uh, no, no, I wasn't. I'm I'm in some of, but I I'm in the newfound glory interview, we took, um, we took newfound glory to at Disney. There used to be this racetrack called Richard Petty's racing experience. Uh, and basically you could drive NASCAR, you cars. So we went to, uh, we took, uh, newfound glory there. You know what I mean? So like, so yeah, we did some cool stuff. And that actually to answer your question actually might have been my question. If I was to sell my business, I would probably do that again because I've never had more fun. Well, not now,

Dan Henry: (02:01:38)

Now that you've just admitted. like I saw your interview.

Andrew Stickel: (02:01:45)

We're gonna have to censor this part of the interview. No, but I mean that, that that's, that was like the most fun I've ever had doing anything. I just didn't know how to make any money at it back then. Cuz I didn't know. Like I said, if I knew then what I know now, like it would've been, it would've been all over it. Would've been sold to Netflix or would've been sold Hulu or something like that, you know, so, oh man. But, um, that's a crazy

Dan Henry: (02:02:05)

That digital fire

Andrew Stickel: (02:02:06)

Starter a crazy story. Oh, oh. Back to my story though. So that was the business. I started, it didn't work, but I learned how to do video editing. I learned how to, I learned how to do cameras. Uh, I know how to, how to, you know, use a camera. I learned DSI. I learned ISO is and what you know, uh, aperture is and all that stuff on the cameras. And then I took that knowledge in my current business and I started charging $5,000 for a video shoot for a lawyer. You know what I mean? So it's like that business didn't succeed, but I learned how to, I learned how to get around gatekeepers. I learned how to do video editing, you know what I mean? Like so much stuff. So it's like I didn't make any, any, so I didn't fail. I just didn't get the outcome that I was expecting. You know what I mean? And that's how I look at. That's how I look at my entire life is I've never failed in anything. I just, I just didn't get the right the same outcome that I was expecting to get. But I walked away with knowledge. I walked away with a hell of a good time, you know? And uh, so, so that's how it's been with everything that I've done, you know,

Dan Henry: (02:02:57)

Don't, isn't it crazy how, the way in which you frame, how you see that experience and the world and failure and success is the very reason why life has worked out for you and you've built a multimillion dollar company. Yeah. And it, you know, a lot of times people get caught up in the tactics and they don't realize that the lens in which you see the world really dictates how your world will evolve and sometimes you just have to change your lens. Yeah.

Andrew Stickel: (02:03:30)

It's like, it's like, uh, rich dad poor out. Um, what's the quote, poor people say, I can't afford that. Rich people say, how can I can't afford afford it? Yeah. And it's not just for buying things. It's, you know, poor people say, oh, head PE would never get in a hot air balloon with me. And then I say, well, wait a second. How can I convince them to, to do this? And then how can I, not only that, how can I get the hot air balloon company to do it for me for free and actually make a special trip just for us? Well, that's,

Dan Henry: (02:03:57)

That's the thing with like, you know, I sell sales reps this or, or people that are, you know, if, if a client gets on the phone right. And they say, well, what if it doesn't work, you know, cause we have that. Well, what if it doesn't work? Yeah. Well it's like, well that question is why it won't work. You need to be asking yourself, how can I make

Andrew Stickel: (02:04:15)

It work? Yeah. How awesome is it gonna be when it does work? Right. You know?

Dan Henry: (02:04:18)

And, and, and if you can't get over that, there's no, the there's nobody in this world that can help you. Yeah. You know, dude, it's been awesome, man. Yeah. It's been fun. This has

Andrew Stickel: (02:04:27)

Been great. I think, I don't know what we talked about for two hours, but it's been a lot of fun. Yeah.

Dan Henry: (02:04:30)

Well I think, I think there was a lot of nuggets in there about, um, just how to think about things, how to approach things. Yeah. And you know, I think it's great. Like all these stories that wrapped up into, you know, how you did what you did, and also your approach and your approach to done for you and taking the whole, you know, the whole process on so that you don't get caught up in just half the process or a quarter of the process. Yeah. That's some awesome stuff. So yeah, dude, thank you so much for coming on, bro. Thanks for coming you man.

Andrew Stickel: (02:05:03)

Thanks for having me. I appreciate it.

Dan Henry: (02:05:04)

Absolutely.

How To Build A Multi-Million Dollar Podcast with David Shands Feb 04, 2022

what it takes to create an amazing podcast that will attract a loyal audience, how to avoid making the most common mistakes most new podcasters make, and he'll share how to monetize your podcast without getting overwhelmed with the details!>>> Get Daily Success Mentoring By Becoming A Member At How To Think<<<

------

Are you dreaming of starting your podcast?

Podcasts have become an increasingly popular way to share your knowledge and really connect with your audience…

But, it might feel overwhelming as you think of where and how to start!

You might be wondering what your podcast should be about, what kind of tech you’ll need, and how to publish your podcast?

You might be wondering how to monetize and create an income from your podcast…

If you’ve been looking for the answers to those questions, this is for you!

In this episode, I talk with David Shands, founder of The Social Proof Podcast. David shares his insight into what it takes to create an amazing podcast that will attract a loyal audience and allow you to monetize your podcast without getting overwhelmed with the details, and shares how to avoid making the most common mistakes most new podcasters make!

In this episode, I am going to cover:

How You Can Promote Your OfferThrough Your Podcast
What Are The Three Most Common Podcasting Mistakes
How Loyal ListenershipProvides Unseen Value
How To Use This Growth Hack To Get More Listeners
How To Use This Trick To Getting A Well Known Guest On Your Show
Why Success Is Based On Ability
And… So Much More!

If you got value from what you heard here, please be sure to subscribe and rate this podcast! Bonus points for you if you write a review! ;)

— SUBSCRIBE & FOLLOW —

Click Here To Get Daily Success Mentoring By Becoming A Member At How To Think

— TRANSCRIPT —

Dan Henry: (00:00)

Everyone welcome to the How To Think podcast with your host, Dan Henry. And today we have an amazing guest on, his name's David Shands, and he is the founder of Sleep Is For Suckers, The Social Proof Podcast, and the MorningMeetup.Com. He has a seven-figure podcast, meaning he generates, seven-figures, over a million dollars from his podcast. And during this show I really dug in and, you know, really expanded on the mistakes that podcasters make, and really how to think about starting a podcast beyond just the little piddly tactics and really dived into the strategy and the mindset behind a successful show. And I really think you're gonna love this episode. Also this show is sponsored by HowToThink.Com, where you can get daily success mentoring, keep your mindset on track and grow your thinking so that you can grow your success. Let's go ahead and jump into the interview.

Dan Henry: (01:07)

So, so I was on your podcast. And it was amazing by the way. And I love, first of all, it's a very, very popular podcast. And we spoke after I was on your show and it was just crazy how, you know, most of the time when you ask people, like how do you start an awesome podcast? Like, how do you grow your podcast? They have this like blueprint and plan that seems so like, you know, template-y and cookie-cutter strategy, but you were just like, the advice you gave me was just insane. You were just like, I just make it really good. And, you know, and I was like, we gotta talk about this. So I'm gonna press you a little bit on it, you know? So gimme some stats, man, on this podcast, Social Proof Podcast. How big is it?

David Shands: (01:56)

So we are the number. We, kind of, it, it changes every day, but hovering between six and 12 top entrepreneurship podcasts in the country. We are, you know, somewhere between 30 and 50 top business podcasts in the country as well. And yeah, I think we have an amazing impact, so we don't have the, maybe the biggest podcast in the world, but it's very, very effective because anybody that comes on the response that they get is incredible. Right? Because, you know, I just, I have a genuine curiosity for you know, for people in their stories and it's been financially rewarding. So I don't know how we're measuring like bigness.

Dan Henry: (02:45)

Well, I mean, I know it's super popular because when I was on it, my whole social, everything blew up. I saw you on, I saw you on Social Proof Podcast, you know, and I don't normally get that much of a response, but I know you've built quite a business out of it. I don't know like how you wanna define how big your business has grown because of the podcast.

David Shands: (03:04)

It's a seven-figure podcast.

Dan Henry: (03:05)

So it's a seven-figure, but now how many people can actually say that they make seven-figures, over a million dollars from their podcast. That's insane.

David Shands: (03:13)

Yeah. Yeah. It's pretty cool, man. It's pretty cool. What's really cool is I'm not like a natural salesperson. So I don't know if I would have been able to make seven-figures from having a product and putting it in a funnel and running ads to it. And you know, things of that nature. Now we do, we do, you know, some of that with our, The Morning Meetup, we run ads to it, things of that nature, but it's all driven by the podcast. But what's cool is I, I don't have to sell a product. I just have to sell my personality and sell the questions that I ask, but, but not even to regular people. I just, like YouTube is going to be a five-figure check every single month. And it just keeps growing, but I don't have to sell anything. I just gotta get to talk to Dan. And then people like it and they put ads in the YouTube and the audience, they don't have to pay anything. They don't have to buy anything unless they buy something from you or, you know, they buy, you know, the Morning Meetup or whatever. But I don't have to like hard sell anybody on anything.

Dan Henry: (04:09)

What do you, what is your main source of revenue from the podcast?

David Shands: (04:12)

It's a blend man. So the audio side is, you know, a five-figures. Youtube...

Dan Henry: (04:18)

What do you mean by audio side?

David Shands: (04:20)

So, you know, you have, so a podcast is an audio experience. So when people listen to it on Apple or Spotify, we upload it to a hosting platform. And that hosting platform sends it to Apple, Spotify, Google, iTunes, all that kind of stuff. And companies put ads in the audio, but it doesn't necessarily have anything to do with the YouTube, which is the visual side.

Dan Henry: (04:44)

So you're just talking about the money you make from, you're not talking about like actually referring people to products, products, you sell products, maybe your guest sell you're talking about just the ad revenue from them listening and those platforms hosting ads while they're listening to your show.

David Shands: (05:01)

Well, I'm just running through like all of the different income strategies.

Dan Henry: (05:06)

Right. Okay.

David Shands: (05:07)

So, yeah, so we got, you know, audio is gonna be five-figures a month. Video, YouTube is gonna be five-figures a month. The ads that go into the videos is another five-figures every single month. The affiliates, like, so if I do an interview with you, you do something amazing and you have something to offer, we'll put the link in the bio and there's a revenue split there also...

Dan Henry: (05:33)

Is that the main source of revenue?

David Shands: (05:35)

The affiliates?

Dan Henry: (05:36)

Yes.

David Shands: (05:39)

The biggest single, yes.

Dan Henry: (05:42)

Okay.

David Shands: (05:43)

Yeah.

Dan Henry: (05:43)

Got it.

David Shands: (05:43)

But if you're calculating all of the other stuff, like I have the Morning Meetup, it's $79 a month, but it's heavily pushed by the podcast. So that's another stream.

Dan Henry: (05:54)

So would you say that rivals the affiliate, the affiliated income and just, just again to...

David Shands: (05:59)

Oh, yeah, yeah, yeah, yeah.

Dan Henry: (06:00)

Okay. So, even without the ads, even without your guests having an offer and them giving you a cut, if somebody checks out their stuff, even without all that, the fact that you have this popular podcasting.

David Shands: (06:12)

It'd still be a million. Yeah.

Dan Henry: (06:13)

Yeah. You still, so still still seven-figures. So what is the Morning Meetup?

David Shands: (06:16)

So the Morning Meetup is the only organization that gathers every single day to teach, train and coach entrepreneurs. Specifically beginning entrepreneurs or entrepreneurs that are trying to get, you know, to that quarter million. And they just really need that community. Or we've, we have multi-millionaires that are joining the Morning Meetup. So essentially, I have a theme for the month and we literally have like five, 600 people that join every single day, Monday through Friday, but we'll have a theme for a month. And every call throughout the week supports a theme for the month. So this month is, the theme is nothing can stop you, but today's call, I talked about nothing can stop you with a question mark. Because there are some things that can stop you and we gotta talk about those things that can stop you, or they'll keep stopping you.

David Shands: (07:03)

So they come on and we have a message for the day, and there's a huge community. They stay on the call way after I'm gone. We have a book club. So last year I didn't read any books. You know, even as a coach, you tell people, that you need to read books. Now, I thumbed through a book or something like that. But last year, I didn't read any books, but in the Morning Meetup, because we have a book load, we read 14 cover to cover. So what happens is we'll have, let's say a chapter no more than really 10 pages.

Dan Henry: (07:30)

So you don't need to read books.

David Shands: (07:31)

I love books.

Dan Henry: (07:33)

But, you don't need to cause you got that meetup, right? Because you, are you saying that you're sharing?

David Shands: (07:37)

No, we'll check this out. Here's the thing. So we'll have, we'll have a book for the month, like this month, last month we read Limitless, this month, we're reading Never Split The Difference.

Dan Henry: (07:47)

Oh, Chris Voss.

David Shands: (07:47)

Yeah. Yeah. For sure. Amazing book. So we'll take a chapter in the morning, 10 pages. We'll say, this is the reading assignment for today. And we'll read it that day. Then the next morning from 7:45 to about 8:10, we'll discuss that particular chapter that we read. And that's how we walk through 14 books chapter by chapter.

Dan Henry: (08:06)

Are you on every meetup?

David Shands: (08:07)

Yeah.

Dan Henry: (08:08)

Oh, man.

David Shands: (08:08)

Unless I'm traveling or something, which is rare.

Dan Henry: (08:10)

So, so this is kind of like, it's a little bit similar to what we do at How To Think, you know, cause we have the app and we drip out, we, take a piece of wisdom from, you know, say a mentor throughout history. It could be anybody from Mark Twain to you know, Steve Jobs, what have you. And we take that piece of wisdom and we expand on it and how to actually practically apply it to your life life rather than just, you know, Hey, that's a cool quote. You know? And then I, and then I also share a lot of lessons from, you know, my life going from, you know, working as a pizza boy for seven years and then building a eight-figure business and all that. And you know, just life lessons on, on how to think at a higher level so you can achieve more. And you know, we drip all that out. So, it's kind of like somewhat in the ballpark of a similar offer, but we drip it out and everybody starts from the same point. I just, I can't get up that early sometimes.

David Shands: (09:14)

We're on there live, but like you come on.

Dan Henry: (09:16)

That's awesome, man.

David Shands: (09:16)

And I'm gonna invite you on one day that you can get up at 7:45.

Dan Henry: (09:19)

Yeah. I'll, I'll get up that day.

David Shands: (09:20)

Eight o'clock and yeah. You'll, you'll, you'll see. There's 500 people live little boxes on zoom. Wow. It's it's the most engaging.

Dan Henry: (09:28)

Is that how many members you have or is that how many people attend?

David Shands: (09:31)

No, that's how many people show up show up.

Dan Henry: (09:33)

Wow. You are way, way more.

David Shands: (09:35)

So we have like showing up 500 every day.

Dan Henry: (09:38)

That's awesome.

David Shands: (09:38)

But they're like doing meetups around the country where they're just getting together inner city and that I am not the biggest, I don't think I'm the biggest reason people join or why people are having a success. It's just the community. Like where else you gonna find that every day that you can get

Dan Henry: (09:54)

Yeah. That's, that's an amazing offer. So, you do the podcast, you have an offer like that. And let me ask you this. Cause one thing I've been I'm gonna be a little selfish on this podcast and ask you some stuff cause I want this podcast to be amazing. Sometimes I get so wrapped up in the guests and the conversation I totally forget to promote our How To Think app, you know, to, I forget about it, you know? So, how do you when you have a podcast and you don't wanna take the attention away from the guest, you don't wanna make it all about you. You want great content, but you still obviously want people to listen to your podcast and then buy your offer because it's, I imagine your podcast is one, is a way to promote your offer. And, especially because it's such a great offer, how do you approach every podcast directing people to that offer?

David Shands: (10:42)

Well, my purpose for the podcast, isn't direct people to the offer. Like with when we talked, it wasn't like an ad breakup. Let me tell you about my offer. It's I want to genuinely get people to enjoy this podcast. And my philosophy is if people can fall in love with you, then they'll fall in love with my next guest. And they'll fall in love with my next guest. They'll continue to watch the episode. And eventually they'll take me up on my offer, but I don't care if you take my offer or Dan's offer, I'm make some money from it. But so I'm just, I'm just focused on, let's just have a good show. That's to my number one, focus.

Dan Henry: (11:18)

Can I play devil's advocate here?

David Shands: (11:20)

Of course.

Dan Henry: (11:21)

Okay. So while I think that is an amazing way to look at it and it's all, it's the way I end up doing it a lot, cuz I just kind of get into that and I'm like, I even forget about it. And I'm like, let's have a great show, you know. At the end of the day, you know, if somebody doesn't know that you have an offer, they can't buy. So what do you do to bring, to bring awareness to that offer? You know, how do you do it? I mean, if people listen to your podcast, right, there's gotta be some way for them to know where to go or what to do to check out the Morning Meetup. So how do you approach that?

David Shands: (11:52)

So at the end of the episode, I'll always say this episode sponsored by TheMorningMeetup.Com. I'll talk about it, but it's like a afterthought. I mean, I'll put little ads in the middle of the episode. So if I don't, if someone didn't buy an ad, they didn't buy a ads slot in that particular episode, then I'll put my own patrion or my own podcasting course or whatever. It'll be a small ad in the, in the beginning. But when I'm interviewing you, I'm literally only trying to create the best interview because I know that if remember I told you I'm not a salesperson like that. So I know if you continue to like my interviews and it feels like there's no agenda on my part, you'll keep watching my interviews, which means I'm gonna keep building an audience. And if I keep building an audience, YouTube will pay me. The corporations that put ads in my audio will pay me. If I have a big enough audience, you'll pay me. You'll say, Hey Dave, how much is to put an ad in your podcast? You got all these views, you got all this engagement. So I'm not thinking.

Dan Henry: (12:51)

So it describe to me cuz I'm the, not a podcast expert. I know that it looks like it. Cuz you came in here and yeah, this is beautiful. You saw this studio.

David Shands: (12:58)

I'm trying not to look at the screen. It's just,

Dan Henry: (13:01)

You know,but I'm just, I'm the truth is I went to school for like audio and video. So like that's why this looks so cool and sounds good. I would not consider myself a podcast expert, you know? So describe to me when you say an ad at the beginning, what does that mean? Does that mean at the beginning before the actual interview starts, you're like, Hey, we're about to get into this thing with this person. But remember this is sponsored by kinda like Joe Rogan does at the beginning of his podcast where he'll do this like thing about whatever and then he jumps into it. Is that what you mean by ad?

David Shands: (13:33)

Yes. So you might come to me and say, Hey Dave, I wanna put an ad in your episode, right? And I'll say, okay, gimme the script. What do you want me to say? And he'll say, well drive people to GetClients.Com. These are the buttons that you wanna hit. I'll come on and say, Hey, we're about to start the episode, but I gotta tell you about amazing offer with GetClients.Com featuring my boy, Dan Henry. He does this, this and this. A, B and C. All right. So check it out. We're gonna get into the episode and then we start out.

Dan Henry: (13:57)

Do you, do you get a lot of revenue from just those type of ads?

David Shands: (14:02)

Five-figures.

Dan Henry: (14:03)

Okay, cool. So wow. So I, I, I do have some questions for you about the podcast.

David Shands: (14:10)

Let's do it. Let's go. This is my favorite subject, right?

Dan Henry: (14:12)

I got some specific questions and then I got some other more general mindset question. Cause I know you love to talk about mindset. You love it. Cause we that's what we jammed on, on your show. Okay. So we can do this rapid fire if you want. I really wanna, I want to get the sound bites. So, alright. So the first question I have is what are three, because you have a very successful podcast from a monetary standpoint, right? And, I think that it's important to note that there's a difference between popularity and having, you know, financial success and you have both. So I would consider you, you know, way up there on that level. So my question to you is what are three mistakes that most podcasters make?

David Shands: (14:57)

Number one would be not starting. Number two, not being consistent. So it's just, it's hard to be consistent in anything or they'll go for a while, and then stop and take a break, whatever that means. And then they'll come back. It kills your momentum. It's a huge, if you're gonna start a podcast, start it and just be dedicated to for the next 15 years of podcasting in your life. Just let that be your, the thing that you don't stop. And probably number three is they don't ask anybody for money. They just think you just come on and do a show. Ask some people to sponsor.

Dan Henry: (15:40)

So, so what do you, would you say, ask people to sponsor you mean, you know, ask the guest, Hey, do you have an offer? Let's let's let's work out a split and promote your offer. Do you mean, you know,

David Shands: (15:49)

Well that once, but all right. So Dan, I have a podcast and you have an offer, right? Yes. I have an audience. How much would you pay to get in front of an audience? So let's just say every podcast has value. I don't care if it's one listener or a hundred listeners. Let's just say that every podcast episode that I get is gonna get a thousand down loads. Which isn't much right. A thousand downloads.

Dan Henry: (16:15)

Right. But it's a thousand.

David Shands: (16:16)

It's something. How much would you pay me to put your offer in front of those thousand people?

Dan Henry: (16:25)

I guess it depends on what offer I was promoting. I don't know the going rates.

David Shands: (16:31)

No, just for you.

Dan Henry: (16:32)

A thousand downloads. Oh, I know. One hundred dollars.

David Shands: (16:35)

A hundred bucks. Cool. Okay. Let me ask you this. Let's say I have an offer and I mean, I have a, I have a podcast and I'm getting a hundred downloads. We're gonna put your offer in front of a hundred people. How much would you pay me?

Dan Henry: (16:48)

Well, I guess by that math $10.

David Shands: (16:51)

10 bucks. So if you have a, a very beginning stage podcast where you can get a hundred bucks and maybe I can negotiate 15, right? Because if you think about it, how much is you offer 10,000? What if a hundred people, they don't take it the first week. They don't take it the second week, third week, nothing. The fourth week we got 400 people. You paid $40. You would pay me, you would pay me $20. Yeah. I mean, you, you, you would pay me $50 bucks. I can move up a little bit. You would pay me $60 bucks to get your amazing offer in front of a bunch of people. You would probably take a chance on spending up to $10,000. If you're gonna, like, just for the next two years at that rate, just put me in front of your audience. I believe that you're gonna promote your own podcast. And hopefully it'll grow from, from 100 to 150. The I'm just gonna paint the picture. But even outside of those numbers, give me the $10. That's $40 a month takes care of something, phone bill, something, every podcast has value.

Dan Henry: (17:51)

And then you keep going. You keep growing. And that 40 turns into 400 turns into maybe 4,000, you know? So,

David Shands: (17:57)

And with, yeah, I've got some students, bro. They've gotten they've gotten 2000, 3000, $4,000, 5,000 sponsorships or before even started because they're just painting a picture for people.

Dan Henry: (18:09)

So you, you have a, you said your students, I know you have The Morning Meetup, but you,

David Shands: (18:14)

I have a mentorship. Yeah.

Dan Henry: (18:15)

And is that around podcasting?

David Shands: (18:18)

Yeah. Yeah. Only. Yeah. Only podcasting.

Dan Henry: (18:19)

So that, so this is a course specifically for what we're talking about for starting growing and monetizing a podcast.

David Shands: (18:26)

So I have a course. Yes. But my...

Dan Henry: (18:28)

Don't be shy. It's okay.

David Shands: (18:30)

See, that's what I'm saying.

Dan Henry: (18:31)

Maybe we'll get a link and do a split.

David Shands: (18:33)

Absolutely. Absolutely. But yeah, my mastermind is like a, kind of a higher ticket program. It's 35,000 for the year. And we get together, we have a call every single Monday and then I'm on a call every other Thursday. And I have a course and we do destination events, things of that nature.

Dan Henry: (18:47)

So let me ask you this then, because I'm look gonna at it from both ways. The podcast starting way, where you make money from, you know, having people pay you, but then I'm also looking at it from an advertiser perspective. You know, so like for instance I'm thinking about this, right? Like, you know, everybody, these days, the crunch is on for like social media ads. You know, they get more expensive. So imagine if you took that money and instead of spending, like, let's say you were gonna spend $10,000 this month on say like Facebook or YouTube ads. And instead you took that $10,000 and you spread it across all these different podcasts that are in your niche or in your industry. You know, how do you think that return would compare?

David Shands: (19:29)

Way bigger.

Dan Henry: (19:29)

Really?

David Shands: (19:29)

What?

Dan Henry: (19:30)

Really?

David Shands: (19:31)

Absolutely.

Dan Henry: (19:32)

All right. Can I give you some numbers so that we can like make this real?

David Shands: (19:35)

Yeah. Talk to me.

Dan Henry: (19:35)

All right. So for instance it depends on what it is, but the best, one of the best campaigns I ever ran and this is cuz I did a live event, so this is kind of cheating, but just I'm giving you the best case scenario. We spent, it was like 15 grand. We did $45,000 in sales for the live event. We did $850,000 on the event, but that's like best, you know, and that's we do that Myron stuff, you know, but in a normal sense, you know we had a campaign, we just ran, we spent $20,000 on and we got about $90,000 back. So putting that out there as like, and that's, we're good at it. You know, we're very good at it. Most people don't get that return. We're good at it. Okay. So I don't wanna, you know, but how do you still think that that's comparable?

David Shands: (20:22)

Yeah, yeah, yeah.

Dan Henry: (20:24)

Really?

David Shands: (20:24)

Not to get into my, my guy's numbers, but, so

Dan Henry: (20:29)

But you got my, got my brain like working now.

David Shands: (20:33)

So he, my friend he'll, he sponsors 30 of my episodes at a time. So he did 30. He said, let me just get 30 episodes. He pays for every, every episode. Times 30. And then he came back after his 30 was over and he did it again. Which means what?

Dan Henry: (20:47)

It means he's making money. Now are you, I'm imagine it's on him, but he's probably using some sort of tracking link or something to track.

David Shands: (20:53)

Yeah. I'm sure he, I'm sure he is tracking. I didn't ask him, Hey, how much are you making? But I know it's something if, cause if not...

Dan Henry: (21:00)

You might make a sale after this podcast.

David Shands: (21:03)

You got a little bit of money, so. But you gotta think about this though. So when you see ads, if it catches your eye, then you know, you'll buy. But I have a loyal listener, loyal listenership. Like people listen to the whole thing, like the hour, hour and a half podcast. And they listen to every single week. And they me like, it's somebody that like really, really, my listeners trust me. So when I say, Hey, this person's legit. It automatically gives them validation. So if you can get next to, or in front of someone who has a loyal listenership, like you'd pay Will Smith, whatever for him to say, Hey, y'all, y'all should message my man, Dan Henry, you got the Get Clients. Your business is gonna explode. Not just cuz he's Will Smith, but people trust him. Now you might have these people who have big followings where their audience look at them as an entertainer. And then the return might not be as good because I don't necessarily trust you. I like you, you make me laugh. But I, when I say, Hey, check out Dan Henry. They're like, who? Give me some more jokes.

Dan Henry: (22:14)

Now, now do you think that cuz a lot of people, you know, a lot of people in the consulting and the coaching space, they have high ticket offers, multi thousand dollars offers. So it only takes one sale and you know. But what about people who have lower ticket offers, think like small membership sites or e-commerce, you know, clothing, whatever. Do you think, do you think it still is profitable to advertise on podcasts?

David Shands: (22:41)

Absolutely.

Dan Henry: (22:42)

All right. You got me. Now I gotta look into this cause I've never done that. I've literally never done that. I've never advertised on podcast. That's okay. All right. So let me ask you this. We talked about the mistakes, but let me ask you this. If you had to choose one growth hack, what is, and when I mean growth hack, I mean getting more listeners what is your number one growth hack to getting more listeners for your podcast?

David Shands: (23:08)

My number one growth hack is probably going to be letting your audience know that this is what you do for real. So not you don't just... So you, your main business model might be getting clients. And we do a podcast as kind of like an ancillary marketing thing that gets people into your program. But if you are going to say to your audience, Hey guys, I am all in on podcasting. I truly, truly believe podcasting. And you are, you are letting them know this is the industry that you're in. You're taking this serious. This is the only thing that you're doing. It will grow. So I made that announcement like it was almost a year ago. I said, listen, y'all this is it. I'm not, I'm not focused on anything else. I am a podcaster, address me as such. We got it in my bio podcaster. Like I always talk about podcasting I'm into this industry, I'm in this game.

Dan Henry: (24:03)

And why do you think that specifically, that definition, that way to portray yourself to your audience, how does that connect to growth?

David Shands: (24:12)

Because people want to work with people who like are all in. So if you have a plumber, say the plumber comes by and you have a real issue and he's giving you a quote. And by the time he leaves, he says, Hey, Dan, I also do graphic design. I do web, I build websites and everything.

Dan Henry: (24:28)

Yeah. You're like, nah.

David Shands: (24:30)

Yeah, yeah. But, he might be really good.

Dan Henry: (24:32)

What I'm asking is they would already have to be listening to your podcast for them to know that. So what I'm saying is how does that translate to people who don't know you, who've never listened to your podcast now, all of a sudden, starting to listen to your podcast, to even be aware of that.

David Shands: (24:47)

Because if the people that are listening, like really feel that this is what you do, they're gonna tell other people and share it. I don't think like I'm not, I haven't done like billboards or anything like that. It grows because I have a good show. I study the craft. I'm always talking about podcasting. So there's people that follow me that, probably never listen to my podcast, but eventually they will, it eventually gets in front of 'em. Right. But outside of that, the way that it grows is you having a really good show and people saying, Hey, you need to listen to this. It's the shares. It's the word of mouth.

Dan Henry: (25:18)

So, what, it's you connecting with your audience in a way that makes them really want to share? And word of mouth and cuz I mean let's face it. Word of mouth is the oldest form of promotion and it's still.

David Shands: (25:32)

It still works.

Dan Henry: (25:33)

You know? I mean, if you think about it, it's kind of how stocks and, and crypto and all these market people, they ape into things. They tell people, oh, you gotta get into this coin. You know, it's the same thing. So do you do other, are things like ask your guests to email their lists or tell their people about the show? Do you do anything like that?

David Shands: (25:53)

Uh uh.

Dan Henry: (25:55)

You don't.

David Shands: (25:56)

Never done it.

Dan Henry: (25:57)

Yeah. I believe you. Because I had to ask you for the link to the show, which I still, Brandon, we gotta email that out. We, we gotta get the link to the show that I did on his show and email it out. It cuz it was probably the best show I've ever done.

David Shands: (26:09)

You know what I do though? So one, the guest is gonna feel like it's all about them. Like I'm not in between trying to like compete with you for bars to show my audience.

Dan Henry: (26:21)

You're like that dude that has a 4.1 GPA in school, but is always like a sleep and like all never does his homework. That's you and, and the teacher hates you cause you said a horrible example for the rest of the class, but you're crushin.

David Shands: (26:39)

No, but you gotta think, so think about this. Right. And, and it's really, it'll be smart when you think about it. That you felt good leaving because you felt like the interview was all about you. I'm not competing with you for popularity on the show, which I've been on shows where I'm gonna say something. And then the person interviewing me will piggyback on every point. Right. And I'm like, well, I don't need to be here. You, you got this. You're good. So I'm gonna make it all about you, but I'm also gonna take clips from it of something that you said that was amazing. And post it on my Instagram to promote you again. And then you're gonna DM me, like, yo send me that video.

Dan Henry: (27:17)

So you know what, that's actually true because what did I do? I was hitting you up like, Hey, what's the link? What's the link to my show, to my episode. What, what, you know? And then I shared it, alright. Yeah. That's good. Wow. That, you know, and it's amazing how some people they're like, oh, I gotta set up this templated email to send out to my guests to say, here's your, you know, I gotta have a VA remind them to share it. No, but you're like, I just make it really good. I make it so good that the guest can't help, but share it. Even if I didn't send 'em the link, they're gonna find it. They're gonna ask for it. And then that's true because when I went on, I've been on a lot of podcasts. I've done a lot of interviews and it's a lot of times it's either, like you said, the host will sort of chime in way too much.

Dan Henry: (28:02)

Or the, they will ask really like just generic questions that you've been asked a thousand times. Or they will, you know, not make you feel like it's all about you. And they won't pull the most. They won't pull, like, that's the thing I noticed when I was on your show. You pulled things out of me that most people, they don't pull. They just accept whatever I say. And you're like, no, no, no, no, no. There's some gold in there. And you like open my mouth, crawled inside and start digging through, you know? And I really appreciated that. And I think that's why that's probably one of the best, if not the best interviews I've ever did. So.

David Shands: (28:40)

That's amazing. Thank you.

Dan Henry: (28:41)

Yeah. And that's why I was like, when you were like, I was like, what's your strategy for this? And the at you're like, ah, whatever, you know, I'm like what the, you know?

David Shands: (28:49)

I'm having a ball with this thing. I just love it, I love, I love getting to know people's stories.

Dan Henry: (28:53)

That that's killer man. That's killer. Okay. So if you could go back in time, when you first started your podcast, what changes would you make out of the gate?

David Shands: (29:05)

I would've had a name for my podcast first.

Dan Henry: (29:08)

You didn't have a name?

David Shands: (29:09)

Yo, first 11 episodes there was no name, bro. Go on my YouTube or go on.

Dan Henry: (29:15)

Wow. You talk, talk about an action taker. You're like, ah, I'll give the name later.

David Shands: (29:18)

Yo, my intro was, Hey, welcome to the podcast. I don't have a name just yet, but this person's amazing. And I think like episode 11 or 12, I came up with a name for the podcast. So I mean, I'd probably you know, again had a name. I've probably had a direction kind of, I just did it. Just the, the only, I didn't have a, I didn't do the podcast for podcasting sake. I did a podcast because I was trying to promote an event. So if you were one of the speakers at the event, I'd say, Hey, let me come interview you. I'm going to interview you. Talk about your story and highlight you as an expert. Because if someone watching it sees the interview, they'll buy a ticket to come see you at the event. That was my whole strategy. So that's why I didn't need a name for the podcast. At that point, it was just interviewing the people that were gonna be at the conference. And it worked, you know, people started coming out, but, and then I just stopped after the conference was over. And then I picked it back up when I had another conference coming up and I stopped using that strategy. And eventually it just clicked like, alright now let's get serious cause people like this thing.

Dan Henry: (30:29)

And did you do, do you think that once you got serious about it, you made more of the right decisions or would there have been more things, you know, cause I imagine you've been doing this for a while. How many years you've been doing this?

David Shands: (30:40)

Three years.

Dan Henry: (30:41)

Three years.

David Shands: (30:42)

Three years. Two year, 2019.

Dan Henry: (30:45)

So is this two years from the time you got serious?

David Shands: (30:48)

No, I've been serious since mid, late 2020.

(30:55)

So like.

(30:57)

A little over a year, year and a half.

Dan Henry: (30:57)

So, okay. So, so, so let's take it from the point you got serious from point you got serious to now what changes would, if you could go back in time to that point, what changes would you make?

David Shands: (31:12)

I like, I don't think I would make any changes other than the change that I made. Obviously you start out with some audio. Audios, terrible and you're like, oh, I need another solution for this. And you come up with a better microphone. And Hey, these cameras, they're not as good as they should be. Cuz my camera, the camera I had, it would stop every 30 minutes. So I'd have to...

Dan Henry: (31:32)

Yeah. DSLR .

David Shands: (31:33)

Bro. Imagine you got like three cameras and like this beautiful studio,

Dan Henry: (31:37)

Four.

David Shands: (31:38)

Four cameras. Let me not disrespect your studio. I had one camera. We're sitting like this. I'm gonna hit, I had a Canon 70. You hit the record, you gotta come sit down. And then we say, okay, you ready? Welcome to the podcast, right? We'll start talking. But I put an alarm on my phone for 28 minutes because I knew it's gonna go off in 30. So when I see it going to 28, sometimes you'll hear the little thing and I wait for you to finish your point and I say, hold on.

Dan Henry: (32:08)

So you would low tech...

David Shands: (32:09)

And then I gotta get up, start it over, sit back down and then do it again.

Dan Henry: (32:13)

So you would low tech. That you would, if you could have you'd you'd upgraded the tech a little bit to make it a Better experience?

David Shands: (32:19)

Well, I wouldn't because like that's how you grow, you know what I mean? Like I I'd needed the experience of that.

Dan Henry: (32:26)

I'm gonna press you a little bit, any promotional or content type changes you would've made?

David Shands: (32:32)

I would've started affiliates a lot sooner.

Dan Henry: (32:35)

Okay. So, so, okay. It's a lot sooner. All right. So I've not done that. Yeah. I've not. I, well, I have done it in the past, but I rebranded this show. You know, it was like the Dan Henry show and I stopped for a while. And then I was like, cuz I was just rambling, you know. I just got on and rambled and so I...

David Shands: (32:52)

You're a pretty good rambler though.

Dan Henry: (32:53)

Well, you know, but I just, I wanted, so I wanted to get free coaching, you know.

David Shands: (32:59)

Yeah, for sure. Smart man.

Dan Henry: (33:02)

I wanted to have awesome people sit down and ask, cause you know, I hear podcasts a lot and they'll ask these very generic questions and people answer 'em and I always listening to it going. Yeah, yeah. No, no, no, no. But wait a minute. You know? And I'm like, and I always thought of that and I was like, all right, well I need to start a show where I do that. I don't, I don't take the cookie-cutter answer. I'm like, no, no, no, no, no. How do you do this? You know, so yeah. So that's kind of why I changed the format, but okay, cool. So, so you, you would've done it, you would've monetized it a lot sooner.

David Shands: (33:35)

Yeah. A hundred percent.

Dan Henry: (33:36)

And affiliates. Okay. And how do you you, you just ask the guests, you just say, Hey, listen, you have an offer. It makes money. Cause we, we didn't discuss that at first. You were like, Hey, let's be on the show. And you would just say like, Hey, you have an offer, let's get a link. Let's send em to that offer and work out a split. You just keep it pretty, some direct sort of, you don't have like an SOP for this or anything, you just keep it casual?

David Shands: (34:01)

Maybe I should. Here's the thing. Maybe I probably should do all the stuff that I probably should be doing. But I'm growing every day. I'm learning something that I should do every day. Like we started sending out contracts to all the guests, like for releases of, you know, their content so nothing can happen later. But, that wasn't in the beginning. So I could say, I wish I had the best cameras. I wish I had best mics. I wish I had contracts, but you just, there's a bunch of things that I'm doing wrong right now.

Dan Henry: (34:30)

Do you find it funny that when people have podcasting courses or advice, they always focus on those things, those nuts and bolts and you sort of like took action, and you made it more about the actual quality of the end result. Like the, like, what was that? Cuz that's what I noticed. Our episode, you were just like the questions you were asking and everything. It was, it was all about that. And you know, everything else be damned, you know? Like we're in this hotel, your boy's stand there with the cameras and there's people walking by and they're like in the gettin in the elevators and stuff. And it's like, whatever, you know? And you're like, all that be damned, here we go. You know? And I just, I love that attitude because it just shows you that most people they focus on, oh, I gotta get to the contract and I gotta do this and I gotta have this and I gotta have a website. And you just like whatever. And boom. And it just shows you how taking and focusing on the meat of it. Yeah. Is cuz I think for a lot of people and I could be wrong, it's really safe to focus on things that aren't the meat cuz the hardest thing is the meat. You know, the hardest thing is to be a good host to, and this is in any business, you know? I mean it's, it's...

David Shands: (35:39)

The only, the only way you could be a good host is you gotta do a thousand interviews. So I told my group in Miami that one, I can only tell you my experience, but you're not really, really gonna learn podcasting until you do like 50 episodes. Like there's nothing that I can teach you on this whiteboard that you, that you can, that's really gonna help you become the most successful person. Now you, I, my objective is to get you to like be focused and just keep doing episodes consistently because you'll learn the game. You'll learn your audience. You'll learn what you need to be doing. But I can't, it's like trying to teach you how to swim on a whiteboard. You gotta get in the water and then learn the mistakes. I can't, I don't know all the mistakes that you're gonna do. So we got some people in the group where yo, I just had my first it was crazy, but, he said, man, I just had my first episode where I record the whole episode, but it wasn't recording. And we celebrate that. Congratulations. Welcome to the game.

Dan Henry: (36:37)

Yeah, yeah. I went to school for audio engineering and man, that is the, that like for people that work on computers, like the blue screen of death, you know? That's, the non, the, you did all this stuff. Like you had the, like in the studio, you have like the best take ever and then you didn't, you weren't recording it. Wasn't recording, you know? Or there was something unplugged and its blank, yeah, get it.

David Shands: (36:59)

That's why you think about most of the most, most artists like musicians, their best album is their first one for the most part.

Dan Henry: (37:09)

Why do you think that is?

David Shands: (37:10)

Because they don't know all the stuff that they're supposed to be doing. It's just raw energy and raw, and people love that.

Dan Henry: (37:17)

Yeah. Then it gets tainted. It's tainted by the industry that you should do this. You should do that. Yeah. That makes a lot of sense.

David Shands: (37:24)

Their first one, because they're just young and fresh and they're doing all the stuff they're not supposed to be doing or like speakers. They, they come on stage and they just kill it. And then, you know, people love, they love that, but then they take Toastmaster and then they take their edge away a little bit and they stop saying "um" and they stop leaning and they just, they're more structured and polished and people don't necessarily relate to that because they're not thinking about the pure passion of doing it. They're thinking about doing it right.

Dan Henry: (37:52)

Right. Do now, do you think that the ultimate form of being at the highest level is when you can and think about and execute doing it right. While not losing your edge and while still having that passion show through?

David Shands: (38:05)

Yeah. Or you do like, you do it a few thousand times and it just becomes second nature that you're doing it right. You're still just doing it. You're just doing it. But eventually, so I I'm just doing it. I'm doing it, I'm doing it. And I still like do my podcasting, but now I have like a structure cuz I just noticed, all right, I'm gonna highlight the person as a guest up front. Let's find out how big their business is, how much money they're making and then let's go all the way back to their story so that this, I can relate to the person that's watching to say, yes, this person's successful, but they used to be in your shoes and we're gonna find the journey. And then eventually we'll find out, you know, what they did and they'll start some teaching in there somewhere at some point. But I didn't learn that structure up front. If I tried to do that in the beginning, I would've failed because I'm thinking about the structure but, once you got that unconscious competence.

Dan Henry: (38:58)

Dude, that's heavy. That that's really heavy. A lot of people don't think about that. I mean, I go, I look back on my career. We've our primary way that we, I mean over at GetClients.Com, I have, you know, HowToThink.Com, GetClients.Com, I always have to discern which one I'm talking about, but at GetClients.Com, which is my first eight-figure business, hopefully not the last you know, we generated over 25 million primarily with one method. And that is a video which most people call a webinar, like basically a sales presentation that just plays on automatic, but has like value. It's like, it's like educational. And then it's like, Hey, you want us to help you do this? You know? And so there's so many templates for those type of sales presentations and I've done, you know, I've done many of them.

Dan Henry: (39:52)

I've done hundreds. And if I look back on my career and I look back on the most, the highest performing presentations, the ones that generated the most money, they were the ones where I just picked up a marker. And I just went for it. You know, and the ones that, oh, let me follow this script and all that. And don't get me wrong. You have to educate yourself on what those elements are that make people belive, and that influence people and ways to educate. But instead of trying to neatly put all those together, just having them present in your mind, because you you've been working on it, you've been doing them. And then just letting it come out in a raw performance that has been the thing that has really, really done the most. And you know, it, it's hard to convince people that, cause I just need the script. I just need the template. It's like, no, you need growth. You need you need to learn how to grow into this skill. But people, a lot of people don't want that.

David Shands: (40:46)

Yeah. I would say probably 95% of all viral videos aren't highly produced. It's just somebody did something.

Dan Henry: (40:55)

Somebody did it.

David Shands: (40:55)

And the world loved it.

Dan Henry: (40:58)

Yeah. Like Michael Jackson, we hung the baby off the, he just did it. That was like a cell phone. I'm just kidding. Yeah. Sorry. Okay. I dunno why that popped in my head, but the first image that went in. All right. So I have one more podcast question, and then I'm gonna ask you some questions a little bit deeper. So we'll do it a little more rapid fire so we we get it all in, but real quick, what is your number one trick for getting a bigger name on your show and would that trick, or that tactic apply to someone who has a new show?

David Shands: (41:46)

Either asking them, you know, just ask a bunch of people, or you could pay 'em or a referral. You find somebody who knows the person you ask them to get on the show. Now it does help because I have a bigger audience. So it's a little easier to get somebody to...

Dan Henry: (42:06)

Cause that's what they look for.

David Shands: (42:07)

Yeah, for sure. But I mean, it could work just, you never know you say you create a relationship with someone and you just ask them to do it. So, but watch this, let's say somebody like you're a big name. You're...

Dan Henry: (42:23)

I don't about that. I like to consider myself somewhat high, medium

David Shands: (42:29)

I guess I would consider myself there. Right. But, well, I mean, you're like more people know you than they know me.

Dan Henry: (42:35)

I guess it depends on who you're talking about, but, well, I appreciate it.

David Shands: (42:39)

Well, let's say you weren't a content creator necessarily, or you never really got a chance to tell your story, but you're just, you're just popular. Right? And someone comes to you and says, yeah, I want to interview you, but let me show you this style of content that of people are creating. It's a style where maybe somebody's, you know, kind of like interviewing the person and the person can just like, just give their bars. And I'm just gonna ask you a bunch of questions and you could take some of the content and use it for your social media. The whole thing will be about you, not about me, but I'm gonna ask you a bunch of bunch of questions and you can kind of display your expertise and you know, we'll send people to your link. You might take it if you're not, if you don't have this set up of podcasting and you see all these clips on social media of people podcasting, it doesn't matter about the name it's about, you just want to. It's like me coming up to you with a red camera, like, yo let's create some content. I'll do it for free. Like, yo let's do it. It's you're just letting them create some content. It just happens to be on your podcast.

Dan Henry: (43:35)

Would you say that, cause this is where my mind's going. Right? Like, for instance, I don't think this show right now, like most of my, you say I'm a big name that all came from me, buying media, you know, paid ads, social media. I don't, you know, this show still is relatively in its infancy stages. So I, you, in the world of podcasting, you're a much bigger name, name the mine. So I'm not saying this, this show is like, you know, it doesn't have the traction your show has. But you know what's one thing I thought was, you know, I do have this nice studio. So if I were to make a highlight reel of a bunch of clips and stuff, it like, it like, even if this was the first episode, it looks pretty darn legit.

Dan Henry: (44:15)

So, like you send that to somebody. Maybe I could send that and be like, Hey, look, this is the show. And you know, that would be a good way to be like, Hey, we're serious, you know? But hopefully this show grows and I don't, I no longer have to like, be like, Hey, it's legit. I promise. Cuz you know, if they don't know my name, you know? But okay, cool. Cool. So let me ask you let, let's switch tracks here a little bit and I'm gonna ask you some different questions here. So can you share cuz you know, I believe that the game is 90% mental, almost every game, business, basketball, you know, golf, whatever. Can you share one mindset principle that has created you know, an immense impact in your personal or professional life?

David Shands: (45:10)

Probably that I do understand that like the things that I acquire, my external success won't grow past my ability to accomplish them and my ability is gonna be based on my skillset. So, or kind of just the way I think. I've reached a level of success where I'm at, you know, successful to me, based on the way I think. And I know that I have to get around higher thinking people to get there. So I've never made eight-figures. Right? But it's only because of the way I see things, and the way I think you see things and think differently. So there's some things that I need to know. I need to learn from you because you've done its so I just understand that my mindset is flawed and my objective is to fix that, to find out as much as I can about highly successful people ask as many questions as possible, challenge my own belief systems and continue to grow. So that would be my I just know that I don't know it all, and some people you'll see them make their first six figures and you can't tell 'em anything.

Dan Henry: (46:19)

Oh yeah. They're, yeah. Yeah. They're yeah. I, yeah, I know those people. I see 'em online everywhere. They're in the comment section, they write the really long comments to your three word comment.

David Shands: (46:34)

Absolutely. Yeah, for sure. Just knowing that I don't, there's so much more to know. And

Dan Henry: (46:38)

So it's exposure, it's exposing yourself to new constant new ideas and not tightening up your mind and closing it off to, to what you have found safe in your knowledge that what you know is, cuz you know, it's scary, it's scary to expose yourself to new ideas cuz then you have to admit that maybe you didn't have it all figured out. Or maybe somebody that you respected who taught you something was wrong and you really respected them. And the idea that there's a better way just scares you. And so you close it off. So you don't have to experience that. But when you expose yourself to new awareness, it just constantly levels you up. And one thing I'll say just to tack onto that is many times people are afraid to admit they were wrong or they didn't have it figured out. And if you think about it, think about science, right? Like we say, oh, well there's this many planets in the solar system or this or that. And then we develop technology and we learn more about the universe and oh no, that's a moon. And you know, or, well, no, this didn't actually happen. It's this way. Or you know, well string theory or whatever, you know, it's not actually a whatever. And so to deny that would be to deny progress.

David Shands: (47:49)

Dang that's good.

Dan Henry: (47:49)

You know what I'm saying? And so like the very concept of closing yourself off from new information for the sake of your own mental safety, is the very act of denying yourself progress.

David Shands: (48:04)

Yeah. And I don't believe that anybody is self made. Like there's no self-made millionaires. Like I can point to a dozen people that helped me along this journey. You know what I mean?

Dan Henry: (48:16)

You find me a millionaire that lived in a bubble, their whole life. That's self made.

David Shands: (48:20)

Exactly. Exactly. Nobody's self-made and those that believe it is gonna be really, really hard for them to grow. Oh, can't teach yourself to be more successful. I don't care. I don't care who you are. You may have like went and got the book, but the book was written by somebody who's teaching you right now. So you're not nobody's self-made nobody comes up there with all the great ideas. You might be a you know, you might be an engineer or something like that, but you have a conversation with the guy who's selling you certain cameras and you know something about a camera, but they're helping you helping guide you. Or your assistant might be showing you something about yourself and that might be the thing that helps you double your income. The thing that she showed you about yourself, say, Hey, I don't like the way you said that to me. And you talk to some other people crazy in this office too. And that gets you to go back in the lab and start to analyze yourself. You start to grow as a better leader, and then you grow your company and you say to yourself, well, I'm, self-made, you're crazy. So I there's so many people we need to learn from. Thats how to approach life.

Dan Henry: (49:22)

So speaking of that what's a huge lesson you learned from one of your mentors that made a profound impact on your life and business?

David Shands: (49:33)

It's easier to make a lot of money and a little bit of time than it is to make a little bit of money in a long period of time. First person ever told me that was Markwell Russell. Yeah. And it just changed my whole mindset. I'm like, he's like, yo, how, you know, when you worked a job, you made $30,000 a year. And I'm like, yeah, that's right. He said, that was hard wasn't it? He said, it's easier to make $30,000 in a month than it is to make $30,000 a year. I'm like, yo, no way. He said, well, for the 30,000 working at your job, you had to work the whole year. He said, yo, what if, how hard would you have to work to find 30 people to buy a thousand dollar product that is really, really worth $4,000. I'm like, that'd be a no brainer.

David Shands: (50:13)

Well, let's figure out what we can put together for $4,000. Let's say that process takes two months to just come up with and craft something that's worth $4,000 and you sell it for $1,000 and then you gotta find the 30 people in a month. It's easier to do that than it is to make $30,000 in a year. I said, yo, then, then somebody came along and said, yo, it's easier to make a hundred thousand dollars in a day than it is to make a hundred thousand dollars in a year. And then they start introducing this concept of a million dollars in a day. I'm like, yo, this is crazy. What's what's even wilder is, I implement the things that they teach me. Shouts out Myron and and Neo always shout on Neo cuz he's, he's made a major impact in my life.

Dan Henry: (51:01)

We just interviewed him yesterday.

David Shands: (51:03)

Oh, he's the goat.

Dan Henry: (51:03)

Yeah, he's good. I always love his, his, his vibrant suits.

David Shands: (51:09)

Right, right. Yeah. We had this we're trying to make this like one, I seen him make a million dollars from one pitch twice. Just it was art when I was looking at it. I said, yo, this guy's dope. And he helped me believe that, you know, that, that thing is possible. So this one offer long story short. We, I made about $800,000 in one pitch and I'm like, yo, this is, at first, I'm excited. So I called Neo and I'm like, yo, I got, it was like 30 something people for a $25,000 offer. And I'm like, man, I'm gonna be able to help a lot of people cause they invested in me and I'm excited. And he's like, well, what went wrong? I said, what do you mean? What went wrong? Why didn't you make the million? I'm like Neo, I did come on bro. Like what's what's going on here? And he helped, like he's helping me to stretch myself. Yo, there's so much more and he's pushing and he's pushing and he's pushing. And I have like a bunch of people that are like just pushing and pushing and pushing. But I didn't even, I didn't think that that kind of stuff is possible.

Dan Henry: (52:19)

Yeah. It, it blows your mind, especially when you see somebody else do it.

David Shands: (52:23)

Yo, you're talking about making 25 million in a year. I'm still trying to see it for myself and how that happens. But the fact that,

Dan Henry: (52:30)

Well, that was that wasn't a year. That was a couple years. But it still,

David Shands: (52:34)

Well, I mean, shoot.

Dan Henry: (52:34)

I delivered pizza for seven years. I'm taking it, you know? So you wanna hear a funny story about the, about a million dollar day? So I did an event and I sold a 30, yeah, $30,000 offer. There was there was 34 people that bought, but see, I had said that I would only take on 30 and if I got my math right here if I got my math right here, if you take 30 and you times it by 30000.Thats 900,000. But see, I had 34 people put down a deposit to buy. Right. And so I had said that I was only gonna take on 30. So I called my buddy Myron and I said, man, I, you know, I told him the situation and you know, with 34, that's $1,020,000.

Dan Henry: (53:28)

So I said, you know, I really wanted the million dollar day, but I said, I would take only 30 people. So, you know, I guess I'll have to do it next time. And he's like, what? He's like, dude, he's like, here's what you do right now, go into your student group or whatever it is. And just make a post and say, Hey would any of you care if we took on an extra four people in this offer?

David Shands: (53:51)

That is brilliant.

Dan Henry: (53:51)

I know. And I was like, I didn't even think of that. And so I went in there and I was like, would you guys mind if I took just four extra people so I can have a million dollar day? And everybody was like, it's all good. Right. And then I took it and had a million dollar day. And I was, I was like, that was the simplest most I was literally about to, and not that, you know, 900, whatever it was still a great day.

Dan Henry: (54:14)

But just to have that under my belt to say, I made a million bucks in a day, you know, I just wanted to have that. Yeah. You know, and I was like a little bit like, man, I should have said, I would take on 35 and he's like, no, no, no, no, no, just do this. And so that's a lesson that, you know he's, you know, he's got a lot more years on us, you know? It's just, it's just a lesson right there. You know that you need to expand your awareness and you need to realize that you don't know it all.

David Shands: (54:43)

You got to, you got to, so a little bit of success kills people, man, cuz you get arrogant and you think you're like, you think you're you start calling yourself the goat.

Dan Henry: (54:51)

Yeah. Yeah. If you have to call yourself the goat, you're not the goat. You're not the goat, you know? So let's do this. This was a great, great interview. Did do a good job? Cause now I feel like I'm under the microscope. You're yeah,

David Shands: (55:02)

Yeah, yeah. That's good bro. You're good.

Dan Henry: (55:03)

All right. All right. Well I got, I the goat here, so, you know. I'm sitting here throwing passes and Tom Brady's eating a sandwich watching me, you know? So.

David Shands: (55:15)

This is really good bro.

Dan Henry: (55:16)

But alright. So where can people find more about you?

David Shands: (55:21)

TheMorningMeetup.Com, awesome place to find me. Also Instagram, @sleepis4suckers with the number four S L E E P I S 4 S U C K E R S. And a The Social Proof Podcast, man.

Dan Henry: (55:34)

All right. Awesome.

David Shands: (55:34)

Please check out The Social Proof Podcast.

Dan Henry: (55:35)

And I would love to promote your, I love your, you know, take on podcasting. I'd love to promote your program we'll put on program or mastermind or both to, to my audience. So we'll put a link in the show notes and all that jazz. So that way, if they want to figure out more about that and if they wanna get involved, they can check out that link. So awesome, man.

David Shands: (55:59)

Absolutely. I would love nothing better than to and we'll give your audience a discount or something like that and

Dan Henry: (56:04)

Okay. Sweet. Well, good then that's the, well then that's the link you want to click. So that you get that discount. We'll work that link out. Okay, cool. And then this is the part where I say that this show's sponsored by?

David Shands: (56:15)

Yes. Yes.

Dan Henry: (56:16)

Okay. So this show's sponsored by itself. No, this show it's sponsored by me. I know it's sponsored by HowToThink.Com, where you can get daily success mentoring as well as weekly business mentoring all on an app on your phone, dripped out each and every day. Little, five minute audios to keep you on track for your success and your mindset. Everybody has five minutes a day. So you go to HowToThink.Com. Check that out.

David Shands: (56:42)

Beautiful. Perfect.

Dan Henry: (56:42)

Alright, alright, alright. Alright, hey, man, thank you for coming on so much. I really appreciate it.

David Shands: (56:46)

Yes, sir. Pleasure.

Dan Henry: (56:47)

Thank you

From the Streets to Private Jets with Nehemiah Davis Jan 28, 2022

>>> Get Daily Success Mentoring By Becoming A Member At How To Think<<<

------

Do you believe you can achieve anything you set your mind to?

You might believe that your circumstances or your environment are the reason you can't achieve your goals and dreams.

If you knew the first step to achieve those goals, was to simply believe it was possible for you!

If you could follow in the footsteps of someone who had already achieved those goals and replicate their steps and their processes...

Would you take that first step and believe that you could accomplish that goal?

If you struggle to believe you can achieve your goals and dreams because of your environment or your circumstances, this is for you!

In this episode, I talk with Nehemiah Davis about how he overcame the odds stacked against him when he grew up in challenging circumstances. Nehemiah shares how changing his mindset allowed him to go on to create an eight-figure company and accomplish his many goals in spite of his challenging start in life, and shares how his first step to success was simply believing that he could achieve anything!

In this episode, Nehemiah and I cover:

Where The Seed Of Change Was Planted
Why There's Another Way To Create Success
What The Two Layers Of Financial Literacy Are
How To Have Success With Event Space Rentals
What Is True Success
What Happens When You Give Back
How Investing Creates And Sustains Wealth
What One Piece Of Advice Can Change Your Perspective
And… So Much More!

If you got value from what you heard here, please be sure to subscribe and rate this podcast! Bonus points for you if you write a review! ;)

— SUBSCRIBE & FOLLOW —

Click Here To Get Daily Success Mentoring By Becoming A Member At How To Think

— TRANSCRIPT —

Dan Henry: (00:05)

Hey everyone, welcome to How To Think today. We have Nehemiah Davis on, who is the founder of the Circle Of Greatness. He's the author of, Step Into Greatness. The recipient of the Steve Harvey's, Good Neighbor Award author of three books. And you were actually on the Steve Harvey show where you proposed to your wife and you are the proud owner of an eight-figure company, even coming from modest, if we can say childhood you know, you didn't really have advantages. You didn't have any of that. And you still were able to come in. In fact, you know, from what I'm reading here, you had kind of a challenging life. I mean, your father was in prison for 30 years. Died in prison. You were kicked out of a couple private schools. Yeah. I mean, this is not a, it's not like you had like a good start. And so I appreciate you coming on the show today.

Nehemiah Davis: (01:01)

Happy to be here, brother.

Dan Henry: (01:02)

To share with us like how you, as you put it before we started, you created something out of nothing.

Nehemiah Davis: (01:07)

Literally.

Dan Henry: (01:08)

Thanks for coming on, man.

Nehemiah Davis: (01:08)

Oh, happy to be here, bro. Yeah.

Dan Henry: (01:11)

Awesome. So, so tell me about this. You, your father was in prison for what, 30 years?

Nehemiah Davis: (01:16)

30. My entire, since I was two, he committed murder. Well, allegedly, he said he didn't do it, but that's what they put 'em in life, life in prison for that.

Dan Henry: (01:24)

Wow. Wow. And, and so growing up, I imagine that was not the healthiest, most supportive environment. You're you're raised by your mother.

Nehemiah Davis: (01:33)

Yeah. I was raised by my mom and grandma, but they did such a good job at raising me meaning based on what they know and what they had. They did a phenomenal job. I never felt like I missed the father because they just did a great job. Like showing me different things. Now, again, they couldn't teach me about finances. They couldn't teach me about how to own businesses. They didn't teach me anything about those things, but just giving me the proper upbringing, my mom trying her best. Yes. But for the black household, we used to being fatherless households. It's not really, it's not nothing new. We're used to, you know, I don't wanna say dysfunction cuz every family isn't dysfunction. But a lot of times we didn't grow up with father. A huge amount of households are fatherless. Right. Especially my, in all my friends. So.

Dan Henry: (02:20)

And, and did you grow up you grew up in Philadelphia?

Nehemiah Davis: (02:22)

Yeah. Yeah. West Philadelphia born and raised.

Dan Henry: (02:24)

Born raise. Yeah. I know the song. So was this did you grow up in like a like lower middle class? Poor?

Nehemiah Davis: (02:32)

I grew up in the hood, like, so I grew up literally in the hood. Drug infested neighborhood, outside, they prostitutes around a corner selling drugs. My inspiration was to be a drug dealer because when I used to go on the courts play ball, I just watched them hustle Coke all day. I'm like, man, they had cars, they had money. They got all the, you know, I thought success was clothes. You know, clothes, jewelry, cars, cuz that's what I saw. And I thought that was my life until my mom got married. She moved to a different, better neighborhood in west Philadelphia, which was a more affluent neighborhood. And at that time, so funny affluent, that house was $65,000. That, that was how much the house was.

Dan Henry: (03:12)

You're the Fresh Prince.

Nehemiah Davis: (03:13)

Yeah. Fresh Prince. So I'm living large, but where it really changed my life did a three, well, 180, I always talk about 360, mean you turn into the same spot. But I moved went to a private school where it was only 30 African Americans out of a thousand people. And I used to see everybody go to school. They were driving to school, their parents own hospitals, they own all type of stuff. So my favorite quote, "Once your mind expands into a new concept, or idea it's hard to go back to it's original way thinking." So I saw these rich kids. I'm like, who said that? Oliver Wendell Holmes. So I saw these...

Dan Henry: (03:47)

Okay. That's a great quote.

Nehemiah Davis: (03:47)

Yeah. I love that quote. I saw these rich kids and like, yo, I can have that lifestyle. Although I was still being the knucklehead in that moment in ninth grade, a seed was planted that I could actually become more. That was the first year of my life where I was like, wait, it's a different, it's a total different world than the one I've been living in up to this point.

Dan Henry: (04:09)

Wow. So now you, you were working at a airport private airport at one point. And I...

Nehemiah Davis: (04:15)

My last job.

Dan Henry: (04:16)

So you, that's your last job?

Nehemiah Davis: (04:17)

My very last job. My 10th job.

Dan Henry: (04:19)

So you saw like the private planes and the millionaires and probably even the billionaires coming in and out. How did that affect you?

Nehemiah Davis: (04:26)

Bro, that was phase two. I had two turning points. Number one, being able to go to that school and number two, working at the private airport. Mind you, I had nine jobs that I got fired from. That was my 10th and final job. Every single day I would see millionaires and billionaires every day. I've been on Trump's plane. I got on this dudes plane, he got a 200 passenger plane converted to like a house. It's like a 737. Get on the plane, pilot, take your shoes off. Walking around white carpet, everywhere. Gold, everywhere. Gold sinks, gold toilets. Like this is a aircraft, TVs. I've been on the owner or the Cowboys plane. Bill Gates got off a plane, Oprah. I've seen it all. And I was like, I was the poop boy. I would go on the planes and remove the mess off of the planes. Like that was my job. But what it did was it showed me like, Nehemiah, you now could be a millionaire. You now could fly a private, like I didn't know that world exists. You and I talk sometimes about private jets and stuff, like.

Dan Henry: (05:23)

Yeah, yeah. You fly private a lot now.

Nehemiah Davis: (05:24)

I fly private all the time. Not all the time, but occasionally. So the funny thing is I told my boss, bro, I'm going to fly in this job when I get fired. I mean, I'm going to fly in this job someday. Took me nine years to do it, but eventually, I started flying out of that place that I got fired from all the time. But it started with that idea. I had a seed planted and I've just been a full time entrepreneur the last 14 years. I just find a way to make it work every time.

Dan Henry: (05:52)

Dude. That's awesome. That's so, so let me ask you this. Like there may be somebody listening to this right now who, you know, maybe they're not, maybe they don't live in the, in the slums, right? Maybe, maybe they're not. Or maybe they do, but maybe they're like middle class, lower middle class. They're, but they're just not happy with where they're at wherever they are in the spectrum. They're just not happy with where they're at and thought of, you know, flying on a private jet, I mean, I've, you know, we've talked before. You're always, I mean, you say you don't fly on private a lot, but dude, every time I talk to you're like I'm on a jet, you know? And so like the thought of building a business or getting to the point where you could just do stuff like that. I mean, you got, you got what? Like you got a blue Lamborghini, right?

Nehemiah Davis: (06:36)

I got, I got a couple. I got a Lamborghini truck and a car black, both black.

Dan Henry: (06:42)

I got over the Lamborghini thing personally.

Nehemiah Davis: (06:44)

I know you did. You had it years ago.

Dan Henry: (06:46)

I know. I was like, this is,

Nehemiah Davis: (06:47)

I enjoy cars.

Dan Henry: (06:48)

But, whatever. But, but the point is, the point is that to go from where you were, where you literally had prostitutes dealing drugs outside of your door to flying private, whenever you want with your wife and your kid, like what would you tell somebody who is sitting here right now hearing this who is in that position? Or maybe they're just like lower middle class or whatever. And they work at fricking McDonald's or whatever it is. What would you tell that person about believing that that is possible?

Nehemiah Davis: (07:18)

First, I'm gonna tell 'em there's another way, like the thing is you need to find somebody that went before you. When I saw you get a 10X award, I'm like, I can get one. I seen somebody that you also didn't come from. You didn't come from, I don't believe you came from riches. I don't know.

Dan Henry: (07:34)

No, I, I mean lower, lower, lower middle class.

Nehemiah Davis: (07:37)

Right. But you self made like

Dan Henry: (07:39)

Delivered pizza for seven years, man. Like that wasn't like a high school thing. That was seven years of my life. That was a chunk.

Nehemiah Davis: (07:46)

Right. And I'm sure you probably saw something that made a change. So for me, I'm telling people go online, find somebody. Google successful from my city. Like find somebody who's in that was once in your predicament. And if you see that they can do it now, you know, you know, you know, it's possible. I know it sounds a little cliche, but for me I find somebody who did what I did before and I find out how they did it. And I go see if I could replicate it or create some sort of way to do the exact same thing. So I would say, stay encouraged. Your, your, I always tell people your current situation, not your final destination, where you are, is not where you'll always be. You gotta make up in your mind that success should be your only option. You gotta find another way to do it outside of what you've been doing.

Nehemiah Davis: (08:30)

Cause what you've been doing have gotten you thus far. So start exploring other options. Investing, you know, crypto, we sitting here talking about, you know, crypto game. It's just so many new ways to make money. My biggest thing, Dan, I always ask I'm like, what if I would've gotten into crypto five years? Like start finding out what is that next thing? And I don't know what that is right now. I know we in the NFT space, we in the crypto gaming, but find out what that thing is and learn as much as you can and apply that information. And you can put yourself in a better position in a year or two.

Dan Henry: (09:02)

So if I'm hearing this right, I, and I was gonna repeat it back to you. I'd say that the first step is to actually believe it's possible. And maybe you do that by finding somebody maybe even geographically near you or, or just near you in terms of where you're at in the journey, who actually did make it so that you actually have the belief it can happen. Cuz if you don't have the belief that it can happen, you're not gonna go out and learn the things you need to do. You're not gonna go out and spend hours researching, reading books, you listening to whatever podcast you're not gonna do that. Like, you're gonna go out and you're gonna have fun, you're gonna hang out with your friends. You're gonna go play whatever. Like for me, when I was younger I played a lot of pool.

Dan Henry: (09:40)

So I'd go out for hours and I'd play pool just because that was taking up my time. But I could have been reading books. I could have been doing all that. And then when, eventually when I realized it was actually possible and it was a real thing that was, that was reachable that's what motivated me to go out and actually read the books and actually that, and then, you know, if you were to ask me when I was on my seventh year of delivering pizza, when I was, you know, putting up clocking in and I smelled like grease.

Nehemiah Davis: (10:06)

I didn't know it was seven years, like I kind of thought that was just a part of...

Dan Henry: (10:11)

Nah, dude. That was like my career dude.

Nehemiah Davis: (10:13)

That's crazy.

Dan Henry: (10:13)

I was like, one day I'll be like a manager of this store.

Nehemiah Davis: (10:15)

What, what did you see? That was like, what was that thing for you?

Dan Henry: (10:21)

I, you know, you would think that I'd be able to come up with some sound bite. That, oh, it was this moment, but it was honestly a collection of moments. Throughout my life, that one day they all came glued together at once. I remember one time. So, so when I actually got outta pizza, I started doing my own thing. I was actually a Carney for a while. I would travel with carnivals and I would do like airbrush tattoos for kids. And I had Cotton Candy and all this. And I, one time was at this family's I got hired to do a private birthday party at this very wealthy family's home. And I'm, I'm sitting there and I'm setting up my little cart with the airbrush tattoos and all my stencils for the kids, you know, because they want the different tattoos and I'm looking around and this was a child's birthday party.

Dan Henry: (11:09)

When I grew up, if you had a child's birthday party for like a 10 year old, maybe, maybe you hired a clown. But you know, some parents brought over some dishes that was it. They had literally this catering and entertainment company come in and set up all this stuff. They had like servants coming in and out. It was like insane. You know? And I was like, this is just a kid's birthday party. Like what are y'all doing? It's not like we didn't, he didn't graduate Harvard and be the first man in on the fricking Mars and stuff, you know? So I'm sitting there and I'm watching this and one of the the parents come up to me and they're like, Hey, do you have everything you need? And all this. And I'm looking around at all these nice things. And I'm like, yeah, no, I really do.

Dan Henry: (11:53)

I said, you know, you have a great home and this is a, I've never, and this was the first time I'd ever, you gotta understand. This is the first time I've ever been in a rich person's home ever.

Nehemiah Davis: (12:01)

It expanded your mind.

Dan Henry: (12:02)

Yeah. Yeah. Like, so like up until that point, I only seen it on TV. Oh, there's rich people. It was almost like this thing. Like you see space, you see the moon. And you're like, I know that the exist cause I see it on TV, I can see it outside, but I never been on the moon. And if you actually stood on the moon, you'd be like, holy crap. There really is a moon here. Like I feel like this is like, like a new level of awareness, you know? So when I, when that first time I was in a rich person's home, it made me think like this, that was like the first step.

Dan Henry: (12:32)

It made me think like, this is possible for somebody it's not just something I see in the movies. And so I just got really inspired and I looked at their bookshelf and I noticed that their bookshelf had a bunch of books. And as I did other parties, and as I like got into other situations, I noticed like all the same books. I just noticed patterns. They, people that were wealthy and successful, they talked a certain way. They asked certain questions. They lived a certain and I just started...

Nehemiah Davis: (13:01)

What's one of the books you remember on the shelves?

Dan Henry: (13:03)

There was books like, you know, Made In America by Sam Walton,

Nehemiah Davis: (13:07)

Walton, yeah. That's my favorite. Not my favorite, but a top one.

Dan Henry: (13:10)

There was that one, there was you know, Principles by Ray Dalio. There was just, and at the time I honestly would just look at the cover. And I'd recognize, yeah, I'd recognize the cover. And I just thought to myself, well, if there's a pattern to success and I'm seeing the pattern, maybe I don't fully understand the pattern, but if I go figure it out and I can get into that pattern, maybe I can be more successful. So that was, that was the first step for me to just try. Cause most people just don't even try. They're like, oh, you know, rich people. But if you actually try, you know, if you you'd be surprised, if you can pick up a book and learn more in one book by that millionaire, billionaire that you would in your entire high school, or sometimes even college education. And that's, that's a hard thing to say, cuz we're what we like to defend the education system in America. But in reality it kind of sucks. I mean, it doesn't teach you to be rich because if everybody was dude, if everybody was rich, the economy would collapse. So why would our system of education teach you to be rich? Why would it teach you to be successful? It wouldn't, it teaches you to fall in line.

Nehemiah Davis: (14:20)

Yeah. Crazy.

Nehemiah Davis: (14:21)

You know, it's so funny. I was having a conversation with somebody other I'm like there's two layers of financial literacy. You got the one layer of learning about credit learning about now it's a whole nother layer. You gotta learn about crypto NFTs, crypto. It's like a whole nother. It is like soon as you get that, it's time to learn. Like now I'm learning the hour, a day on crypto NFTs. I'm trying to study cuz I don't want to get left. And that's what happens is we get left cuz we're never told in schools, the entire lifespan of schools, we still don't know how to buy a house. We don't know what the five factors of a credit score. It don't make financial.

Dan Henry: (14:56)

Don't even know how to change, to fill up your air pressure tire. Like, you know? I mean they don't teach you nothing. They don't teach you how to balance your checkbook. They don't teach you what a PNL is.

Nehemiah Davis: (15:05)

We know Christopher Columbus though. We know we know a lot of things.

Dan Henry: (15:08)

Yeah, yeah. Yeah. They teach you things and they're like, they teach you the story book. I mean the whole Christopher Columbus thing, like we could go on about that and like nobody mentions, you know, the fact that there were a lot of people here before them, you know, but.

Nehemiah Davis: (15:25)

Story book stuff,

Dan Henry: (15:25)

Story book stuff, you know, feel good. It's like, that's like Dr. Suess. You know, and again, if you think about it, it's, you're in marketing, I'm in marketing, it's all marketing. I mean, if you create a culture where you make parents feel bad for not challenging the education system, then they feel bad. Then they send their kids to school and they create these little mindless drones that just sort of go with whatever the people who are influencing the educat system deemed. Right. Did I tell you about there's this place in St. Pete called the, the Library?

Nehemiah Davis: (15:59)

No.

Dan Henry: (15:59)

So they have these books that were printed in like 1905 and stuff like not reprints, like original prints. If you pick up those books and you read them and you read the same stories about history, civil war, the Wall Street crash, like all the things throughout history and you read those original books, you will find that the language, the tone and what actually happened is very, very different than what people say. And what people tell you today, because they want you to get angry about things that never happened or really weren't the way they were. And again, it's marketing, like, you know, the whole thing is meant to get you in the system. And when you're an entrepreneur, you're the type of person, like I believe a successful mindset is the most rebellious mindset. You know what I mean? Like you cannot be successful without being a rebel because if you conform, you are falling in line with the masses and the masses are not, are not built for success.

Nehemiah Davis: (17:03)

Yeah. You know, Walt Disney, his quote is observe what the masses do and do the opposite.

Dan Henry: (17:09)

Yeah. I mean, here you go. You know, I mean, that's so that's why for me, I thought like, what if we just took all the people who were the best mentors in the world. And we started studying their actual advice and put their actual advice into practice. And that's how I started trying to like live my life. Like, well, these people already figured out. So instead of just reading the quotes by these people, let me like dive into this and really think about it and really apply it. That's like, that's one of the reasons I started how to think, like, imagine like if you had all those mentors, but you could like break down what they meant by that and how to apply it. And that's, again, one of the reasons we started that app, but you know, I just, I think that a lot of people have to get their mind right before they get their checkbook right.

Nehemiah Davis: (17:58)

But here's the thing, you know, the problem though, Dan, we talk about mindset and the world we in and it's fluff. Like soon as you start talking about mind, get to the topic, I'm like, let me ask you a question, if you started that business and you've been stopping and starting, you think that's a mindset problem or a skillset problem? It's a mindset problem. So we never build a foundation right, it doesn't matter what business you start. You're never gonna be successful cuz you don't even have a determined mind. You don't even have a committed mind. So like I love the topic of mindset, but it's not sexy or cool, but this is, a huge amount of success is your mind, it's your mentality on making your mind up on, I'm gonna make this thing work.

Dan Henry: (18:39)

Well, you know, I think the easiest way to find out if somebody needs mindset work, is if they say they don't need mindset work. That means you need the most of anyone. I mean, think about all the greats. Think of about Tom Brady. Yeah. Like, who who's the greatest football, football quarterback, right?

Nehemiah Davis: (18:53)

Tom Brady,

Dan Henry: (18:54)

Probably Tom Brady. At this point there's no argument, you know? Who's the greatest golfer?

Nehemiah Davis: (18:58)

Tiger Woods.

Dan Henry: (18:58)

Okay. Who's the greatest basketball player?

Nehemiah Davis: (19:01)

They will argue between MJ and LeBron.

Dan Henry: (19:03)

Okay. Who's the, the the greatest female entrepreneur?

Nehemiah Davis: (19:08)

I don't know that.

Dan Henry: (19:09)

Probably Oprah

Nehemiah Davis: (19:10)

Yeah. She's sharp.

Dan Henry: (19:11)

But we can go on and on with this. Go look up every single time someone asks any of those people, what the secret to success is, they all say the same thing. They all say one phrase, literally word for word, they say the game is 90% mental. Right? Basketball's 90% mental. Golf, 90% mental. So when you say, oh, mindset's BS, let's just get to the topic. You're basically saying that you're taking all the people that have achieved the most in this world. At the top of every game, you take all the games you put 'em together in this arena, Hey, football business, this, and you're saying all the top people, the greatest of all time at every single solitary game all says the same and you know, better. That's it's it's crap. You know.

Nehemiah Davis: (19:55)

That's facts.

Dan Henry: (19:56)

So let me ask you this. Let's talk a little bit about cuz we, we talked about that you have an eight-figure business. And you know, you teach people how to start a business, in the thing that you are an expert in. And that is this, this, and I wanna hear more about this, this events based rental thing. Like let's dive into this, like, so, and we've talked about this before. Let me see if I have the gist right. All right? So you go and you rent a, like a retail space, right, or some sort of like commercial space. And instead of putting a business in there, I mean, you are putting a business in there, but instead of like putting your own business in there, you make it look nice and you create an event space. And then you have people rent it out for events, weddings, maybe book signings,

Nehemiah Davis: (20:42)

Book signings, seminars, workshops, repasses the list goes. Anything you can think of event wise, you do at your location.

Dan Henry: (20:50)

So a lot of people have taken the approach to real estate to up their game by instead of saying, let me buy this property and rent it out to at a year lease. They've upped it to let me buy this property and rent it out nightly on like Airbnb or something and go from this much revenue, this much profit to this much with the same property. Meaning you can, you can pay cuz you know the market's going up. And they always say like the person in, in our world, in business, they say the person who can pay the most for a customer wins. So it's almost like the person that can pay the most for a property wins. Because they're upping the game on how they make money from it. Would you say this is sort of similar, but in the world of commercial where you're, you're renting a space. And instead of putting an ice cream shop in there and making a little bit of money, you're doing an event and you're making a lot more money, would you say it's it's similar?

Nehemiah Davis: (21:42)

Yeah, I would say it's similar. And it's just, I mean, think about the ice cream shop. Well, you probably can make good money, but you need heavy staff. You're working there 12, 13 hours a day. How we do, we do the find, fund, automate. So when you find your space, your very next thing of course is marketing. Get it all set up. And we do something called a MVP process, which is Minimal Vehicle Product. You literally need a open space. Like just a we in your studio. You don't need anything else in here to have event space, you got a kitchenet, we got music, that's all you need. Right. And literally you're renting this location right here out for four hours for $700. You're going to do that on Friday. You're going do that twice on Saturday and you're going to do it twice on Sunday, right?

Nehemiah Davis: (22:29)

So the 7, 14, 20 that's 3,500 in the weekend, you do that over four weeks. What's that 30, thats $14,000 that you could potentially make on something that costs you three to 4,000 a month. All in that's paying your one employee. That's paying your one VA. Versus just hypothetically say you run an ice cream shop. You may make 15, 20,000 in a month, but at 20% margin. So you may walk away with a couple thousand verse five to $10,000 extra. So the idea is that you run this over and over again. One of my strategies that I teach my students is we get a church in there on Sundays that take our dead space. So churches right now, they don't want, they don't wanna just go open up a huge church. They one, don't have the capital. It just don't make financial sense right now, especially for them to use their location for Wednesday Bible study and the Sunday event.

Nehemiah Davis: (23:22)

So what they're doing is they're looking to go in spaces and just rent. So what we do, we charge churches a thousand to $1,500 just to use our space on Sundays. What are you doing Sunday morning from nine to 12 anyway, sleeping. You're not doing anything. So we are charging churches our dead time. So you're getting a thousand dollars from them. So they're paying 30 to 50% of your overhead. And then we had one other event, which is a small business event where we get 10 different, small business owners in there, like a popup shop. They all put a table in there with their merchandise on it. They all pay a hundred to 150. So you're making a thousand to 1500 once a month from them. And now you have two events that pay your entire overhead and everybody else getting your location, using the lockbox, they set up their own event and they break their own event down. And it is almost automated outside of you having the cleaning business, having the cleaner, then it is some people still like, I really wanna be hands on, but we just let go of the hands on approach.

Dan Henry: (24:21)

So do you mind if I like kind of like dive into this a little bit, maybe even try to poke some holes and you tell me. You know, cuz I really wanna understand it. You know, I'm a curious guy. So let's just say, I'm gonna give you scenario, right? Let's say I go and I rent a space here in downtown St. Petersburg. Or let's say I buy a commercial building. Because one thing I want to note is let's say, let's say you're already doing well and you need the tax deduction. You need that, that depreciation real estate. You can buy a piece of real estate, get that depreciation again, not tax advice, but I've heard people do this. But you get the depreciation and you know, instead of just owning it and renting it to a, a cuz like for instance, as an investor, my thing is if I buy a property and I want the passive income and I want the depreciation for tax purposes, I don't want another business.

Dan Henry: (25:16)

Right. So like I've had I've looked for some properties before where I find a hotel and they're like, oh, this hotel. I'm like, yeah, but I don't wanna manage a hotel. I don't want another business. So my question to you is, and I imagine people who don't even need a tax deduction, they just, they want passive income. They still have this question. How is this different than running a business? I know it's running a business, but how do you approach this in a way where cuz like where it's as passive as possible because I imagine that you still have to market it. You still have somebody meet them there. You still have somebody collect payment, make sure it's cleaned up. Like there's some things, it's obviously way less than owning an actual business where you sell a product,way less. I get that. But at what, like where are we at in the passive approach here and what makes it as passive as possible?

Nehemiah Davis: (26:06)

Yeah. It's funny. My buddy Paci says, what'd he say? The road to passive is not passive. So you do have to do some work in the front end. So I'm telling people like when you get started, you're gonna work that business for three to four months yourself. But what we do, we have one virtual assistant. They do the advertising, they can run ads on Google. They do all the bookings. They do all the contracts. They take all the phone calls, somebody in Philippines, they take all the phone calls. They do everything.

Dan Henry: (26:36)

Can I ask you a hard question? Probably a question that's gonna make me unpopular in this, in this world that we have now where everybody's hypersensitive about everything. Let's, I'm just gonna be real with you. I've hired VAs before in the Philippines and whatnot. And sometimes for certain jobs they work out. But a lot of times they don't and it's simply because, and I don't care. I don't care to offend anybody. They just don't speak the language nor the culture. I remember one time I had a VA who was doing some bookkeeping work and they asked, you know, what is this Starbucks charge? What is that? They didn't know what Starbucks was. So like, and I'm not saying that's a bad thing. Dude, if I lived in another country, if I were to go to like Turkey or something and I saw some stuff I had no idea what it was.

Dan Henry: (27:20)

I'm not expected to know what it is. So my, you on this, not to like derail your explanation, but like, like I'm gonna ask the hard question. Like how do you trust someone who doesn't know our culture, meaning American, you know, event, like, cuz it's an event space, right? Like there's certain type of events that we have here that maybe other, other cultures aren't used to, or it's different. Somebody who English is not a first language. They don't really know our culture as well as we do. And they're dealing with people who and you know, Americans. We, like to, we like people that speak English. We like, and not because we're, maybe some people are prejudice, but more, just the ease of doing business. You know, and understanding. And so like how do you, how do you manage that? Where they don't mess up your business? Because if you think about it, if you call two different companies and one company is, has somebody who cannot communicate as well as the other and the other one's like, Hey, how you doing? Hey, you know, how is, well, what a Buccs game? You know? Like how do you manage the difference between that? Where that doesn't become an issue with your business, where it still is executed and there's still, the customer still feels valued. Like you didn't just sub somebody out, you know?

Nehemiah Davis: (28:32)

So one of the things is one. You want to get somebody and again, your, your assistant don't gotta be from Philippines. You can use stateside. You could use Costa Rica.

Dan Henry: (28:40)

Yeah. Is it really just finding a good one? Like that's...

Nehemiah Davis: (28:44)

I was gonna say one, you need to get, 'em a SOP. They need to have a SOP.

Dan Henry: (28:47)

Standard operating procedure.

Nehemiah Davis: (28:48)

They need to do some trainings. They need to be listening to your calls and then practicing on their calls. And ideally you also wanna find somebody that got good English. So I don't hire a virtual assistant. Like one of my main virtual assistant I'm talking about, she gets paid bro. $3,000 a month like she's my, my people.

Dan Henry: (29:07)

Yeah. Cause most people, when they think of VAs, they think of like $5 an hour, $3 an hour.

Nehemiah Davis: (29:11)

Oh, for sure. Yeah. That, that's what it really is. You know? But you're still paying them fair because based on for them to eat for a month, one of my team members said it's like $50. They just get a bag of rice or something. But mine, she just bought a car bro. Added to her house. She's making 40,000 a year.

Dan Henry: (29:29)

So what do you pay these VAs?

Nehemiah Davis: (29:30)

So generally...

Dan Henry: (29:32)

Per hour, like, is it like a five, $6 number?

Nehemiah Davis: (29:35)

Yeah. Yeah. So

Dan Henry: (29:35)

Really? Okay.

Nehemiah Davis: (29:36)

It depend, I mean, it goes from, you go online jobs to that PA it goes from $2 an hour to $20. It depends on their skillset and what they want. But

Dan Henry: (29:45)

I'm saying for a good one that can communicate, they can speak good English,

Nehemiah Davis: (29:48)

Like, like $5 an hour. I mean, it could, it is. People do it for less.

Dan Henry: (29:54)

Geez. You can't even get somebody to flip burgers for $5 an hour.

Nehemiah Davis: (29:57)

But, but you know why, here's the thing about the reason why personally like VA and I hope, I hope I can't get in trouble for saying this, but I'm just saying the reason why you

Dan Henry: (30:08)

Don't even worry about it, people are gonna be offended. They're gonna find a way to be offended. Just say what you gotta say.

Nehemiah Davis: (30:12)

But, the reason why I have a team of VAs and Philippines, I got a team in America. I got a, you know, we equal opportunity employer, right? Yeah. But bro, they work diligent. They don't make excuses. Like they just do work, bro. Like I, my team, bro, I could tell you my main VA who gets three grand a month and the last five years working with me I've I can count on one hand how many excuses she gave me. And how many times she called out in the last five years, bro. She just find a way. In America, the excuses, they got options.

Dan Henry: (30:48)

That's the thing though. That's a hard pill for American workers to swallow. Because if you think about like, I've done that too. I've worked I've I've especially like it's software developers. Like a Ukrainian software developer. If they mess something up, they'll fix it and they won't charge you. An American will be like, oh well, you know, I gotta go here. I'm gonna have to charge you to fix it. But you know, I'm watching the football game. Like, I mean, that's the reality of it. You know?

Nehemiah Davis: (31:16)

That's why really enjoy the team that have that. Cuz they don't make excuses bro. And they willing to of figure now at any employee that you, you know, that no matter what, when you bring on, they need training, so you train them up over that month or two, but they take full responsibility. Like I barely talk to my VA who runs the event space stuff. Like she handles it, I got a manager talks to them and I'm out.

Dan Henry: (31:39)

Now I want, we need to preface this saying, this is like it on both ends. This is the majority of cases or, like the lion share. Not, not everybody cuz you know, you're gonna, I have to.

Nehemiah Davis: (31:50)

But you, you'll find bad ones too.

Dan Henry: (31:52)

Yeah. I mean I have people that work for me, both I've I've hired VAs that were terrible and I've hired people here regular Americans that were the best people ever. You know, but we do live in, we're starting to live in more of a global world now where, you know, it's, you know, you're getting a lot more people from the entire world working together, which I think is a great thing. You know, I'm just pointing out like if I was an entrepreneur which I am, but I'm saying if I was listening to this an entrepreneur, even though I might be too scared to say it, people are all like, you know, butt hurt about everything these days, that's still what I'd be thinking. So I'd like, I just wanted to ask that to make sure that I covered those people who were too scared to actually ask it.

Nehemiah Davis: (32:34)

Yeah. No, no. I think man, and here's the other cool thing. When you are providing work for people outside you finding, helping them feed their family.

Dan Henry: (32:44)

Yeah. That's true.

Nehemiah Davis: (32:45)

It's another good life. And you're, you're what, what we get, I wanna make clear. Sometimes you're paying a fair wage based on their economy as well. So if you are giving some, I know VAs that get $2 an hour, I don't pay any back, but I know some that get $8 an hour.

Dan Henry: (33:00)

Like I've paid some at $20 an hour.

Nehemiah Davis: (33:02)

That's what I'm saying. So they're eating well for their economy when their living costs may be a thousand dollars a month for everything. And if they're making four or 5,000

Dan Henry: (33:12)

And they, and in many cases, not all cases, but they work harder. Okay. Well I don't wanna keep jamming on that. So, you get the VA, but, but I understand that for basic marketing, understand that for talking to people. Taking phone calls I get that. But there's there's who, who somebody's gotta meet them there. Somebody's gotta clean the place.

Nehemiah Davis: (33:27)

Yeah. So, so one initially when you're starting, that's you. Meaning you, that is you cuz you gotta know how this business is ran, but ideally you get a manager or event person in place for anywhere from $10 to $20 an hour. And this one individual they're going to, ideally, I tell people to find somebody anywhere from 18 to 21. Just getting outta school, could work part-time, someone who looking to make extra money on weekends.

Dan Henry: (33:54)

Maybe they don't have to take care of a household.

Nehemiah Davis: (33:56)

Don't gotta take care of a household. But you know, paying a 'em upwards to 20, $25, you know, you know, you can make something happen with that. You know, I'm not telling you, you getting rich, but.

Dan Henry: (34:07)

So, you got a VA, a VA, you got a person that meets them there that actually handles

Nehemiah Davis: (34:11)

That one person you could get them to do multiple things. So that one person acts as the manager or a person who's running it. They're meeting the clients there. That same person also doing onsite contracts with a person they're doing open houses. So what we do the same individual who work our open houses also works our events. So open houses are just say Tuesday and Thursdays from six to eight, you are just there. You can come through, check out the location versus me. Dan, can you meet me at the spot right now for your appointment? And then you don't show up. Mm we do Tuesday and Thursdays. You can come here and meet us. We're there from 6:00 to 8:00 PM.

Dan Henry: (34:46)

Why don't you just hire somebody to, if they're gonna be there eight hours a day, like a full-time. Why don't you just have them do everything, why do you need a VA?

Nehemiah Davis: (34:53)

That's what I'm saying, but they're not there eight hours a day. They're like 15 hours a week because they're oh, okay. We're not don't you're generally not doing a lot Monday through Friday. Oh, I see. It's really a weekend gig essentially. So Tuesdays and Thursdays are open house. You still can have events on Thursday, but Friday that same individual may be setting. That same individual they're helping break down an event. They're like the transition person. And for the next event, they're cleaning up. They're they're sweeping, they're mopping and they're getting it right.

Dan Henry: (35:26)

What level do you have to actually like, is it like, is it's more self serve or like what level do you have to get involved?

Nehemiah Davis: (35:33)

Bro, it's self-serve bro. Cause in our contracts, what it used to be, I was setting you up. I was breaking you down. The contract says you set up the event tables are in that closet. Chairs are in this closet. You gotta return in based on the contract, you must return the venue back the same way we gave to you. So guess what the employee gotta do and just go do a light sweep and a mop wipe off walls, restock the bathroom, 30 to 45 minute transition. Next event. Do that same thing again. Once or twice a month, have a cleaning company, come do a clean, a deep clean for a few hundred bucks. But you are basically doing that yourself. So it's really a three person team or two max. So you got your VA, you got that onsite person. And if they had a manager, my mom is in Philly. So she happens to be the manager, but we have other people that work the location.

Dan Henry: (36:24)

So, so let me just ask this. I'm just, I'm running through, you know, I'm an entrepreneur, so I'm running through all the possible scenarios in my head. So let me just, let me ask this. So you probably aren't doing things like weddings.

Nehemiah Davis: (36:40)

Yeah. I'm not doing weddings. No, we can do weddings.

Dan Henry: (36:43)

These are like niche sort of...

Nehemiah Davis: (36:45)

Niche. Baby showers in and out. Book signings, in and out. Seminars, in and out. Popup shops, in and out. If you're doing a wedding, remember they have an event planner. You could do this two ways where you can provide all of that. I just do the, I do the hands off way. I don't, we not your event planner. We not

Dan Henry: (37:02)

Do you stick with one specific? Cuz I would imagine that you would stick with one like almost assembly line type of event so that everything is the same because you may need different supplies or tables or what not for different types of events. So do you like, okay, so when you pick a space, you might say, this space is for X meaning book signings, or this space is for seminars and you just like, so like let's say it's for seminars. You could provide a very basic PA leave it set up.

Nehemiah Davis: (37:29)

That's it. That's what you provide anyway, I teach you that. So you get a surround sound system. You get a projector, your MVP package includes surround sound system, a projector, a mic, right? A TV, hang on a wall, your chairs, that's it. Same setup. We set the 50 chairs up. You can go ahead and look at the screen. The person could talk up front. Baby shower, we line two tables down the center, last supper style. But ideally they set it up however they want because that's in the contract. So we don't even got, we used to do that ourself. We removed ourself, you set it up yourself, you break it down yourself. I want to do less work and make more money.

Dan Henry: (38:09)

Got it. So, this is, this is great stuff. So, for instance, for me, like, let's say I moved out of my rental here in, cause I'm in downtown, we're in the nicest building in down. And let's say I bought a place that I could do the same setup, but it was like also like a seminar room and I rented it out and I used it when I needed to use it. Like, I don't know if like it would be, I probably wouldn't get involved in something like, oh, come record your podcast or whatever. That's too. That's too much of a business. But like, you know, let's say it was just seminar. Right? how important, cause I'm in the thick of downtown. Right. If I were to buy something here, dude, it would be insanely expensive, rental even. I mean, this is, this small teeny space here is like six grand a month. Wow. Yeah. I mean I'm in downtown, you know.

Nehemiah Davis: (38:58)

But I recommend you go downtown.

Dan Henry: (38:59)

Right. But that's what I'm asking, like how important is location in this? And, and does it matter with the type of events you're doing? I imagine it wouldn't matter with like baby showers. But for seminars, like I would think it would have to be near Airports.

Nehemiah Davis: (39:13)

Seminars are, well, we're running micro event spaces. I'm not telling you to go get..

Dan Henry: (39:20)

Oh, I like that micro event spaces.

Nehemiah Davis: (39:21)

Yeah. You're not going to get the Wyndham. We looking for locations that are thousand to 3000 square feet that could put 50 to a hundred people in there. Cause that's on average how many people, we not doing a ClickFunnels conference. You need, you know, you need. We talking about a million dollar production. We talking about event a similar, a small like we run our mastermind, super small niche, 50 people in a room, set up tables and chairs, mic, run it. Like, it's more, it is more simple. If you any other way, now you talking about a production, you talking about...

Dan Henry: (39:54)

What's the most profitable type event that you could run with this method if you had to choose?

Nehemiah Davis: (39:59)

I mean, I like, I mean our number one event is a baby shower. So that's like our number. Yeah. People, well, one, you know, people having babies left and right. So that's our number one event.

Dan Henry: (40:09)

And now is that now, let me, I'm just gonna I'm on a fire em at you. So, so I would imagine that the baby shower thing is volume you. Cause I can't imagine dude, you can go to it's cheap to have a baby shower, right? Like my sister had a baby shower. She did it at a community center. It costs almost nothing. So like my question to you is for something like that, what are they paying for that? And is that a volume play?

Nehemiah Davis: (40:32)

Yeah. So for a baby shower there for my size is all based on your space. Base is 700 to a thousand. That's how much we rent the location.

Dan Henry: (40:40)

For baby shower?

Nehemiah Davis: (40:41)

Yeah. Seven...

Dan Henry: (40:42)

Per day?

Nehemiah Davis: (40:42)

Yeah. One, no six hours, four hour event, time, hour set up hour breakdown.

Dan Henry: (40:46)

Got it. Okay.

Nehemiah Davis: (40:47)

So that's base. That's what we're getting paid. My strategy is to do one event on Friday two on Saturday, two on Sunday. So we are running it like a machine. Twelve to four is one event. We got another event, seven to eleven.

Dan Henry: (40:58)

So that's 20 events a month?

Nehemiah Davis: (41:00)

20 events a month.

Dan Henry: (41:01)

And that's a thousand dollars per baby shower?

Nehemiah Davis: (41:02)

Thousand dollars. 700 to, and that's that's if you run it, like I'm running it. We ain't talking about what if you are providing all the decorations for them, but now that's when we go into a business.

Dan Henry: (41:13)

Yeah. Got it.

Nehemiah Davis: (41:14)

I don't want to go in the, I want to just give you my location. You go set it up, you break it down and I'm just making money and you're using the space.

Dan Henry: (41:23)

I'm gonna bust out my calculator.

Nehemiah Davis: (41:24)

Yeah. You good.

Dan Henry: (41:25)

So if you were to do

Nehemiah Davis: (41:25)

Dans really might, he might go do this.

Dan Henry: (41:28)

Well, you know me, man. But see, I gotta have..

Nehemiah Davis: (41:31)

How about you stay focused?

Dan Henry: (41:31)

Brandon is in the back right now going no. He's like, don't do it. Are you sweating back there? Brandon?

Brandon: (41:41)

No, this is actually interesting for like a, I I was wondering like for a gym space, you know?

Dan Henry: (41:46)

Uh oh, now, I don't have anybody to discourage me now. Now we got problems.

Nehemiah Davis: (41:50)

Yeah.

Dan Henry: (41:50)

Alright. So, hold on. So, let's say I get this space, right? Cause my thing is, I don't even, I'm gonna be honest with you for me personally, for most people listening, they probably care about the income for me. I'm just like, I need to buy something. I need depreciation and I don't want it to cost me money and if it can be lucrative. Great. So that's where my mind's at.

Nehemiah Davis: (42:06)

So I recommend for you bro, I would be doing a commercial building. All right. Triplex, commercial downstairs, or a 10 unit. I know you had a big unit, like a 10 unit or you had something I saw you put on the internet a couple years ago, but got commercial downstairs. Instead of you renting the commercial downstairs out to another entity, you run the event space play.

Dan Henry: (42:28)

See, I thought about.

Nehemiah Davis: (42:29)

That's what I would do.

Dan Henry: (42:30)

I, maybe this would be stupid, but cuz I love where I live. I love downtown. I was thinking like, what if like, like you ever seen these warehouses, they're and they're in warehouse districts. But they can get converted to like all kinds of stuff.

Nehemiah Davis: (42:44)

20, 30 different suites essentially. Yeah. You can do that too.

Dan Henry: (42:47)

So if you, but just let's stick with the baby shower thing, right. Let's say that you had 20 events that you could run, but let's say you're at 70% success rate, meaning 70% booking rate. So times that by 0.7 that's 14 events. Let's just say $700 per baby shower to be super conservative. Time is 700 that's $9,800 a month. Let's what do you think staff costs would be? And I'd be I'm obviously gonna be more cause I'm like 700 per when it's probably be more, you know?,

Nehemiah Davis: (43:20)

Let's just say staff costs cuz we run micro events, micro events. We are looking at, you could do one staff per event. So just call it, call it $200 a day, 250 a day. Just call it 250 a day and that's running two events.

Dan Henry: (43:40)

So that's 3,500. So where, where was I?

Nehemiah Davis: (43:44)

So that's 250 times 14.

Dan Henry: (43:46)

So 9,800 minus 3,500. So now we're at 6,300 profit.

Nehemiah Davis: (43:51)

You still got the, your over your rent.

Dan Henry: (43:53)

Yeah. Right.

Nehemiah Davis: (43:54)

So when you said 3,500, that was 250 times?.

Dan Henry: (43:57)

14.

Nehemiah Davis: (43:58)

Okay. And I, we, those numbers are a lot higher. Like I don't pay 250 in a day.

Dan Henry: (44:02)

Right. And I also time I'm just being conservative. I also time, I also said every event was 700, not a thousand. So like I'm, I'm lowballing like crazy.

Nehemiah Davis: (44:11)

It's 700 based on where I am at. If I'm paying 6,000 for this space, the event starting at a thousand dollars.

Dan Henry: (44:17)

Right. Right. Well that's what I'm saying. So like, so now we left with 6,300. What do you think the rent would be on that place?

Nehemiah Davis: (44:23)

The rent on that

Dan Henry: (44:24)

Where you're getting $700 per baby shower.

Nehemiah Davis: (44:26)

Oh the rent and the overhead. So just so you know, the, just the same bills you pay for your house that's for your event space, you're paying gas, electric water, wifi, and a million dollar insurance policy. So, so let's just say, say like call it 2,500. Okay. Call it three grand.

Dan Henry: (44:40)

So minus 3000. So basically that's 30. So, so you go, you rent a space and that's, this is worst case scenario based on your numbers, 70% booking rate, which is that low. Do you normally get?

Nehemiah Davis: (44:53)

No, thats fair.

Dan Henry: (44:54)

That's fair? Okay, so 14 events a month, the lowest possible, which a lot of people will buy the thousand and you're still making $3,300 a month completely passive. And you're not really doing much and that's just a space. Like, so if you were to, I mean, if you were to do five of those, right. That's like 16 grand a month. And again, this is probably a lot more.

Nehemiah Davis: (45:18)

Or, or you just, you almost could just double what you're doing in that one space. You're just working a little harder, but.

Dan Henry: (45:24)

Okay. So like I, so basically like that was the $6,300 is like or sorry, $3,300 a month was literally the worst case scenario. Like if everything went wrong

Nehemiah Davis: (45:34)

Yeah. And that's passive that's and then you still got your second floor paying your third floor, your fourth, you just making extra or you could just rent your downstairs to somebody else for 2000 and do nothing. But I believe you could get that number higher than the 3,300.

Dan Henry: (45:50)

Yeah. That was just, yeah, because if, if you were to actually go with a good month, you know, where you got a thousand, I mean now that that 1400 number times, 1000 sorry, 14 times 1000 is 14,000. You know, that's...

Nehemiah Davis: (46:07)

Minus your three grand, minus six grand, basically.

Dan Henry: (46:09)

Yeah. So now we're at 8,000 a month, you know? So like the difference between you getting a full rent and you getting that's a, you know yeah. So, so my question to you is, and you teach people...

Nehemiah Davis: (46:19)

And everybody who's event based, bro, they're not markers. So they're not even, they're not like we don't even push heavy Google ads and like we can. Like people not even pushing ads.

Dan Henry: (46:28)

So we, we just saw the difference between 700 and a thousand and all this stuff. I mean, what do you think is the best way to optimize that? To make it as high as possible? Meaning like is baby showers the best way? Or is it seminars or like what do you think the optimal way to get the most out of that would be?

Nehemiah Davis: (46:50)

I mean, to get the most is you're going to just do, add-ons like, Hey, you need extra hour. You're gonna charge for that. Hey, you need chair rentals. You're gonna charge for that. You need, so we're going.

Dan Henry: (47:00)

So this one thing could, so this one thing could go from

Nehemiah Davis: (47:03)

That's just them getting their room from you, bro. That's it and the chairs.

Dan Henry: (47:06)

So, so we did so that $3,300 a month profit that we just talked about. That's like unrealistically conservative. If you start doing the add, Don's an optimization. Now we're talking about 10 grand a month for just one

Nehemiah Davis: (47:18)

Location. But I don't think I can't dispose the exact client in anything. Cuz they said we signed a contract, but I got one person. That's one company using a space on our dead hour, Monday through Friday, they're giving us 11 grand a month, bro. Wow. What that's and they set everything up. They break everything down, theirself, all of that. And we still use it on the weekends for our events. So I'm saying what if on our, and this is our smaller space. What if during the weekend we do another 2,500 that's 10 grand a month extra plus there 10 that's 20 my overhead on that space, call it four, with the staff. And I'm I live in Atlanta. That space is in Philly. I haven't been, I don't even go to my spaces.

Dan Henry: (48:03)

What do you think the is? What do you think the biggest challenge to marketing is? Or is this, I mean, I imagine...

Nehemiah Davis: (48:08)

For you, it is no to,

Dan Henry: (48:09)

Well, not for me. I mean, I'm for the normal average person.

Nehemiah Davis: (48:10)

I mean, it's not even the challenge. It's just get some Google ads up, get some good reviews. The thing about having event space oftentimes is they're a lot of self marketing and repeat customers and a lot of word of mouth marketing with these things. So when people come back and use the space, cuz somebody will referred them.

Dan Henry: (48:30)

Yeah. I mean, I've seen stuff like this, not this specifically, but I've seen like, I mean post on Craigslist or Facebook and it blows up.

Nehemiah Davis: (48:38)

Yeah. We still recommend Craigslist. Facebook.

Dan Henry: (48:40)

Yeah. We ain't even talking about paid ads. I mean,

Nehemiah Davis: (48:42)

I don't Craigslist, Facebook marketplace, all these different booking sites, Pair space. Gigster you could go put your some 30 spaces right now and they'll rent it for you.

Dan Henry: (48:52)

So, this is like you and I know this because I've been through this, I've been through similar types of, you know, businesses and whatnot. And cuz I, I did like the events with the airbrush dude. I mean, this is like almost, you could run this as a zero marketing cost business because I never had paid ads when I did the birthday parties, dude, I just put on like all these sites you're talking about, people would just reach out to me. I didn't do no paid ads.

Nehemiah Davis: (49:15)

You know, bro, this is a good business for somebody looking to generate five to $15,000 a month profit, and get outta their job. They could be free from a job that you hate. Like they're bro. When I, this is my first money I made when I started this where I'm like, wait, you tell me, I just made $700. I didn't have to work. I just went, opened the door for 'em and this before this, when I used to set up your tables and chairs and help you out with trays like this when I was more, but I'm like wait, 700 bucks, bro. I walk in, set you up, break it down. I'm outta here in four hours. I get 700 and mind you, you leave during the time they're in there you go. Do whatever you're doing. I just come back at $700. It, it blew my mind. That's what made me just fall in love with pat making my money work for me. So I don't have to work for it. I'm like over with,

Dan Henry: (50:10)

Do you think, and this is a I'm I have to be selfish for just 15 seconds, because I'm gonna ask this for me. Like I'm trying to ask questions as well for our listeners, but I'm gonna be selfish for 15 seconds. Let's say I set up like some baller, just I'm talking about like ginormous video wall type of like crazy. Baller, ridiculous podcast set up. Like makes Grant Cardones look like, you know, the, the slums, like just, just, I go, I spend like a hundred grand just making it like pow. Right? Do you think, and then I like say, Hey, you know, you can come in and do your podcast. I feel like that sounds good in theory, but I just don't know if there's gonna be enough people that would actually pay that to make that a real thing. That's like,

Nehemiah Davis: (50:57)

They'll pay like you're about to interview with David Shands he just, he's opening a podcast studio with seven different sections in the building. Where does he live though? He's in Atlanta with me.

Dan Henry: (51:07)

Atlanta. Okay. See, I don't know about,

Nehemiah Davis: (51:08)

I don't know about St Pete, but you know, he's going to have a ton of people in there using podcasts.

Dan Henry: (51:12)

That's my ego talking like, Ooh, I like a big you, not that I can't afford it now. I just, I can't I'm like, do I spend a hundred grand on a huge video wall? Or do I put it in, you know, like crypto and I'm like crypto, you know? So, so I'm kind of like, but I feel like right decision as an entrepreneur and not, not make it a hobby is, is do something very repeatable. Like people have babies all the time. People can't stop bumping uglies. So they're gonna make babies and they need baby showers. I mean that, that happens more than weddings, you know? For sure.

Nehemiah Davis: (51:44)

For sure happen more than weddings. Yeah. Yeah.

Dan Henry: (51:46)

Yeah. I mean yeah. So like, I feel like that's the, is there any other,

Nehemiah Davis: (51:51)

That's just one event, bro. We talk, you talk, we I'm just telling you our main event booked. Book signing, seminars, people die unfortunately every day, youre having a repass a week, which are a it's just space available in 48 hours. I and they, you had no other options. Yes. So you,

Dan Henry: (52:09)

So, what other type of events besides baby showers are like really like, like creme de la creme?

Nehemiah Davis: (52:14)

So reasses are another popular.

Dan Henry: (52:15)

What's a repass?

Nehemiah Davis: (52:16)

That's when someone die and basically they need to use your venue to have like the ceremony. They also need to use the venue to have where they like, like a wake. I don't know if you call it a wake.

Dan Henry: (52:28)

They usually do that at funeral homes?

Nehemiah Davis: (52:31)

A lot of funeral homes don't have a space. Oh. So what they do when the funeral home, when the funeral is done, what they do is it, it is almost, it's called a repass, but it's like a after party. Like once the funeral is done, we go to the grave site. We all come meet and eat. They all go do at some event space. Right. So that's baby showers, book, sign and seminars.

Dan Henry: (52:55)

I feel stupid for not knowing what that is.

Nehemiah Davis: (52:57)

You know, graduation parties bridal, bridal showers, just it, bro. We love having events. People just event, especially after cold. When you got to come out again, like people just don't want to be in the house.

Dan Henry: (53:11)

So, you could stick to one. So like if you have a baby shower, right. A lot of times a not all the time, but a lot of times a wedding shower follows that. Gender reveal party,

Nehemiah Davis: (53:21)

Gender reveal. And after they had a baby shower. Guess where they had the kids first year birthday party at.

Dan Henry: (53:26)

Okay. So, so kids, birthday parties, baby showers, gender reveal parties, and

Nehemiah Davis: (53:32)

Re passes, book signings, seminars, popup art shows.

Dan Henry: (53:37)

But you could do all this in the same space?

Nehemiah Davis: (53:39)

Yeah. Why? Because we make sure one of the, the requirements I teach my students is make sure it's an open space. So right here we could come in here right now we could set up a book signing. You could set up a baby shower here for 20 people. You could set up a seminar for 20 people. You could set up a sip and shop.

Dan Henry: (54:00)

I'll get a different space. I kind of like my, I don't want anybody in my studio.

Nehemiah Davis: (54:06)

Yeah, no, no. I'm just, I'm using this for example, because it's a open space, blank canvas. You could do what you want.

Dan Henry: (54:13)

Got you. Gotcha. Okay. This is good stuff man. Like see I'm a serial entrepreneur. So for me, when I hear this stuff, like you would think you'd be like, Dan what are you talking about? You're doing so well, why would you wanna do it? But I just, I'm like, oh my God, you know, I gotta stay focused. Like I always tell people that.

Nehemiah Davis: (54:29)

There's still not. Like I said, if you don't want an extra 10 to 20 grand a month, I think it's worth doing it.

Dan Henry: (54:34)

Yeah. Well, I don't even want, I mean, I just want a, personally, I just want a piece of real estate that's to just, but the depreciation without it's worth it being worried about, you know, so, but that's cool,

Nehemiah Davis: (54:44)

All you need to do is hire one employee, a cousin, somebody who wanna take ownership of something you don't gotta give 'em owner, but give them a little bit of percentage of everything that they get on top of and you run it. They got give them that sense of this is yours. I'm gonna give you,

Dan Henry: (55:01)

I know a couple people who would actually love to do this type of business. They would probably really, really love it. It, you know, but this is cool, man. This is cool. So I don't wanna bang on that all day, but.

Nehemiah Davis: (55:11)

We banged on it, bro.

Dan Henry: (55:12)

Yeah, we did. We did, man. That's like a whole,

Nehemiah Davis: (55:14)

We never even talk about that.

Dan Henry: (55:15)

No. Well I think, you know, I wanna provide value and, and I like that. I ask questions to poke holes, you know, because I know that people think about it. Yeah. And they don't wanna ask the questions. So but I'll leave a link where we can

Nehemiah Davis: (55:28)

Yeah. We'll get you a link.

Dan Henry: (55:29)

For people. Cause I imagine you have like a, you.

Nehemiah Davis: (55:31)

We got a whole course and program for people. Yeah. And then maybe you have a video or webinar or something explains it a little bit more. Yeah. Cool. So we'll leave that in the description and all that. So let me ask you this, you know, what is what do you, you define as success and what do you think is a misrepresentation of what most people define as success?

Nehemiah Davis: (55:56)

Mm that's a good question. What do I define as success? I mean, most people define success a. I wanna say making money, man. Like when you don't make money, that is success. But for me success now, I think success is different from us success. My biggest thing of success for me is freedom. Being able to do what you want when you want, how you want. Hey bro, I could do the podcast tomorrow. I'll be in Tampa. I'm not, I don't have any restrictions.

Dan Henry: (56:25)

So did you fly private here?

Nehemiah Davis: (56:26)

No, I flew commercial.

Dan Henry: (56:28)

It's gonna try to get you.

Nehemiah Davis: (56:29)

I flew commercial. Actually. I got my mastermind in Puerto Rico. We flyin private, down there. Of course. But success to me is being able to spend time with my family. Like my mom is don't have to work. My wife don't have to work. My kids are in a good space. So I think for me, success is defined as freedom and mobility. Shout up my brother, Doug. That's what he says. And just being able to do what you want when you want. That's it's kind of cliche, but that's my definition. But I think success, the most people is just trying to make this certain amount of money. And as you know, when you start making the money, you realize like, it's you still got that empty void of like, what's next? Like I made the money. What can I do now? But it's like,

Dan Henry: (57:16)

Yeah, I will. I will tell you that, that I think you're, I think, you know, human beings are programmed from the very beginning of our exist and to survive.You know, like it started out with, I need to kill the bear or the whatever, and I need to bring the food into the cave. And it evolved, and I need to make money. I need to be financially free. I need passive income, yada yada yada. And I think what happens is, this is my take, and I'd love to hear your opinion on this. A lot of people argue over what means they argue over the definition. You know, if you say the definition is to be financially free, you'll have everybody and their brother coming outta the woodwork saying, no, that's not the definition. The definition is being at peace or whatever.

Dan Henry: (57:56)

Like they'll give you a conflicting definition because maybe money is not important to them. Right. And that's, that's fine. That's great. But what I think the definition of success is it is an ever evolving personal definition because when you, I agree, like when I was young, all I cared about was being able to not have to work for someone else. I mean, I must have delivered thousands of pizzas to people who didn't treat me very well. I mean, some people did, but didn't appreciate me. Like my, I was paying my bills based on other people's generosity. Cuz you don't make jack as a pizza delivery boy, you make it, you make on tips. And so like I just...

Nehemiah Davis: (58:41)

What's the highest tip you ever got?

Dan Henry: (58:43)

I there's this guy named Crazy Mike that you'd go to his place and he had all these monkeys and you'd go past the monkeys and he would always answer the door completely naked with a bottle of like, you know, rum or whiskey in his hand. And he called him Crazy Mike and he would give you like a hundred dollars tip and then he'd give you, like, he'd give you crazy stuff. He'd give you like a bottle of alcohol or a bag of weed or something, you know, like, and a hundred dollars. Good for like one little pizza. And we called him Crazy Mike. So that's probably the biggest tip I got. My, you know, you get weird stuff as a pizza guy, man. Like I've been flashed. I've had people try to invite me in for weird stuff.

Dan Henry: (59:26)

I mean I've had, dude I've had people give me food. I've had people give me Bibles and all kinds of stuff, you know? And I'm like, I just need, I can't give a Bible to my mortgage or not my mortgage. I didn't have a mortgage, but my, I can't give a Bible to the company. You know? So, anyway, the point is that I, my definition of success until the point when I was like about 30 was become financially independent and take care of my family buy, you know? And I did, I bought my mom a house. I bought my dad a house. I mean, I did like I, not only did I get the things that made me happy in term, I'm not gonna say make me happy, but not only did I get financially secured for myself where no matter what I could go wherever.

Dan Henry: (01:00:08)

I wanted wherever I wanted. However I wanted, I had a nice place. Nice cars, nice doctor from my son. All that, like I just bought my mom new, like a new dental procedure that for her mouth, like just any of that stuff taken care of.

Nehemiah Davis: (01:00:22)

It feels good don't it?

Dan Henry: (01:00:23)

It does. It feels great. Buy my dad a house, buy my mom, all that stuff. But then you, once you've achieved that and you're like 30, 35. You're like, okay, I got the, the entire second half of my life to go. And unless you want to build the next Apple, the next Facebook, which I don't want to do, you start to maybe your definition of success changes. Maybe it becomes a more personal journey. Maybe it becomes a more inner journey. Maybe you want to be more of a philanthropist.

Dan Henry: (01:00:48)

Maybe you want to impact more, but in a different way. So I think that when everybody says, what is the definition of success? I believe they're wrong in one definition. I believe that definition changes. And that definition evolves as you, you go through life and it's a very personal thing. But ultimately it comes to being at peace. Yeah. You know, if your life is in turmoil because you can't pay your bills or whatever. You know, stress it's a feeling of peace and that can be financial and it can be personal. But at the end of the day, it's a feeling.

Nehemiah Davis: (01:01:21)

I think the goal of a lot it's money until you, until you get it. Like, I just wanted money until I got I'm like crap, I got it. What's next? So I'm kind of where you at. I'm like soon, I think I got a couple more years of going hard though, but then I want to see what's next.

Dan Henry: (01:01:39)

Yeah. I'm just chilling now doing this podcast.

Nehemiah Davis: (01:01:41)

That's what I'm saying you chillin.

Dan Henry: (01:01:42)

I've been doing so you, you make the money with the event based stuff, but then you started doing what I've been doing for years and creating consulting and education business. You did very well with that. You know, and that's my other company, you know, GetClients.Com, that's what we teach there. And you know, so that's, you know, like that's my thing, my passion, I love teaching people how to educate. I love teaching people how to get clients for, you know, their way to impact and then for How To Think. I love teaching people how to think at a different level and just bringing other great thinkers together to, you know, expand people's minds.

Dan Henry: (01:02:22)

So that they can achieve more. So my stuff's like kind of turned into a passion right now, but again, that's why I say the, the definition of success evolves, you know? So let me ask you this. What, what is one challenge that, like this whole road, right? Going from living in the hood, as you put it all the way to having an eight-figure business, making millions of dollars, Lamborghinis, jets, all this stuff, you know. I mean, and I know, I don't want anybody to get it twisted. You have a very, very, just incredible program for children. Right, you have a charity, which do you want to just like in a minute, expand on that. You know, but you have, you do give, you have as great and as pronounced as the jets and the cars are, so is your philanthropy,

Nehemiah Davis: (01:03:12)

Bro. It's funny. You said my, I started with giving. When I, when I started my first business, 14 years ago was a fruit truck, bro. I was working my butt off seven to seven, not including yeah. Seven to seven sometimes earlier. And my mom was like, son, you making money. I was making $50 a day at best five, $10 profit a day, if that. At that you making money, we need to give back. I'm like what you mean? She said, we need to feed the homeless. We went and fed the homeless one Monday. I gave her $50 to go feed the homeless. I didn't go, came back done. I'm like, no way I went next week. I'm like, wow. We really gave all these sandwiches and food. I did that for the next seven years in my life or seven to eight. Every Monday, we were probably missed two, three Mondays in seven, eight years.

Nehemiah Davis: (01:04:03)

And we start adding all these other things to back to school events for kids, Christmas events for kids Cutting homeless people hair, like skiing for kids like I'm from the hood. Most inner city kids never been skiing. I take them skiing every year for the last right now for the last 10, 12 years, I take a group group of a hundred, 200 kids, skiing fully paid for that's cool. I've been doing those things for years. The only reason why I got on the Steve Harvey show won a hoodie award, the neighborhood award, because I was up against other people who gave back. I just, they looked at me as the one who gave back the most. So I built my brand really over these years, all of these interviews, everything ever got, it was because of the giving back piece. Never really the entrepreneur piece. It just happened to, oh, you you're an entrepreneur too, but I've been giving back kind of forever because my mom ingrained that you need to get back. You need to make a difference. Last few years, I haven't had my foot on the gas with giving back publicly. Like we're giving back every month to different charities, different things. But I'm about to get back to the world, actually seeing it so they know I'm doing it but.

Dan Henry: (01:05:07)

Do you ever feel like, cuz like I do some stuff, but I never like try to mention it. I get this weird feeling like as soon as I mention it, it devalues it because it, yeah, it, oh, you know, it makes your brand look good because you're charitable and maybe more people will, you know, like you or buy from you because you're charitable. And I sometimes feel like I don't mention the things that I do because I don't want it to taint it. You know? I don't know if you feel the same.

Nehemiah Davis: (01:05:34)

Yeah. So for me the last couple years I stopped sharing things. I just get back to so much stuff, but lately we kind of share, you share for two reasons and maybe this could change your perspective. One, it inspires others to do it. No matter what we do, as you know, you always, the one has somebody who got an opinion, whether good, no matter what you do, that's true. It's always gonna be somebody who dislike like it. For whatever reason, there's always gonna be someone who like it. So when we're giving back, we sharing it with others cause we want you to go do that. When we went, we went and shut down a grocery store spent 20, 30,000 on groceries as a group, we did that we didn't even have a cameraman that day, a cameraman happened to come last minute, capture that and went on CNN, went crazy.

Nehemiah Davis: (01:06:17)

But guess what? The next week, the next month, we saw 20, 30 people do that. It was a ripple impact that a lot of people did it. So I feel like when me giving back for the last 14 years, all these annual events in Philly, I watched 10 people start doing it 20. I can't do the whole Philly. Meek Mill's about to give $500,000 worth of toys back to the community. I'm not the person who helped him do that, but he might have saw it somewhere or he got the money and like, yo, I need to do that. So his act is now going to get someone else to do it. Now I'm like, yo, I need to go back to Philly this year to do it. Cuz I see Meek doing it.

Dan Henry: (01:06:55)

You almost feel like it's like you could issue a challenge to other entrepreneurs, you know? Cause we, we were gonna I had this idea, we had this idea that we were gonna like rent out a movie theater for the new Spiderman movie. And I was gonna bring like the company and all this, but then I was, but see you can't rent them out. But even close to the time they come out, they just won't let you cause it's, it's such a big movie and it's so I knew that like virtually everyone at my company was gonna go see it before then. And I was like, well, you know, but then I got a message from somebody. And they, I normally dude, I get like so many messages, you know, but I happen to see this one and they were talking about they have this organization it's local and it's where kids are they're in foster care.

Dan Henry: (01:07:40)

But they're like in a, I don't know the details exactly. I gotta reread the message, but basically they're like past a certain point of foster care where they're not with a family, they're like sort of taken care of, but they're not with an actual family. They're like in a, more of a group setting or something and they just don't get a lot of opportunity to do anything normal, you know? And so I thought about it and I was like, well how cool would it be if, instead of me renting out the movie theater for, you know, my company or for my friends. I rent it out and bring like, I mean, what, I mean, I don't know how many people a movie theater can hold. I imagine like a hundred, you know, but bring them all to like all, to see the Spiderman movie.

Dan Henry: (01:08:23)

Cause they're not gonna get an opportunity to see that anyway.

Nehemiah Davis: (01:08:24)

When it come out, it's about to come out or?

Dan Henry: (01:08:26)

Yeah. So they, they wanna do it in January. So it's about to come out. So it gives time to cool down. Cause they won't even rent the movie theater out until, you know, but like bring 'em all in there and filling the whole theater up. I just thought that would be cool to allow them to achieve or to experience some sense of normal. Like you should not be a kid 10, 11, 12 years old and not be able to go see fricking Spiderman. I mean, what kind of like, you know what I mean? Like, like that's just, I mean, I get that and don't get me wrong. Like we did some stuff over in Africa where like there's water wells and for, do you know for like three grand you can...

Nehemiah Davis: (01:09:06)

Do a well. I'm the one in February.

Dan Henry: (01:09:07)

Yeah. We put my son's name on it. Like you can literally bring like 5,000 people water for like two or three grand. It's insane. And so I understand that there's ways to give back for a more practical, like water, food, but there's, there's kids even still who, who have that they're in systems and they have that, but they don't get to experience something that we might take for granted. Like when's the last time you didn't go see the new Marvel movie. When's the last time you didn't go see the new, whatever movie?

Nehemiah Davis: (01:09:33)

We take a lot for granted.

Dan Henry: (01:09:34)

Yeah, we do.

Nehemiah Davis: (01:09:34)

Bro. I get up and I just be like, thank, thank God. Like cuz walking, bro, talking, like these things is we already millionaires even if you don't have the money, if you wake up with your health, like your strength, like that's, I'll be trying to be cog, cog, whatever that word is. I'll be trying to,

Dan Henry: (01:09:53)

Cognisant. Yeah. It's hard for me to say too.

Nehemiah Davis: (01:09:55)

Some words I can't say that's one of the ones I struggle, but I just be trying to be mindful of how blessed we really are outside of, you know?

Dan Henry: (01:10:02)

Yeah. No, absolutely. It's it's you don't think about, and you also don't think about how what's something to you, which could be a normal dinner that you might go to could be something so impactful to somebody else. You know, like could just be insanely, it's almost like, you know, people who are struggling, but they smoke cigarettes. They don't realize that if they stop smoking cigarettes at $10 a day, they could pay for this other thing that they really need and that they really would change their life. They don't think about that.

Nehemiah Davis: (01:10:35)

$300 a month.

Dan Henry: (01:10:36)

$300 a month, you know.

Nehemiah Davis: (01:10:37)

$3600 a year.

Dan Henry: (01:10:38)

Yeah.

Nehemiah Davis: (01:10:39)

It of course that can change your life.

Dan Henry: (01:10:40)

Plus all the saved money and health issues and all that. But what I'm saying is, is like we take for granted, what is this big to us, but could be this big to someone else. You know, and I know me personally, I think that it's important to always strive to get better at that and be more aware of that. And so I understand your point is I guess for me the thought of sharing, devalues it and taints it. Because I just, I don't, I want to feel comfortable with the fact that I'm doing it for the right reasons, but now I'm putting my comfort over the actual end result, which would be, even if I just inspired or any of us inspired one person to do something similar at the end of the day, more people would get help. So I'm you put that in perspective for me.

Nehemiah Davis: (01:11:34)

Other Marketers might be like, wow, I saw Dan do that. I gotta do that for my community.

Dan Henry: (01:11:38)

Yeah.

Nehemiah Davis: (01:11:40)

Bro, you just said, whenyou talked about the movie thing. I'm literally like, I need to do that. In my mind I was sitting here doing numbers. Like what theater can I, should I do this in Philly? Or should I do it in Atlanta, but I wouldn't have thought to do that if you just didnt say that in that very moment.

Dan Henry: (01:11:54)

That's a great point. That's why I love having these conversations.

Nehemiah Davis: (01:11:56)

There's still people that are gonna say, Dan, why would you do, no matter what we do somebody gonna say something. So now I don't care. I'm gonna go do what I gotta do.

Dan Henry: (01:12:06)

Oh, no I like that. That's well, that's why I like to have these conversations teaching people how to think man. Yeah. That's good. So let me ask you this. What, what's one challenge as an entrepreneur, a successful eight-figure entrepreneur that you are, what's one challenge that you experienced that you did not expect when you started?

Nehemiah Davis: (01:12:25)

One challenge I experienced that I did not expect. One of the challenges that I'm experiencing now is just investing the money that you make. Like it's you accumulating it now I gotta find a better way to grow it. Like I gotta grow it faster. Right? So that's the challenge that I never thought I would've had a problem of once you make the money, how do you make more of it or not more of it, but one of my goals is how do I get passive income, that equal active income. So that's something, you know, Myron talks about like how do we make our passive equal our active. So I don't know if that's a challenge, but I'm just trying to find a way to just keep getting better. I want to, I don't want to have to go out to work if I don't want to. I want to know that enough passive income is coming in to that a substantial ammount is coming in to make sure I'm good forever.

Dan Henry: (01:13:16)

Can I give you my sort of take on that? So I have this buddy, Eric, I had him on the show, Eric Toz. Right. And he...

Nehemiah Davis: (01:13:24)

I know Eric Toz.

Dan Henry: (01:13:26)

You know, Eric, do you? Yeah, he was

Nehemiah Davis: (01:13:27)

No, we was at an event together. So was he at Inner Circle or something?

Dan Henry: (01:13:31)

Dude, we're all in. Yeah. Whatever, you know, we're all in all the things. He owns, he owns a company that and I've been to his factory here. He owns a company that does customized jewelry and they're gonna do like a hundred million dollars this year. Or they did like 66 million, a hundred million dollars next year. The company's worth like hundreds of millions of dollars. Right. But he doesn't take like, for me, like I'm, I'm in a different field consulting. So like my company, I could probably never sell it for hundreds of millions of dollars or even close to that personal cause it's a personal brand. But every month, the insane amount of cash I get is just disgusting. Right? Yeah. So with him he takes a much more modest salary. He lives a much more modest life.

Dan Henry: (01:14:20)

Not by choice, just because, well, by choice, but just because he just doesn't that's it doesn't pay to build up a manufacturing kind of like in the short term, but when he sells that company, if he ever does, he's gonna make me look like a pauper. Like he's gonna be like, he's outta here. You know? And he's such a great guy, cuz like I, we were talking about this the other night I had him over watching the fights and he was just like, yeah, I wonder what my next thing I'm gonna build is? I'm like, bro, I'd be gone. Like what are you talking about? $200 million, 300 million, hundred, 50 million, 20 million. You know, I not saying that's what he would make, but I'm, I was just, I'm guessing, you know, I'm, I'm guessing that if he sold a company like that or if anybody sold a company like that, they'd probably make hundreds of millions of dollars in my opinion, you know, I've never asked him.

Dan Henry: (01:15:03)

But my point is that, you know, he's doing what I consider to be extremely noble delay. And I know a lot of people that have companies like him, it's delayed gratification. You know? And when he, you know, when he cashes out, if he ever does or anybody that has a company like that, they're gonna make a lot more than people like me, but I have a different approach. So my here's my approach. And cuz we're in, we're in similar spaces, right? We're personal brands. We sell high end, you know, consulting and we sell education and stuff like that. And you know, here, here's my view on that. And this has always been my thing because I have a high cashflow business. And again, this is why I own, this is why we teach people to do this at GetClients.Com is because I like to teach people how to make that, because not many people are to spend 3, 4, 5 years grinding it out to then get a 20, 30, $50 million.

Dan Henry: (01:15:56)

Like they need help now, you know? So that's one of the reasons why my heart is close to that. But anyway, we make a ton of cash flow every month from selling consulting, from selling, you know, education and coaching and all that. And I take that money and I invest it immediately. Right. So, I mean, there was a point where every month I was loading up six figures a month into investments. So to me, I'd like to think I'm doing the same thing, but in a different way, because imagine for a moment, like I got into crypto back when was like 18 grand. Ether was like $350. So imagine for a moment. Yeah. I get it. You don't have a company that you can really sell for a crazy multiple, but imagine you dump you, you have a company that makes you a ton of money in the short term.

Dan Henry: (01:16:46)

You take most of that money cuz if you make a hundred grand a month in, let's just say you make a hundred grand a month in actual profit. You gonna spend a hundred grand a month? What are you gonna do with that? You know, you gonna leave it in the bank every day. The dollar goes down to value.

Nehemiah Davis: (01:17:04)

Don't remind me.

Dan Henry: (01:17:05)

Okay. So imagine if you took that money and said, you just kept dollar cost averaging, tucking it into something like crypto. Right? Now I'm not giving investment advice here, but then in a year or two years or three years where that money would be extremely devalued because of inflation and just the printing of the dollar. Now that's even 2, 3, 4, 5, 6 X more than you had. You know, now you start building this crazy investment portfolio.

Dan Henry: (01:17:32)

Or even if it was real estate, whatever, you know? That's been my approach because I just personally, for me, I'm not, I'm not that type of person that's gonna delay gratification. Not because I, I need gratification now. But because I just don't like the stress of owning a big machine that you could work 4, 5, 6 years at. And then let's just say something happens. And all of a sudden, your multimillion dollar exit that you had planned because of anything. You know, regulation, pandemics, whatever, all of a sudden, boom, it's gone. You know? And that's what I think about.

Nehemiah Davis: (01:18:11)

One of the things that helped change my mindset was two things. One of my man Rashad said, yo, one of the things is getting the money. But the other, the other thing that most people don't do is invest the money. And you and I were at Eddie V's one time. And when you said, how, yo bro, you like, yo, I got X amount to my name.

Dan Henry: (01:18:28)

Yeah, keep it to X. Oh, I remember what I told you.

Nehemiah Davis: (01:18:31)

But I'm saying it was a number that I'm like, yo, this dude's making so much money. What do you mean? But it's basically you like, yo, I invest all of my money. And at that time I'm loading money in the bank and I'm like this dude is...

Dan Henry: (01:18:42)

Yeah, so to put it in perspective, cuz I I'll share this. So we were sitting there talking cuz we were at a mastermind for speaking. And we were talking like I was getting an award for a million dollar day when I did a speaking event, I made a million bucks in a day. So like the context of the conversation. And I think you asked like how much you just randomly asked me, like how much money do you keep in the bank? And I was like 60 grand, you know.

Nehemiah Davis: (01:19:04)

Yeah. I was like, yo, I'm like that messed me up though. I'm like, I'm storing all of this money. Now, let me context y'all. I'm storing some money in the bank, whatever the number is.

Dan Henry: (01:19:17)

Yeah. whatever it is. Yeah.

Nehemiah Davis: (01:19:19)

But, still to, I'm not investing enough of my money. That's why I'm I told you, I do this. Like I'm trying to invest all of the money now. I don't want nothing in savings.

Dan Henry: (01:19:27)

Well, just keep in mind though, you know, from one entrepreneur and another investor that at the end of the day I don't invest all of it. Okay. And I diversify like crazy. But the thing about it is, is that, you know, for me you have to accept risk, right. Because there's a ton of risk with any investment. I've lost a million dollars in an investment. But it also made a lot more than that.

Nehemiah Davis: (01:19:54)

Wow. You lost a mill in one investment?

Dan Henry: (01:19:56)

Two, two. $700 in one and $300 and another.

Nehemiah Davis: (01:20:00)

Wow. Tell me what that was later. So I don't do it.

Dan Henry: (01:20:02)

It was just a deal where there was some back alley BS and it was like a very unique, rare situation. And then the other one, I had hired some options, traders, professional options, traders, and they just did a bad job and you know, and so I found my stride in crypto and in certain ways of investing. And I follow a lot of guys. Like, I follow Alex Becker, guys like that. And I just, I also have a macro view on it. Like I know dude, I mean, people talk about NFTs, right? And most people, when they talk about NFTs, they miss the point. They think it's pictures. Has nothing to do with pictures. Has nothing. People are saying stuff like, well I could just right click and save the picture.

Dan Henry: (01:20:46)

Like you say that you have zero idea. What NFTs are. You don't even know. Like the thing is NFTs eventually will be the thing that allows you to go to a baseball game, that allows you to go to an event, that allows you to have access to, imagine there was one thing that would allow you access to anything in life. That's where NFTs are going. It's all in the blockchain. You know what I mean? Because there's too much room room for error in other ways of doing things like the blockchain doesn't lie. If you own the contract, if it's in your wallet, if it's on your whatever, that's it, there's no customer error. There's no O argument over that. It is what it is and that's, what's great about it. And so that's where the world's gonna go. And so I know that, and I also know that like there's certain coins and like, yeah, you can gamble your money on like small cap coins and like gaming crypto.

Dan Henry: (01:21:37)

And you'll probably win, you know, but there's other safe investments that, you know, that, that those like Ethereum dude, like there's no way that in a year or two years, Ethereum is not gonna be higher than it is now. I mean, maybe, maybe, but just researching everything and knowing where the world is going, especially after the pandemic. And how markets react to things like just what's happening in the world. It all points. And then the whole metaverse thing. I mean, dude, even if the metaverse wasn't gonna be a thing, the fact that Facebook said, Hey, we're, we're throwing our hat in now it's gonna be a thing, no matter what, you know? So it's just one of those things where yes, there's risk. But to me, I almost think it's far riskyer investing in a company, then it is investing in, in some of this stuff.

Dan Henry: (01:22:28)

So the other thing, my view on it is that never invest money that if...

Nehemiah Davis: (01:22:34)

You can't afford the lose,

Dan Henry: (01:22:34)

Right. But more but more importantly, that's why I combine a cash flow, positive business with investments. Because right now, if I lost every investment I had, I wait one month and I'm still richer than 99% of the people on the planet, you know? Like that's, and I'm not saying that from like a brag, man. I'm just saying like anybody, like, even if you just had a really profitable, I don't know, ice cream shop or restaurant and maybe had a chain, whatever, whatever the business is, if you are financially stable, the rule is this only invest most of your money cuz you that's what you said to me. You said you invest most of your money. Here's my equation for that only invest most of your money. If you have a cash flow business that is so good that you only have to wait one month to be good again. That's the equation. If that's not true, don't invest the lion share of your money. That's it. That's that's you can't lose doing that. I

Nehemiah Davis: (01:23:31)

Agree. And it's funny. I, when I'm in Becker's mastermind and he was just like, like, yo, what do you just give up your cash flow business? No, you keep that to build your software. But you, you keep that thing, that machine working while you're building that other thing.

Dan Henry: (01:23:45)

Yeah. And, and it's a safety net cause if you make a dumb move and you lose a bunch of money or the markets go to crap, you get it back, you get it. You just, I mean, from a basic survival standpoint, you're good with one or two months on your business. You know, but dude, it's so hard to lose everything with investments. If you diversify. You know, you got some crypto, I mean, you, you could just invest in crypto and have so much diversity inside of that world. There's a ton, but it, you know, crypto, real estates, real estate.

Nehemiah Davis: (01:24:17)

Stocks.

Dan Henry: (01:24:17)

You know? Yeah.

Nehemiah Davis: (01:24:18)

You like stocks or no?

Dan Henry: (01:24:19)

I used to man. I just, I know I, one thing I'll say is it's good to primarily invest in things that you know. I just know crypto a lot better than I know stocks. Like you start talking about all these things with stocks and I know a little bit, but you start talking about it with crypto and I just, I know it better and I'm more comfortable with it cuz I'm more in the I'm. Yeah. I'm not sitting there in, in stock trading forums all day long talking about this stuff, but I am in discords and things like that. So it's just more what, you know. But anyway, so anyway, past that ramble let me ask you what's a piece of advice, a harsh, no holds barred, not holding back, no zero empathy, real raw piece of advice you would give to a young entrepreneur or anybody trying to be successful, that's trying to make it. What, what would that advice be?

Nehemiah Davis: (01:25:19)

Commit first, figure out the rest later start and stay started. I'm tired of so many entrepreneurs, just always got all these excuses of why it won't work, make it work. Like I don't have a option. I don't have a retreat button. I'm mentally unemployable. When I set my mind on the target, I'm gonna do whatever it takes to go get it. And once they adopt that, start working like you going to die tomorrow. And when you, when you act as if you don't got a lot of time, you start more moving at a different rate. If just say we are in December, right, when this is when we're filimg this, I'm not sure it's airing, but just say your time is up on 12/31. You gonna be moving differently. You're about to spend time with your family. You're about to set up businesses. You're about to just work on leaving some sort of legacy. You gotta act like every single day, like tomorrow is your end. And I believe if entrepreneurs took that mindset every single day, they going be maxing out and doing whatever they gotta take to become successful.

Dan Henry: (01:26:16)

What do you think the, what do you think the biggest excuse that people make about not being able to be successful? What do you think the biggest excuse is when people aren't successful and what would you tell 'em?

Nehemiah Davis: (01:26:31)

I mean, most of the biggest excuse is, people don't believe in me. That's the biggest one. I think people's environment and their belief system. You gotta beef up your belief system an your enviornment. You gotta put yourself in the environment of people or books or core something that can change your, your viewpoint. And you just gotta believe in yourself. Like I got superior belief in myself that I'm going to make it work. I don't know the level that I'm gonna make it work, but I know I'm gonna be successful cuz I'm not giving myself an option. I tell people all the time, most people are like actors, they move to LA and they be like, yo, I'm about to pursue acting. But if it don't work out, the moment that you say, but if it don't work, you telling yourself, you don't even believe in yourself. So you gotta find a way to adopt superior belief in yourself and don't retreat till you hit the target burn the ships.

Dan Henry: (01:27:21)

Yeah. That's that's awesome. Can I ask you, can I see a touchy question?

Nehemiah Davis: (01:27:25)

Yeah. Yep.

Dan Henry: (01:27:26)

All right. So you obviously have a large, cause I've seen your following. I've seen your Instagram, you have a large following in the black community. I mean that's where you, you know, like you said earlier, you came from a fatherless home, like that whole thing. So let me ask you this, and I'm not gonna weigh in on this. I just wanna hear your answer. When you hear, cuz I've been at seminars, I've been at masterminds and I've heard this a lot and I don't know how to feel about it, so I'm asking you. When somebody, when a up and coming entrepreneur in the black community says, how would you give me that advice differently? Like how would you give that same advice that you just gave to all of us? How would you give that differently to people of color? How do you react to that? And how do you feel about that?

Nehemiah Davis: (01:28:14)

Is a black person asking me that question or?

Dan Henry: (01:28:17)

Yeah. So like let's say you're in a room, right. And cuz this happened, I was at a mastermind. I was at Myron's mastermind and he's teaching the whole group, you know, we got all different types of people and they're black, white, Spanish, Indian, everybody. Right. And a woman raised her hand, a black woman and said, and he just got done teaching this whole thing and talking about mindset and this, the whole motivational thing. Right. And she said, Hey, that's great. But how would you restate that? And how would you adjust that advice for people of color?

Nehemiah Davis: (01:28:55)

Right. So I mean, I think me being in that mastermind, I think how Myron, what Myron says it is.

Dan Henry: (01:29:04)

Well, I just mean in any situation. Cause I hear that a lot. Not just there. Just, I hear that same question everywhere.

Nehemiah Davis: (01:29:13)

I'm trying to articulate an answer for it because sometimes I don't look that deep and I feel like a lot of the principles that people say are universal. You just gotta adjust them to who you're talking to.

Dan Henry: (01:29:27)

Do you think the advice would change?

Nehemiah Davis: (01:29:32)

Yeah. Depend. Yeah. It would. It would change depending on what the, if it's talking to a young, urban kid in the hood about making the right decisions, being successful in their survival, as they gotta rob and kill, cuz I mean gotta rob and gotta do certain things. You gonna talk to them different than if your upbringing was you never knew about crime. So I think personal development situation, I feel like that is for everybody. But when you're asking specific questions that may have to deal with our culture, I feel like you may have to ask it.

Dan Henry: (01:30:11)

Well, of course, of course I'm more talking about like if somebody says something like you know, okay, this wasn't, this was at a separate right. I think this was at a, like a online summit I heard. And I don't really have an opinion on this. I'm I'm just curious. You know, they said if anybody has ever done it, you can do it too. Meaning like if you wanna build a business in X, Y, Z, if you want to become a best selling author. You know, like you may think that can't do it, but if anybody has ever done it, that means it's possible. And that means you can do it too. And somebody said, well, would you say that? Say like, how would you rephrase that for people of color?

Nehemiah Davis: (01:30:54)

No, I think that's the same. I would, you said it the right way. I think we're, we're all equals to me. I don't care what color your skin is. None of that matters to me. We're all. So I think how that was said, I think that it's fine. It's just, it takes it back to belief. You gotta, if you can do it, I can do it. It doesn't matter. We all the same people like.

Dan Henry: (01:31:16)

But, do you, do you think that like, just being real here you go back a hundred years. I don't think you'd give that same answer cause like you can't.

Nehemiah Davis: (01:31:23)

Yeah. I mean, we were at a different disadvantage a hundred years ago too. So a hundred years ago is slightly different from today. I'm just a guy where I'm at now where there's no excuses, we gotta find a way to make it work.

Dan Henry: (01:31:37)

Do you think that's important to relay? Like do, do you think that's cuz every community I think has different challenges, you know, like, I mean, I recall back when nine 11 happened, you know, dude, like I had friends that were from the middle east and all of a sudden everybody hated them. Like, and it was just like a whole different world for them. Like the, they woke up to a different, different attitude.You know? And so I think, you know, these things happen where you just can't control culture and just how people react. You can only control how you react. You deal with it, you know? But I mean, would you like, cuz I think a lot of people are listening to this. Who's just a, you know, various cultures and whatnot. But I mean, do you have any specific advice that you would say is paramount, paramount for your community?

Dan Henry: (01:32:41)

Because like I, you know, I don't, I can't possibly know what it's like to be in any community other than mine. Any community, you know. I can give generalities, but I don't know what that's like. So do you have like a specific cause where you came from, you know, where you came from. Do you have anything think that you would tell somebody that was in your exact position? They're in the slums. There's a prostitute outside of their house selling drugs. Like they're trying to recruit you into a gang. Like that's pretty rough situation. Like specific advice.

Nehemiah Davis: (01:33:16)

I'm gonna tell whoever that, Hey, stay strong on like, you know, understand that your again, your current situation, not your final destination, whatever goal it is that you want, whether you wanna be a businessman, you wanna be an athlete, whatever it is that you can get it done, but you gotta stay focused. You can't let distractions in. You gotta find a way to get in a better environment. Even most people can't just leave their home and be in a better home. Right. Or in a better school, but find some sort of person or someone who went before you and did it and find out how they did it. So my answer will remain the same there as just find the, you gotta find a way we are. We are people who find a way. Like you gotta, the biggest thing though is for me, I don't think I would be here today.

Nehemiah Davis: (01:34:06)

If I didn't go to that school. And if I didn't see no private jets, I personally don't believe cuz you gotta see it. So most of 'em don't even know, know Mo most of us said don't even know other things just outside of our environment. So if, if I could do anything, I'm always trying to like my mentee, Trey made millions of dollars. He's just on Shark Tank. He's 15. When I'm talking to people with parents or kids, yo go look at this kid, go look at CEO Trey on Instagram. Because I know if they see him 15, just on shark tank made 3 million in this business. Did all of these things. They now got an I oh, I can do it. So I try to tell people, find example fast. And when you find one stick with that, because now it shows you, you can do it. I believe I could be a billionaire. Cuz there is other billionaire.

Dan Henry: (01:35:00)

You have to see it. You have taste it.

Nehemiah Davis: (01:35:02)

I believe you have to that. That's the number one thing for me.

Dan Henry: (01:35:05)

That's what happened to me when I was at that family's house. Like I never, never been to it. Like I tasted it. And when you tasted me, you gotta have more. But at the same time, look, I'm not saying, dude, I had, when I do a delivered pizza, right. I, yeah, I was in a bad situation. Like I could barely pay my rent, blah, blah, blah. But like I had a place, I had a job. I could wake up every day and to some degree have cash in my pocket by just driving around. I had a lot compared to a lot of people. I can never know what it's like to grow up where I, you know, like, they're like, Hey, you know, you're living in the worst possible situation you could possibly live in. And if you just do this thing that you're not supposed to do that could put you in prison, you'll make a little bit of money and having that temptation. I have no idea,

Nehemiah Davis: (01:35:49)

Bro. It's tough. What that's like. I mean, it's honestly it's I didn't have it so bad to that point where I can't give all the advice, cuz I haven't been there, but I know, you know, there's people who had to rob to eat and they made it out. But you know, thank God. So I, some things, even me, black and not, I can't speak to certain things cuz I didn't, I was never poor. My mom made sure I ate. I never didn't go out without a meal. I didn't have to bath in cold water. Like several of us are like poor. Yeah.

Dan Henry: (01:36:21)

There's so many levels of rich and there's so many levels of poor. Like I thought I was poor, but then you describe your situation, but then you just described a situation, worse.

Nehemiah Davis: (01:36:29)

It gets worse. And I really can't speak to that. Cuz I had, I don't really speak to things that I haven't really went through. Like I could show you how to make a million dollars online, 2 million, cuz I've done it right. Multiple times you can show. But I can't really speak to some of the situations educated enough cuz I didn't go through it. I went through a level of, I was never poor. I was never messed up. I just went through some stuff. I didn't have a father. I certain things.

Dan Henry: (01:36:55)

But you had a place to live.

Nehemiah Davis: (01:36:56)

Oh yeah I was good. But some kids don't have that.

Dan Henry: (01:36:58)

May be a nice place to live, but it was a place to live. Most people don't have a lot people.

Nehemiah Davis: (01:37:02)

It was nice. It was nice based on what I knew, then you get me. So if you live in the hood and a row home where it's not, you know, New York have row homes, brownstone, but I'm saying if that's all you know, is it's normal. So we gotta find a way to create new normals, everybody needs to do that. Everybody. What is your new normal? My new normal is traveling. My new normal is spending time with my family like, but it is the biggest thing is going in the community and showing people that it exists.

Dan Henry: (01:37:31)

How did it feel to propose your wife on the fricking Harvy show?

Nehemiah Davis: (01:37:34)

It was dope bro. She was so surprised man. She was,

Dan Henry: (01:37:37)

This was on the Steve Harvey Show?

Nehemiah Davis: (01:37:38)

Yeah, she was so surprised and happy bro. It was dope. But that came from me giving back to the community. I asked my friend, can she get me on there? She said, yep. And she plugged that right up bro. And I met her. She said she found me online from giving back. So she said, you never know, shout out Patrice Washington, you never know got the power to bless you. And she put me right on there. I'm like, wow.

Dan Henry: (01:38:00)

You know, it's funny. I saw that in your bio and I've always, I love Steve Harvey. Love Steve Harvey. I always had this. Cause I don't think he does the Steve Harvey show anymore. He only does radio. Yeah. I always had this dream of being on the Steve Harvey show. I don't know why specifically that show.

Nehemiah Davis: (01:38:15)

It's not too late. You got other shows.

Dan Henry: (01:38:17)

Yeah. I know but when I saw that you were on it and then you got to propose to your wife, I was just like, that must be the coolest feeling ever. You know? And then dude, we always like, you know, what's funny is we always talk about stuff, about you getting on jets and all this stuff and, and cuz I don't even do that, but I don't like to fly. So, you know but you always talking about your wife. You know, you always like have pictures of your wife getting on the plane. Yeah. And like just how has, I don't know her background. I don't know. Where she came from.

Nehemiah Davis: (01:38:49)

I met her in my last job. She made more money than me when I met her.

Dan Henry: (01:38:52)

Really? What was her job?

Nehemiah Davis: (01:38:54)

She was customer service at the private airport.

Dan Henry: (01:38:57)

Oh, at the, oh, okay. So still not didn't come from like a wealthy background.

Nehemiah Davis: (01:39:01)

Oh, she came from worse than me. I mean, raise herself. You know like her situation was, dude, she was with beating on her like all the time. Like she came from way worse, like a different level of worse than me.

Dan Henry: (01:39:16)

Can you just, we're almost out of time, but can you, can you just answer this question for me? Yeah. So your wife, she came from, you know, even worse poverty than you did. And I want to know what it was like the look on her face and how it made you feel the first time you were able to take her on a private jet.

Nehemiah Davis: (01:39:40)

Bro, made me feel good. Cuz she, I wanna say, I don't know this is accurate, but she was still working at that job. So we went to the airport while she was off that day. But I was able to take her to the job that fired me and shout out to my mentor Mark. He, he put me on my first private jet. He let me drive my dream car then, which was Bentley from his office out to the private jet we just got on. And it was just, it was surreal. It was like that moment that I've been waiting for for nine years finally came true. But again, once you, Myron says the quicker you get to your life, the long you get to enjoy it. Once I touch that jet, I've been on 50 of 'em. It's like, yeah, you gotta find a way to get expose yourself as quickly as you can, because once you get there, it's going to just,

Dan Henry: (01:40:30)

I just, I just really wanted to ask that question, you know, felt what was the reaction of your wife when you took her?

Nehemiah Davis: (01:40:36)

She was smiling ear to ear. I got the video and everything was crazy, bro. It, it was a good time

Dan Henry: (01:40:42)

Dude. That's that's that's incredible. That's incredible. Awesome. Alright. So where can people check you out more and go follow?

Nehemiah Davis: (01:40:51)

Yeah. So you guys could check me out Instagram @NeoDaviso, N E O D A V I S O. That is my main place that I hang out on. You also can just check me out We got GreatnessMastermind.Com. That's if you want to learn from me at a higher level. We're able to help you grow and scale your digital marketing business. And that's pretty much it follow me online and I would love to be able to add value and help you in any way that I can. Shoot me a DM.

Dan Henry: (01:41:21)

Cool, awesome.

Nehemiah Davis: (01:41:22)

Just write Dan Henry

Dan Henry: (01:41:23)

I got, I gotta put you on the spot. So for our, How To Think users or How To Think members. You know, they get the daily success mentoring when they're a member, they get the business mentoring, but we also have some courses, some audio courses on our app that they can go through. And I would love if you have time just a mini course or something I would love to get you to come on and maybe submit a, just a simple audio course on your event stuff or so, or whatever you wanna cover. So that our users can can take that course.

Nehemiah Davis: (01:41:59)

Say, say no more it's audio or video?

Dan Henry: (01:42:02)

All audio. I keep it super simple.

Nehemiah Davis: (01:42:02)

Oh, that's dope. Audio course.

Dan Henry: (01:42:04)

Yeah. Yeah. It's just that it's so for anybody listening if, if you loved what Neo had to say, and you'd like to learn you can go to HowToThink.Com sign up as a member. And I think we're gonna be getting an audio course from him on that.

Nehemiah Davis: (01:42:18)

You will 100%. I got you.

Dan Henry: (01:42:20)

Yeah. Right, man. That's that's incredible, dude. Thank you so much for coming on was fantastic.

Nehemiah Davis: (01:42:24)

It pretty dope, bro. Thank you.

Dan Henry: (01:42:25)

Well, maybe we'll do it again next time you're in town, you know, we might get like some couple people and do like a round table round that would be sweet, so alright. Awesome man.

How To Get Massive Mental and Physical Gains With William Myers Jan 21, 2022

>>> Get Daily Success Mentoring By Becoming A Member At How To Think<<<

------

Do you believe health is wealth?

You might have heard that phrase before, but have you ever paused to consider how your health or lack thereof impacts your dreams, goals, and ambitions...

Imagine what it would feel like to have the mental and physical energy you need to tackle your daily goals and responsibilities without the need for a midday nap or another Red Bull…

Amazing, right?

Now imagine what it would feel like to watch those goals and dreams slip through your fingers after years of hard work, all because your health is declining from years of grinding it out without proper rest and nutrition.

One truth remains…

You can pay for your health now, or you can pay for it later, but choosing to pay for it later will be far more costly than you think.

If you’re someone who struggles with diet and fitness in your day-to-day routine, this is for you!

In this episode, I talk with Will Myers about some of the most common mistakes and misconceptions about health and fitness. Will shares his insight into just how simple it can be to include a healthy diet and fitness routine into your already busy schedule without taking too much of your time!

In this episode, Will and I cover:

How To Avoid Splitting Your Circle Of Focus
What Goes Into The Mindset Of Bodybuilding
What Common Diet Misconceptions Could Be Affecting Your Weight Loss
Why Meals and Meal Timing Are Key
What Is The Biggest Weight Loss Mistake You Can Make
Why You've Got To Be Resourceful
How To Make Your Mindset Shift To Make It Happen
HowIt's Possible To Have It All
And… So Much More!

If you got value from what you heard here, please be sure to subscribe and rate this podcast! Bonus points for you if you write a review! ;)

— SUBSCRIBE & FOLLOW —

Click Here To Get Daily Success Mentoring By Becoming A Member At How To Think

— TRANSCRIPT —

Dan Henry: (00:00)

Hey, everyone. Welcome to the How To Think podcast, where we interview people who have done amazing things in life. And we sit down and talk to them and figure out how they did them, and what kind of mindset and paradigm shifts they made upstairs to really make that change and how they think. And today, we have an amazing guest. His name is Will Myers. He's a professional trainer, he's a bodybuilder and nutritionist. And the guy is absolutely amazing. He is actually my personal trainer that I met about six months ago. And we created this arrangement where I would help him with his business and he would train me. And in my time with him, I've experienced just insane gains in my personal health weight loss, building muscle. And I just wanted to invite him on the show to talk about it.

Dan Henry: (00:54)

And so over this I think it's a couple-hour interview, we talk about building muscle. We talk about losing weight, especially if you are a busy entrepreneur, we talk a lot about misconceptions and really some awesome tactics. Again, especially if you're busy and you're focused on, you know, trying to build a business or accomplish a goal, but you still want to be in shape and you still want to further your health goals. This is an absolute must-watch. And as always, if you're interested in getting daily success mentoring, you can go to HowToThink.Com and sign up to get daily mentoring with that said, let's hop right into the interview and get this party started.

Dan Henry: (01:45)

What's up, Will, how you doing man?

William Myers: (01:48)

My man. Doing good. Real good.

Dan Henry: (01:49)

So I had to bring you on because you know, a lot of times I bring people on the show who have like large social followings or what have you. And but that doesn't always mean they have the best information and

William Myers: (02:02)

That's true.

Dan Henry: (02:02)

Yeah. And I've been working with you now for how long, how long have we been working out together? Six months?

William Myers: (02:10)

I think. Yeah. We're crossing into that six months.

Dan Henry: (02:11)

Yeah. So, so I'm gonna, actually, if you look at the picture this is what got me and I'll, I'll let you tell the story of how we met in a moment, but you, you are a high-level, high-level, personal trainer, bodybuilder and your transformation from basically a skinny guy that I always tell you, you look like that, that dude at the beginning of Ironman One. That skinny dude in the cave. You know, but that transformation from that to the picture on the right is just absolutely insane. And how long did that take?

William Myers: (02:51)

That was about three years.

Dan Henry: (02:52)

Three years.

William Myers: (02:53)

Yeah.

Dan Henry: (02:53)

And that was completely clean. No gear, no steroids.

William Myers: (02:56)

Absolutely. Yeah. All natural.

Dan Henry: (02:58)

Wow.

William Myers: (02:58)

Food and hard work, man.

Dan Henry: (02:59)

And I know, I know a lot of people are not gonna believe that because they just don't. They always associate it with that, but I've been working out with you for six months and we've been, you know, talking and I've like, I just know because I've, you know, I've, we talk about it and we meet people that are on and off and.

William Myers: (03:18)

Right. The difference is crazy.

Dan Henry: (03:20)

Yeah. The, yeah, because you, you see that, that immediate over vascularity and, and all that, you know? You did it naturally with food, and now that I've worked out with you and, your nutrition and, what you've helped me do, I can totally see how you did that in three years. It's funny because I had personally, you know, being an entrepreneur is tough when it comes to working out.

Dan Henry: (03:44)

Because not only do you have limited time, but you're sitting a lot and you have fires to put out constantly and you, sometimes you just have to like go and deal with something, you know? But I had struggled to lose weight for a long time. And then I, sort of, you know, figured some things out. I bought some programs and I was able to lose weight and I was able to actually lose a lot of weight and get pretty skinny. But I was skinny. I was,

William Myers: (04:10)

I remember that photo.

Dan Henry: (04:11)

Yeah. I was like super skinny. And I was getting like, I was getting comments on like Instagram and stuff, like oh, you need some muscle and da, da, da, da. You know? And I was never able to do both to like gain muscle and maintain more of a lean lean look.

Dan Henry: (04:26)

And since I've been working out with you, I've just, I mean, Brandon, go to go to the wide shot. Let me, see the like, look at that. I, my arms have never been that big. I'm just gonna, they're not as big as Wills over here, but I've definitely put on some. Grab that bobblehead real quick. You made a,

William Myers: (04:42)

Oh boy,

Dan Henry: (04:42)

You made a comment. So this right here, this is hilarious.

William Myers: (04:45)

Y'all gonna love this.

Dan Henry: (04:46)

This right here. Somebody sent this to me as a gift. And it's a bobblehead of me. And you'll notice that my head is pretty large. And I'm pretty skinny. And this was actually built to scale at the time of me being sent this.

William Myers: (05:06)

It's a perfect before shot, man. It's perfect.

Dan Henry: (05:09)

And but now, but as you said, I need a new one now, right?

William Myers: (05:12)

Yeah. You can hold a bunch of those awards now.

Dan Henry: (05:14)

That's funny.

William Myers: (05:15)

Little guy. Should we put 'em back on the stand or is he gonna hang out with us?

Dan Henry: (05:18)

Yeah. We're gonna hang out right here. Yeah. We got little, little bobble. Okay.

William Myers: (05:21)

That's right, that's your past man. That's good. Yeah.

Dan Henry: (05:23)

So I wanted to bring you on, because I wanted to talk about cuz your approach to not just nutrition, but, but lifting weights and all that is very, very different than anything I've seen. And I've been trying to study everything. And I know that nutrition and working out is like a very polarizing topic. You post any advice whatsoever about it and you'll have 50 different people with 51 different opinions, you know, just going ham on the comment saying that's wrong, this is wrong. And generally all those people are that make those comments are, they look like they've been hanging out at Krispy Kreme for a little bit too long. So I don't, I don't know how much

William Myers: (05:59)

Or they don't have any pictures up.

Dan Henry: (06:01)

Or they don't ave any pictures up. Right, right. So what we're gonna do today is I'd like to get into some of this and really talk about cuz you know, the whole like burning out certain muscles before you do other muscle groups, the meal timing, like this is game changing stuff. I actually eat more calories now and I've been leaner and more muscle mass than I ever have eating more. And it's just, it's incredible, like the change there. But before we get into that, tell I'd love for you to share the story of how we actually met and what transpired there.

William Myers: (06:36)

Right. Right. From the jump from the beginning.

Dan Henry: (06:38)

Yeah. From the beginning.

William Myers: (06:39)

Yeah man. My surprise. I mean the story is, it's a true story and everything, you know, as crazy as it is seeing you and being surprised with everything. But I used to be a massage therapist and I was on an app that kind of sends you out to different people. So people can basically order a session and you just show up. And so this was something I was doing when I first came down here, down into the new Florida area, building my business, working with personal training, working in gyms,

Dan Henry: (07:02)

You came from Maryland, right?

William Myers: (07:03)

Yes. In Maryland. Yep. Had a whole practice up there. Had to close everything down of course, like many people did, and I just took that as an opportunity to move on. But this app was great because no matter where I was, I could log in and it would, you know, tell people I'm available.

William Myers: (07:17)

So I received a, a notification for a session. So I got on the road and it actually was on the complete other side of basically Tampa, Florida. You're on the opposite side, over there in St. Pete. So I was going over to the whole other side and you know, my whole goal was get there, get the session done and roll out. Originally, I wouldn't be doing it, but I had a client that canceled. So if anybody was a business owner, that's out there, you know, like if something cancels, you wanna try to refill that spot instead of just taking the night off. So for me it was like, okay, so what can I do? So I get on the car, get in the car, get on the road, get to this session. I'm probably about 45 minutes into the drive. Maybe about 20 minutes left.

William Myers: (07:54)

And the app just automatically switches and changes. And it says, now I need you to go to St. Pete, there's a new offer and you don't have to go to this one that's here in wherever it was Riverview or something. I don't know. So I texted you through the app. Obviously I had no idea who I was talking to and I was just like, Hey man, I'm gonna be there at whatever time it was. And I just got right on the road and made the full trip back across town.

Dan Henry: (08:15)

Oh man.

William Myers: (08:16)

Went over the big bridge, got into St. Pete. I was like, look, this is what I'm doing tonight. I'm a committed person. If I say, I'm gonna do it. You know, especially when it comes to my business, I'm gonna make it happen.

Dan Henry: (08:24)

Yeah. I think I had ordered it that night. I don't, I don't remember. I think I might have been like sore from Jujitsu or something like,

William Myers: (08:30)

Yeah. Something about your neck and it was real tight. Well, at this point, I didn't know. I had no idea what I was kind of walking into. Right. And so I get out there in this area and I've also in my past done, some Uber driving. So I had actually dropped someone off near your area. And I remember getting past the gates and remember thinking like, this is a massive place. And the dude I was dropping off was so drunk. So I didn't have a conversation with him or anything like that who knew I would end up back in the neighborhood. So I pull up to the, to the gate, they asked for my information, they got me on the list. They opened up this gate. He's like keep driving. So you find another gate. So I'm like, okay, so this is the gated of the gated. So, you know, like, what am I about to walk into? And I've worked with a lot of celebrities in the past and stuff too. So I was kind of excited almost like, okay, who's this gonna be? And I remember pulling into your driveway, cool lights in the ground, little lights in the cement, something I hadn't seen before. And I was just like, all right, this is real deal stuff. Huge fountain in the front, two garages, all this cool stuff.

Dan Henry: (09:24)

And little did you know it would be an internet nerd.

William Myers: (09:27)

No idea. I'm actor or something. I'm knocking on the door, thinking who is this about to be? This is about to be crazy. And then you, and then all of a sudden door opens up, I see this head, this little figure, pop out and, and asked me to come on in. And so I'm just thinking to myself, okay, this has gotta be like a spring break or renting the house for the weekend.

Dan Henry: (09:46)

Like an Airbnb or something.

William Myers: (09:47)

Airbnb. Yeah. Cause that stuff's getting cool nowadays. So I was like, okay, this has gotta be a whole bunch. I saw a bunch of shoes on the ground. So I was like, this has gotta be a party or something like that. And then you take off, I go ahead and set up and, and the place is beautiful. You remember, of course the pool table was down there. Beautiful view.

Dan Henry: (10:02)

When I sold that place, I gave them the pool table. I got a new one, by the way. Did you see it?

William Myers: (10:07)

Of course, man, I follow you.

Dan Henry: (10:08)

You gotta come by. You gotta come by and we gotta shoot.

William Myers: (10:09)

Oh yeah. The top looks incredible.

Dan Henry: (10:12)

Yeah. It's got that Simonis blue cloth, it's a Diamond ProAm, those are like, those are the same tables you see on like ESPN when they do tournaments and stuff. They're, they're super awesome. I love them. Yeah.

William Myers: (10:23)

Real deal.

Dan Henry: (10:24)

Yeah. So you gotta come over, but yeah,

William Myers: (10:26)

For sure.

Dan Henry: (10:26)

But yeah. So you walk in,

William Myers: (10:28)

Walk in. Yep. See all this fancy stuff everywhere and you take off and so the whole time, I'm just, I'm literally, I don't think in any way that you own it, you know, in any way.

Dan Henry: (10:36)

I got that a lot.

William Myers: (10:37)

Yeah. I was just like, all right, well, this is gonna be cool. We're just gonna be chilling. You know, like the whole, I met a celebrity feeling is kind of gone at that point cuz I'm just like, you know, they're just Airbnb. So we get talking and at some point in time you like make a mention of selling the place. So immediately all those thoughts came back. I was like, okay, so now, so wait, so you own this, who is this guy? What is this? What is this and that? And then you were like you speak on stage, and you work on the internet and stuff like that.

Dan Henry: (11:03)

Yeah, I remember, I remember you perked up and you started asking me questions when I happened to mention that.

William Myers: (11:09)

Well, yeah. I had to find out who you were. You know, I was like, wait a second. What is this? And the thing is, I didn't wanna like take away from your session. I was like, let me go ahead and help this person out. But at the same time, who is this person? You know what I mean? And it's kind of like a situation, you know, you may meet someone that isn't a higher profession or something, someone that you're looking up to. And you're just like, I would love to ask this person questions and this and that. But at the same time, that's not why I'm here. You know, I don't wanna seem pushy and all this and that.

Dan Henry: (11:34)

You know, what's funny in that neighborhood, most of the people that lived in there, they weren't celebrities. They were doctors. I swear to God, every one of my neighbors, when I lived, there was some sort of doctor or they owned. There was actually a billionaire that lived there. He owned a, he had a portfolio of something crazy, like 900 primary care practices. He wasn't a doctor. He just owned. Yeah. He had just built up to like 900 locations for primary. And he sold that for, he sold the whole portfolio of those primary care practices for a billion dollars. It was like 980 million or something like that. And he was old as dirt. Like the guy, every time I met him or saw him at like a function at the clubhouse or something, I thought he was gonna disintegrate in front of me, but he was a super nice guy.

Dan Henry: (12:25)

And when I met him, I remember asking, trying to ask him some questions and stuff, because I felt the same way as you like this, dude's like a billionaire. Like, he looks at everybody probably, you know, just like, you know, whether you are a millionaire or you're broke, you're like the same, you know. Not even. It's not even in the ballpark. So I remember trying to ask him some questions, but yeah, believe it or not, there was like hardly any celebrities in there. And I would absolutely not consider myself a celebrity. This is quasi internet celebrity. Like not real. Like, you know, vegan celebrity, you know, the like not real dairy, you know? But

William Myers: (13:03)

I still had an idea something though. Cause I knew when you said on stage and YouTube and internet, I just was thinking, it's like, well, this is where everything is headed. So I know that there's an opportunity. You probably have some of incredible engagement or something, you know, or you're out here figuring out something else, how to make the money.

Dan Henry: (13:20)

I usually just tell people I'm a drug dealer and I just watch them squirm

William Myers: (13:23)

It was, it was either that or something. I was like, whatever you're doing is working.

Dan Henry: (13:26)

I say either drug dealer or porn star, but the porn star one doesn't work because I don't think they make that much money.

William Myers: (13:32)

No, bro. It's way different. Way different.

Dan Henry: (13:34)

Oh, you know something about that.

William Myers: (13:37)

Man, I wouldn't share it if I did.

Dan Henry: (13:39)

I would Google you. But then I was like, wait a minute. I don't want to, I don't wanna see that.

William Myers: (13:43)

Right. Right. Dude. I don't even know as far as I know, ain't nothing up there, man.

Dan Henry: (13:48)

As far as you know? Well, that's not, that's not good. Anyway, go ahead.

William Myers: (13:54)

I mean, it, it was really just, it was cool. Just kind of getting to see kind of how, just hear you talk, you know, you were sharing and the thing is you didn't really kind of go into sales or anything like that. It wasn't a, it was just kind of sharing who you were. We talked about your Jujitsu, we talked about some of your training as well. We talked about your flexibility. Just kind of in reality, the normal stuff that I talk about. You know, and I think you had mentioned or asked or something. I think you were just like dude, there's no way you're like you're too good to be working on a massage app or something like that.

Dan Henry: (14:26)

Yeah, that's true. Because when I've ordered, like I have a like memberships, some massage places where you go every month, but I also, if I'm in a pinch, no pun intended, you know, I will order it off one of those apps. And you know, generally you get somebody and whether it's the app or you go to one of those like massage, corporate massage places, it's okay. It's like, you know, eh but it's, it's like one step above like a, you know, Asian massage parlor, you know?

William Myers: (15:01)

Right.

Dan Henry: (15:03)

Not that I would know anything about that.

William Myers: (15:04)

Right. Now he's flipped the table onto you, right.

Dan Henry: (15:07)

I just read that on Reddit, you know, but so they they're generally not that good. And you were like really good. Like you were like, it, it wasn't even like a massage. It was like some sort of like sports therapy, you know? And that's why I had to ask cuz I was like, there's no way like what's going on here, you know? But yeah, you, you were, you don't do massage anymore, but absolutely the best ever. Like it, you have this way of like just correcting things, you know. It's like better than chiropractor getting going to a chiropractor. It's ridiculous. But anyway so, so yeah, I did ask you, I asked you why the hell you were on that app.

William Myers: (15:50)

Yeah. And, and that it kind of, I think that's what kind of started that conversation heading that way, because I kind of shared how, what I was doing in Maryland had multiple practices up there, personal training, massage, doing a bunch of rehab work as well, nutrition work too. And how I had to just kind of move everything and figure out what I was gonna do once we had all the shutdowns. And then when I came down to Florida, the goal was how can I network with as many people as possible. So I joined on the apps, a couple different apps for personal trainers and for massage therapists. I joined into, I think I had eight gym memberships, and every day I would go to a different gym and just talk to people while I was working out. So in my mind it made it seem like I was a regular at every single place. And so it just, within a couple months I knew so many people just from simple networking.

Dan Henry: (16:36)

Yeah. You, I remember you telling me that you would go to gyms, work out, make friends with people. Next thing you know, you had all these personal training clients, you weren't really pitching that you were just walking in there and they were like, Hey man, look, how do you get jacked, you know?

William Myers: (16:47)

Yeah. Not one pitch.

Dan Henry: (16:49)

Yeah. It was brilliant marketing.

William Myers: (16:51)

Thank you, man. Thank you. And, and where we're training now, you know, I have toned it down big time, but still I can't even help just to have simple conversations, you know? Cause I'm just so used to it. It's like I kind of have a system on like couple days worth of speaking to somebody. I know we'll be buddy, buddy. You know, I'm never trying to rush anything or anything like that. But if I find someone who has like that shield up, but they give a little bit of a sign that they might be open to talking or like, you know, whatever. If I see anything, then they're gonna get a couple head nods, couple what's up for a couple days, you know? And then eventually it's just gonna be, Hey, what's up, man? What are you hitting today?

Dan Henry: (17:26)

And that's a good networking lesson, especially if you're like, if you're listening to this in your personal trainer, that's a good networking lesson.

William Myers: (17:33)

Absolutely.

Dan Henry: (17:33)

I know when we work out I try to not talk to anybody like you, you're the social butterfly and I'm just like, I don't talk to anybody. But so, you, yeah, we started talking about, we were doing the massage and we started talking about all that and I was commenting on how good you were. And I, this is my thing, man. When I, when I like, it's like, let's be honest. Most people suck at what they do. Let's just be, let's just call out the elephant in the room. They suck at what they do. So when I come across somebody who is really good at what they do and they're working some job that, to me is like, cuz I know so many people who have made a lot of money, even millions who are not that talented, you know, the age of the internet and all that.

Dan Henry: (18:17)

It's, it's not that difficult to become a millionaire these days. So when I meet somebody who's not, and they're like 10 times more talented than a lot of people I know that are I get this weird sort of like, I don't know, like it kind of pisses me off, you know? And I have to like tell that person like, dude, you know, you could be doing a lot better. I feel like it's my duty to do that. So I mentioned that to you and I think that's how the whole thing started.

William Myers: (18:43)

Yeah, no, it, it was wild when you mentioned it, you were like, I help people you just kind of, kind of gave me a little bit on how you help people crate their courses and basically monetize their knowledge

Dan Henry: (18:53)

Online business and all that.

William Myers: (18:53)

Yeah. And, and it's like, it's crazy because when they shut us down, up in Maryland on a Friday, I had my business online on a Monday on that Monday, the next day or the next couple days. So, you know, I went online. I was looking like, so what are people doing to get their, on what programs are people using? I did all the research and the good thing, the, the best part about it is I had people that wanted to do it right away. Like I had a huge group of people that were just like, we don't wanna stop. Like, is there anything that you can do to put together for us? So there was the need. So I needed to create something to fill that. And so put together, my programs started teaching on zoom and such and like just trying to figure it all out, figuring out camera, figuring out audio, all that stuff. It just took a while. And like, as we've talked about many times.

Dan Henry: (19:41)

Yeah. I mean it's pain, the pain in the, getting all this stuff to work, you know?

William Myers: (19:42)

I mean, but I'm telling, like I said, this is amazing. Like you guys did a great job, but also at the same time, I've never seen anything like it, like I'm like, it sounds credible. It's just

Dan Henry: (19:52)

It took us a while to build it.

William Myers: (19:53)

It's great motivation.

Dan Henry: (19:54)

Yeah. It's, I do have a little bit of an advantage. I went to school for audio engineering, so that helps. But you know, it's all Google, Google, LA, LA,

William Myers: (20:04)

Oh, that's the thing. I looked up videos and such. And when you had said that, it just, I was like, okay, like all the events that got me here tonight happened for a reason because I had spent the last year and a half recording all my classes, writing them all down in spreadsheets, figuring out my progressions and just and doing it because I was naturally doing it anyway. So I just figured I'll eventually use this material because going online gave me an idea. I had a client who was always talking about, you gotta figure out how to scale yourself. And for a while I had no idea even what that really meant. And so I thought to myself, like, how am I gonna scale individual one-on-one hour by hour coaching. I only have 24 hours in a day. And so, and I should be sleeping.

William Myers: (20:47)

Right. And so, especially for recovery, right. Generally. So I had to figure out something else. So I knew eventually I was this whole massive collection I had of all these group workouts, at home stuff, all this different stuff I was doing, I had it all. So I had to figure out how do I package it? You know, how do I create videos that people can follow? How do I create a very easy system for people to just click and watch, click and watch or, or whatever. So I hadn't really thought deep into this. When I first came to Florida, my mind was thinking business, business. I gotta fill up my schedule. So I realized, I didn't realize it quickly, but I eventually I was setting up the same thing I had in Maryland, which I actually wasn't necessarily that happy for. You know, I was very busy. I had great income, but I had no personal life. And I was also traveling from gym to gym, session to session, therapist, going to people's home. I was doing so much. I was all over the place. The challenge with that is no free time, no social life, you know, struggling with just trying to enjoy myself. So when I eventually did leave, my goal was I need to find a way so I can enjoy the time when I'm not working.

Dan Henry: (21:58)

Right. Because what's the point of doing it, if you, if you can't ever enjoy your time? And I think that's when I mentioned to you I mentioned to you that you should read my book. I don't think I, if I remember, I don't think I had one laying around. And didn't you end up going and buying it after that session?

William Myers: (22:16)

Yeah. Literally I pulled out, I went out the last gate and I sat there and I was, cause I had already had it on my phone. I looked it up when you like, when I was putting stuff away. And so I just went ahead and ordered it and then it had the little, get the audio book as well. And I just happened and to click that too, just cause I was just thinking about it. So I started playing it on the way home. It was probably about 30 minute drive.

Dan Henry: (22:34)

Oh, wow. Man, you went right into it.

William Myers: (22:36)

Yeah. Cause I, it was like, I mean,

Dan Henry: (22:37)

I didn't even know that.

William Myers: (22:38)

I had the proof right in front of me.

Dan Henry: (22:39)

Oh yeah. You walked the yeah, the house

William Myers: (22:43)

I was like, all right. Let's see what he's about. And it was, it was like, it was exactly what I needed to read because it was like that next step, you know, of like, I don't know what it was that told me to record all this stuff and get all this stuff down in the first place. But that next message from wherever, the universe, came from that book and it just was like, all right. So lemme go ahead and read this here. See if this makes sense for me, because we're already, he's already speaking, you know, online, he's already figured out how to brand himself, how to market and network himself, which is something I'm looking to do. I can network myself incredibly in person, but figuring out how to do it through a computer was a whole different ballgame.

Dan Henry: (23:24)

Yeah. It's a totally different, totally different world. You almost have to kind of create a character that you play online, you know? It's funny. Cuz sometimes when I meet people in, actually every time I meet people in person, they go wow, you first, they go, you're way taller than I thought. And then they say you're you're like a really nice guy. Like I never didn't think you would be that nice. And I, I always say to myself, like, God am I that much of a dick online, online.

William Myers: (23:49)

It's good to hear it every now and then.

Dan Henry: (23:50)

I just don't like to type. So I always say things very short and very, it's like a lot of like hyperbole because I'm just like, I don't have time to like add in the things to sound nice. Here's the answer, you know? But so you waited to get the book. You did the audio book and then didn't you didn't you immediately like take some action. I didn't talk to you for like what a month or two?

William Myers: (24:14)

Yeah, it was about a month. It was about a month, month and a half. And because I had read your book, I was thinking to myself, maybe this guy's waiting for me to come through with some great sales tactic to get his attention. Cause I was like, what is, why is dude not answering? You know? But you were moving, you had all that stuff going on.

Dan Henry: (24:26)

Yeah. I was moving at the time. You should see my phone. I have like 250 missed text messages

William Myers: (24:33)

That's per hour. I get, I know. Right. So, so I, you know, I understood. And, and the thing was like, when I do connect back with this guy, cause I knew I eventually would. Cause I had also looked at because I was hooked after listening to that and going through the story. So I started looking up some other people in the field and what they were doing in fitness. And so started following a couple of them getting a couple ideas. And I realized like, okay, this is the scaling that people are talking about. This is how I can do it. I don't need to sit and do one on one with people. I need to create a program that they can now follow on their own. And then actually use me for individual coaching calls or like we've done voxer and stuff like that, learning all that. But the biggest thing I got from the book was going to high-ticket and I had already made a high-ticket switch earlier on in my career. When I left a lot of the gyms I was working, when I went to online, I started charging basically charging the same, but since I wasn't having to pay out the gym, I was, I gave myself a little raise. So it gave me a little bit of time. I didn't have to stress as much to find new clients.

Dan Henry: (25:34)

Isn't that amazing how when you have your own business, you can give yourself a raise. It's like, it's like the biggest, like

William Myers: (25:39)

I've always, always said that, man always said that. Yeah. And, and so side note, it's been six years now. I've been working for myself and I've always thought that if I was ever tight, it was just like, okay, let's hustle a little bit more and let's go ahead and get that raise. Yeah. You know, I knew I could do it myself.

Dan Henry: (25:55)

So, you didn't you implement that, you started a program. I didn't even talk to you for like a month, month and a half. And then when I reconnected with you you had already had your program like up and running. Right. And you were doing pretty well with it, right?

William Myers: (26:08)

Yeah. Yeah. I took the people I was already working with and just basically all that information I had, I turned it into a course and it was, it included everything. And since a lot of these people were already working with me as I was doing the classes and such, I was letting them know I was, I was building the excitement like, Hey, I'm working on this new course. You're all gonna have access to it. It's a portal you can click into on demand videos, 24/7. I was just like building it up every single class. And as soon as I rolled it out, you know, and the crazy, I actually rolled it out a week early because I got into some financial stress and I was talking to my brother. And I was like, dude, man, like I I'm trying to get this course. I gotta do this.

William Myers: (26:46)

I gotta pay this. You know, I went through a lot of dental stuff. So like, if anyone's been through dental pain, you want to take care of that as fast as possible. So I went ahead and, and went with the high ticket and I was like, you know what, it's not a hundred percent ready, but there was something in that book about selling the course before you finish it. And so I was like, let me just give it a shot. And so I wrote up an email, sent the message out, and eight people bought right away and then five more people bought after that.

Dan Henry: (27:14)

So how much did you make altogether?

William Myers: (27:16)

It totaled $8,000.

Dan Henry: (27:18)

So, you left my house and read the book I connected with you like a month, month and a half later, and you'd made eight grand that's awesome. That, and you know what, that's some serious action taking and you know what, when you told me that, that's, that's when I knew that you were like, you were, you were very different than most people. You were somebody that takes a lot of action and that's very rare. And then we, you know, we connected, we made this agreement that I would sort of help you out, and you'd train me and we'd barter like that. And since then, we've, we've adjusted. We've created, had you create sort of a different program. That's more high touch a little bit more expensive, but you, you work very closely with people and that program has done really well.

Dan Henry: (28:02)

You're getting a lot of results for your people. Like you're getting crazy results and you, you know, you create nutrition plan for them, all costs, you know all that stuff. So it's that, that's awesome. So let's dive into some stuff about like nutrition and and working out. One of the things that I noticed for right away when we started working out together was that let's say I was working on I don't know, like back, right. You had me do a bunch of bicep work to just exhaust the biceps so that they could not help when I was doing back. And I thought that was like really interesting because it makes sense, right? Like if you're doing back and your another muscle, like your biceps are helping well, then you're not really fully getting the back workout in. So if you, you know, you kill those muscles and then you work that out, you know, can you go into that a little bit and explain how that all works?

William Myers: (29:02)

Yeah, absolutely. It's all breaking down compound lifts. So when we work out, we think about compound movements and then isolated movements, of course, a compound movement would be like back. And anytime that you're pulling something, you're using your lats and you're using your biceps some more muscles in your back, the rhomboids and the post delts. So all of those muscles are working together, which means that circle of focus is gonna be split all over the place between those muscles. However, if you're noticing that, okay, when I do pull day, I'm noticing that I'm not getting as much full engagement in my back. So there could be a situation with that neural pathway, neural pathways are the brain muscle connection. And so if that connection is not 100% and worked on all the time, obviously your brain's gonna kind of be doing multiple things at the same time. So what we do is we isolate those muscles that are overworking and many times in a pull action, depending on people's form, depending on how well they can control their shoulders. A lot of times the biceps and shoulders will be doing more work than the lats themselves will be doing.

Dan Henry: (30:04)

Could this be a reason why some people may work out, maybe they do a lot of back work and their back never grows, or really any other type of workout. You, you know, you do a lot of whatever work and that muscle just, you're not just, you're just not gaining, gaining any muscle there, even though you do all the time. Is that kind of, one of the reasons why that would happen?

William Myers: (30:24)

It gets towards it. You know, it's, I think the two main reasons are form, you know, making sure that you're engaging the proper muscles and then that neuromuscular connection, that whole mind muscle thing. And it's, it's really true is like, if, you know, if you're just kind of going through the motions and not really focusing on the muscle, you're not gonna get as good of a benefit as if your mind, your brain was really there for each bicep curl. And that importance is just the same. When doing a simple lat pull down or a simple squat, a good example, let's say, you know that you, you sit a whole lot. When you do those squats, you're gonna be kind of when you do that squat, you're gonna mimic the form of when you're sitting in that chair, cuz certain muscle are gonna be tight. Certain muscles are gonna be weak for most of us that sit our hip flexes get really tight because they're shortened up.

William Myers: (31:08)

And then we're sitting on these glutes. So they become cushions. And the problem with that is you need the glutes to work in a squat and you need those hip flexes to in a way, pull you down into the squat. So if those are two areas, like the hip flexors don't have their length that they need and the glutes don't have their strength, neither of them can truly work in that squat, which means the only other muscle that's gonna do all the work is those quadriceps. So whenever you hear someone say a quadricep dominant squat, it means the quads are doing more work. And so in that case, I would need to make sure that the quads are exhausted and I would then need to make sure that the glutes are activated and that the hip flexors are stretched out.

Dan Henry: (31:47)

So this is why we do like a lot of quad work before we do squats?

William Myers: (31:52)

In your situation, right. Exactly. We always activate the glutes with the resistance band work and it's never meant to be a lot. It's really just meant to get that mind, muscle connection going. Cause once you stimulate that, then you have a better chance of having that strong path when you're in the actual squat.

Dan Henry: (32:08)

So if you, if you've done a lot of squats and you still don't have a nice ass, it could be

William Myers: (32:14)

Because you working in squads too much, right? Yeah. They should be balanced, you know, but there are quad dominant squats, and there are glute dominant squats and hamstring. When your hamstrings are too tight, that's gonna affect your squat as well. So if we're just talking about squat, you can think about every other move in the gym that has to do with multiple muscles. Any compound movement is likely gonna have some sort of imbalance, whether it be from the front of the body, to the back of the body or the right to the left. A lot of times you think, oh my right arm is stronger than my left or something like that.

Dan Henry: (32:47)

Yeah. I noticed that when we do leg extensions, you never ever have me do two, actually explain this real quick. This is something a lot of people don't know. I heard you talking to a guy in the gym the other day, why you never, ever, ever should do dual leg leg extensions. You always do in one legged. Can you explain why that is?

William Myers: (33:07)

Absolutely. So the never, ever only comes in play to the machines where the attachment is only on one side old school back in the day. If anyone can think of a leg extension, you're sitting in a chair and you put the bar under on top of your shins and you're kicking those legs out back in the day, the attachment used to be right in the center. So when you were doing it, it was like a cable that went underneath of your seat, basically. So you were guaranteed to be hitting both the same. However, with these new machines, it's like a pad, it's one bar and it's only attached on the right side, the side closest to all the weights and such. Over time that side will stay fixed. And this other side will slightly go forward because there's nothing really holding it there, no matter how strong that metal is, you have people hitting that thing every day, eventually something's gonna happen. And so what happens is the side that's closest to the attachment is gonna work harder. And the side that is slightly angled out is not gonna work as hard. And it's a very small thing. You probably really can't feel it unless you really have that mind muscle connection.

Dan Henry: (34:08)

And I remember you met this guy. We were working out and he was like, why is my left quad bigger than my right quad? Why is...

William Myers: (34:16)

Yeah, he had his right was way bigger. And he had better activation with mind to the right side. Cause I was teaching him how to pose and he could do everything he needed. He could get the muscles to pop on only the right side. But the left side was just, it almost looked like he hadn't even been working it. And the crazy thing after we did a little bit for that day, by the end of the day, he actually was starting to activate certain muscles in there. So it's, again, it proved to me real quick is like mind, muscle connection can be grown in minutes if you know what you're doing, but yeah, his situation, he was like, I always do them both legs at the same time, you know? And I was like, if you just go out there and hold both and just look at them, there's a good chance that the side that's not fixed is gonna be slightly angled.

William Myers: (34:58)

And it wasn't. And it really was when I saw a machine, some random place I went to and it was a dramatic difference. Like it was a real big angle and ever since then I've used it. And you know, brand new machines are probably not gonna deal with it as much, but I really like the idea of isolating one leg at a time. Not only were we making sure that both legs are getting a taste of that weight themselves, but that mind muscle connection, you know, in body building, we have to be, if some, if my coach says to me, alright, you're not flexing your left quad. I need to know how to keep everything else flexed, but then somehow send a message to that left quad to flex.

Dan Henry: (35:34)

So the thing we should take away from this is when you're doing a leg workout on, like, let's say just you know, quad or, I would imagine the same thing applies to a hamstring curl machine. Is always do it with one leg because you know, obviously lower the weight, one leg and then switch to the other, cuz now you're getting the full workout on that leg. And when you, and it's balanced and when you do with both, you're having an imbalance. One is working harder than the other always. And over time you'll develop, you know, a different looking set of muscles and a different size set of muscles on one side and you'll have this imbalance in your legs. Wow. See, that seems, that's some crazy stuff that people don't think about. They don't like, and these machines, they probably get imbalance after what, a few weeks.

William Myers: (36:26)

Exactly, you know, you just smashing 'em all the time. Yeah. You're right.

Dan Henry: (36:28)

That's, that's nuts, man. Like, like nobody thinks about that, right? Like there's little small reality things that nobody thinks about. And they're like, why is this? You know, they'll go and they'll try to solve it with all these different types of exercises. And it just comes down to something so, so simple as well, the machines are imbalanced. Cause that's just how they are and you just do it one leg and you'd be fine, you know? So that's cuz I, I've never been able to get my legs to grow, but since we've been doing this stuff with you, like my legs have grown and they're starting to fill out. And they're, they're starting to not look like chicken legs. You know, and that's a huge thing is like sometimes people will say, you know, they'll see somebody, who's got a decent upper body and they have these skinny legs and they'll say, oh he's got chicken legs, but they are working out their legs. They just, maybe they don't know the best possible way to do it. And since we've been doing it, especially those, those things that you do where you do the half or the quarter, the quarter squats at the bottom, the quarters, or like when we do leg press, right. You'll have me do a little teeny tiny movements at the bottom little, teeny tiny movements at the top and then the full length. Right. And that's brutal like that's right. That ends up being super brutal. But it's, it's made by legs grow like crazy

William Myers: (37:44)

Tapping into the whole thing, you know, it's it's I like to think about origins and insertions. Every muscle has an origin and it also then inserts somewhere two different places where it attaches to bone. And normally they're two different bones because when that muscle contracts, it brings those bones closer together. So rather than just work in the middle, the belly of the muscle, my goal is to work the belly of the muscle, but then also work the fibers that get us closer to that origin. And then also the fibers that get us closer to that insertion. So we're treating the whole muscle and this is why I speak to everyone on flexibility because when you're not stretching your muscle, doesn't get to its optimal length. So you may be able to pump up a muscle and build a muscle. But if it's not at its optimal length and it's not at its most, be the best free range of motion in no way, are you really gonna be able to train it to its maximum. So that's why we speak on the multiple different types of flexibility. But there, you know, back in the day, many bodybuilders didn't stretch, but there also were the pros that hit the stage and they did. And so we, and for some reason it didn't just carry on through life. I think it's just because people are busy, you know, we want to get in, get a workout out and go, but we don't think about what tight muscles can eventually do.

Dan Henry: (38:57)

Well, the workouts that we do, I don't think you could get through them without stretching. I mean, there's just no way. And, and not even stretching, but the foam rolling like that, like how much is one of those foam rollers? What, 10, 20 buck?

William Myers: (39:09)

Nowadays. Yeah. Nothing. They're 10 bucks.

Dan Henry: (39:11)

Yeah. There's like 10 bucks and nobody uses them, you know? But rolling just just 10 minutes of rolling. I mean, I know of them because we use them a lot in Jujitsu and, and that's a common thing in Jujitsu, but if you don't do like wrestling or Jujitsu, you don't, you don't really see them a lot and you don't see, 'em use a lot and they're incredible for recovery because you just basically sit on them and you roll back and forth and it just works your muscle out. And it's amazing for recoveries. And that's like, just that right there is something that a lot of people just don't do. And they say, well, it's sort of like business, you know, be well, I'm working on my business, but it's not growing. And then you look at their business and it's like shit.

Dan Henry: (39:50)

Like they, they don't. I remember one time I met this person at a conference. I told this story on another episode, but I met this person at a conference and they said I had this Lang, they have a language company where they teach like Italian and all this. And they were complaining that they tried everything, keyword, everything and they couldn't get it to grow. Right? And I said, well, what about, you know, he's like, there's just not that much money in it. And I'm like, what about like Rosetta Stone and Hooked On Phonics? And he is like, oh, those companies are terrible because this and that. And mine's better. I'm like, well, if yours is better, how come you're not doing better? You know? And he's like, well, you know, excuse, excuse. And I said, well let me ask you a question who owns Hooked On Phonics?

Dan Henry: (40:32)

Who founded it? Oh, I don't know. So wait, your number one competitor, you don't even know who founded the company? You don't even know the origin story of how they got started and you've tried everything to grow your business? Bullisht. You haven't even researched your competitors at all. That's like phase one, like you can't tell me that you've tried. So a lot of times when people say, well, I've tried everything working out. No you haven't. Like no, you have not. Lies, complete lies. You know? So, so a lot of times people get discouraged, I think, with working out. Cause they cuz they feel like they've tried everything, but in reality feeling, feeling in reality, they don't, they don't generally exist in the same space, you know? So, and I learned that a lot when I started working out with you because there was just like so much. And how did you, how did you fricking learn all this? Like to go from skinny, you know, caveman over here to, to like jacked bodybuilder in three years, how did you and all these things, you know about the machines and the exhausting, the muscle, like how did you learn all that? Like where did that come from?

William Myers: (41:37)

Right. Well, my first part of the career was not about me. It was not about building my muscle. So I spent all my time learning this stuff, how to do it for other people. So I started out in fitness and there was a physical therapy space in the gym I was working at. So I started an internship there and just started soaking up the information from them. And that's everything I was learning. I was realizing was like, wow, so many people are spending time building, but how many people really understand the recovery? And so when I started doing that internship, they were, they would have me on like a wheeling chair and I would wheel myself between four or five people all the time, you know, working with at the same time. And I realize, and as I was working with these people, I would ask them the questions of what they're doing to fix their shoulder or fix their knee or whatever.

William Myers: (42:20)

And it was always responses only talking about the joint at question, it wasn't, they weren't in any way thinking about anything else. And so I was like, okay, so what are you doing for your cardiovascular? How are you helping get those nutrients through your body by boosting your circulation? Or are you doing anything for that? Or what about your flexibility in your shoulders? Cause you know, I know you're talking about your lower back, but have you thought about what's going on in your neck and it's, it was more of a holistic approach and that's just something I noticed that we didn't really tap into because we were we were stuck to a list that was covered by insurance, right? And I was looking at these people as all whole item. And so the rehab turned into massage therapy, which then of course, so many people were coming in.

William Myers: (43:00)

I was working with trainers and I would send my clients to them two months later, they'd come back and I would still feel or see the imbalance. And so I would then reach out to the trainer, be like, Hey, you know, just wanna check in, you know, you know, remember the goal was to do this, this and this. And every time I did it, it was, it felt like I was criticizing people because they always came back with a defensive response. And I was like, I'm not, my goal is not to make you feel like you don't know what you're doing. You know, my goal is to try to figure out how we both can help this person. And so after having multiple situations where it was just frustrating and people thinking, I was trying take clients and, and this, and hit them with slander or something like that,

Dan Henry: (43:39)

Scarcity mindset.

William Myers: (43:40)

Yeah. So I just was like, you know what, I'm just gonna do it myself. And so the gym I had was actually hosting a certification. And so I took that certification and then probably about three months later, took another one. But then I started working for that one because when, and I, it was a weekend certification and I was just offering all sorts of information while they were, they were like, raise your hand, have you got this? And I just was doing so much. So at the end of the class, the teacher came up to me and he was like, Hey man, you know, if you're interested in teaching something like this, we're looking for instructors. And so this program flew me all over the country to teach these certifications. And it was a, a basic personal training cert. But what it gave me was the opportunity to speak to 40 to 50 people at a time, every time.

William Myers: (44:24)

And what happened there was, I got questions. I mean, some people were brand new in the industry. Some people had been in the industry for 40 years and just needed to recertify. So that's why they were there. So I started having back and forth with all different types of people of the industry. And so I started being able to practice the information I was studying as well, hearing what they were studying, hearing from old school body builders, what worked and what doesn't work now and hearing from new school body builders, what works in now, would've never worked back then and just started kind of putting it all together. And then with the power of online, I was able to take tons of certifications. And especially when, you know, things were getting tough financially and I needed to be able to figure out, okay, what is something that I can add to my service now to make it better for my clients. So that's where I was just compounding certifications. And originally I thought it was like, we gotta go to college to get all this stuff. And I, you know, I went, I think I had three semesters in college and somebody was like, just go to this trade school and learn, it was like a, it was like the ligaments of the knee or something like that was the first thing.

Dan Henry: (45:28)

So you just went, you went deep on all this stuff. You went deep on and you had access to people old and new from the body building industry. You just, you just went deeper than most people go basically?

William Myers: (45:39)

Soaked it all up. Oh, wow. So I always figured I could, you know, there's tons of people in the industry just like there's tons of internet marketers, you know, I was like, so how am I gonna stand out? You know, everyone was afraid of, you know, the thing I was hearing because my certifi was a two day cert and people were getting certified. The main objection I was hearing from people was, well, I don't want a trainer that was certified in two days. And so I would say to them, well, I wouldn't either, you know, but you gotta do your homework to make sure that the person has their information and these people coming out of this industry or start coming out of the certification. Some of them were on two days of training, not all of them. Cause remember a lot of the people were coming in to recertify, but some of them were brand spanking new.

William Myers: (46:20)

And I was talking to some of them and they had online followings. Like you were talking about 50,000 people following a hundred thousand people following them. And they can't even answer some of the most basic fundamental questions I was asking in that course. So I thought to myself was like, okay. So our industry is about to be flooded with these people that just haven't taken the responsibility to learn everything. So I was like, so how and I used to speak this in my classes while I was teaching myself, you know, I was like, if I'm gonna stay on top, I have to be on top of my knowledge because the more people that come in what's gonna happen to our industry is people are gonna start losing faith in personal trainers. Cause they're gonna start to realize like they used to know a lot, but now they're just getting certified online in three hours.

William Myers: (47:01)

They don't know much at all. So it starts to really hit that credibility. When, when in reality personal trainers and people who are into health are the ones that can really save a lot of people from having to go down that path of surgeries and medications and a life of hospitalization just by simply making some proper decisions now. So I started to realize, I was like, we can really impact people, but at the same time we could hurt our credibility big time. So for me, it was like, rather than thinking about the credibility of everyone, I just need to make sure that I'm the absolute best that I can be. So the questions that come about, I have an answer right away. And if I don't have the answer, I have the resource to get the answer. So my thought was, you know, welcome all these people into the industry, but the less that they take, the less time they take to practice and get knowledgeable and understand the system, the less that they do, the better it's gonna make me look, cuz in no way, am I gonna stop. You know, it's kind of like when the student's like telling the teacher, I'm gonna catch you. And the teacher's like, well, good luck cuz I'm not stopping by the time you get to where I'm at, I'm gonna be even further up. So keep on climbing.

Dan Henry: (48:09)

It's a super strong mindset as well to have around that. Let me ask you what, what so I understand how this all transpired as a trainer as getting knowledge, but what, what inspired you to go like when you were skinny like that, what inspired you to try to put on that much muscle and become a body builder?

William Myers: (48:29)

Well, I was challenged to do a show, a buddy of mine, a good friend of mine did a show and I was at the gym we both worked at, I was a trainer. I was a massage therapist and I was leading the whole entire one of the companies actually in sales. So you know, this guy that I was hanging out with, he was like kind of coming up underneath me. The goal was to just kind of, I was sharing as much as I could with him. We were hanging out all the time, but it was really just like a student. And he went, I went to his show with him. I did a lot of his, a lot of bodybuilders. I used to do their therapy for those shows. So I would do sessions, massage sessions beforehand, backstage, and then afterwards all different types of sessions, but to help them perform better.

William Myers: (49:08)

And the one before stage was actually to help make things look better. And so I went to show of course, and right as we got, after we got outta the stage, he was like, I challenge you to do this. The next shows in four months. Four months. And I was looking at the people on stage and I was like, and so in my mind I'm thinking, I mean, four, four months, I think I, at one point I was like, you, I might be able to win my class, you know, the novice class. And then I remember sitting there watching the rest of the show and looking at these people that were up on stage, but I'd already said, all right, I'll do it. I'm not scared. No worries. No, you just automatically say yeah, sure, no problem. Not even thinking about it. And I remember going home and thinking like, okay, well I said, I'm gonna do it.

William Myers: (49:48)

You know, this is technically my student and real good friend at the time, it was just like, why not? He's gonna do one as well. So I decided just to jump on and just started training and really for me, what it was was, you know, I knew how to train. I knew how to keep my body healthy, make sure my joints were strong, but I didn't quite understand the mass part putting on mass. So I started really studying body building, basically how everything is metabolized. And once I started understanding calories and fuel and how the metabolism works, it just made sense for me. I was like, oh, okay. So cuz I do so much movement. I have a really high metabolism. So that means I'm gonna have to eat a ton of food. So for me the biggest challenge, it wasn't the training cuz I've already said it wasn't any of that stuff.

William Myers: (50:33)

It was figuring out the food for me, you know, constantly running around teaching classes, doing massage, doing one-on-one trainings and working out myself and doing my cardio. I remember for the first, for probably those four months, I slept like three to four hours a night, which I would never recommend for anyone trying to build muscle. Cuz you really need the recovery. At that point in time though, I was so focused on getting it all done that I didn't even care. I had blinders on. You know, I was just like, okay. I was working in all day and I couldn't get to the workout until 10 and I have to get up at 5:30, but my workout's gonna be sometimes an hour and a half long. So many times I'd be getting home 11:30 to 12 and then you gotta cool down. So I was getting to sleep between that 1, 2, 2:30 in the morning and having to get right back up.

William Myers: (51:24)

You know, so I don't even really remember two my much about those four months. It was just like, I gotta get on this stage. And I remember about a month out, I went to a friend at a nutrition shop and I told him I was doing the show and he was like, well let me see your ab's. So I pulled up, showed to my ab's, he was like, bro, you're not even close. You got four weeks. What are you doing? Like there's no way. And I was like, like I wasn't gonna quit. But I was like, okay. So what do I gotta do? So he's like, you have to go on probably the strictest diet anyone has had to do. You have to cut this. You have to go from 15% down to under five in the next four weeks. And I was like, all right. So what I have to do? So he gave me the most basic cookie cutter thing. He was like, look at this point, it just to be the extreme of the extreme in order for you to do it, you're gonna lose muscle by cutting this fast. But you know, you'll at least look like you were supposed to be there. Like you planned the show was that weekend. Nowadays many people go on to the stage and you're wondering what they're even doing there.

Dan Henry: (52:24)

Yeah. Well let me ask you this, cuz there's a lot of arguments and debates that go into diet. And I think, you know, people say, oh, you, you can eat carbs. You can't eat carbs. You can do this. You can do that. You can't do this. You know? And I think that what people forget is that you have to have the context in what you're talking about. If somebody is 50 pounds overweight and they need to lose 20 pounds, 30, 40 pounds, that's a much different situation than you want to get ripped. You know, it's a different thing. And I always say, cuz you know, I know I know some professional fighters and, and professional like Jujitsu players and stuff and people that have to cut weight. And it's funny because those people that I know when they cut weight, they do all things that everybody, all the chunky people say don't work.

Dan Henry: (53:14)

You know what I mean? Like the whole like, like when you gave me my diet, I was like, man, this is all the stuff people say doesn't work. But when I did it, it worked super fast. I mean, you remember that when we did that four week cut, I mean, it just fell off me. And I always think if you got a lot of weight to lose, right. Or maybe not even if you just have a whole lot, but imagine if you just even scratch the surface on what people do that are professionals, you know, the results you would get would be, would be amazing. I remember the first time I cut weight for a Jujitsu competition, Brandon actually helped me do it. And he gave me a diet that was, you know, somewhat similar to yours and the whole water cut thing and all that.

Dan Henry: (53:59)

And that was brutal. But you know, all the people that say, oh, you know, you can do this and you can do that and eat all the fat you want and all the carbs you want. I'm like, okay, well then why aren't you ripped? You know like, like, I mean it's a simple thing, you know? And so can you, can you talk about like some of the misconceptions when it comes to diet and also touch on your, the aspect of meal timing? Because when you introduce me to, you know, some people say, oh, you don't have to eat five, six times a day or, oh, you can eat one meal a day and all this and that. And I understand that if you have less calories than you take in and all that, you lose weight. But when you're really trying to get the most out of everything, save the muscle, build muscle while at the same time leaning out. Or if you're trying to preserve muscle and lose weight, can you go into some of the biggest misconceptions with that, and also why meal timing is so important?

William Myers: (54:53)

Right. Yeah, absolutely. I think the biggest misconception is that when you're trying to lose weight is to stop eating and to limit the amount of food that you're eating. Because yes, there's a difference between surplus and deficit, surplus, meaning you're eating an extra amount of calories and you should be having deficit meaning less. However, a lot of people, when they think alright, I'm gonna get into a situation, I'm gonna lose a bunch of weight. They think, okay, I'm just not gonna eat all morning. I'm gonna do some type of intermittent something. And then there, the thing is, if you do follow something like that, you have to understand why. And if there's not a good reason why, then there's no reason that you should be doing it. So if you're in a place where you're like, okay, I wanna lose a lot of weight, I'm gonna stop eating the question then is, why? So many people will then say, well, because I'm overeating and I'm not eating good stuff.

William Myers: (55:40)

And, and that's why the weight is there. And so the challenge is understanding the difference between fat and lean muscle. So lean muscle has a ton of nutrients. We eat protein to build muscle, right? So if we don't give our body that protein we're actually made up of really good protein. So our body's just gonna go ahead and metabolize that. So if we're in a position where we're not filling ourself up and fueling ourself to the air requirements, to be able to save lean muscle mass, then we're gonna lose it. And so the challenge is if you're then trying to lose fat, fat is not just gonna disappear right away. Fat is there's nothing in it. So your body's gonna store it. And so many times we talk about starvation mode. If the body doesn't have the food that it needs, it's gonna store the things it doesn't need and take from what it does. So in our bodies, that's take from the muscle and store the fat.

Dan Henry: (56:30)

Does it burn muscle before it burns fat, the body?

William Myers: (56:32)

It's gonna go right after the muscle. Yep. And so the reason is cuz it's, it's got nutrients in it's so good. It's like, what can we use the fat for now? A lot of people will say, well, then put yourself into a state where you're only burning fat as energy and fat is a fuel source. However, if there's any other type of glycogen in the system, your body's gonna go it's natural and use the glycogen or carb or sugar as it's fuel. So that's why people kind of get the, these new diets mixed up because there's an exsorbent amount of fat, a lot of fat, but there isn't necessarily the knowledge on understanding where all the carbs are. Many times carbohydrates can be coming in sauces and such, which will then put you in a position where you're not only fueling yourself off of fats. Now, of course, these ideas can be wide range for a lot of different people's metabolisms plus a lot of different goals. But one of the main things we have to do is at least fuel our system to a point where we can maintain our lean muscle mass.

Dan Henry: (57:27)

Right cause if you're losing weight and on the scale, it says you've lost 10 or 15 pounds, but in reality, you've lost most of that in muscle. And so you weigh less, but you still look just as fat. And in fact, you may even look worse. You might look like a skeleton that somebody slapped some skin on. That's just hanging all over the place, you know, because you, you have effectively, you know, you have lean muscle and you have fat and now all you're doing is taking away the lean muscle. So that the majority what's more on you is fat. So, yea, you may weigh less, but you actually look worse. You know, from people starving themselves. And that makes a ton of sense. You know, even when I was like, in my mid twenties, when I tried to lose weight, I would try to like starve myself and I would end up basically like losing weight, but I still looked like crap. And I was like, what is going on here? So that, that definitely that definitely explains that. Do you, do you think that or can you, can you touch on meal timing? You know, like, like why is it so important to eat at certain times? And what does that really do for you?

William Myers: (58:38)

Right. So the first thing is getting in food every two to three hours. And the reason we do that, I like to think of a, trying to start a camp fire. Right? If you, if I was to give you all of this fuel, all this wood for you to be able to keep yourself warm all night, would you put all of the wood on the fire right away to get a massive fire, which could burn you? It would be probably pretty hot. Or would you do a little bit of wood at a time? Every couple hours? Remember the goal is to stay warm all night, not necessarily get this massive bonfire.

Dan Henry: (59:08)

Yeah. I mean, I would do it. I would do it every couple hours. And as well, if you just put all the wood on there, the, fire would initially be like, exactly, hardly any fire at all. It would be like, just embers. And it would take a while for that to get hot. Whereas if you put a little bit on, it would get hot, pretty much right away.

William Myers: (59:26)

Right. It's a good example of couple holidays coming up where people stuff themselves as much as possible. And then everybody wants to lay down and go to sleep afterwards. And it's like, you gotta think a lot of the energy that your body spends to be a person and be outward is now being spent breaking down that food. So if it's too much food going in energy has to be spent breaking it down. Now you could go into absorption rates and how long it takes to break things down and all that stuff. But let's just use that simple analogy thinking about, okay, we need to perform all day long. If I have a massive meal in the beginning of the day, it is likely that I'm gonna be spending a lot of time breaking that food down. But then at a certain point in time, blood sugar's gonna drop.

William Myers: (01:00:10)

Food's gonna be gone. And the body's gonna crash. And many times the answer to that crash is an energy drink, sugar, coffee, something like that. However, what those do is they mess with the message to the brain saying, not saying that you're not tired. It's just telling your brain that it's not tired. Right? And I love, and I can't remember where I heard that, but I like to use that as much as possible because it's very, it's, it's so true. You know, I like to think like, okay, if my body is exhausted, something happened in the nutrition somewhere throughout the day. Maybe I didn't get my breakfast in properly, or maybe I had too many carbohydrates and fats in meals that I'm used to just having protein and fibers in. So my body's having to break more stuff down. So the goal of getting food in, in the beginning of the day of course, is to give you some energy, but then also get your nutrients in.

William Myers: (01:01:02)

Then as we make our way closer to the workout, we wanna start thinking about what's gonna fuel us through the workout. So right now we happen to be using glycogen and carbs as our primary fuel source. So the meals in a way build up to that, and then directly after that workout, we need to get some nutrients in as well. So a quick side note on that, I think the two best times to get food in, right when you wake up after basically being fasted all night, and then right after you work out after basically using whatever food that you have. So once food starts going in, you gotta think, okay, it may take about 45, 30, 45 minutes to break down. Then I have that food, which may last an hour to two. But if you're trying to build muscle, you system is constantly burning. So at a certain point in time, if the fuel's not put in, the engine's gonna crash and, and we're not like a car, you know, you run outta fuel, the car stops, or, you know, for us, when we run outta fuel, we keep going, the brain keeps us awake, cuz we're like, I gotta finish this project.

William Myers: (01:02:01)

I gotta make this call. So something has to fuel the system. That's where the body starts metabolizing itself. And we look at, and we don't even realize it. Sometimes you ever like be really hungry and then 30 minutes later, you're just not hungry anymore.

Dan Henry: (01:02:15)

Yeah. That's happened before. Not, not recently cuz of all the...

William Myers: (01:02:18)

Cause what you're doing.

Dan Henry: (01:02:19)

Yeah. But, but yeah it has happened in the past.

William Myers: (01:02:22)

And now, and that's, that's a good example cuz now your body is like, we don't have time to miss a meal. You know, like you're constantly training. You're out here doing Jujitsu and you're out here training. So you're asking your muscles to get stronger literally every day. So if there isn't fuel going into make that stronger than at some point in time, everything's gonna break down. And it happens in a couple different ways in weight lifting where you either get too tired to move on or you start hurting joints because the muscles are injured. So if you're fueling yourself on a daily basis at the same time on a regular basis, your system starts to understand when fuel goes in, when fuel is used, how to use it. And then also how to recover, which is why when you have those cheat days and cheat meals and stuff like that, you feel different.

William Myers: (01:03:09)

You know, like you're loaded and full of food. If you do it properly, the next workout you'll feel like freaking Superman, but going and taking in that food, it's, it's a shock to the system, especially if you've really been dieting. So it's just important to make sure that whatever's going in is being done on a regular basis. That's why a lot of people will think like body building is boring and you barely get to eat anything at all. And it's like, no, no, you get to choose what you like. You can have great meals, but you're gonna have that every day. You know, for a while, you know?

Dan Henry: (01:03:40)

Well, let me ask you this for somebody who's not necessarily trying to be a bodybuilder. Maybe they're just trying to lose weight or they're trying to get in shape and look good. And they're not, you know, they're not trying to get on stage or anything. Especially like entrepreneurs and people who are busy. The two things that really help me, and I know, I can already see the comments for this one. But there's two things that help me that you showed me. Number one was you know, carb timing, meaning basically the last, so if I let's say I eat five times a day, right? The first three meals would have carbs and the last two meals would have no carbs. Meaning like, I don't mean like carbs that you would find in vegetables I'm talking about like rice or, or something like that.

Dan Henry: (01:04:28)

So basically my last two meals of the day have zero starchy carbs, no rice, no bread, nothing like that. It is literally just lean protein and vegetables. When I started doing that, it was like, you know, I can already hear all the people like, no, you can eat carbs in. Well, great. But when I started doing that, it was like a light switch. I mean literally like a light switch started falling off me. That, and then fasted cardio, which I know there's so many people out there that don't believe in it. And that say that it doesn't work. All I know is when I started doing fasted cardio meaning getting up in the morning, doing cardio right before your first meal and then eating it, it just worked really well. Can you explain for those people out there who don't believe in that? Both the fasted cardio and the no carbs at night. And I know we do carbs sometimes if like legs day this is the next morning, I understand there's some exceptions, but for the most part, no carbs at night and fasted cardio. Why, why does that work?

William Myers: (01:05:35)

Right, right. So the first one with the carbs and carb, we call it carb cycling. And the idea is to start to learn why and how your body uses fuel. So if you're at a point where you're taking in too much, then in that situation, your body's not gonna be able to use it in a way. So once you learn how and what your body needs for a workout, then we start using those numbers. So the challenge is if you start taking in carbohydrates and their excess, that we don't even need, then all of a sudden we have to deal with a surplus situation. Surplus is good. If you're looking to fully bulk out and really build muscle. However, the challenge is what most people are looking for is to build muscle and lean out at the same time. So in order to do that, it can't be all on one side, all full, crazy diet, nor can it also be all full, crazy bulk. You know, most bodybuilders will tell you, yeah, throw those carbs in, in the evening. So you're resting, sleeping on 'em so that you can use 'em in the workout the next day, which is why you mention, like, if we happen to be hitting legs or a big muscle group in the morning, the challenge with that is most professional body builders have a bulk season and have a cut season.

Dan Henry: (01:06:45)

But what about the normal average, like everyday schmo who just wants to look decent and you know, basically isn't afraid of getting naked. What, what about that guy?

William Myers: (01:06:54)

That's where it comes in. Because since this is like a year round thing, we want to try to find something that's gonna work on a daily basis, something that's also sustainable. And so what that is, is not looking at putting yourself in some crazy surplus. What's sustainable is learning what your body needs for fuel to be able to produce in the actions you want it to produce in. So we're trying to understand is okay, if we're gonna do a certain workout, it uses certain muscles. We're gonna need this amount of fuel. If we're gonna do a big, big workout that needs big muscles, we're gonna need more fuel. And then, when you work out changes as well. So if you're working out in the evenings, you can work your way up and fuel to that workout. If you're working out early in the mornings, you're basically working out after eight hours of being and fasted.

William Myers: (01:07:40)

So there's gonna be minimal fuel in the system. So we have to make sure that if it is gonna be an early workout, we need to prepare the system before you go to bed. Or if it's gonna be an evening workout, there's no need to put a ton of surplus in before you go to bed, carbohydrates, do one of the main things that causes that size in the mirror and that's just water retention. So if you're putting in a bunch of carbohydrates before you go to bed, likely it's gonna sit and cause some water retention, cuz you're not gonna be burning as much fuel when you're asleep.

Dan Henry: (01:08:10)

Yeah. I noticed that when we did the, when we did that carb sort of fast where we had, it was even a little bit more extreme than no carbs the last two meals. It was more like half the carbs as normal, the first two meals and the rest were no carbs. When I did that, I noticed that like all the water just got we all the water left and almost, I don't wanna say instantly cuz that not, I don't wanna say, but within like a week, within a week, all of a sudden it looked like my whole body started shrink wrapping. And all the muscles that were there. And, and it wasn't so much, a lot of it was water weight obviously, but they all just started popping, you know? And it's amazing how different you can look between that. So like if you were doing a photo shoot or something like that, or you wanted to look good for a certain thing, you could literally just do that.

Dan Henry: (01:09:03)

And you would look, you know, three to four months worth of better in like a week simply by draining all that water and sort of revealing what muscles you have by getting rid of the carbs for a certain amount of time. I thought that was, that was incredible, you know? And I noticed that like a lot of it is the timing of what you're doing. Like for instance, like let's say I do Jujitsu at seven 30 in the evening, very intense cardio. Right. I'm done at, you know, nine. So now it's like nine o'clock at night. That's late. I would normally never have carbs at nine o'clock at night. But because I just did such an intense session, I now can have carbs and they get sucked right up by my body. And it was, and it's like, it's okay.

Dan Henry: (01:09:54)

So I think it's important. No, at least based on what you've taught me is that it's not necessarily about meal timing. I mean, it is, but it's like knowing what's happening at those times because it simply saying, oh, you can't eat carbs at night is like a blanket statement. It's more about what you're doing, what you're going to do the next day, what you've done that day. And when you time that, and I find it fun. It, it like for me knowing what I get to eat and don't get to eat based on my activity and based on what I'm doing, it's kind of cool because it's like, all right, if I wanna go out to dinner, like for instance, when we do leg day on Friday. So I like to always schedule a nice hefty dinner on Friday because that's like the one day where you can really, you know, suck up all those carbs, like pretty much all day.

Dan Henry: (01:10:42)

And so I get that one day a week where I get to have a big meal at night and that sort of satisfies me. So to me, and this is just like a mindset thing for me, right. Instead of having a cheat day where you eat a bunch of crap and then you feel bad and then you're potentially risking yourself getting off of your diet. Instead, why not just do it like that, where you have a very hard workout on a certain day, very large compound movements, very large muscles like your legs. And you plan to have that cheat meal after that workout or later on in the day after that workout that way, you're literally taking your cheat meal and you're integrating it into your training and into your whole plan so that you're actually staying on track. It's not even really a cheat meal, but it is.

William Myers: (01:11:32)

That's what I was gonna say. Where it ends up becoming a regular meal, a proper fuel source, you know, like you're getting ready to take a cross country trip and you fill up the tank. It's really nothing different, but it's, if you're just driving to St. Pete, why would you then fill up the tank? You know, in that analogy. You know, it's like, we can't, if we, like, if you fill up your gas tank in your car, it's gonna out and go onto the floor. You know, when you fill out extra with your meals, it fills out around the stomach or around the arms or wherever people don't wanna hold fat. It doesn't just spill out. So it definitely has to be used. And that's gonna be a combination of when you're eating and why you're eating. So when you just mentioned about how you did Jujitsu for all that time, of course there has to be some type of fuel going in.

William Myers: (01:12:16)

Cause if you then go to bed, your system is amped and your system is gonna be recovering and burning and moving and going, eating muscle while you sleep. And right. So when you wake up, so that you're recovered. But the only way that that can happen is by taking that lean muscle. And so even if you were to get just a protein and fiber meal in, right? It's you gotta think about, what's still burning all night long. And if our goal is to build muscle, we need to make sure at no point in time, you're in a depleted state, you know, like we should only be depleting when we're really getting ready to go on stage. Otherwise it's nothing but a carb cycle, a high carb day or a low carb day,

Dan Henry: (01:12:54)

But these same rules still apply to a normal schmo looking to lose weight, right?

William Myers: (01:12:58)

Right, right.

Dan Henry: (01:12:59)

It's just, it's just, you don't have to go quite as extreme as somebody getting on stage, like, you know working out five days a week for two or three hours and eating. I mean, but, even if you just followed that same line of logic, cuz that's what I've seen from your clients. Right? Maybe they're not trying to get on stage, but you still essentially use the same line of logic with them. And the transformations are so fricking rapid. It's insane. And I've always believed in that. Like I don't, this is what I don't get. Why do people try to lose weight by looking at these fad diets? It's like Atkins diet and this diet and keto and all this, this marketing.

Dan Henry: (01:13:42)

Okay. When you can just go, okay, who's consistently losing weight and, and shredding up the fastest? Professional fighters and body builders. End of story. No argument needed the body builders and professional fighters can lose weight and shred up consistently over and over, over again. It's kind of like if you, if there were two, if there was like 10 airlines, right. And you know, eight of them crashed a plane every other day. And then two of the airlines had like hardly any crashes and they were super consistent. Which airline would you go with? You know? Right. And, and you see what I'm saying? So, so yeah, maybe, but you, but you'd still go with that same airline, whether you were taking a 12 hour flight or you were taking a thirty minute flight. And the thing is, is that to me, looking at people like bodybuilders and looking at people like professional fighters, which the diets and, and how they work that are actually very similar, shocking you know, looking at somebody who is consistent, why not, maybe you don't go as extreme as that, but if you're just a normal person like trying to lose weight, why not model that and learn from those people and stick with something that is consistent and that works.

Dan Henry: (01:14:57)

Yeah. You don't have to go as hardcore as them, unless that's something you want to do. But why do all these BS diets you see at 2:00 AM on the home shopping network or whatever, or that you see, you know, glamorized in ads and in TV and on stupid doctor shows and just go after the people that consistently hit weight, that they need to hit every single time. You know, that's what I've always thought about. I don't, I don't like to, I like to model success. I don't like to mess, mess with things. You know,

William Myers: (01:15:30)

It sounds like comfort and need is really what I've had. Everyone that pulls up those diets and says, well, why can't I do this and this and this. And it's because they cater to what the person really wants to still be able to do. But when it comes to wrestlers and fighters and bodybuilders, comfort and ease is not even on the table, like we don't, who cares. You know, it's not about how, if it's comfortable or if it's easy, it's no, it's simple. There's a difference between easy and simple. It's simple. One plus one equals two. You do this, you get the result. If you try to come up with new stuff and try to experiment, there's a good chance that you won't get the result. And the challenge with a lot of people with these when they bring all these other diets to me is there's like, oh, well, this one says that, you know, I can have my Cinnabon, you know, daily, as long as I do it at this certain time,

Dan Henry: (01:16:18)

Cinnabon daily, that's hilarious.

William Myers: (01:16:19)

I just used it because someone just brought it to me.

Dan Henry: (01:16:22)

Wow.

William Myers: (01:16:22)

And my point was like,

Dan Henry: (01:16:24)

I would ask like, why, like to me, I would say to that person, why are you even here? Like, if you want to have a Cinnabon daily, why are you even trying to lose? Like, why is that something that you want to do? Because to me, you know, you either, I mean, you shouldn't be able to eat a Cinnabon daily and lose weight. That just like you shouldn't be able to be lazy and make a million dollars. Just like you shouldn't be able to have a hit record and not be able to sing or play an instrument or write music, that I know happens. But you know, you know what I'm saying? Like these are things that are not supposed to happen. So if you wanna lose weight now, I'm not, now let's say you've lost weight and you're shredded could you have some Cinnabons here and there?

Dan Henry: (01:17:05)

I mean, I've seen you, I've seen you eat chocolate and stuff because you've done the work ahead of time to get to the point where yeah. You can have some of that stuff and still be fine. Maybe you have 10 abs showing instead of 12, you know, but what I'm saying is is that if you are already in a surplus and you're already overweight and you're not happy with yourself and you wanna lose weight and you wanna be in better shape now is not the time to try to try to fit in Cinnabons, you know? Do that after you've hit your goal. It's a mindset, you know, it's this it's entitlement. It's like, well, I wanna have, I wanna have hot and cold, you know? No, there's, there's no winter on fricking, you know Venus.

Dan Henry: (01:17:46)

Maybe there is, I probably just talked outta my ass when I said, I'm pretty sure that it's pretty hot.

William Myers: (01:17:50)

I was wondering where you headed. I was like...

Dan Henry: (01:17:51)

It's pretty hot on Venus. I'm pretty sure. But you know what I'm saying? Like, do you agree with that? Like, like if you go, cause like when I work with entrepreneurs,

William Myers: (01:18:00)

That's what I was gonna relate it to.

Dan Henry: (01:18:03)

This is what it is, Dan. I have this company have this business I started, or maybe they haven't started a business. Right? Maybe they're they're, they're wanting to start a business. Well, I only wanna be able, here's the biggest question I get that drives me nuts. Well, how many hours a day do I need to put into this? What do you mean how many hours? So what are your, I said, what are your expectations?

Dan Henry: (01:18:23)

How much money do you want to make? Well, I wanna make a million dollars. You wanna make a million dollars? And your first question is how much time do you want to put in? Can I do it in an hour a day? I only have an hour a day. Oh, you want a million dollars, but you wanna do it in an hour a day? Like what kind of fucked up world are you living in? Like what? You don't deserve a million dollars. With that attitude, that mindset you don't deserve it. And the key to, to making a million dollars, the key to becoming in shape, the key to whatever your goal is, is not to have it. It's to become the person that can make it happen. In other words, it's not to make it, it's not to do it. It's to deserve it, because people who deserve things, they get those things.

William Myers: (01:19:05)

They get 'em, right.

Dan Henry: (01:19:06)

And if you, people who say, I want to eat a Cinnabon every day, people who say I only wanna work on my business an hour, a day, you don't deserve it. That's why you don't have it. So instead of working on getting it work on becoming the person that deserves it. To me, that's the ultimate like paradigm shift in your mind that you gotta make to actually get those things. And I look, I'm not trying to do a holier than that thing because there's times in my career, even recently where I'll slow down, right. And I will introduce bad habits and I'll have to look back at, I'll have to look at myself and say, wait a minute, you want these things, but you're not willing to X, Y, Z. And I have to check myself on that. Even at a, I'm not saying at a high-level, there's guys like fricking Jeff Bezos and stuff.

Dan Henry: (01:19:52)

Those guys are like max level. I'm like, but point is, you know, from where I came delivering pizza for seven years, I'm at a pretty high level in comparison. And even at that level, even at that difference, I still have to catch myself and go, what are you doing, man? Like, like you expect to do this, that, and the other thing and not do this and that. And I have to recheck myself. It's like a constant mindset maintenance to recheck if your expectations meet your dedication. Cause if they don't, you don't deserve it and of story work on deserving it. So let me ask you this. What do you think is the biggest mistake and let's leave, like people who are trying to get on stage and body build out of it because that's like a whole different thing, but like your average person, especially, and I'll, I'm gonna keep going back to this.

Dan Henry: (01:20:41)

Cause I think a lot of people that watch this show, they're some sort of entrepreneur and if they're not, they're at least some sort of busy, you know, not that, I mean, most people are busy, but entrepreneurs or people working on something, you know, you have people working and then you have people working on something. And usually people working on something are also working and working on something. So they're extra busy. And then if you add kids in, it's like a whole new level. So you know, what do you think is the number one biggest overall mistake that people make when it comes to losing weight and getting in shape?

William Myers: (01:21:16)

I think that the biggest thing is just not learning the proper path and not taking the time to learn. So when I think about these entrepreneurs and people that are really busy, most of them have a coach of some sort, because their goal is to be success. They don't wanna waste time. And so I think that someone who's listening to this can really relate to not wanting to waste time. There isn't any time to waste. And so a lot of times just trying to go about the weight loss process without any type of guidance and just something you see online is gonna do that. It wastes a ton of time. And so the confidence that they can do it on them by themselves is just barely, even there may get confident from one of those two o'clock in the morning commercials that pops on, but what is that gonna do when the next day comes around? All the fires come up, that you gotta put out and there's just no thought. It's like what am I supposed to do? How am I supposed to do it? So I think the biggest thing is people just not taking the time to learn the appropriate path,

Dan Henry: (01:22:16)

But they'll hire a coach for business or something else, you know, but they won't hire a coach for their health. And they, you know, health is wealth. Like if you're not, I'll tell you right now, my ability to be healthy has had a major impact on my bank account, you know? Major, major, major impact. And a lot of people don't realize that, like, if you don't feel good all day, you're not gonna be able to concentrate and perform at a high level in your business or whatever it is you're doing. And so you're gonna produce a lower quality of work and decisions and all that. If you're in shape and you feel good all day. And since I, since we've been working out, I felt great. Like even here's the funny thing, even on days when I did something happened, I only got like three or four hours of sleep, which thankfully isn't often.

Dan Henry: (01:23:02)

But when it does happen, I still feel really good. Like better than days before when I got a full night's sleep. Now, obviously if I did that several days in a row, that would suck. But if it happens just one day, you know, and every other day is pretty decent sleep. I still feel great. And before, or if I would've had three or four hours sleep, one night, I'd be trashed all day and the whole day, like whatever I did that day, you know, and even when I got sleep, the quality of food and just being overweight, it just, it's not the same, like everything. Not just how you feel so that, you know, you get up and you do things and you feel motivated cuz when you're in shape and also when you're seeing gains and you're seeing yourself lose weight, you get motivated.

Dan Henry: (01:23:52)

And that motivation actually trickles over into other categories and aspects of your life. And for me, like when I see somebody and I wanna get so much heat for this comment. When I see somebody, look, I gotta go with truth here. You know, when I see somebody who comes to me and they say, Dan, you know, I'm struggling in my business. I'm really struggling, right? Sometimes I'll look 'em up on social and I'll see things like them drinking all night, constant pictures of them drinking all night. Or I'll see that they're overweight. And when I see somebody who is trying to be a business owner and they're trying to succeed at that, but I also see that they're overweight and I also see that they don't eat good. And I also see that they drink too much alcohol.

Dan Henry: (01:24:48)

The thing I think of is, well, you do some things like you do everything. So if you don't take care of your body, what makes you think you're gonna take care of your business? You know, like, I mean, I'm not saying there aren't business people that are outta shape and overweight, but I mean, look at Donald Trump. I get it. He's overweight, but did you know, he's never had a drink in his entire life. He's never smoked a cigarette in his entire life. Did you know that? Yeah. That's a little known fact about him a lot of people don't know. He has never had a sip of alcohol, at least not. I mean, at least that I know of that, you know, he has said this multiple times. But he had a brother that was like a really nice guy. And he, his entire life was ruined by alcohol and cigarettes.

Dan Henry: (01:25:33)

Mainly alcohol, but he told his young, you know, his younger brother Donald Trump, he said that, you know, never drink, never smoke because it ruined my life. And I guess that just stuck with him, you know, like when you're young, certain moments like that stick with you. And he has never drank or had a cigarette. And the man, you know, way before the whole presidency thing, you know, the man, you know, did a lot of things that you would consider successful. Whether you like him or hate him, it's irrelevant. You know, you gotta respect the grind. And he's never had, but, he'll have a Coke. Like every, you know, he had a button in the oval office...

William Myers: (01:26:16)

To bring him fresh Coke?

Dan Henry: (01:26:16)

To bring him a fresh Coke. He would press the button and bring him Coke, you know? So, but I mean...

William Myers: (01:26:21)

You could have that for protein shakes, a big chicken or something.

Dan Henry: (01:26:24)

Yeah. Or actually that's a good point you gave to me, I wanna go into some of the tips you've given me that have really helped change. But I just wanted to really nail on that point. That for the most part if you are trying to build your business, cause you also gotta remember a lot of these guys that are, that are overweight, that have big businesses. They're over overweight a lot of times because they've already made it and like, Hey, why not enjoy life now? And whatever. Like, I don't wanna be that person. Like I always wanna be in shape, you know? But, you do some things like you do everything and that's the same reason you're outta shape. The same reason you can't find time to go to the gym.

Dan Henry: (01:27:01)

The same reason you have to have that Cinnabon every day is probably also the same reason why you're broke and your business isn't working. Same reason. It's all up here, you know, but that said, I want to go into some things that really helped me that you, that you gave me. And one of 'em and we've talked about this multiple times. One of them was the book bag trick. So let me, let me kind of set the stage for this. So I'm a busy entrepreneur getting up in the morning and doing cardio can be very challenging especially when there's just not a lot of time in the day. So when I get up in the morning, there are several things that happen. I have to like deal with a lot of things. I have to answer questions for my team so that they have answers so they can do stuff for the rest of the day.

Dan Henry: (01:27:50)

I don't really do a lot of work, but I have to like me sitting down here and doing this podcast interview is probably the most work that I do or shooting those stupid video ads that I do. But, but in terms of actual work, I don't really do much. I mostly just give answers, create ideas, talk to my team. And so I have to be able to do that. If I get up and I work out and I, then I take a shower and then all this stuff, and it's like heading towards the afternoon and I haven't given those answers. It's, it's difficult, you know, it's, it's not good. So what I, what you told me one time is like, okay, well, do you like to walk? I said, yeah, I love to walk. I love to do what I call a morning knowledge walk where I and that's how I got exercise before I would walk.

Dan Henry: (01:28:32)

And I put my AirPods in and I would either how I would normally do is I would answer my team. I'd answer 'em over Voxer or slack. And then I would listen to an audio book cuz I gotta get my audio books in every day. Well, what you showed me was take a book back, put a bunch of books in it, make it really heavy and do the same walk. And let me tell you, when you strap a book bag on full of like 40 pounds of books or 50 pounds of books and you take that same 30 minute, 45, hour long walk, man, you are sweating like that is, that is a workout. And so I started doing that and literally was able to do all the things I normally, you know, listen to audio books, do handle small issues with my team, communicate with them and do all of that while walking with that book bag.

Dan Henry: (01:29:20)

And when I got back, there was my cardio. Obviously it's not quite as good as a StairMaster or doing Jujitsu or something like that, but it's way, way better than not doing anything. And that was like a huge hack. And so if you're an entrepreneur, this is a huge thing. Grab a book bag, put those books in it and walk and handle your business. And you can't tell, and here's a daddy hack. So I actually took that to the next level. When I have my son on weekends, I can't work out cause he's three, you know what I mean? Like gotta have, and this is, this is another problem. People with kids, people with kids challenge, guess what? People have kids, we're human beings. There's 6 billion of us on the planet. And most of us have kids. You are not special because you have kids figure it out.

Dan Henry: (01:30:09)

Okay? Yeah. Because if you love your kids, you won't let yourself get outta shape and not be able to spend time with them or you wanna be around for them. And so what I do is when I have my kid, I still get my cardio in. I take 'em my shoulders. So he's like 40 pounds, right. That's like 40 pounds. So put 'em on my shoulders. I walk from my condo all the way downtown to the pier, which is a good 30 minute walk. I let him play at the park. Then I walk all the way back. So that's like an hour of a walk, the 40 pounds on my shoulders. And he loves it cuz he's up in the air. He's like super high. He can see everything, you know, people are waving at him while he goes by.

Dan Henry: (01:30:52)

He's loving it. He's like, you know, grabbing onto my head and stuff. Or like I'll sometimes like I'll grab like a bottle of water or a snack for him. And I'll like lift it up and stuff. Yeah. He's having a good time. I getting my cardio in for sure. Like figure it out. And that's the thing is, the thing that makes you successful, whether it's health, whether it's business, whatever it's being resourceful. Being resourceful. And a lot of people, you know, I hate to say this, but if you are not resourceful, if you can't be resourceful for something simple, like getting some workouts in and figuring it out, you're not gonna be resourceful when you have a major problem in your business. And so people say, well, I wanna work on my business. I don't, you know, I'll deal with the health stuff later that right there is why your business is failing. You know?

William Myers: (01:31:43)

Right. It's definitely being translated into other things. Procrastination, you know? And it makes me think of two people. I've worked with one who has probably spent the last two and a half years immobile because he had a stroke and this is somebody I worked with on a regular basis. And I always talked to him, was like, man, you're not getting enough sleep. You're doing way too much stressful a job and you're not eating right. And when he would eat certain things, he would get gout, but he would, it was just a thing. He was just like, yeah, my, my gouts flaring up cuz I had whatever the night before. So it was like just a not, not caring at all. And in no way, would you ever wanna wish a stroke on anyone, but at a certain point in time, the body just gives up whether it's stress related, exhaustion related, many different things that can onset a stroke.

William Myers: (01:32:31)

And this was a high level pharmacist and a very big time community leader working in the community all the time. And I meet with him a, on a weekly basis now via online. And I just keep that relationship going because he's an incredible person. But now, years of building to become a pharmacist and building his business, make all that the goal was to make a ton of money. So much money has been spent on hospital bills. He's had to sell his car. He's telling me now he's trying to figure out how to sell his house, all this stuff, years of not sleeping and just putting in the work. And it's all disappearing, you know, and a different story of a guy who I was able to work with and help him lose over a hundred pounds. He, when we started, he was like, I really want to get this new job. But I went to go look at the office, did the interview. And everybody in there is in shape. And he was like, I don't know that they're gonna discriminate against me. But if they, what, if they were to look at me and say, if he can't figure out his health, how is he gonna figure out the responsibilities to work in this department?

Dan Henry: (01:33:34)

See, and that, you know, that's the thing man is, is sometimes, you know, that's a tough thing, because again, it goes back to how you do some things is how you do everything. And so like, let, let's just roll with that for a second. Let's say you don't get that job cuz you're overweight, right. Or at least that's obviously that's,

William Myers: (01:33:55)

Gonna be in his mind. Yep.

Dan Henry: (01:33:57)

And, and it's technically discrimination. It is. But what was, you know, it doesn't matter where we're at historically or what kind of liberal or conservative agenda you want to throw at it. At the end of the day, subconsciously, regardless of whether you watch one news channel or the other. Regardless of what side of the political spectrum you're on, let's get real honest here. You know, is it okay to discriminate against somebody because they're overweight or this? No, it's not. But on a subconscious level, if you're in a high stress environment or job where you have to really be on your a game and you're outta shape, subconsciously, even if people don't know it, they may judge you not even knowing it. Not even, not even like really realizing it. They, they may not even know why. Like I don't, I don't think that person can handle it.

Dan Henry: (01:34:49)

Right. And they may not even know why they're saying that, but on a deep level, and it's not just being overweight, maybe you're maybe you're an alcoholic. Maybe you're a, maybe you're whatever. Right. Maybe you're a, like a Daredevil or something. And they're like, oh, this person could die. And you know, you know what I mean? Like whatever it is, people will make such subconscious judgment. And if you take the whole like thing out of it, of, oh, is it right or wrong? You know, it doesn't matter. Like it matters. But for you, like at the end of the day, if you have enough reasons to get in shape, if you have enough reasons, you know, like you gotta see your kids, you and I'm not talking about being a little bit overweight. I'm talking about like being to the point where, you know, like your heart does not care about what's politically correct. You know what I mean?

Dan Henry: (01:35:42)

Like your heart is not gonna go, you know what? I'm not gonna have a heart attack today because that would be body shaming. It's not gonna do that. It's just gonna have a heart attack. And that's it. And I'm not trying to like throw shade at anybody. Who's overweight. Cuz there's people who are overweight, who can't control the like they have thyroid issues or whatever. But if it is within your control and it's because you just haven't taken care of yourself and there's people that love you, there's people that your children, your sister, your brother, your parents, people you've inspired, friends. If you're not gonna do it for you, at least do it for the people that care about you. You know what I mean? Like people forget about that. You know? Cuz if you don't pay, if you don't pay for your health now, oh, you know, healthy foods expensive.

Dan Henry: (01:36:26)

Oh the gym. Whatever. If you don't pay for your health now you'll end up paying for it later.

William Myers: (01:36:30)

Absolutely. It'll be more expensive.

Dan Henry: (01:36:33)

Yeah. Yeah. It would be way more.

William Myers: (01:36:35)

And it could change your whole life.

Dan Henry: (01:36:36)

It could change your life. And this is harsh, man. This is probably like, whatever, whatever you wanna call it, like a trigger would probably trigger some people, but I've been overweight. I've been like, I mean, I haven't been a hundred pounds overweight, but I've been a solid, you know, I would say 170, 40, 45 pounds overweight. I've been 45 pounds heavier than I am now. I think my heaviest, I was like 208. You remember a picture, right? Actually Brandon, you should show that picture when you get a chance. It's like the, the, one of me when I was like at my worst and then me, me now the transformation is just fricking stupid, you know?

Dan Henry: (01:37:14)

But ultimately dude, I did not feel good then, you know, I did not feel good at all. Like I couldn't, I mean, I couldn't go hiking. I was like, it was bad. You know, like if I want to go hiking with like a girlfriend or something, couldn't do it. Just couldn't do it. You know, it's not about, it's not about people oftentimes I think they focus too much on the aesthetics and they don't think about like the health, right? Like maybe, maybe somebody's not, maybe it's not about how you look or if you're sexually attractive, maybe it's more about the fact that you're gonna have a heart attack and you're not gonna be here for your loved ones. You know? And obviously we're talking about people who have a massive weight problem, but I think these same, would you agree that these same rules apply Whether you're massively overweight or whether you're just trying to shred up?

William Myers: (01:38:02)

Yeah, absolutely.

Dan Henry: (01:38:03)

It's more like the degree in which you, which you use 'em yeah.

William Myers: (01:38:07)

Agree. Yeah. I think it's like upgrading, you know, the processing system, you know, like refreshing things and getting a better, a better system to move more efficiently. And like you said, with motivation and confidence, if you're out here confident getting goals and crushing goals. And maybe not even crushing, but just working towards the goal that is going to build a type of confidence, especially if you're doing something you've never done before, because why would you have never, if you haven't done it before, there's a reason it never happens. So something stimulated this excitement, maybe it was a coach, maybe it was a new job, maybe was social media, something, and people can use it as a fuel. But then also at the same time, like you said, they can get stuck into that aesthetic circle that, that round where you're just going round and round and just really not accomplishing anything when it comes to mental focus. Because there's many people who can get the body that they deserve, but they still don't have like mentally, they're still really depressed as if they were still the same before.

William Myers: (01:39:03)

So it's trying to think of, you know, yes, we're changing the body, but what is that really doing for the mind? And so I like to think of, you know, that whole mindset versus identity and understanding that this is who you are now just trying to change your mindset to think like, oh, I'm, I'm gonna start living healthy. It's like, no, we're, we're literally changing every fabric. So it's not, if I make this decision, I might be successful. It's no I'm doing this right now so I will be successful. It's coming to the understanding that there's a reason that we're doing this. And I agree with you. I don't go into the whole body shaming and go into that and messing with people. But it's more about understanding what's going on on the inside of the body. If you're in a situation where the heart is about to have an attack.

Dan Henry: (01:39:48)

I'm not talking about being slightly curvy or something. You know, like that's not, you know, I'm talking about when you're in bad health shape, like when you got serious problems and it's not something that is outside of your control, it's just bad eating habits. And you're in a position where it's not just like, oh, I'm a little bit hefty. And you know, that's not what I'm talking about. I'm talking about when it's like a major health issue and your doctor's looking at you, like what the? You know? That's what I'm talking about. Because there, I mean, look at, look at guys like Tyson Fury, that dude is not by any stretch of the imagination having aesthetically pleasing body, but he's like, he's in the conversation for goat. You know, you can't deny that like greatest heavyweight. I mean, I'm not saying he is, I'm not, but he's in the conversation.

Dan Henry: (01:40:39)

You know, he's never, Brandon, he's Tyson Fury's never been beaten. Right?

Brandon: (01:40:43)

I'm not,

Dan Henry: (01:40:45)

I'm pretty sure he's completely undefeated.

Brandon: (01:40:47)

I'm not familiar with his record.

Dan Henry: (01:40:49)

And he, and he beat Dante Wilder three times in a row. Like, and the guy looks like he just got off of the couch, you know? So like I'm not talking about that. I'm talking about when you're in bad, bad shape, you know? There's so many degrees, you know? But the other thing is like, maybe you are slightly overweight. Okay, great. But if you want, like, if you're okay with that fine, but if you're not okay with that and you want to look better, you gotta treat it the same way as if you wanna make more money. Like you gotta put in the work you gotta put in the dedication. What do you think like for you when you were skinny and you gained massive amounts of muscle, crazy amounts of muscle in a relatively short amount of time, what was the biggest mindset shift in your head that allowed you to do that?

William Myers: (01:41:39)

It had to have been belief after seeing a little bit of results. You know, I was already a business owner, so I already had 100% faith that I could do things for myself. If I wanted it, I'd just go out and, and go get, go after it. I think that when I started noticing when I started seeing the gains, of course, but then also not experiencing any injuries, not experiencing any massive bulks where I wasn't still able to see myself, you know, where I was seeing the development. For me, it showed me, I was just like, okay, so this, this can be done. There can be a such thing as building muscle and keeping lean at the same time while also still building my business and the fact that I was able to be successful in both worlds. And when I went to my first show, it wasn't about winning the show.

William Myers: (01:42:26)

It was about going through the experience. I have a military father and so anything that's discipline related, I just fall right into. I really enjoy it be because I was raised following systems in a way, you know, I was like, you do this, this and this, you will get this. And so it's, that's why when I had the book, I was like, this is simple 30 day thing. All right. You know, like it just went along with the way I'm used to learning. And I saw just a lot of results and also I was still coaching. So when I learning these new techniques, of course, I started sharing them with the people that could use them properly. And I started seeing results there as well. So I started thinking, okay, there's gotta be a magic between how I'm eating, how I'm training, how I'm recovering and also how I'm sleeping. So I started to realize like, okay, if I really put effort into this, this is gonna be successful. And then it to it boosted my business too, because I saw the success and growth and the thing is to do that show. It took me away from my business because I got so focused and I, and I had to really, I had to remember, it was four weeks I had to get down and ready. So,

Dan Henry: (01:43:30)

Yeah, but you're talking about doing like a show, a body building show, not, not just getting in shape like this is like, right. That's why it took you a it from your business. Do you, do you think that you can have a business? Like, do you think you can have a business and get in really good shape without sacrificing the dedication and the focus you put on your business?

William Myers: (01:43:51)

Absolutely. And that was why, where I was going is to think of, I was trying to do that in four weeks. It was just like, like, it was a drastic, drastic change.

Dan Henry: (01:44:01)

Yeah. That's extreme.

William Myers: (01:44:03)

And there's really, and it's not sustainable. And there was really, only reason was because I was challenged to get on the stage. However, like for yourself, with your training. And now how I train myself, I'm training with the goal of, there's no show coming up in four to six weeks. My show right now is building my business. And so for me, with this new version of my business building online, I need to spend a lot of time networking with people and getting in these groups and doing all this stuff. I need to really baby this business to make sure that it grows. And so initially the first thing I did cause before I used to work out five, six days, seven days a week, sometimes, and there was gains, but I had to eat to be able to work out that much.

William Myers: (01:44:47)

So when I started training with you I started thinking to myself was like, you know, well, let me put myself onto just a three day a week program. Let me make sure that I'm really training well, let me make sure that I'm getting in my nutrients. Let me make sure I'm getting my rest, but I can still focus everything on my business and believe it or not, I had better gains and strength and just seeing my body metabolize food better on the three days. And here and there I'll do, of course I do cardio on a regular basis. I stretch on the other days as well. But I'm not taking a ton of time away from my business. And so it has literally changed my whole way of thinking in, whereas it's not about a show. It's not like, how can I get in the best shape possible it's how can I build myself to be able to support my business that way I can be sharp.

William Myers: (01:45:34)

And that for me, doesn't mean being 5% in body fat, you know, what keeps me sharp and keeps me going is successful workouts. And getting into that and leaving the gym feeling like I worked myself out, got a good workout. Didn't take a ton of time, was able to of course, share and network and communicate and have that social aspect of things. But the biggest thing is, is it's not taking a ton of time. And so I think that what a lot of people can use from that is that you don't have to live in the gym to get the results. Are the extreme group, the bodybuilders and fighters and the ones we were talking about, are they? Yes. But at the same time, there's that goal of to get to a certain point in a very short amount of time. Now, if you're thinking, okay, I wanna sustain, we're talking about a lifestyle change.

William Myers: (01:46:22)

We're talking about something that is going to last for more than just a couple months, or like a lot of us who will go on stage. As soon as we get done with that competition, we're eating up and people will call it bulk, right? But just to kind of fill back up, but that's not sustainable. And so the goal here is to find something that you can do on a daily basis or more like a weekly basis. Not saying that you're hitting heavy, hard weights every single day, but your nutrition is on point. You're making sure that you're getting your meals in. You're making sure that you're getting your sleep in all those little things to make sure that the next day is the most productive that it can be, whether it be your workout or whether it be that big sales presentation. So I find myself trying to work with people and trying to figure out like, so what is the schedule that has to happen for work?

William Myers: (01:47:12)

What does it have to be? Where, where is it? And then we try to look at like, where can we fit in the little things. Some people really have minimal time, no time at all. So in order for me to work with that person and their transformation, it's gonna be much more diet related because this is gonna be something they don't have an extra hour or two or three to be able to do their cardio, be able to get their training in also stretch as well. So I have to look at that whole week's schedule and be like, okay, this is gonna be your flexibility moment for the week. We're gonna really dial down on specific stretches, whatever, whatever. Then as we move into other body parts and other parts of the week, it's like, okay, so today where we talk about, you need to have a higher carbohydrate day because we're gonna spend some time working the legs.

William Myers: (01:47:54)

Right. But if they're in a situation where they can't work out that day, we look at the, a little bit of time that they have, we look at where the nutrition is right now and we make the adjustments based on that. And the first thing that I try to do with people is to get them eating, right? Because just by eating right and boosting your metabolism yourself, you can start to see changes, not only feeling different, but also looking different too. And that's just off of food. So many times, that's the first place I start because these people are gonna eat. You know? So now it's just a matter of what they're gonna eat. And a lot of times busy entrepreneurs are not eating enough. So then it's like, okay. So let's look at the amount of calories we need for the day. Where do we break it up?

William Myers: (01:48:35)

How do we break it up? And how do you have to get it in? So some meals I have you, you know, of course getting your food in, but other days where it's busy, you have to take a shake. And that's where, so that's one like little example of how you can help with time. You know, something that's already broken down, goes in with water and can be digested very quickly. Now, again, we always, I'll put in here, cuz I'm saying that that's a supplement, real food is always gonna be better. But when it comes to teaching someone how to understand what their body needs, calorie wise, I need to get them the calories in the first place. So if I can teach someone like they're gonna be like, wow, I, you know, I had a certain amount of calories this day and they're really feeling better. It's like, okay, that's the feeling we're after now let's break down this meal plan so that we can get other options in here, the right time of day, the right type of food so that you can have that feeling. And many times that feeling that they can then broadcast out into their business. I'm like, okay, so let's use that in the gym. You know, and it many times we just have to figure out where the time is, you know?

Dan Henry: (01:49:39)

Right, right. Let me ask you one more question, one more short question, and then we'll, we'll end for this for this episode we'll, I'll ask you where more where people can find out more about it and you know, to be honest you have an amazing program where you work with people online to do everything you're talking about to, to get their, their diet and their nutrition and their workout down. And the people in your program they're getting crazy results. So I definitely wanna plug that a little bit for you, but let me ask you one more question. You agree that I think what is it like 3,200 calories equals a pound of body fat, something like that? Like if you, if you burn, oh, if you're burning. Yeah. So in other words where I'm going with this is how do you have the what do you, from a mindset perspective, from a mental game perspective, what do you do to fend off those urges to overeat?

Dan Henry: (01:50:36)

And, and I think what happens a lot of times, it's not even necessarily in the meals you eat, it's the snacking. And people think, well, I'm just gonna have a handful of this or this or that. But in reality, you know, if you think about it, if you trying to lose a pound of body fat per week and you take, I think it's, I think it's 3,200 calories and you divide that by seven that's only 450 calories. So if you have a few handfuls of this and that, and that handful is like a hundred, hundred 50 calories, well, you may wipe out your caloric deficit, just in a few handfuls of things and just screw all that up. You know? I don't know if you agree with that or not, but I know that when I like really got focused on eating my actual meal plan and not grabbing this and grabbing that, I worry about it a little bit less if we're like trying to bulk or whatever, but if I'm actually trying to lose weight and, and trim up, I get real focused on not doing that.

Dan Henry: (01:51:38)

And that makes a huge difference. I notice it like, within a few days, I start to notice it. And when I do snack and I do grow, oh, this just is that, oh, this won't hurt you. I hate that. Well, just one won't hurt you. I don't know. It's always hurt me. You know, like never one. Yeah. Because yeah, exactly. And how, like, what would you tell somebody from like a mindset perspective of how to really get over the, not just overeating, but like the random snacking that actually really adds up and deters from their weight loss goal.

William Myers: (01:52:13)

Right. A lot of times people will think about it after the fact, and it'll be a guilt, you know, or they'll be upset with themselves. And the challenge with that is, you know, we can't have any of that type of energy going around. So I think it's, it's looking at it from before everything goes in and understanding, what's the goal? What are we working towards? And what is that really gonna do for you? It's literally gonna be a temporary relief. And the challenge with that is if you put the whole day's effort in, if you've put weeks worth of effort in, what is the point of setting yourself back, you know? When it comes down to certain snacks, when it comes down to certain carbs, if you have felt what it's like to experience your body, getting leaner, getting sharper, getting more of what you're looking for, starting to understand that some of these things can kind of just set you back, just even the little snacks like you did that little math right there.

William Myers: (01:53:02)

It's very quickly to go from one chip to 10. Right. And so the challenge with that is understanding, okay, so what is the result gonna be? If I end up doing this, it's gonna be a short term enjoyment, short, temporary gain, but then it's gonna set you back on your actual goals. You know, if you're in, like you said, a bulk position, then you absolutely can, you know, you can kind of play around with, if you're in a position where you're really trying to change your system, if you're really trying to cut down, if you're really trying to act, if you have a good enough reason for your goal, it should also be a reason on why to not cheat on your goal. You know, if that's gonna limit, if that's gonna slow down your process to be able to get to the goal, we need to be able to kind of be around some type of mentorship or coaching to be able to help you understand, Hey, this is gonna slow things down. You know, I remember we've talked multiple times about little things that you were snacking on or that you may have been introduced. And so all I break down with those is what it actually does for the system. Is it causing water retention? Is there too much salt so it's causing inflammation, you know, what is it really giving you? If you're hungry, why are you not eating another meal?

Dan Henry: (01:54:09)

Right. Right. Like, it'd be better to just eat, eat another solid meal that you should. And I noticed that when I really started focusing on not doing that, and I saw the results, it was a thousand times easier to stick to it because you're like, wait a minute. If I actually stick to this for even a week. And I see that result now, it's like, wait a minute. All I have to do is not randomly snack, stick to this meal plan. And I'm actually gonna fricking massively change the way I look. Then it becomes like 10,000 times easier. And, you know, I just don't think people give themselves enough of a chance to see that result so that they can get that motivation. It's the same thing in business. When I didn't make any money, it was a lot harder to get motivated.

Dan Henry: (01:54:53)

But when I made that first dollar, you know, when I made that first dollar, it became infinitely easier to put in the work because you're like, wow, this works. And then it just snowballed. And next thing you know, I've got like a very, very successful business and it was, it really just came down to that first result and seeing that first thing and getting motivated from that. But you gotta give yourself time to at least see the result initially. You know, and the, the tips you've given me on snacking, the deli meat hack, amazing. That has worked really well. Like, if you're if you're hungry instead of snacking on like nuts or something bad, or like, oh, it's organic or, oh, it's vegan. It must be fine. Vegan food is way worse for you than most food because it's, they pack extra calories in there to make it fricking taste better because it, you know, vegan food without all the extra stuff they put in, it tastes like ass. You know, tastes like plant based ass, but it still tastes like ass, you know?

Dan Henry: (01:55:58)

And so it going and getting a pack of deli meat. And when I'm hungry, simply snacking on the the deli Turkey, cuz it's like super low calorie. It's high protein that has worked really well. Like I snack on that and I'm good. You know, or snacking on vegetables or something, but it's obviously the turkeys better. I get the spicy like Turkey and it's just, it's awesome. So dude this,

William Myers: (01:56:24)

And that's the big thing with, with the snacking is understanding what is the snack doing for you.. Like that protein, that Turkey, that you're eating protein is a building block for muscle. So yeah, it's, it's giving you that oral fixation of eating, but you're actually packing you're promoting what the actual goal is, which is to build muscle. But if we're just doing fiber, right, we're just getting a bunch of extra water in, which is good, but it's not doing anything for your muscle. If your body's telling you, it's hungry, it's hungry for a reason, especially if you're training like you are. And so then the challenge is like, well then what do carbohydrates do? You know, if we're snacking on chips and nuts and stuff like that, rice cakes and such like that without the purpose of using the carbs, there's just gonna retain water. What you're gonna see in the mirror when you don't wanna see it in the mirror. Right.

Dan Henry: (01:57:09)

Right. So let me ask you this. Where can people find out more about you and follow you and see some of your stuff Instagram or

William Myers: (01:57:20)

Yeah, absolutely building the Instagram profile. That's @myersimpact. That's M Y E R S I M P A C T

Dan Henry: (01:57:26)

@myersimpact. And then what I'm gonna do is you have a pretty cool I dunno, it's like 15, 20 minutes, little video training that you have that kind of goes over like a summary of this stuff. And I think it's like 15, 20 minutes long and it's really good information. And of course, if somebody was interested in working with you or potentially seeing what that looks like they can they can schedule to speak with you after watching that, but. I'm gonna leave a link to that in the show notes so that people can check that out as well. And it's an awesome video and I think it'll, it'll help a lot of people. And I do recommend you know, anybody listening, I definitely recommend will because he's, especially if you're a busy entrepreneur for sure, because that's exactly what I am.

Dan Henry: (01:58:11)

And I've finally been able to get some consistent gains and it's just, it's, it's really changed the game for me. So I appreciate that from you a lot. So anything I can do to put your name out there and spread the word is you know, it's important to me to do that because I think that, like I said, at the beginning of this, there's so many people out there that are so incredibly talented and so much better at what they do than a lot of the people out there that are, that have a name that have created something. And I just like to see the people who have really dedicated themselves to being good at what they do, get more attention and build a business out of that. So I highly recommend anybody listening that you check out Will's stuff because it is it's fricking awesome. So dude, thank you so much for coming on. We'll have to do this again sometime.

William Myers: (01:59:00)

Thank you.

Dan Henry: (01:59:01)

You know, thanks man. Awesome.

William Myers: (01:59:02)

I appreciate it, man.

Dan Henry: (01:59:03)

All right, man.

How To Un-F@#$ Your Mind With John Whiting Jan 14, 2022

>>> Get Daily Success Mentoring By Becoming A Member At How To Think<<<

------

What would your life look like if you could control your thoughts and emotions?

Few learn to manage their thoughts and emotions in a way that allows them to be genuinely in control…

The truth is if you can’t control your emotions, you can’t manage money, a business, or a team.

Maybe you’ve found yourself regretting decisions you made based on your emotion…

Would you agree you’d be able to make better decisions if you were able to think logically rather than getting caught up in emotional decision-making?

If you find your emotions control you more than you’re controlling your emotions, this is for you!

In this episode, I interview John Whiting and discuss how learning how the mind works taught him to change the way he thinks. John shares what he learned about controlling emotions and how you can apply these same principles in your life!

In this episode, I am going to cover:

Why You Must Think Outside Of Your Emotion
How Expectation Makes You Drunk
Why You Should Focus On Playing A Bigger Game
Why You Need To Get Clear On Your Destination
You Must Become The Person That Deserves Success
And… So much more!

If you got value from what you heard here, please be sure to subscribe and rate this podcast! Bonus points for you if you write a review! ;)

— SUBSCRIBE & FOLLOW —

Click Here To Get Daily Success Mentoring By Becoming A Member At How To Think

— TRANSCRIPT —

Dan Henry: (00:00)

Hey, everyone. Welcome to How To Think the show where we take a look at people who have overcome the odds and done amazing things with their life. And we explore how they think so that we can learn how to be more successful ourselves. Today, we have John Whiting on the show. John went from at the lowest possible point in his life where he was literally contemplating suicide to completely changing how he thought, the entire way he viewed how the mind works. And as a result, created a million-dollar business and multiple actually million-dollar businesses. And literally just completely turned his life around. And it was so impactful for him that he began teaching other people, this sort of different way to look at the mind. And it's very deeply rooted in controlling your emotions and using them as a tool rather than allowing them to prevent you from getting what you want in life. And so that's what we're going to explore. And of course, as always, if you would like to get daily success, mentoring, go to HowToThink.Com and sign up. It's an amazing app where you will get a daily success audio each and every day to keep you on track and show you how to work towards a more successful you. So with that said, let's get into the interview.

Dan Henry: (01:34)

What's up, John?

John Whiting: (01:35)

What's up, dude?

Dan Henry: (01:36)

Bulletproof Entrepreneur. How you doing, man?

John Whiting: (01:38)

Good brother. How are you doing?

Dan Henry: (01:39)

Pretty good long drive over here. Right? Incredibly long drive.

John Whiting: (01:43)

All 30 minutes of it, baby.

Dan Henry: (01:45)

Well, that was easy. So I'm, I'm so happy to have you on the show because we've been doing business together for some time and I just wanted to get you on here because we've had some pretty crazy conversations...

John Whiting: (01:57)

Understatement.

Dan Henry: (01:59)

Outside of a microphone and to a degree I'd like to get some of those conversations on a microphone. Not all though. But so listen, I, you know, I wanna start with sort of like where, where you came from because you, you know, you have this company, a Bulletproof Entrepreneur, and it's a successful company. You teach entrepreneurs how to improve their mindset and the way they think and their mental game, which I'm all about that. You know, we do that, How To Think. Yours is very, very specific though. And I like it because it's very, it's and correct me if I'm wrong, but it's very based, or at least it's somewhat based, in stoicism, correct?

John Whiting: (02:42)

Yeah. A lot of the same principles.

Dan Henry: (02:44)

So just real quick for, for those that may not know what that is. Can you just quickly define what stoic is and why, especially an entrepreneur may want to consider looking into that.

John Whiting: (02:58)

So ultimately non reactive, right? So as entrepreneurs, we get bullets shot at us constantly, right? Not to be too punny a Bulletproof Entrepreneur, but ultimately, you know, how you respond or react to those bullets coming at you determines what happens, right? So the less reactive you are to external forces, whatever it may be, the more, the better decisions you're gonna make, just like Warren Buffet says, if you can't manage your emotions, you can't manage money. You can't manage a business, you can't manage a team so on and so forth. So the less reactive that we are and the more calm, cool, collected, logical and methodical that we are pretty much, that's why Warren has a hundred mil, hundred-billion dollar net worth. So it's worked for me as well so,

Dan Henry: (03:42)

So, in essence, are you saying basically to not be emotional?

John Whiting: (03:46)

It's a tool, emotions are a tool, right? So it's either you can be caused over your emotions or effect to your emotions. So emotions, I'm not saying, throw them out. What I'm saying is you, there's a time and a place to demonstrate certain behavior, your certain emotions, and many times the things that get us in the biggest trouble is when we reactively do something that we then look back and say, Hmm, probably shouldn't have done that. Right. And so the more causative that we can be over that usually the better decisions, therefore, the better actions are for the better results.

Dan Henry: (04:18)

So like stoicism would then be the art of being able to make a decision and essentially letting only logic rule, how you make that decision and not let emotion get into it. Is that, is that sort of like a simple definition?

John Whiting: (04:35)

Yeah. Incredibly fair. Yeah. Incredibly fair.

Dan Henry: (04:37)

Okay. So what would be your response to people who, cuz I can, I can already hear this, right. I can, I already see the peanut gallery drawing out their picket signs and holding 'em up and saying, well, we're not robots. We're not, you know, yeah. Human beings are emotional. And I, I believe that you have to understand the context that goes with it because you know, if you're saying, oh, you're raising children or you are, you know, in a relationship. Yeah. If you completely strip emotions out, probably not gonna go there. There's probably gonna be some negative, negative fallout to that because you, you aren't a robot. But when we're talking about a business, we're talking about growing a business, it's a different context. So what would your response to be those that would push back on the idea of stripping out the emotion to make good decisions?

Dan Henry: (05:28)

Yeah. I would say if it's working for you keep doing it.

Dan Henry: (05:32)

Oh, come on. You don't have to be that nice.

John Whiting: (05:34)

Well, so and so like just full disclosure, every time that I talk to anybody, I'm like, everything that I'm all about is a suggestion that has worked for me, has worked for my clients, and it's led to a great part of my success in what I've done so far. But it might conflict with beliefs that you have, if that's okay, great. Like my intention is not to completely change your entire fundamental belief system. If you're not liking where you are and you are extremely emotionally volatile and you're arguing with me about it and you don't have the results that you want. I might invite you to look at it a different way, but I'm not saying this is how it is. This is what's totally 100% absolutely true for everybody. I'm just saying what's true for you is true. So if what you're doing is working, I'm not trying to convince you.

Dan Henry: (06:25)

What do you think the people that might listen to this and say, oh, you know, you gotta, you can't strip out all the emotion. I wonder how many of those people it is working for them? You know, they, they are successful because I mean, if, if you think about it, there are definitely some people that are successful, who you might consider emotional, like Donald Trump or something. Though, the jury is out on whether or not that is intentional and, and calculated, or that's literally a reactive sort of thing. Because I think a lot of people may look at, you know, they, they may look at somebody like that or somebody in the news that is emotional. That is, that is, and they might think, oh, well, you know, it works for them. They're fine. But in reality, maybe they're doing that on purpose.

John Whiting: (07:16)

Well, yeah, exactly. So like I said, emotions are tools, right? So they're tools in your tool shed that are meant to be used. So either they're using you or you are using them. So you can't, for example sell anybody on anything if you have no emotion, you can't do it. So what you have to do is strategically use that emotion. So for example, somebody calls, comes to a call with you and they're like, man, this is really tough. You're not just going to be like, okay, buy my stuff. Like, that's not gonna work. Right. So you're gonna be like, Hey man, I understand I've been where you're at. You know, it's tough.

Dan Henry: (07:52)

Well, you're talking like selling though. You're talking about marketing, selling.

John Whiting: (07:54)

Regardless, it's still an emotion that you're using as a tool, right?

Dan Henry: (07:57)

Well, I'm talking more about like making a decision in your business, something that's off camera, off of the public eye, you know, because you're right. Like you, you, if you are, you're out there and you're just like a robot like this, nobody's gonna relate to you. Because human beings are emotional creatures and if they can't sense that you do have an emotional side to you that they can relate to and resonate with, no.

John Whiting: (08:20)

Of course.

Dan Henry: (08:20)

But what I'm saying is outside of all of that, you know, just in the deep, dark core of, yeah. You wake up in the morning and you say, am I gonna go this direction? Or am I gonna go this direction? Am I gonna do this or am I gonna do that? Those decisions? Do you, do you feel that emotion completely is a detriment or do you feel that it, it just, it's more of a degree.

John Whiting: (08:47)

I think it's worth taking into consideration, but the way you've take it into consideration, you have to be kind of exterior to it in order to, to practically take it into consideration. You teach this incredibly well, when you essentially... We good on language on?

Dan Henry: (09:03)

Yeah. You can say whatever you want. So you're talking about the Second mind?

John Whiting: (09:06)

No, no, no. What I, no, no, no. So you're like, don't come to a coaching call and tell me, I feel like my sales are down. I feel like this. I feel like that. What are the numbers, right? I can only help you if I understand this is why you gotta make data on decision, or you may make decisions on data not emotion. It's because how many times have you? And I both like, felt like going awry. And then we look at actually going and you're like, oh, we're actually doing pretty good.

Dan Henry: (09:33)

Yeah. It's yeah. It's crazy. Cause people do people, entrepreneurs, entrepreneurs do this. They'll get out there and they'll say something like, well, and I've had people say this to me a million times. I feel like this isn't working.

John Whiting: (09:47)

Right.

Dan Henry: (09:48)

And it's like, well, I don't care how you feel. I care about the facts. Cuz the facts don't care about your feelings, facts are facts. And I know we live in a world now where facts are subjective. But the bottom line is that if something isn't working, you're going to be able to know if you actually check. Cause I can't tell you the amount of time somebody says, well, this is the problem or this is what's going on. I'm like, well let me look at it. And then I look at it.

Dan Henry: (10:15)

I'm like, what the fuck are you talking about? That has nothing to do with what you just said. Right here. And so I agree that I, that emotions can be a, you know, a detriment. And just to give you a practical example, look at social media influencers. Right? So here's the funny thing is I can make a post on my social media and it'll get like 12 comments or whatever, you know, cuz I'm not like a huge, I don't think either one of us are huge social media people, we're entrepreneurs. And somebody will be like, oh, you can't possibly make a bunch of money. Cuz you got 12 comments. And it's like, okay, but my ads and, and all this stuff, when I look at it, we, we did like a million dollars this month. So it's or whatever, you know?

Dan Henry: (11:02)

So it's like, like I know, like I know Anthony Morrison, he, he doesn't do, the guy the guy does crazy numbers, insane numbers, multi, multi, multi eight figures. And he's not that active on social. Like if you did not, if you weren't on his email list or you weren't a part of his actual closed sort of door tribe of, of, you know, hundreds of thousands of people, you wouldn't really know who guys like that are compared to somebody who gets out there and post a stupid picture of their food, or their sneakers, or a Lamborghini they don't own, or some new age rap music that even rappers don't know what it is. You know? Like, I mean, it's, it's a, it's a huge thing. And when we get emotional about attention, oh, I want attention. I want people to know who I am. Well great. But that doesn't necessarily translate into dollars.

John Whiting: (11:55)

No, totally, absolutely. And that's why, you know, ultimately it's kind of, I like the analogy of like, this is literally how pilots fly planes. Right? Would you get in a plane with a pilot who says you know, I, I think, I, I feel like this is gonna go, okay, right? I feel pretty good about this. But he has no dashboards or dials or data on anything. He's just like, I feel pretty good about this.

Dan Henry: (12:20)

Like he's got black tape over all of the instruments on the plane.

John Whiting: (12:23)

Let's assume it's a plane that doesn't exist. That, that, that whole thing doesn't exist. You're just like, ah, I feel pretty good about this, right? Like, no, you wouldn't get in the plane. Why.

Dan Henry: (12:31)

I would get off the plane immediately.

John Whiting: (12:32)

Right, exactly.

Dan Henry: (12:32)

I've gotta take a pee, not in this plane. And then I would not come back

John Whiting: (12:37)

Right, exactly. Right. And so ultimately, especially in business specifically, like you can't attract a team if they don't know, like using that plane analogy, the team won't get on the plane if you don't know your own numbers and you're not able to show your team, Hey, here's what happens when you do these particular things, using the systems that we have in this company that are proven to work. If you don't have that to show them their confidence is very low and they're going to feel uncomfortable and not really, probably even know why. Right. And so ultimately the more when that's why you have to have data on everything in your business is because that's how you need to make decisions as you, you were the, one of the first people that like, I really heard go aggressively on like, don't tell me how you feel anymore. I just wanna know what your numbers are.

Dan Henry: (13:29)

Well, well look, I'm gonna be honest with you. Right. Here's what happens in the consulting space. People will sign up to get business advice, but what they really need is therapy.

John Whiting: (13:41)

Yeah.

Dan Henry: (13:42)

You know what I mean? Like, and I'm not, and I'm, I'm not kidding. Like they'll sign up. Because when I first got started teaching people business, I did not, I did not even realize that I had to be a therapist or a mindset coach. You know, I didn't even realize that. And you do, if you teach anything, you have to be to some degree, a mindset coach, because people will come in and you could be like, here is what you do. Click here, click there, do this, do that, say this, say that. And if they do it, it will work. Right. But they don't because they're like, but, and then insert all of these emotional things.

Dan Henry: (14:17)

And you're like, wait a minute. I signed up. It's like, if you were a firefighter and you signed up to be a firefighter and then they're like, Hey, can you go arrest that guy? Well, I'm a firefighter. I'm not a cop. But see the thing about it is, is that in, and Perry Belcher, brilliant guy, said this to me one time and I'm sure he said this to a lot of people. But he says like, if you don't solve the customer's complete problem, you're leaving a lot of money on the table. So if you wanna be successful, even in, not even in a coaching business, but in, in a, in any business, right? Like could be a gym, like think about this. Gyms, some of the best gyms, they inspire people to lose weight in their marketing and in their messaging. If you just walk into a like, but if you think about it, the business model is, Hey, here's a box.

Dan Henry: (15:08)

Here's a key, here's a bunch of gym equipment. Give me 20 bucks a month. And there you go. But it's not, you actually have to inspire people. And a lot of people don't realize that. And so you can either get frustrated with that or, or you can, you can tackle it. But have you noticed that, like if you were to do a percentage of tactical versus mental. So tactical, meaning say this on the phone and close a sale or, you know, do this thing in a stock market to make whatever, you know, versus the mental aspect of it where it's like, okay, here's how you manage your emotions around that. If you were to give that like a 70/30, 50/50, 60/40, where would you, where would you land that?

John Whiting: (15:52)

I mean, ultimately I think an 80/20 is fair. I think it's fair. Ultimately even the, the tactic and tactics and the strategies are fueled by a decision making process that is through some sort of an emotional lens filter in and of itself. So you could argue that the whole thing is a hundred percent. Mainly because your perception drives how you would even come up with or interpret tactics in the first place. Right? So you could argue that it's a hundred percent, but I would say to be fair and practical, like, yes, you need the, how tos and they need to be accurate. However, you and I both know that building a business really isn't that hard. You share your message with a lot of people, find out what they want, go out and get it and give it to 'em and you package it up in a way that you can pass it off to somebody else to delegate to. And you repeat that over and over and over and over and over and over and over again.

Dan Henry: (16:47)

Yeah. I mean, that's,

John Whiting: (16:49)

There's your tactics right there. It's honestly, Hey, what do you need? Like you just said, like, you, you, the problems that are left unsolved or whatever it is that you just said or you're leaving opportunity on the table and it's just, you know, I forget who's quote it is, but you know, you help enough people get what they want, you get what you want. And what's funny is the questions that you and I both get is just like, and I even, I ask you for things on your perception. You're like, I don't know, go ask your target market. I'm like, oh yeah. So like a lot of the time, like we have to be reminded it, like most of our job is reminding people of things that they already know.

Dan Henry: (17:23)

Oh, you need to say that one again for those in the bleachers. I mean, that's, that's absolutely true. I mean, be I have literally paid for coaching myself, or masterminds where I will hear something that I already knew that I already acknowledge I should be doing, but because I heard it again and maybe I just heard it in a slightly different way, or maybe it was just the fact that I got on a plane, spent tens of thousands of dollars to go out there, sat my ass down instead of watching a stupid YouTube video and actually was there fully present and heard it again that I finally did it. And then boom, it turns into million dollars.

John Whiting: (18:00)

Perfect example. So the other day, I'll leave his name off, but there's a new client that I just signed up that does a hundred million a year. Okay. And in our conversation with each other, he, we were having conversations similar to this and probably went down some rabbit holes. But ultimately he's just like, I said something similar. I'm just like, honestly, dude, like my job's really simple. All I do is remind people what they already know, who they, they really are, what they're actually capable of and just like get 'em back on track. He's like, that's exactly what I need. He's like, I'm so glad you said that. He's like, that's exactly like, I'm like, oh, okay, great. Like, awesome. Like it's just, it's business is so much simpler than people try to make it and you know.

Dan Henry: (18:46)

That's why, that's why they overcomplicate it. It's the emotion, the emotion drive the over complication. I mean, I cannot tell you how many times I've had somebody come up to me. Maybe even they just saw me in the street or something and they're like, ask this question and I'm like, dude, I've never even thought about that. I mean, you've actually asked me questions...

John Whiting: (19:05)

You've said that to me.

Dan Henry: (19:06)

Yeah. And I was like, I've never even remotely thought about that, I just do this. And, and, and you know, and you're, and I, and I've asked people that, and I've heard that same thing and I believe it's, it's it's anything from fear, could be anger, could be self confidence issues could be ego that cause you to do things that lead to an overcomplication. You know, I, I mean, I would say that when I started teaching people business tactics, I was not including, like mindset, or mental game stuff. And quickly I realized I'm like, man, these people really need therapy really bad. Like these, like I just thought they would just do the thing and go get results. I didn't know I had to basically like, you know, heal their mental trauma or whatever, you know? And, and so then I, I, I had to, you know, I had two choices.

Dan Henry: (19:59)

I could either not do that and be a mediocre player in the game, or I could learn how to, to do that and, and study and experiment. And then eventually I started putting, mind, like literally the first things, the first modules in any programs I put out were all mindset. And all of a sudden, like crazy, the loyalty, the brand loyalty went up, the results went up, everything went up. And also those were like the parts people remember. Cause people, you know, people may not remember tactics, but they remember how you make 'em feel. And that was one of the reasons I started How To Think, because I was like, wait a minute. I was like, why don't I just make an entire company based off of this? And because it look and I will, and you, you can push back on this if you want. But I firmly believe that if you take two people and one person has a shit mindset and they're they're, they have a crappy attitude, but they have the most effective tactic on the planet. And then you take somebody else who has a, a, a growth mindset and they have confidence, and they have willpower and they have all those. They have the mental game on point and you give them a subpar tactic they will still crush the other guy every single time.

John Whiting: (21:23)

No question. Yeah. Why would I push back on that? I thought you were gonna, I thought you were gonna lob me up a hard one, you know, that's why would I push back on that one? No.

Dan Henry: (21:34)

You know just trying to get some, some viral clips for the show, but I mean, that, that's the thing is, you know, that's why, that's why I started How To Think. And I'm sure that's why you started Bulletproof Entrepreneur.

John Whiting: (21:49)

Absolutely.

Dan Henry: (21:50)

Because you realize it doesn't matter what business they're in or what they're trying to do if they don't have the mental game, I mean, I've told you, I've told you my little analogy on this multiple times, you know, Tom Brady says the game of football, 90% mental. You know, Michael Jordan game of basketball, 90% metal. Tiger Woods, game golf, 90% metal. What makes you think business is any different? Yeah. And, and we were talking about this before we started recording, but take Tom Brady as an example. We'll use a different analogy than what we used prior,

John Whiting: (22:22)

Probably wise. Probably wise. Would get a viral clip out of it though.

Dan Henry: (22:24)

Yeah. So well, maybe.

John Whiting: (22:30)

Circle back.

Dan Henry: (22:31)

Yeah. So, so Tom, I'll never forget this. Tom Brady said that the guys that are in the NFL that are gifted with like huge muscles and they're naturally athletic, they often are, are, they don't reach the top often because they, they have so much given to, but they don't know how to develop heart. And he says, when it comes post-season time, when it comes time to win championships, muscles, don't win championships, muscles don't win rings, heart wins rings. Look at Tom Brady. He is not physically like, you know, he, he is not that jacked. He is not a, a overly athletic. You, you see him in the street, you, you would never think he was an athlete yet. He's the greatest quarterback of all time. And it just goes to show you that that is the mental game. The heart is the mental game. So no matter what you do, if you can develop that you can crush and the number one person that needs it the most is the person that says "oh, mindset is bullshit". How, how often have you seen that as something that's like really held people back their resistance to improving their mental game?

John Whiting: (23:44)

I would say as a general, it's the number one thing, right? It just goes back to the, you know, 80/20 or a hundred percent. Like, it's literally the one thing, like, you've heard me say my, my drunk sober analogy. Right. So for those of you who haven't heard this, why would you, unless you follow me are already. But you know, do you make better decisions drunk or sober? We'll just go through it.

Dan Henry: (24:05)

Well, I would say sober.

John Whiting: (24:06)

Sober, right? How about when you're afraid, or nervous, or anxious, or really frustrated, do you make better decisions in that state or when you're calm?

Dan Henry: (24:15)

When you're calm, for sure.

John Whiting: (24:16)

Calm. Right? So when you're in one of these frustrated, very emotionally volatile, or even like super excited, like overly excited states, you tend to make decisions that's kind of like being mentally drunk, right?

Dan Henry: (24:29)

Absolutely. Yeah.

John Whiting: (24:30)

So ultimately when you're talking about, you know, I can, if I gave you the best, how-to strategies and tactics in the world, but you're blacked out drunk, will you be able to do anything with it?

Dan Henry: (24:41)

No, no.

John Whiting: (24:42)

No. Right. So what happens is, and this is what...

Dan Henry: (24:46)

You might puke, but.

John Whiting: (24:47)

You might puke, right? But ultimately at the end of the day, like what everybody else is trying to do is like, most people are walking around in some degree of mental drunkenness. And what happens is, is they're going to evaluate solutions, solve problems, look at tactics and strategies wandering around after shots of fear, guilt, doubt, frustration, anger, resentment. And they're just, you're taking shots as soon as you wake up. Let's say you sleep in too long and you feel, oh, my energy's low now. Now you're feeling wa wa wa.

John Whiting: (25:22)

Right as soon as your eyes open, you're like, oh shit, today's gonna suck or whatever. Take a shot of self-doubt and then a shot of guilt that you slept into long. And then you're wondering, like, you just keep doing this throughout the day, and you're wondering why you lose focus, why you can't do anything. Like, it's just literally the same thing. And so ultimately that's why we take entrepreneurs through a process to essentially sober up their mind so that they don't experience that. Or if they do, instead of you and I, have you ever met somebody who sat in a problem? Like, let's say they got dumped and they sat in it for way too long.

Dan Henry: (25:56)

Oh yeah.

John Whiting: (25:57)

Right.

Dan Henry: (25:57)

Oh yeah. I live in Florida. That's like everyone.

John Whiting: (26:00)

Exactly. Right. So one of my favorite definitions of wisdom is the speed at which you're able to see both sides of an event and neutralize it and transcend it. So if you let's say you get dumped and you sit in it for eight years or 80 years, sometimes that's not the most wise way of operation.

Dan Henry: (26:20)

Absolutely.

John Whiting: (26:21)

Right. So if you're able to, and there's like, I'm not saying, take emotion out of it. Like if your dog dies and you're just like, oh good, like that's a bit sociopathic. I'm not saying go there. I'm just saying there's an appropriate amount of time, just as a reasonable, you know, processing of an emotion. Whereas most people, they got rejected in something that they even forgot years and years ago. And now today, that's why they're afraid to ask their target market, their audience, "Hey, well, how is it that I can help you?" So they hide behind a consultant and go, "Hey, consultant, what should I say so I never experience rejection?" And our challenge is, is there's no answer to that question. We're not the one, I can't give you the answer to that question. It's literally impossible for me to tell you what to go say to your target market, which is why every time I bring an idea to you, you're like, I don't know, dude. Go test it. I'm like, yeah, that's a good point.

Dan Henry: (27:16)

Well, see, I always say, I can't tell you the answer. I can just tell you the process that will get you the answer. Cause I don't know the answer. I've never known the answer.

John Whiting: (27:22)

But, what will keep somebody from executing on that is a fear of getting rejected, a frustration. It could even be something real unrelated. Like they're frustrated with their aunt because their aunt's being an asshole during the holidays. Like it could be, you know, it could be literally anything that causes what I'll, I'll I'll name, mental drunkenness. Right? And so now it won't matter how good the advice is, how determined you are. You'll find a way to fuck it up essentially. And what happens is, you go do whatever meditations, affirmations, journaling, whatever. Let's say you're hammered drunk. And I say, all right, we're gonna meditate, do affirmations and journal. You're gonna be like scribing drunk, and I don't know this isn't working. And then you get distracted and go do something else. And then be like, "I don't know, I tried that shit. It doesn't work. None of that stuff works". And you loop it into this big generalities bucket because you're not getting specific on anything. And you say none of that worked. I tried it all. You've seen that. How many people have you talked to said, yeah, I tried everything and it didn't work, and they've tried two fucking things?

Dan Henry: (28:25)

Well, virtually everyone. Virtually everyone. I mean, you, you cannot begin. I mean, I've been on thousands of coaching calls. I've spoken at tons of events. Like it's ridiculous how, like I'll give you a perfect example, right? Like let's say somebody says well, you know actually I've literally had people try something and, and they say, oh, I've tried it, it doesn't work. And I say, well, how many times did you try it? And they'll literally say once. And I'll be like, so your expectation is that you try to do something that you never have done before and just because you have got some guidance, all of a sudden, you are supposed to fully and completely execute it on the very first try? The problem that you have is not anything technical or tactical. It is your emotions telling you to set that insane expectation. That makes absolutely no sense whatsoever. And that's probably also holding you back in multiple categories of your life, literally permeating your life like a virus.

John Whiting: (29:44)

And here's the thing. They already knew that that's what they're really upset about. And when you remind them of that, it reminds them that they already knew that, but they're not demonstrating it. So ultimately, for example, if you're drunk and I'm like, Hey, Dan, don't be drunk. That's my advice. Right. It won't matter how. Hey, Dan, let's sober up now. Like, have you ever tried to tell a drunk person, like, all right, sober up now, like get your shit together. And they, they can't do it. Is it their fault? Eh, I mean, yeah, they got themselves drunk, but ultimately, like we're saying in so many words, like, wait, you're an idiot for not, you know, if you're not seeing this logic here,

Dan Henry: (30:29)

It's like, you're trying to reason with a drunk person,

John Whiting: (30:31)

Correct. You can't reason with a drunk person. So what's the solution. Is it reason harder?

Dan Henry: (30:36)

An IV.

John Whiting: (30:38)

An IV.

Dan Henry: (30:39)

See, that's what you do.

John Whiting: (30:40)

Exactly.

Dan Henry: (30:41)

Your stuff is the, the IV.

John Whiting: (30:43)

Correct.

Dan Henry: (30:44)

It's it's the thing that gets them.

John Whiting: (30:46)

I like that. I'm gonna use that analogy.

Dan Henry: (30:47)

Yeah, you should. Yeah. You know, I'm the IV you're drunk and I'm the IV, you know?

John Whiting: (30:52)

Use a different voice tone, but yeah.

Dan Henry: (30:54)

I mean, you could say you're the mental cocaine, cuz that'll, that'll wake you right up, but I probably wouldn't do that.

John Whiting: (30:59)

That's a, we'll circle back to that one.

Dan Henry: (31:01)

Yeah. That's yeah, that's, that's probably an audience mismatch, but the, the point is, is that, and, and I wanna, I wanna be clear, a lot of people associate mindset work, and this is important. They associate it only with things like confidence and fear. And those are, yes, those are very, very common, but there are other cancers out there, for instance, I've personally have not had in a while. You know, maybe early on in my career, a lot of fear, you know, like I, I lately the past four years of my life has generally been, you know, me taking more risk, then I probably should not less. And I think that may come because they, they may come from such abundance that, you know, when you're a, when, when you're pretty much poor your whole life and you deliver pizza for seven years, which is like a huge, and I'm still pissed off that I let that be that big of a chunk of my life.

Dan Henry: (32:01)

And then you have like tens of millions dollars. You get to a point where you're in such a state of abundance that, or at least I do where I might take risks that are, that could pay off this big. But a seasoned investor would probably be like, you know, you know, no. But it's worked out, like when I did the music video for Book and Close, you know, I had a few people tell me, they were like, you're gonna get all kinds of hate for this. People are gonna say, you're objectifying women. And I'm like, it's a parody from a movie. You idiots. Like, you know, like what, like who's gonna do that. Yeah. And then I was like, wait a minute, idiots will do that. And I don't want idiots to buy my stuff anyway. So then I was like, all right, it's fine.

Dan Henry: (32:49)

And then it blew up and we did $850,000 off of that ad on like something like 15 or $17,000 in, in advertising cost. It was ridiculous. You know? But what does hold me back personally, is things like anger, frustration. And I know it. Like, and I think a lot of entrepreneurs, especially those that have employees can appreciate this, or at least acknowledge, they, they see it in their life, but you have an employee, or maybe it's not even an employee, maybe somebody you've hired like outsourced and they do a bad job or at least not to your standards. But the thing is, is if they were to do it to your standards, they probably wouldn't be working for you. They would have their own thing. And some people don't want that. They don't want that life. It's a life, but to have to expect, cuz you're, you're pushing yourself to this insane degree, right?

Dan Henry: (33:51)

Like you're pushing yourself harder as an entrepreneur, you're pushing yourself harder than most people are willing to push themselves. So when you put that expectation onto an employee, you're basically saying, Hey, I'm a lunatic. I'm gonna push myself to this crazy degree that 99% of the population is not willing to do. I expect you, the employee part of that 99, to be lunatic with me. And they're looking at you, like you're a lunatic, you know? And then you're like, why can't you do this right. And it's like, because you're expecting them to be a lunatic because you're a lunatic. Right. And they don't wanna be a lunatic. If they were gonna be a lunatic, they'd probably go off and start their own business and be a lunatic. You know? So I think that's important that it's not just people who aren't afraid who do have confidence, but there's other things that can fuck you up as well in your business.

John Whiting: (34:43)

Oh yeah, totally. And for on that point specifically, like one of the things that okay. And I've used this analogy, I'll, I'll soften it slightly, but when we were at your penthouse a couple months ago or whatever, when you asked me about this, do you remember the analogy that I shared with you about the kid in the grocery store?

Dan Henry: (35:06)

We, we were, we okay. We were, we were eating some plants, but you'll have to remind me

John Whiting: (35:12)

So and, and this can go in the mental just I'll, I'll use the drunk analogy just to keep it congruent. So imagine everybody that it is on this planet for the most part to some degree is drunk, right? We're going around expecting them to be sober and they're not, and it's frustrating. Right? So ultimately we're going around saying you should be sober as I am. Now that also can come from a different kind of your own mental drunkenness. And now you've got two drunk people just arguing about nonsense.

Dan Henry: (35:46)

Because your expectations is making you drunk.

John Whiting: (35:47)

Right. And their expectation of you is that it's not gonna be that hard. And you're just like, you know, going back and forth with like two drunk idiots arguing on the front lawn and, you know, middle of Florida, right? But ultimately, you know, if you, if, if you at least understand logically that's like half the game of like, okay, I like what you just said, that, that argument that you just made, like definitely a prerequisite to working with people in general. Like, especially if you're a high-performer, like you just have a, like, there are some people that have more horsepower than others. And so you're driving around in, you know, the La Ferrari and wondering why the Camry is going slow. Well, it's not that it it's cuz it's a Camry.

Dan Henry: (36:29)

Right.

John Whiting: (36:29)

You know what I mean? Like, so you're expecting like, come on Camry, go. It's just like, well you hired a Camry and you're expecting to be a Ferrari, like that's on you. You know what I mean? Right.

Dan Henry: (36:41)

So, it comes about to ownership.

John Whiting: (36:43)

Oh, everything does, right. And so like the most empowering position you could possibly ever come from is I caused it all, literally everything, including all the things you're going like, wait a minute. Not that though. Yeah that too.

Dan Henry: (36:56)

But so what you're saying is even if you were to be able to make a logical argument, that it in fact was not your fault, bypassing that and taking ownership of it anyway, really is the secret to crazy amounts of success?

John Whiting: (37:10)

Correct.

Dan Henry: (37:11)

Yeah. I would agree with that.

John Whiting: (37:12)

100%

Dan Henry: (37:12)

I would agree with that. Have you read Extreme Ownership?

John Whiting: (37:14)

Yeah.

Dan Henry: (37:15)

Yeah. I think that's a great book. Lot of, lot of war stories, you know, I feel like that should be a movie. But so let me ask you this, you, you built a million dollar business when you did not come from, you know, like you didn't come from Harvard Business School or anything like that and,

Dan Henry: (37:36)

Two. Two seven figure

Dan Henry: (37:36)

Two seven figure businesses. Well, we came, we can't leave out the, that's one thing about entrepreneurs.

John Whiting: (37:41)

I don't have tens of millions of dollars yet, but you know,

Dan Henry: (37:43)

That's all right. I understand. Because like, when somebody like, so my dad, we have this, I have this running joke. My dad always says, he'll be like, ah, you know, I'm so proud that my son became a millionaire. I'd be like multimillionaire. You know, like don't leave out the multi baby. But, so, so let's go back to, you know, and I, we had this conversation again, off camera. And I know that there are certain aspects about this you don't want to share. So with whatever you want to fill in take me back, way back to when, you've, the journey that allowed you to discover this. And because I mean to sit there and come up, like what you're saying makes sense, right? What you're saying makes sense.

John Whiting: (38:31)

It's about time I said something that made sense.

Dan Henry: (38:33)

It clearly works. It has worked for you. It has worked for people you've worked with, clients that you've worked with. It works. But now that we know that it works, how did you even figure this out? Like, how did you, how, what happened that you even like, I mean, I know that what, what you teach, isn't just like being stoic. It's way, way, that's just like a, sort of like a sprinkle, but how did you come up with this? How did you learn this?

John Whiting: (39:01)

Yeah. And so it's not that I don't want to share certain aspects of it, it's that the individuals that have helped me along the way are preferred to remain anonymous and private and so on. So it's just out of, out of respect ultimately so. Brevity, I'm working on brevity here. So ultimately I started my entrepreneurial journey in 2011 after essentially I'll say failing as a pro-golfer to keep it simple and straight. Had put my whole life into golf.

Dan Henry: (39:33)

How do you, hold on let's let's, let's break this into chunks. How do you fail as a Pro Golfer?

John Whiting: (39:37)

So Pro Golf, here's the best analogy I got. Imagine the only way to actually make a living as an entrepreneur is you have to be on the Forbes list. If you're not on the Forbes list, you're basically broke and homeless as an entrepreneur. That's essentially how professional golf is. If you're not one of the elite, it's literally elite or nothing. And so there's probably about 25, probably about 20, 25,000 golfers on the planet that you could probably just plop into a PGA tour event of usually the fields are about 150, 160 guys, and they would have a shot at at least making the cut, if not winning the thing, there's only 125 spots on the PGA tour.

Dan Henry: (40:20)

So basically what you're saying is, and let me correct me if I'm wrong. If you're not on the PGA tour, you're shit?

John Whiting: (40:26)

You're basically not making a living.

Dan Henry: (40:29)

And as, as a pro golfer?

John Whiting: (40:30)

As a pro golfer.

Dan Henry: (40:31)

And if, I mean, I don't know how many golfers there are in the world, let alone pro golfers. But I would imagine there's tens of thousands, hundreds of thousands

John Whiting: (40:41)

That that could potentially play at that level talent wise, 20 to 25,000 globally.

Dan Henry: (40:48)

Okay. And out of that, 20 to 25,000, only 125 can make a living.

John Whiting: (40:56)

There's 125 on the PGA tour. There's about the same amount on the European tour. And then there's a couple, smaller tours that each have the same, but there's literally under 500 golfers that are making a really good living playing golf professionally. So those numbers are not the most favorable. Like, literally it's not like as an entrepreneur, like you can suck and be irrelevant and make millions of dollars relative to like Elon Musk. You know what I mean? So comparatively speaking entrepreneurship is a cakewalk compared to making these a,

Dan Henry: (41:32)

I mean, look at us, nobody knows who the hell we are and we make millions of dollars by the way, LA Croix. If you're looking for sponsor. Clinky clinky.

John Whiting: (41:39)

Yeah, how lame. So I I essentially, I had gotten to what I consider like the best that I'd ever gotten in my life and was still nowhere close. And I was just like shooting great numbers. And for those of you who understand golf, there was the last tournament that I ever played in. I shot six under par and missed the cut after two days. Now golf tournaments are four days. You play the first two, they make a cut from like 160 guys down to about 50 guys. If you miss the cut, you get zero checks. Okay.

Dan Henry: (42:15)

Geez. Brutal.

John Whiting: (42:16)

So, yeah. And so shooting six under, I was like, I played, well this week.

Dan Henry: (42:21)

It's not like baseball where you can get paid a million dollars to sell.

John Whiting: (42:24)

Oh there's no salaries. There's no salaries.

Dan Henry: (42:26)

Oh yeah, that's right. You don't get. Yeah. Yeah, yeah. That's true.

John Whiting: (42:29)

You have to basically raise money from investors to back you in this incredibly.

Dan Henry: (42:37)

It's basically gambling.

John Whiting: (42:38)

It's, exactly. So

Dan Henry: (42:39)

Like pool it's like, it's like being a professional pool player, but most of them make it off gambling not the tournaments.

John Whiting: (42:44)

Like the tours that I played on was basically organized gambling, cuz there's no like TV sponsors and. So you have a whole bunch of guys that are each paying $1500 or $2,000 to play in the event, you have 160 guys paid $2,000. This would be a larger event that I would play in. And this was, that would be like the best of the best under the PGA tour, essentially to keep it simple for all you guys that wanna nitpick my like Korn Ferry tour and all this other shit. That's not what I'm going for here. I'm trying to keep it for entrepreneurs who don't know shit about golf.

Dan Henry: (43:14)

Well, people, people that nitpick are too busy nitpicking, not doing big shit, so.

John Whiting: (43:18)

But ultimately like you pay, you pay two grand for an entry fee. So does everybody else. The purse is $320,000, 160 guys. After the first two days, they cut to the top, sometimes 50 to 70, depending on how they structured the tournament. So if you, the cut you've donated $2,000 to the pot and you've had to cover your own travel expenses, everything else. And by the way, you're playing for a living. So you are probably not doing something else. And if you are doing something else, you don't have enough time to hone your game, as well as the guys who have enough money backing them. And so you miss the cut. You've traveled that week, thousands of dollars, you've paid $2,000 just anywhere from a thousand, 2000, depending on the size of the event. But then, you know, winner gets probably let's say if that particular tournament might get 50 grand, second place, 25, third place, 12, fourth, place 10. It goes down very quickly. So let's say you're you make the cut and you finish 50th and you make a check of $950.

Dan Henry: (44:21)

But you spent three grand to get there.

John Whiting: (44:23)

And two grand to enter.

Dan Henry: (44:24)

Oh my gosh. So, you quickly realized this was not a long term.

John Whiting: (44:28)

I survived two and a half years and I got to the point to where, you know, and I dropped outta college to do it. My family wasn't super keen on that. And they were just basically like, whatever, go do your thing. But we're not gonna support you at all. You need to be in college and do the thing that we need you to do. And I'm like, fuck that. So I drop out and.

Dan Henry: (44:49)

Spoken like a true entrepreneur.

John Whiting: (44:51)

Yeah. And so I had kind of like, I went two and a half years without talking to my family. I was just like, if you don't wanna support my dream, like what kind support is that like, fuck you. It's where I was at the time. And so I was kind of like off on my own doing this thing and I was gonna make it. And I had burned every bridge, I'd burned all my boats. I had burned everything to the ground pretty much. And it just got to a point where I kind of had this realization. I had gone through, you know, all of the resources that I had. Missed this one cut after playing the best that I thought. And I was pretty much hitting the darkest point that I had ever gotten to. Like I had just put everything into it. And I was just like, I don't, I don't know what my options are. Like I either miraculously get better tomorrow. Or I go get a job, which I'm just like, like, you know me, like picture me going and get a job. Like it's just not gonna happen. And I'm like, well, what then? Like, and then, so at the time I was just, I was really seriously considering checking out and it got,

Dan Henry: (45:59)

What do you mean checking out?

John Whiting: (46:01)

Offing myself.

Dan Henry: (46:03)

That's heavy.

John Whiting: (46:04)

Yeah. And it was just where I was at the time. And, and the only, like when I say go get a job, I don't mean like go into corporate America and maybe make six figures. I was like, I don't know. I don't have a degree. I don't have any qualifications. This is how I was thinking at the time my resourcefulness was in my mental drunkenness was at an all time high and I was just like, I don't know, go work at Subway. And I'm just like that. I'd rather kill myself than work at subway.

Dan Henry: (46:33)

So, basically you were like, you took, give me liberty or give me death to a whole new level.

John Whiting: (46:37)

Oh yeah. And and at the time I had like, I didn't know shit about shit about shit. Aside from the fact that I just like, I don't know what I was just sitting there. Like, I don't know what to do. And that's what essentially. And I had a, one of my sponsors and slash mentors, if you wanna call it that at the time, I presented him with my quandary and I said, so I have see it as I have three options and they all suck, like, what do you, what do I do, man? And he is like, well, I don't know what's best for you only, you know, what's best for you and whatever you decide to do, I'll fully support. And I'm like, okay. And at the time, like when I tell the story, people were like, he said what? He supported that? I'm just like, at the time, like, based on how our relationship was and where I was, I was just like, yeah, that makes sense. Like, what are you gonna tell me to do? I don't know.

Dan Henry: (47:25)

It reminds me of that commercial. Have you seen it where the girls like, you know, I just, nothing makes me happy and I'm so depressed. And so I asked my dad what to do, or my dad told me and he goes, just smile more. And she's like, and it's like, want real advice or something, you know?

John Whiting: (47:42)

Solid. Yeah. So anyway, I took that and I was like, well, that was kinda like the nail in the coffin with that particular relationship, I saw that like, he has no idea what to tell me. I don't have any idea what to tell me. And so either,

Dan Henry: (47:57)

I mean, to be fair, that's a pretty heavy, heavy thing.

John Whiting: (48:00)

I know, yeah. Yeah, nobody said this one, this one was light.

Dan Henry: (48:03)

Yeah. Somebody asked me that. I would, I'm, I don't know, man. I wouldn't want to touch that one with a 10 foot pole, unless I like really knew the person. You know?

John Whiting: (48:14)

Yeah. I mean, and so, you know, in retrospect that's honestly the, some of the most, probably the most important words that have been spoken to me in this lifetime. Just because it's what caused me to like, all right, I gotta figure this out.

Dan Henry: (48:33)

Unless he said that to you on purpose, you ever thought about that? Almost like reverse psychology?

John Whiting: (48:40)

He didn't.

Dan Henry: (48:41)

Okay. Well, it sounds like you're pretty confident on that.

John Whiting: (48:44)

I'm pretty confident that he didn't. Yeah based on the, the, that followed there after and so on, but regardless. So that's what caused me to start like searching for like, well, instead of lit, instead of going and killing myself, I was like, well, before we do that, let's just see if there's another way of doing things. And I started just Googling, like how to fix my life, you know? Like, and that's what led me to just, that was the beginning of, I'll say my personal development journey, but I, that I, and I jumped in with both feet on just like literally everything that you've probably ever heard of personal development wise. I've not only dabbled in it. I've drank the Kool-Aid, mixed it with other Kool-Aid. Bathed in that Kool-Aid and brushed my teeth with it. Like I was all in.

Dan Henry: (49:34)

Injected it. Put an IV of that in there. Yeah. So you did, you did all the events, all the seminars, you went to all of the, the group outings.

John Whiting: (49:44)

Oh yeah. Oh yeah. And you know, the saying of, you know, you gotta go find a mentor and work for them and learn from them and it's gonna be your fastest way to, you know, accelerate your success and whatever. So boy did I. So at different events that I would go to I'd deliberately go like, who is the, like the richest dude that I could go work for and whatever. And I just like networked around. Long story short over the following six years, literally six different states, six different companies, six different opportunities, if you want to call it that. And bottom line went into all these like, Ooh, this is gonna be great. I'm gonna learn how to do everything perfectly. Cuz I got in with this dude. And I very quickly realized in all of those that they had no idea what they were doing. And that pissed me off cuz I was like, damn it. I moved across the country. Like I literally lived in, moved to six different states because of who I met. I'm like, whatever, I'll do, whatever it takes.

Dan Henry: (50:44)

How many times did you have to hug people that didn't know and jump up and down and clap?

John Whiting: (50:48)

Too many. Too many.

Dan Henry: (50:50)

That didn't help you?

John Whiting: (50:51)

Unfortunately, no.

Dan Henry: (50:52)

Oh my gosh, really?

John Whiting: (50:54)

I played full out. And so I, after six years of like, okay, I'm a persistent. Like I, at some point I feel like I'm doing all the things that these books are saying to do, but I've still like, I literally didn't make more than honestly, probably like $18,000 in a year doing this.

Dan Henry: (51:15)

Dude, I know, I know school teachers that make more than that.

John Whiting: (51:18)

No shit. You can sense the frustration that I was feeling at the time, right? And so I'm just like, I'm literally I've read all the books. Like I, I literally read a couple hundred books, went to every seminar, like I just.

Dan Henry: (51:30)

Personal development books?

John Whiting: (51:31)

Yeah. And just like was doing the affirmations, doing the meditating. And doing the routines, and the wake up at 4:00 AM, and the green drink and the, like you name it. Like I, everything that I could get my hands on. And I'm just like, there's still something like, it's clearly something's wrong. Like I shouldn't like I'm I consider myself a relatively intelligent individual, I even did back then. And I'm just like, I still suck. Like why am I still sucking? So I got introduced in this series of introductions in these networking little pods that I got in. I got introduced to a guy, who introduced me to a guy, who introduced me to a guy who, just picture Yoda in the swamp in Star Wars, right? Off grid.

Dan Henry: (52:14)

Super short and green.

John Whiting: (52:15)

Super short and green. Right? Exactly. 8,000 years old, whatever.

Dan Henry: (52:20)

Kind of has a attitude, but in a comedic type of way.

John Whiting: (52:26)

So I get introduced this dude and I basically tell him the story that I'm telling you. And he is like, Hmm, I understand. I might share something with you that might be helpful. So he essentially shares with me an entirely different model of how the mind works and essentially how to unfuck it. And I'm like, if there's a way to unfuck it, like, if there's anybody is the poster child of needs unfucking, it's me cuz now not only did I have like this shit that I was carrying, but now it's kind of like, I use this example. I had a mental alcohol addiction we'll call it, right? Not an actual alcohol addiction, but I was, you know, pretty down.

Dan Henry: (53:06)

It sounds like you were more than, more than fucked. You were like double fucked.

John Whiting: (53:09)

I was double fucked. Yeah, we'll get you whiteboard out. You can draw it for us.

Dan Henry: (53:16)

That's a little Easter egg for anyone who's following for a length of time.

John Whiting: (53:21)

No pun intended on the length of time. So essentially I was pretty down, mentally drunk to the max. And so what I started understanding is all of this, you know, oh, I gotta be positive. Wanna be more positive, gotta be, do the positive thing. Think positive, be positive, talk positive, blah, blah, blah. And so it's essentially when you're actually, have you ever tried to talk yourself out of being drunk when you're wasted? Just be like, all right, hold it together. You got this, just you're sober. We're sober now it's gonna be okay. You know, like have you ever been that drunk?

Dan Henry: (53:56)

Yeah.

John Whiting: (53:57)

Or seen anybody that drunk?

Dan Henry: (53:59)

Yeah. Well I've own two bars. So yes multiple times, which is one of the leading causes of why I switch to marijuana.

John Whiting: (54:06)

Perfect. [Inaudible] first kids. So I essentially it's the feeling that I was experiencing is it's kind of like, I know I'm drunk, but here I am. The advice that I'm being given is if you tell yourself you're not drunk for long enough and hard enough with enough emotion, you will be sober. I did that for six years and I was still drunk and now I was a lying drunk. And I'm I felt it like, and especially like you go to some of these events that are very uppity you see people that are just like, you ever met the person that's like, oh, hi isn't it amazing. Aren't you fantastic? Things are wonderful. Oh, I'm so grateful. Like it just,

Dan Henry: (54:50)

Yeah, I kind, I kind of wanna like watch that person trip and fall into like a bed of spikes and then film it in slow motion and watch it over again. Yeah. That, not my favorite person.

John Whiting: (55:02)

And later he'll tell you how he really feels.

Dan Henry: (55:04)

I just like, that's just too intense for me like.

John Whiting: (55:08)

Well, so, you know, so the, so it essentially, I was just, I was feeling like, I, I knew I couldn't go there. I'm just like, I don't, that, I can't like that doesn't make sense to me. That seemed, that feels fucked up. So, but what I started to see is like all of the traditional stuff is like trying to a balance out an alcohol addiction with a cocaine addiction and kind of hopefully find a medium, a mid balance. And I'm like, well, that doesn't seem that sustainable. And most of these people don't actually authentically seem not only happy, but like real.

Dan Henry: (55:44)

Yeah. I, I, no, see that's the thing is I've been, I've been to a lot of these events, right? And, and I'm gonna say this, and I know I'm gonna get a lot of heat for this.

John Whiting: (55:50)

Let's go. Viral clip coming up.

Dan Henry: (55:52)

So here's the thing I have never, and I have been at the table. I'm fortunate enough cuz you know, when, when you make millions of dollars and you make waves, you get to sit at the table with other people that make waves. It's just like a thing, they're just like, oh, come on over. But if you haven't done that, they're like, who are you? But when you've done it, you just get access. And I've sat at the table, literally dinner tables with dozens of eight and even nine figure entrepreneurs, and just thought leaders and people who just have done awesome things. And I've never once, ever once heard a single person say the secret to my success was daily affirmations. Or, or pumping myself up. I've never, ever heard that. Most of the time actually all the time, it is mindset. It is mental game related, but it's not in the way that you would think. It's not in the, uuuuggghhhh

Dan Henry: (56:48)

You know, like superficial BS, you know hypee stuff. It's more, it's stuff you don't hear. You know, it's stuff that you, you don't see on TV, you don't see at events and it's, it's just this whole like writing down what you're grateful for. Like I don't need to write down what I'm grateful for. I know it because I have a brain that fires neurons from one side to the other. And I, and I understand you write something down, you retain it. It sinks in and all that. But I just, these to me, these seems like parlor tricks to me. They seem like like exercises and activities and parlor tricks. Because how many people do that? I write down my daily affirmations every day. Okay. Well what, what has that done for you? Like deep down, ask yourself. And you know what? It probably has helped a lot of people, but if you have huge dreams and you wanna accomplish big things, yeah that may help, but that's not gonna be the thing that actually moves the needle. And actually makes it happen. It may help. It may give you comfort, but it's not gonna be the trigger.

John Whiting: (57:53)

Well, and it's, it's, it's in, here's the thing. It's like I'm, if you write down, I'm sober and I'm so happy and grateful now that I'm sober while you're taking shots of whiskey over here, that's what's happening.

Dan Henry: (58:06)

Mental whiskey.

John Whiting: (58:06)

Mental, well let's,

Dan Henry: (58:08)

Well, either one,

John Whiting: (58:09)

Either one. Either one's fucked. So ultimately what, what changed the game for me is when I was introduced to a, a different concept of essentially how the mind works and this in, it was shared much differently, but he's like, Hey, you're mentally drunk. We gotta sober that up. I'm like, I feel mentally drunk. Like how do I do it? So he ultimately took me through a series of essentially frameworks and processes to understand not only what was actually happening, but also how to essentially, I'll just say, neutralize to better and just like, get rid of the mental drunkenness. Kind of like as if you were going to like a drug rehab program, they go through and they sober your body up of the toxins and you sober up, like there's no other way around it.

John Whiting: (59:00)

You gotta go through the to sober up. So I essentially worked with, I, I moved yet again. And I'm like, whatever it takes, dude, like, and he's a, he's a, essentially he works with like, I think five or six multi-multimillionaires and actually a couple billionaires. And he's kind of like, I'll just say like, they're private Yoda, he's off grid. He doesn't even like, he uses a different name than his actual real name for a number of different reasons. That's a different story. And so I'm just like, dude, like what would I have to do to like work with you? Like, I feel like what you're sharing with me is the first thing in my entire life that has ever made any sense. And if I don't do whatever I have to, to like do what it is that you just shared with me, like, I don't know that I'm gonna make it basically.

John Whiting: (59:51)

And so we worked out an arrangement and I that's when I kind of started a forey into a digital marketing type world and was a part of one of these other, the, the last of the six people that I moved to work for was still kind of dabbling around there doing my best to add as much value as I possibly can. And, and, you know, ultimately my income kind of started changing slightly. But after I worked with this guy for four days, a week, six hours a day for two years, pretty much with no breaks. And the best thing I ever did in my life. I'm the only person that I know that would even come close to actually being insane enough to do that.

Dan Henry: (01:00:36)

And you, are you talking about, just to be clear, are you talking about the guy that you met that shared this thing with you?

John Whiting: (01:00:40)

Correct.

Dan Henry: (01:00:41)

Okay. Got it.

John Whiting: (01:00:41)

Yes. Yeah. And I basically did whatever I had to, to exchange with him to work with me essentially. And as you know, as with anything good that you've learned, you're just like, I want more, I want more, I want more, I wanna understand this more. I wanna master this. I wanna understand this more. This is like the it. And so coming out of that is when I, I kind of just, when I start kind of was wrapping up my time with him in person we're still in touch. But wrapping up my time with him in person is when I started, I'm like, all right, this one company that I'm working with, like it's not gonna work out long term. And just like everybody and their dog in 2015 and 16, but Tai Lopez is SMMA thing.

John Whiting: (01:01:24)

And I'm like, all right, I could see myself doing that agency thing. And so I like religiously, like started going through that and I'm like, I think I could do something. And so I literally, long story short, eight within the next 18 months built a multiple seven-figure eight agency. We had 400 monthly recurring clients. We had a team of 24 and one of those clients said Hey, I really like what you're doing. And we're actually looking to add an agency to our portfolio. Would you be interested in selling? And I said, yes, I think I would. And so in fall of 2000 we made a deal. I was excited that took about eight months off. And I said, you know, what do I, what do I want to do now? I don't want to. And I had sold.

John Whiting: (01:02:15)

I had just like you, you know, I had taught, you know, how we generate leads and how to close 'em and all the howtos, howtos, howtos, howtos. And I sold like 3000 programs on my lead gen program. And, but I was just like, platforms change every five minutes. I'm like, I don't care enough to keep up with the LinkedIn algorithm anymore. I just don't wanna spend my time on that. That's just not what I wanna do. And so I was like, you know, what would I let, what would I do if I had a billion dollars? I'm like, I've never shared what it is that I went through.

Dan Henry: (01:02:48)

Now, when you say, what would you do if you had a billion dollars, you mean, what would you do if you didn't need money? And you did it because it was what you wanted to do, what you wanted to share.

John Whiting: (01:02:58)

That's right. You that's right. And so I was like, you know, I've never shared what I went through. The challenges, what I went through was all intensive, one on one, very not scalable. And so I, I was like, but, you know, I, I think I'm a smart enough guy. I know enough about, you know, marketing and programs and sales at this point to probably get something to a point to where it could be scalable and still as it, maybe not totally as effective as I went through, but still incredibly impactful. And I took about three months and just sat outside by my pool and just kind of like messed around with concepts and ideas. And basically six months later, I launched a beta of what was called Bulletproof Entrepreneur. And I basically almost had not a whole lot built, but I knew what I was gonna build.

John Whiting: (01:03:53)

And I was pretty sure it was gonna be pretty banger. And that was 14 months ago. Long story short, we've taken 210 entrepreneurs now through this process where we essentially, it's a removal process of essentially sobering up the mind. So you can do the shit that you know you should be doing. And when I, when I speak, I say, how many of you guys know you have the next level within you? And you're just trying to get it out. Everybody's hand goes up exactly. You don't need to step into a new version of yourself or invent yourself. You're already it.

Dan Henry: (01:04:24)

You just gotta unlock it.

John Whiting: (01:04:25)

You just gotta sober your ass up. And so I we've taken 210, something like that, entrepreneurs through this process. And we track all of our statistics. It's very, very trackable, measurable, practical. We don't tell you to sit there and breathe and visualize and all that. And if that works for you, by the way, keep doing it. I have nothing against it. I'm all for it if it works for you, do it. But we track every single statistic in the entire thing. And long story short there's, we track a number of different things, but the two that really stick out the most is on average average of 47% decrease in fear and 82% increase in focus and an average of a 78% increase in revenue just by getting rid of mental shit, just by sobering up the mind. And we haven't had one single refund request, one single support ticket, one single charge back. We haven't had any of that in 14 months. And we've done about one and a half million in sales in the first 14 months. Last couple months have been over 200 a month, so we're trending. And the, so we're

Dan Henry: (01:05:35)

Yeah. Your last month was awesome.

John Whiting: (01:05:38)

Yeah.We did two, I think just about 260.

Dan Henry: (01:05:42)

So, so let's, let's, let's recap this, right? So let me give a recap and you tell me if I'm on point here. So you were mentally just messed up. You had a lot of negative emotions. You considered killing yourself. Like you were in a bad mental spot. You tried all the personal development programs out there, and none of them worked and they all felt very superficial and like putting a bandaid on. You then met this, met this guy who I might have missed where you met him or how you met him.

John Whiting: (01:06:19)

It was just, we'll just say through networking, through networking. Yeah. Okay. I, I was just sharing, you know, with some guy by trials and tribulations, he was like, you need to meet this dude.

Dan Henry: (01:06:28)

Oh. So this was like a referral, got it. Okay. So you met, so you met this guy and I know more about what you're than what you're sharing now. So I'll just recap what you say it, but you know, you, you met this guy, he, he shared a different perspective with you on how the mind works. You were so captivated with it that you do whatever you could to actually work with this person for an extended period of time, very closely. And you dedicated your life that sec, of your section of your life to it. Then when you were done, you went off and you much did the same stuff you did before, but now you did it at an incredibly higher and more effective rate. You made more money than you ever had. And then you sold, you sold the company.

Dan Henry: (01:07:13)

So now you had even more money and you realized that you wanted to do something that more impactful. That really meant a lot to you. So you wrapped up sort of what you had learned in this experience with this, with this person, and you turned it into an educational or, or consulting program. And you've made now, like last month, you've done over $260,000 with, at that program. And you have incredible results. You have incredible, you know, student case studies and all that jazz. And it all really came from just a different perspective on how you think.

John Whiting: (01:07:57)

Correct.

Dan Henry: (01:07:57)

Now isn't that in credible that no huge change in tactics or strategy, but just the clearing of the mind and, and the improvement of the mental game, not the strategy game, not the tactical game. But those are important, you know, but the improvement of the mental game led you to just radically changing your life and just turning everything around.

John Whiting: (01:08:25)

Accurate.

Dan Henry: (01:08:25)

Yeah. That's an incredible story. I'd love to dive more into, you know, the guru that you met or whatever you want to call 'em. But I know that there's aspects of that,

John Whiting: (01:08:36)

There's aspects of it, but I'm not, I'm not it's not that I don't wanna share. It's just that he's asked me specifically for reasons that those reasons why he asked me that I'd rather not share. But yeah.

Dan Henry: (01:08:51)

So do, and, and what was, let me just, cause I can hear in my head, I can hear people with their little objections. I've seen it firsthand. So like, I, I don't have any objections to this. I've seen I've, you know, and, and I've gone through your stuff and it's freaking amazing, but what, besides just the fact that when this person explained this to you, and it made sense. Besides that, what about that person made you feel like this was it, this, this is the real, real way to think about things?

John Whiting: (01:09:25)

You know, it's kind of like you drinking in that LA Croix. Why does it make sense to just take it with your right hand and drink it?

Dan Henry: (01:09:34)

Cause I don't wanna hit the microphone over here.

John Whiting: (01:09:36)

Okay. Why does it make sense to use either of your hands and just drink it the way you did? Why not go like this?

Dan Henry: (01:09:43)

Well, cuz that would look silly. Probably cuz I'm right hand dominant and this is the most efficient way to, to drink it.

John Whiting: (01:09:50)

Just cuz it would look silly or is that the best way to get that Le Croix?

Dan Henry: (01:09:55)

Well, yeah I don't wanna. Yeah. If I try to lean over and drink it outta my mouth, I'll spill it all over the table.

John Whiting: (01:09:59)

Right. Right, exactly. So when you just, this just makes sense.

Dan Henry: (01:10:05)

Right.

John Whiting: (01:10:05)

Why does it make sense?

Dan Henry: (01:10:08)

Cause it's obvious.

John Whiting: (01:10:10)

There you go.

Dan Henry: (01:10:11)

Okay. So you didn't, you didn't take, you didn't take any, so it made sense to you. But was there anything else that, that gave you sort of like that made you feel like what you were hearing was credible? Or was it just such pure unadulterated logic that it didn't matter?

John Whiting: (01:10:31)

If I tried to argue with you about your LaCroix drinking strategy, right, would you, if I said, Hey, how do you know that strategy is credible? What would you say?

Dan Henry: (01:10:44)

I'd say well, if I tried to do it any other way, you know, I can't think of another way and I, that I could do it, which wouldn't create a mess. Yeah. That's good. That's good. But the point is that it worked. The point is that, that, and, and I know a little bit more about the story of where it came from, but I get it.

John Whiting: (01:11:06)

Truth resonates. Truth resonates with people. Okay. And that's why back to our earlier conversation about like our job is to remind you of what you already know. You already know the truth, right? Every problem that anybody's ever brought to you, regardless if it was a mental problem, strategy, problem, tactic, problem, who cares. They already know the solution. What they're doing is they're, you can either play big games or small games. Most people in general, not just entrepreneurs, but most people play very small games. Small, for example, a small game being homeless guy, trying to find cheeseburger in trash can and repeat that game twice a day for the rest of his life. That's a very small game. Elon Musk is trying to put people on Mars. Jeff Bezos is trying to deliver packages via drone on demand, big game.

Dan Henry: (01:12:03)

Right.

John Whiting: (01:12:03)

So if you, the bigger the game that you play, the less bothersome the small games become. So you are either defining your big game or where you're playing somebody else's small game. So if you define your own big game, all of the like Elon Musk, doesn't have to worry about where he is getting food. Not because he's a master at solving a food problem. It's because he's focused on much bigger things. And he's playing a bigger game. All of the small games become irrelevant and already taken care of. They're not worth toiling over. So everybody who and the homeless guy listening to this, probably not listening to this, he knows this. Everybody that is listening to this knows that to be a fact,

Dan Henry: (01:12:51)

I don't know, man, have you seen homeless people these days? They all have cell phones. They all have like,

John Whiting: (01:12:56)

Okay, good. So I hope you watched this learn how to think it's $7 a month for the love of God, scrape it together. Okay. So ultimately truth resonates with people and when you speak truth, everybody goes, yeah, that makes sense. So the more truth that you, as they say it, truth will set you free. The only thing that will you up is a lie. And so that's where like, like every relationship quarrel and any relationship, whether it's professional or intimate, doesn't really matter. Everybody knows that in order to make a relationship go well, is you be understanding, kind, considerate, communicate well, communicate often and help the other person meet their needs and allow them freedom to help, you know, like exchange.

Dan Henry: (01:13:42)

Yeah. Like just, but execution is, is, is way hard, harder than just acknowledgement.

John Whiting: (01:13:47)

So the problem isn't that people don't know what to do, but they, they basically come to you for example, for how to advice or me for how to, or anybody for how to advice, they already know how for the most part, the problem is they have this thing in their mind that is causing this drunk perception where they play this game of I'm going to play victim and play this little small game of, I can't figure it out. It's a small game.

Dan Henry: (01:14:14)

It is a game. And it's a game I see played constantly.

John Whiting: (01:14:17)

Correct.

Dan Henry: (01:14:17)

It's so hard. It's well it's I don't have time. The I don't have time thing gets me. Oh, I have kids. Congratulations. So does everybody else? Yeah. That does not make you unique, special in any way. It means that you're a human that, that bumps uglies and appropriates. That's not a thing that is, you know, like you, you don't get an excuse for that, you know? And I'm a parent, you know, I, I mean, I, I, I don't have five kids or anything. I'm sure that would be much more challenging, but I know millionaires that have five kids. And they still figure it out. And that's the thing is people oftentimes forget about the reward. Well, I don't have time to do this thing. That would make me millions of dollars.

Dan Henry: (01:14:54)

Well, that's why. People that deserve to create bestselling books, become famous actors, make millions of dollars. They are the people that found the time. It is not normal to be a millionaire. It is not, there's this massive, maybe you agree or disagree with this, but there's this massive, massive level of entitlement permeating the world. Especially the entrepreneur world where I cannot tell you the amount of time someone has come to me and said, well, I wanna make this a million dollar business, but I have some requests. I don't wanna work more than this time. I don't wanna do this. I, you know, I, I, I can't do this cuz I'm an introvert. I don't like being on camera. It's like, well, what can you do? You know like, cuz it ain't gonna be making a million dollars. You know, the people that deserve to make a million dollars are the people that do it anyway. The people that find the time, the people that take the excuses and just get rid of them and do it anyway. And that's why you deserve those things. If everybody deserved that well then it wouldn't be worth much.

John Whiting: (01:16:00)

Yep. So there's two, let me fill in two blanks there that ties that into a fully complete everything. How's that for a free preframe. Yeah. So ultimately when you say...

Dan Henry: (01:16:11)

Clearly anyone, kids can become a millionaire, even us illiterate assholes.

John Whiting: (01:16:17)

I swear I've made a sentence before. So ultimately you, you said something very interesting. You said they forget the reward. It's not that they've forgotten the reward. There's two parts to this. There's getting rid of your shit. Now you use this as you've heard me use the Ferrari example. So you're already awesome. Let's say you're already a Ferrari. Right? And per our previous mental drunk example, let's assume that like you have this Ferrari that, you know, Hey, you know, you got the next level in you. Yeah, I do. I'm just trying to get it out. I already know I'm a Ferrari. I could do this. All right, cool. What's keeping you from doing it cuz you're watching your Ferrari bobble down the highway at 35 miles an hour is because we got a bunch of engine gunk. There was a rat that built a nest in the engine, put regular gas in it, whatever.

John Whiting: (01:17:01)

There's nothing wrong with the Ferrari itself. We gotta get rid of the. Okay. And the Ferrari just becomes a Ferrari. What everybody else is trying to do is say, Hey, my Ferrari is going 35 down the highway and babbling, how do I get a turbo charger to make it go faster? And it's like, you don't need a turbo charger. You gotta get rid of the engine gunk.

Dan Henry: (01:17:20)

And you gotta put the right gas in.

John Whiting: (01:17:21)

And you gotta put the right gas in it. Okay. But now that that's, that's half of the puzzle cuz the Ferrari's not that fun with no place to drive it. Is it?

Dan Henry: (01:17:29)

No, not at all.

John Whiting: (01:17:30)

Exactly.

Dan Henry: (01:17:30)

I've had a Lamborghini and I've tried to drive it down here and that's why I sold it. There's nowhere to drive it.

John Whiting: (01:17:35)

So we gotta give it a destination. But if I asked you to pull out your iPhone and put in someplace nice, would it be able to navigate?

Dan Henry: (01:17:42)

No. You'd have to put in an exact location.

John Whiting: (01:17:44)

Exact location. Even if you put in Los Angeles, it's going to navigate to, it's gonna choose a coordinate, an exact latitude and longitude somewhere in LA that it's going to navigate too. So it has to be a specific location, but that's not all cuz I could just say, well, that's great. Here's a specific location. Dan it's 123 Main Street at the gas station in Bum Fuck, Iowa. That's specific. You want to go there? No, right? So it has to be a specific destination that you have a reason for wanting to go there. So there's that part. So we gotta define where we want to go and why we want to go there specifically to make it a compelling destination. So that's when I say build your or create your big game. That's what I'm talking about. So you're either creating a big game for yourself or you're going to be reactively playing somebody else's small game.

John Whiting: (01:18:37)

So once you get your Ferrari cleaned up, you're not gonna play your big game or get to your big destination without a clean Ferrari. We gotta have that. But we also have to have a very specific destination, a very specific reason why we want to go to that destination. And now all of a sudden, when you plug that destination to your iPhone, it reverse engineers, all the turn by turn directions and you can pull outta your driveway and enjoy the drive. Right? So ultimately it's not that they've forgotten the reward it's they haven't gotten clear. They say, I wanna build a million dollar business. What does that mean? You wanna do exactly precisely $1 million in gross cash collected, net cash collected, is it gross revenue? Is it like what is a million dollar? That's very vague destination.

Dan Henry: (01:19:16)

Well, well, and that that's an incredibly good point because most people don't define what that is.

John Whiting: (01:19:21)

Which is why most people can't navigate.

Dan Henry: (01:19:25)

But in, in general, what I'm, what, what I, what I meant to say was they forget, whatever reward is, they forget how rare it is and how it is not something that is deserved to everyone and how it is. Let's just, let's just call it becoming independent. Let's make it general. Let's call it becoming independently, over abundantly wealthy. Or maybe it's not even money. Maybe it's fame. Maybe it's a sports, you know, winning a sports thing, whatever it is. Right? The, you know, the sacrifice like the reason why those things are so amazing to have and why so few people have them is because so few people are willing to do the things required to get them. And that's why they're special. If it was easy to get them, they wouldn't be special. And honestly nobody would want them. So this expectation that whether it be an entrepreneur or anything that you come in and you say, well, I want this reward. I want this incredibly rare thing. But I'm not willing to do the rare things to get it and is nuts.

John Whiting: (01:20:35)

Yep. And there's a, so that was, remember I said, there's two parts to this. This is the second. So there's a difference between want and intention. There's a difference between want and intention want by definition means I don't have it. Right? So if I put out, I don't have it, I'm going to get back, I don't have it. Think of it about it this way. You've own two bars. I'm sure you've seen a lot of guys go into bars and really want to pick up chicks.

Dan Henry: (01:21:03)

Yeah. Yeah. Very regularly.

John Whiting: (01:21:04)

Very regularly. Are they successful for the most part? The guys who really are the really nice guys who come over and just be like, you know, just say the awkward, stupid shit cuz they want it so bad and they don't want to fuck it up?

Dan Henry: (01:21:15)

This 1:45 AM. 15 minutes before closing it's slightly higher.

John Whiting: (01:21:21)

Right. As soon as the lights go up, everybody scrambles for the worst thing they can find. But, but ultimatly, in general, the guy who wants it, it moves away from him. Right?

Dan Henry: (01:21:33)

Right.

John Whiting: (01:21:33)

Just like if you really want to close a client, Right?

Dan Henry: (01:21:37)

Oh yeah. Because if, as soon as, and you're in a sales situation, as soon, as soon as somebody feels like you need them. Well, if they feel that you need them, then they're not going to buy because nobody wants to be a part of something where they're needed. They wanna be a part of something where it's almost like exclusive to get into.

John Whiting: (01:21:56)

Right. So there's a difference between want and intention. Most 99.9% of entrepreneurs want to be successful. 1% of entrepreneurs intend to be success. And here's how, you know, the people who intend to be successful do the things. Period.

Dan Henry: (01:22:16)

Absolutely. Well, you know, I it's it's I always say, and I heard this originally from my, my good friend Myron. I love this, this analogy is that human beings, right? We want to have things. We wanna have success. We wanna have a nice car. We're gonna have a nice house. We wanna have a successful business, but we are not called human havings we're called human beings. And in order to have those things, you must become the person that can make them happen, become the person that deserves them. And most people just want to have things they're not willing to become the person that can make them happen. And that is the biggest like, like once you have, that was, that was, see, that was my problem. When I, I, when I delivered pizza for seven years, I would just sit there like an asshole and be like, I wanna have a million dollars man.

Dan Henry: (01:23:11)

Like yeah. Like it'd be freaking great. Yeah. And I never ever actually sat down and got honest with myself and said, well, hold on a second. You know, I get up in the morning. I watch stupid cartoons. This is actually funny, cuz this is what I do now. But you know, I get up, I watch, I watch dumb cartoons, like a total stoner idiot. I go and I don't work out. I eat crap food. I go to work. I come home, I drink, I get drunk. I wake up the next morning feeling terrible. I don't read books. I don't do any of those things. Right? And then I started thinking about what people who were successful, what habits they had, what kind of people they were. And I remember when I was just starting to like kind of get into being mildly, like tiny successful, I'm talking like making like 500 bucks without a boss kind of thing.

Dan Henry: (01:24:11)

I was actually doing I don't know if you even know this or not, but I was doing airbrush tattoos. Do you know what those are? Yeah. And so I get this, this, I buy this cart, I invest all my money. And this was when my mindset was starting to like, you know, invest in yourself. I invested a few grand into this cart that you, you know, it had like stencils and a rolling cart. You could do airbrush tattoos. And that was a wild time in my life cuz I did everything from children's birthday parties to going down to Ybor City and body painting, naked women. So they could dance on a bar with a river or that ran through the bar. It was actually quite disgusting when you really thought about it. But like I would not wanna drink.

John Whiting: (01:24:51)

So it was at least more entertaining than the kid's birthday.

Dan Henry: (01:24:53)

Yeah. It just, I just didn't think that it would meet health code. It was just, you know, but so, so I remember I went, I got hired one time to go to this wealthy families, private like birthday party. And I recall that they like, this was just like a birthday party and they hired like caterers and they had people come in and make like L E D light. Like it was like this, some crap you'd see a Disney world, you know?

John Whiting: (01:25:23)

And, but they didn't have strippers there.

Dan Henry: (01:25:25)

No, there were no strippers.

John Whiting: (01:25:27)

Just wanna make sure.

Dan Henry: (01:25:27)

No, this was a different gig.

John Whiting: (01:25:29)

Okay.

Dan Henry: (01:25:30)

Hey man, I had to eat, you know.

John Whiting: (01:25:31)

I'm just trying to keep up.

Dan Henry: (01:25:32)

Yeah. So, so so, and they weren't strippers, they were just women that liked to dance naked with body paint.

John Whiting: (01:25:40)

But they didn't have any of those at the kids birthday?

Dan Henry: (01:25:42)

No. No, they did not. Not that I saw. I mean maybe they were off duty. I don't know. But but so, so I'm sitting there, right? And I'm looking around, I'm looking at these nice cars. I'm looking at these nice houses and I'm thinking they probably dropped 50 grand on this birthday party for their kid. And it just blew my fricking mind. Right? And I remember I started paying attention. I started paying attention to the way these people walked, the way they talked. I started looking at their house. I started looking at everything around me and I began to notice things that were very different than how I lived my life and how the people in my circle lived their lives. I noticed that there were books, right. There were very specific books. And I remember how, when I would do other parties for wealthy families, I'd see the same fricking books.

Dan Henry: (01:26:30)

I'd see the same behaviors. I'd see the same things. I'd, I'd see very similar things. And I began to like understand that it's not, that people become successful. It's that people become a different person and that person deserves to be successful. And that's when I started like making changes in the way that I decided to live my life. Instead of watching cartoons, I'd listen to an audio book. Instead of going out and getting drunk, I'd stay up and read blogs and read books. And, and I just started becoming a different person. And when I became a different person, that's when different things started to happen. And a lot of people don't really realize this. They wanna stay the same person, but they wanna have things that somebody else deserves. And this is a hard thing to swallow. But at that point in my life, I did not deserve to have anything that I have now.

Dan Henry: (01:27:24)

I did not deserve to have nice watches, nice cars, a penthouse. I didn't deserve any of that. It was only when I decided to become the person. And, and here's an easy way you can do this, right? Think of a version of yourself five years from now, 10 years from now, that is successful. That has all the things you want. And then get honest with yourself and ask yourself. Am I that person now, how does that person behave? What does that person do differently than what I do now? And if you're honest with yourself, you should see a stark difference between the two people. And then all you really have to do is start becoming that person that you've put in your mind. But you gotta understand, you have to study people who are successful. You have to understand how they think, what they do, what their behaviors are. And that's the biggest, hard, horse size pill pill that you have to swallow is that it's not about having things. It's about becoming somebody that deserves those things.

John Whiting: (01:28:23)

What I would well said, I'm gonna put a spin on it though. That at least here's just in, in my box of at least the frameworks that I teach and whatnot, I would argue that that future uber mega awesome, perfect, successful version of yourself is actually the real you.

Dan Henry: (01:28:40)

Oh, I would agree with that.

John Whiting: (01:28:41)

And so instead...

Dan Henry: (01:28:42)

It's your highest potential.

John Whiting: (01:28:43)

Right. But I, what I'm saying is, is instead becoming, I've noticed with people and I noticed with myself of like step into this new version of yourself. Well, that's like I have to become a different person? That's hard being more of myself. That's easier. So that's like ultimately the sober version of yourself, essentially, for the drunk sober analogy, all you're explaining is, well, for most of my life, I was mentally drunk and I've just gradually sobered up becoming my more, just authentic, genuine the real me.

Dan Henry: (01:29:17)

Well, I mean, that's like an alcoholic that has been an alcoholic for a decade and then they become sober. You could argue that they became a different person or you could argue that they became the person they were the whole time. That's just semantics.

John Whiting: (01:29:31)

It is semantics. Just the idea is.

Dan Henry: (01:29:33)

Yeah. The idea yours sounds a lot better though, because it doesn't sound so scary.

John Whiting: (01:29:37)

Well, here's the, and here's the reason is because the, the real, like there, the additive is the alcohol. Right? So naturally the real natural, you doesn't have alcohol in you. Right?

Dan Henry: (01:29:51)

You're not emotionally driven.

John Whiting: (01:29:54)

So, but just per your, per your alcoholic example, right. When you're saying, well, it's just semantics. It might be just semantics, but ultimately what's the real, genuine, authentic version? Well, you didn't start out coming out of the womb, sipping on some Jack Daniels. Right? So there was this external additive that added something that wasn't you.

Dan Henry: (01:30:17)

So like you're, you're basically saying like your environment, trauma, things that, that...

John Whiting: (01:30:22)

That's what causes you to essentially have this mental drunkenness. That's not the real you as much as I'm sure the stories as the alcoholic would say, I'm an alcoholic, I'm an alcoholic. Well, he might identify as that. It might be real to him, but the real truth is deep down he knows that that's a lie. Because he didn't start out that he come out of the womb and alcoholic. And so what happens is, is all of these other, I'll say traditional therapies and ideas and ideologies. This is where I kind of, I just have fundamental disagreements is where ultimately they're like, oh, alcoholism is genetic.

Dan Henry: (01:30:57)

No. Who said that?

John Whiting: (01:30:59)

Well, that's a, anything that they want to say, like as a behavior.

Dan Henry: (01:31:02)

So, if all of a sudden they outlawed alcohol and no more alcohol could ever be sold and didn't exist.

John Whiting: (01:31:08)

I know I'm not saying it's a valid argument. I'm saying I'm shittin on it.

Dan Henry: (01:31:12)

I mean, that's just dumb.

John Whiting: (01:31:13)

I know. Well, so my point is, is though is many people believe, things like that, that put them in a bucket of a preconceived, they literally are creating the small game. Deciding create the game of I'm an alcoholic because of these external reasons that I have no control over. They're the only one creating that game. And the real thing that's actually bothering them in their lives is they know they're lying. That's the ultimate upset that anybody actually has is, you know, that you're not taking responsibility, not acknowledging the truth and you're lying to yourself. That's the only upset that anybody actually really ever has is they know the thing that they're complaining about is complete and utter bullshit. And all they have to do is take responsibility for it and fix it. But they just they're instead of creating a big game, they're deciding to play a small game and stay in their little box.

John Whiting: (01:32:03)

And then what they do is they hire consultants like you and I, and they come in and they ask us, Hey, how do I get out of this and remind them of the truth. And then they get pissed off at us because we remind them of the truth and say, I can't cuz of these reasons. And they just stay in this perpetual little small game closed loop. Mainly because, well it's because of the two reasons is they have all this shit, they got the gunk in their engine and they have no idea where their actual destination is. And so of course, you're just gonna bobble around on this planet, a scattered mess. So you have to have those two things.

Dan Henry: (01:32:38)

So what, how you, how do you feel about the concept of, cuz I I've researched this and I've seen, I've done a lot of, you know, late night, deep down the rabbit hole, podcast and blog and YouTube journeys. And he, this is a concept, I forget the doctor, whoever it is. Oh no, it was Jordan Peterson. It was actually Jordan Peterson that said this. Yeah. Now that I remember that. Yeah. So he said that basically you have thousands of years of human evolution. Okay? And in this thousands of years of human evolution have multiple problems that have been solved. You have struggles that have been overcome. You have all kinds of stuff that has happened. And that this is imprinted like in our minds and in our brains throughout human history. Right? And so as people are born, the potential and the ability to problem solve and be basically an amazing person, right?

Dan Henry: (01:33:48)

It's it's, it's deep, deeply locked in everyone's brain. Basically saying that everyone through the simple process of human evolution has a very, very high potential, but we don't access it. And when you push yourself to certain limits or past limits, when you push yourself further than, you know, than you're comfortable and you get to points where you are not comfortable and you push yourself hard, harder, harder, harder, it unlocks these like the neurons, you know, fire and they form new neural pathways in your brain, sort of like working a muscle. And when you do, like, if you stay in your comfort zone, these new neural pathways do not form. But if you push yourself beyond your comfort zone zone, these neural pathways form and they access this evolutionary data that allows you to be a higher version of yourself. Basically be smarter, be more confident, be, have better critical thinking, et cetera, et cetera, et cetera.

Dan Henry: (01:34:53)

And the reason why most people do not ever access this higher version of themselves is because they don't push themselves. And I will tell you that when I heard that it made a lot of sense to me because of the simple fact that when I was younger, I would consider myself kind of a dumbass. Literally I'm not even joking. Like, you know how like kids will grow up and they'll be kind of nerdy and you'll know that they're gonna be smart. And then later on they become millionaires. I was not that kid. I was the one that was like that dude's never gonna achieve anything. He's an idiot. And I just got to this point where I was continuously pushing myself to new limits and I literally feel like I got smarter. I literally feel like if I met myself when I was younger, oh my gosh, I would, I'd be like this, kid's an idiot. He's never gonna make it. You know, I would love to know your, your take on that. If you, if you feel that's accurate.

John Whiting: (01:35:51)

I would, again, what's true for somebody is true for that person. Right? So for you, it's a workable model. It's a workable thought process. It's a work, it's a thing that helped you. So it's absolutely valid because of that. That's how you know That's how, you know if something is true, if something is workable for you is if you actually see the actual physical universe, tangible result as a result of that thought process.

Dan Henry: (01:36:19)

Right. But I mean, from a practical level, right? What I mean, cuz this is, this is a very practical thing, you know? Neural pathways forming and, and

John Whiting: (01:36:32)

Well, so here's the, here's the thing. So which one do I wanna start with? So there are numerous cases y'all can Google this, of people that have partial brains, no brains in their skull that are fully conscious, fine, healthy people. And when you look at that and you talk about neuroscience and all this stuff, there's a reason why neuro there, I, I believe there's two, there's two universes. There's a physical universe and then there's a spiritual universe. You, when we talk about the real deep down, you, that's the, you know, the all powerful being, when I say how many you guys know, you have the next level in you, me, the real, the you that that identifies with it is the real you you're playing this physical universe game. That includes bodies and things that you navigate to create an effect and see growth and success and so on.

John Whiting: (01:37:30)

And so ultimately what happens is, is all, all these neuroscientists, the genius PhD, awesome. 20 year neuro scientist people are studying the physical universe to explain spiritual universe phenomena. They can't do it. So when they're studying, what is the nature of consciousness, this big mystery it's because you're studying the physical universe to explain the spiritual universe and you won't find, you won't find spiritual universe answers by studying a physical universe thing like a brain. A brain is the effect. You are the cause. So there's the argument that and this is actually testable. There's the argument that, okay cortisol fires, that causes you to feel stress, right? You've heard that. Well actually it's the, the mental image pictures that based on how the mind works, remind you of previous things that have caused you to go, oh, that's a bad thing we need to avoid that then trigger the cortisol.

John Whiting: (01:38:30)

The cortisol is a reaction to a spiritual universe phenomena. It's not the other way around. So what happens is, is that's why there's, they literally just keep trying to figure out how consciousness works and it's this big fat mystery to the actual neuroscience, physical universe, science community in everything that you've ever watched as a documentary on consciousness and brains and that by the end of it, they all end with, but it's still a mystery and there's still tons of questions that we have yet to un, you know, uncover. The reason is you're not gonna learn more about basketball by studying football. So you keep studying football to the, and drill into the each little of the football and figure out how the laces are made. And you're trying to answer basketball questions. And so they're studying the physical universe to explain the spiritual universe. And that's why they can't come to a conclusion is because they're studying essentially the wrong thing. And so it's kind of like blaming the car for the driver being drunk.

Dan Henry: (01:39:39)

That makes a lot of sense.

John Whiting: (01:39:40)

Right? So if the car crashes and the car's fine, the driver's drunk, so you can study the car all, you want to explain erratic driving, but it's the driver. So all of these things, these preconceived.

Dan Henry: (01:39:56)

Well, I'm sure in some cases you'll have a car that had some sort of issue,

John Whiting: (01:39:59)

Well, no shit. I'm saying...

Dan Henry: (01:40:01)

You know, people are gonna do that. They're gonna be like, well, wait a minute, I have a hormonal imbalance, da, da, da. And that does happen. You will have cars that have a faulty thing, wheel falls off.

John Whiting: (01:40:10)

But also it's also been proven that anything that is in the physical body is also then remedyable by intention. Like that's very proven that, you know, the guy like Joe Dispensa perfect example, super famous guy, but even he, he, he flops back and forth. He argues that, you know, and I'm not like, totally don't slam me in the comments. I'm not like a huge Joe Dispensa disciple. But my point is, is a lot of people are holding conflicting beliefs and they'll, they'll be saying, well if you, you know, visualize and intend for something, you can heal the body. But at the same time, they'll be saying, well, cortisol just fires and it fucks you up. Which one is it? It's the chicken and the egg, which is the cause and which is the effect. Right? So my point is assuming the car is fine, you can't explain a crashed car from a drunk driver by continually studying the car. You will come up with the conclusion of, and it's still a mystery to why all these cars are crashing. You know, like it, you can't.

Dan Henry: (01:41:21)

Always that disclaimer. Always, always.

John Whiting: (01:41:23)

So ultimately, you know, even let's just say it is true. Are you more empowered or less empowered by saying, I have this external force that I have no, no control over?

Dan Henry: (01:41:34)

Well, I will say that, you know, it, it's not something I consciously did. I didn't know that that was whether it's true or not. That was, I wasn't thinking like, Ooh, I gotta push myself so then I form new neural pathways. But when I heard it, I thought, you know, like you said, if it makes sense, it makes sense. And, and when I heard it, I was like, well, how else could you explain the fact that I literally feel like I got smarter? I literally feel like I, you know, is that

John Whiting: (01:42:02)

Intention.

Dan Henry: (01:42:04)

Well, sure but at the same time, like if you were to put it on a practical, scientific biological level I've never heard an explanation that would fit. That would make sense besides that one, that one made the most sense to me. And I'm completely open to hearing another explanation at a later time that maybe makes more sense. But the idea that, you know, we have done things throughout history and those, that DNA or whatever is in us. And it's also nice to think about because if, if you really think about it, it means that virtually everybody is capable of being something amazing. And if they just can push their themselves to get out of their comfort, comfort zone, they can begin unlocking the things inside their mind that allow them to do that. Now whether that's true or not on a practical level,

John Whiting: (01:42:55)

No accurate. You're also, you're also blending mind and brain.

Dan Henry: (01:42:58)

So tell me real quick, what is the difference between mind and brain?

John Whiting: (01:43:05)

All right. So before I answer this question, disclaimer, what's true for you is true. The reason that I'm about to answer it the way I'm about to answer it is because it fits within the framework. That basically encompasses the work that I went through that's helped me, that's helped my clients, but if you disagree with it, you can flame me in the comments. I honestly don't care. My job is not to convince you of something that you,

Dan Henry: (01:43:31)

You really have this like politically correct answer set down

John Whiting: (01:43:35)

Well, the reason is is because like I'm not, I'm not here declaring like literally everybody's job is to define what's true for them that works for them. And many people forget that. And so, you know, if a truth that you hold to be true is working for you, please keep it. Even if it disagrees with what I, whatever I say, right? Because that's, my job is to empower you, to have your own self confidence and believe in, in your own truths. And so if I'm sitting here telling you, no, you're wrong, that's not empowering you. I want you to make your own assessment of what's true for you regardless. And many people forget that and they just start throwing stones at each other and forgetting that the whole point is to like, we've been talking about this whole time is empower yourself to take control of your own shit and ultimately live life on your terms and be self-empowered.

Dan Henry: (01:44:29)

Yeah. And I think, I think also it's important to understand that when you give advice and you teach things, right? Yes. If what, like we can sit here all day long and say, this works better than that. And yada, yada, yada. But what you're saying is true, what works for you, but there's 6 billion, there's more 6 billion people on the planet. So what we can do is we can take a look and this changes and this gets updated, but we can look at what is working for the majority of people. What is consistently repeating that works and doesn't work. Like I can, like, I can safely say to you that waking up every morning and saying, you know I'm gonna have a good day will probably help. But it's not gonna help as much as if you did further work. You know what I mean? And that's that maybe that's not true in all 6 billion cases. But it's probably true in the majority, the vast majority. You know, and I think that content, that context is important. So continue the difference between mind and brain.

John Whiting: (01:45:33)

Right. So let me give you an example in right now in your mind's eye, make a picture of a dog in the middle of that to actually close your eyes. Make a picture of the, a dog in the middle of this table. Okay. Now, point to the picture. All right. Open your eyes. Are you pointing to your brain?

Dan Henry: (01:45:52)

No.

John Whiting: (01:45:53)

Right. So what's the difference between mind and brain? Mind is a mental image picture or collection of mental image pictures from past present and projected into visualized future. Okay. A brain is the, essentially like the mind is like the driver of the car, the brain is the car. Okay. So the brain is the mechanical thing that makes this body fire off and do the things that brings the mind, pictures into fruition. Somebody decided to create a beverage called LaCroix and make this all design and all this.

John Whiting: (01:46:29)

But they came up with it. Their brain didn't come up with it. Their creative imaging in their mind came up with it. And they, that fired off the mechanism in the brain that caused the hand to move to boot up the computer to do the Photoshop of the design and so on. So it's, again, it's a, it's a backwards perception that in from what's true for me, I, it makes more sense to me that that's the case. Especially when you start to look at, and there's a series on Netflix, that I think it's called Surviving Death. I don't know, Brandon, if you can verify that, just to make sure I don't point people in the wrong, but it's a very interesting, it's a very interesting series because what it goes into is essentially you know, past lifes and near death experiences and very interesting accounts, the most interesting and most practical being.

John Whiting: (01:47:21)

And I'm sure you've heard the stories of the kid who like, you know, he's born and he remembers who he was last lifetime. He was a guy, and this is part of, one of these episodes. He literally remembers who he was in the last lifetime as a co-pilot in what I think it was World War II. Remembered his partner's name went and like met the family. And like, he's like four years old, knows everything about the planes, everything, can recall it all. Now, if that was only in his brain, then he would literally, that would be physically impossible. So there's this mind that has mental image pictures with information.

Dan Henry: (01:47:57)

This makes so much, so much sense. Like, I mean, it's, and it's a simple way to...

John Whiting: (01:48:02)

You see what I'm saying, back to we're coming for a full circle here. You're like, how did you know, man? What was it to

Dan Henry: (01:48:07)

Well, I'm like I'm well, because, you know, I think like science, right? At the end of the day, when you state something as a fact and you present your logic to it, it may make a ton of sense, but that doesn't mean that new information down the line can't come into play. You know, like figuring different stuff out about the solar system where planet X is. And so I, I mean, I, you know, who knows in a thousand years, probably less, our, maybe our consciousness will be downloaded into some metaverse and that's where we're living. And we're, we're all in pods and all this crap we're talking about right now means dick, you know, but you never know. But, for what I've seen and I want ask you, we're almost outta time, but I wanna ask you one more thing that I, if you could just share in like two minutes or less, because when you, when you talk about this, I love it. And I've, I've seen this help a lot of people, or at least this concept. The positive negative, the, the the basically, do you think that being too positive all the time is actually bad for you?

John Whiting: (01:49:18)

Absolutely. And in fact, it's equal if not even, well, it's equally as harmful as being too negative all the time. And the reason is how many stories have you and I both seen where the guy put his life savings, AMC, or Reddit, or Doge coin and lost his life savings? So way too optimistic about that, right? So when I talked about mentally drunk, this is mentally coked up. Right? And so ultimately the truth is balanced. So there's two principles. There's a principle of polarity that states that essentially everything has polls. Okay. Everything is two sides of the same coin. There's equal positive in every negative. There's equal good in every bad. Rich in every poor and so on and so forth. It's just a perspective. Okay. So as, as our boy Einstein said, it's all relative, which is true.

John Whiting: (01:50:07)

So there's no absolute polar truth of one thing is good, or one thing is bad, or one thing is positive, or one thing is negative. Second law is law of conservation of energy. Means it states that energy can neither be created nor destroyed. It can only be transformed or transferred from one form to another. So that means that you can't destroy negative to get positive. There's actually equal positive in every negative and equal negative in every positive. It literally, you can't destroy energy. It can only be transformed or transferred. So that being the case, there's literally equal sides to absolutely everything, there's equal hot in every cold. The example that I use is would you say 130 degrees? If we walked outside right now, it's 130, would you say it's hot out? Yeah, right? But if you and I stepped foot on Venus, it's 864 degrees Fahrenheit relatively it's eight and a half times hotter.

John Whiting: (01:50:59)

Now, how do we classify? Do we just classify both of them in the exact same hot bucket?

Dan Henry: (01:51:04)

No. No, because if you were on Venus and it was only 130 degrees,

John Whiting: (01:51:08)

You'd need a coat.

Dan Henry: (01:51:09)

You, you, well, or you could at least survive, you know, like you would not survive if on a normal day.

John Whiting: (01:51:14)

Right. And so my point is, is then you say, so now from that perspective, you're saying that Venus is hot and earth is now relatively cold?

Dan Henry: (01:51:22)

Yeah. That makes sense.

John Whiting: (01:51:23)

That makes sense. So now the, okay now Venus is hot. Earth is cold, but the sun is 9,941 degrees Fahrenheit. Well, what do I gotta do with Venus? I gotta like move it here. And then I, now the sun is hot. Venus is mild. Earth is freezing at 130 degrees Fahrenheit. Now all of a sudden, there's no such thing as hot and cold.

John Whiting: (01:51:42)

It's just a thing called temperature. Just like everything in life. There's no such thing as a good event or a bad event. It's just an event. Just depends on how you wanna look at it. And ultimately, once you like these laws, flame me in the comments, if you want, cuz it's pretty much impossible to refute these. There's no such thing.

Dan Henry: (01:51:59)

People will try.

John Whiting: (01:52:01)

Go for it. Then we'll get engagement on the video and we'll get more views. So ultimately there's no such thing as good or bad. There's no such thing. No matter catastrophic, these universal principles are true. Even like...

Dan Henry: (01:52:13)

There's no such thing as good or bad?

John Whiting: (01:52:15)

Correct. It's all just, just like, there's no such thing as hot or cold. It's all depending on how you wanna look at it, there's equal good in every bad. For example, you, if you want to take like the Holocaust, you'd say that was bad, right?

Dan Henry: (01:52:27)

Yeah. Generally. Yes.

John Whiting: (01:52:28)

Right. But how about, how about all of the millions of people that have had inspiring stories, have learned lessons that have then caused their second and third generations to now live differently and never have something potentially like that ever happen again for the rest of humanity?

Dan Henry: (01:52:45)

Yeah. I mean, I would say that is like a salvage job of a, like, like there's, that's finding good in an incredibly bad situation.

John Whiting: (01:52:55)

Right. But is it untrue?

Dan Henry: (01:52:56)

Well, no, it's not untrue.

John Whiting: (01:52:57)

Exactly. So my point is, yeah, we've salvaged it. And what everybody watching this is trying to salvage their lives and truth is there's equal good in every bad. There's equal positive in every negative, there's equal hot in every cold. And to the degree that you resist, that concept is the degree that you're trapped with lies. Cuz remember we, we talked about the truth is what sets you free. The lies are what you off and caused you to go wait a minute. Like that's what causes fucked up shit. So to the degree that you acknowledge universal truths is the degree that you're free to operate free, to choose a perspective. That's how you can have empathy in sales and understand the other person's perspective and see their point of view without lashing out, needing to punch 'em in the mouth about it. Right? So to the degree that I can, you can agree to disagree or I can just ah, see your side without needing to cause a complete scene.

Dan Henry: (01:53:50)

Well, and, and I think it's important that, you know discussions be had and logic and, and facts and all these things that are pretty finite be able to be discussed without emotions wrecking the very foundation of reality. Because you know, we, we can have conversations. We can like one thing, I'll, since you mentioned the Holocaust, which is always like the worst thing to mention. But I remember one time I was reading a book that was talking about you know, it was called The 16 Word Sales Letter and was talking about basically copywriting. And there was a section in the book, I didn't write the book, you know, but there was a section in the book that, that taught a very specific type of, of speech sort of tactic. And it said that throughout history, a lot of different leaders and, and dictators and all kinds of different people would use this tactic.

Dan Henry: (01:54:50)

And one example that it gave was Hitler in the Holocaust and it showed how he used that, that speech tactic. And then it said like, you know, basically what it said was if it a guy who was like four foot seven, get up there and use this speech tactic and inspire an entire country of otherwise rational people to do this incredibly terrible thing imagine how powerful it could be if you used it for something good or this or that. And I just thought it was interesting. So I, I take a picture of it that sentence and I post it on my, on my Instagram and I was just like, you know, kind, kind of an abrasive point, but you know, what do you guys think? You know? And I mean the vast majority of people agreed, but, but there were so many people who got so upset at the very mention of Hitler or the very mention of the Holocaust that they didn't even actually read it. Yep. They didn't even actually try to comprehend it. They just immediately got triggered. Oh. And would not even take their brain and put it in gear to actually even have a discussion. They just went, oh, I'm offended. You know? And to me, I remember when that happened, I remember I thought of you. And I was like, these people literally just opened up Instagram, took a look at that post immediately took a shot, took another one and then started babbling.

John Whiting: (01:56:16)

Yeah. They chugged a bottle of Popov right there.

Dan Henry: (01:56:19)

Right. Just at the sheer mention of it. And the thing is, is this the thing, this is why I don't agree with this whole being offended and, by just the mention of certain subjects is cuz they're touchy is because yeah, I get it. They're touchy. But imagine for a moment that you wanted to prevent a terrible atrocity from happening again. You wanted to be able to spot, spot, recognize and understand a person or an event that could happen that has already happened in history. What would you have to do in order to effectively understand that? You would have to study it. Right? You'd have, you'd have to study it. You'd have to like actually look at what's happened in the past as terrible as it may be. And you'd have to study.

John Whiting: (01:57:04)

Objectively.

Dan Henry: (01:57:05)

Objectively. But if immediately you just think that things bad and I hate it so much. So I'm just not going to even look at it. Well now guess what you've done? Now, that thing can happen again cuz you weren't paying attention and it does happen. History repeats itself. And I, I understand that it's terribly uncomfortable to look at things in history and things that have happened that are, that are uncomfortable, that are terrible. It doesn't make us feel good. But, if you really hate that thing, that much to me, the most logical way to look at it is, well, I might hate it, but I need to get past my emotions and at least understand, put, put my brain in gear to understand it so that I can recognize it so that maybe I can do my small part to prevent it from happening it again. Or at least I can see it happening and get the hell out of there. You know, and people don't think like that. They just see it, they get emotional. And that type of thinking again, what works for you is what works for you. But I haven't seen it work for very many people when it comes to achieving things in their lives.

John Whiting: (01:58:11)

But for you and I both know that the only way to get somebody to see the light, IE, close somebody on a deal or get somebody convinced of a new idea is to make it their own idea. And the way you do that, isn't by enforcing it. It's by inviting it and Hey, if they see it, they see it. If it's not, if they don't, they don't. And you, we can't care whether they do or not. Which is why I'm just like, I'm not trying to convince anybody of a thing. I'm just here to share what's worked for me. And if you like it, great. If you wanna shit on it. Great. I honestly don't really care.

Dan Henry: (01:58:41)

Yeah. Absolutely. Well, I mean, that's what I've done my whole career. I've said look here, here's what helped me. Here it is. If, if you want to do it, I, I view it this way. You're either gonna love it. You're gonna put it in a practice and it's probably gonna work for you. Or you're gonna hate it, you're gonna talk trash and you're just gonna bring it more attention to what I'm sharing so that people who don't disagree with it can see it more. So either way, thank you. Thank you for your, for your cooperation. You know, but I do agree that you cannot save people. You can only lead them. And some people, I think everyone's worth saving, but not, but you gotta save yourself.

John Whiting: (01:59:20)

The only way to influence anybody is to be the example.

Dan Henry: (01:59:25)

Yeah, absolutely.

John Whiting: (01:59:26)

It's the only way to lead anybody. It's the only way you can recruit anybody. It's the only way that you can sell anybody on anything is you have to be the example. And what most people are doing is they're being hypocrites. They're not, they're do as I say, not as I do. And what my, I have this analogy of my, this leadership analogy of imagine like this huge, like cruise ship tie up rope thing. It's like this big around weighs like a thousand pounds, like a thousand feet long. And it's got this big knot at the end of it. You slap it over your shoulder. This will be the last thing I promise. You slap it over your shoulder.

Dan Henry: (02:00:00)

I'm having so much fun talking to you. It's it's we're this is like the longest show we've done.

John Whiting: (02:00:04)

Oh, I know as fact I did a podcast the other day and it was the same thing. We're gonna go 45 minutes. We did an hour 45 and they're like, I didn't know we went that long. But so anyway, here's my leadership philosophy and has, has worked for me and everybody I teach it to. You have to decide on where that specific destination is. And then you don't fall outta your chair. And you throw this rope over your shoulder and you just start pulling towards that destination. It's gonna be really heavy. It's gonna be really tough. Don't worry about it. You just keep pulling, you just keep pulling. There's gonna be some people they come along and say, Hey man, you're an idiot for pulling that rope. This guy over here is he's pulling a rope. Why don't you just jump on his? He'll pull you, you can be a lazy bastard.

John Whiting: (02:00:44)

Okay. That's fine. I'm just gonna pull my rope, pull my rope, pull my rope. There's gonna be some people that come along and actively pull against you. Don't matter. You just pull your rope, pull your rope, pull your rope. There's gonna be some people that come along and be like, Hey, where you going? You tell 'em where you're going. You know what can I help you pull? Yeah, that'd be great. Keep pulling, keep pulling, keep pulling you. Can't you can't worry if they go away and stop pulling, you just keep pulling. There's gonna be some people that hop on and be free loaders and get a free ride. Don't worry. You just keep pulling. You just keep pulling. You just keep pulling. And ultimately that's why you have to have a specific destination and why you're going there, cuz there's gonna be, there's gonna be people that last and keep pulling with you. There're gonna be people that pull against you.

John Whiting: (02:01:26)

I don't care about any of them. I'm just keep pulling and Hey, if the people wanna pull with me, I'm gonna do my best to make the journey as enjoyable as possible. My job is just to keep pulling. And if I look at it that way just consistently day in and day out, I'm ultimately gonna be going in the direction of my own causation, playing the game of my design and doing the best that I can to help the people that wanna be, that wanna pull with me and be pulled. And hopefully I inspire some to create their own rope and the pull they, their own rope. You see? So ultimately, perfect example of this is Forrest Gump. Guy just starts running for no reason whatsoever. People, you've seen Forrest Gump. People, the hundreds of people just start running across the country with him back and forth for no reason.

John Whiting: (02:02:14)

They're like, totally makes sense, dude. Like that's leadership, you just be the example. And if you be the example for long enough, people will just start like going along with you. And so you have to be congruent. And that's why that's honestly why Forrest Gump was honestly a great leader. Even though he didn't really know it. He just consistently just kept going in the direction that he decided to go in. And he, you know, in that movies specifically just created a lot of change and inspiration. So ultimately you're not gonna convince, a mind convinced against its will is of the same opinion still. So if you try to convince people of shit is a waste of your time. Just go be the living example of what you're trying to embody the message that you're trying to spread. Just be, like you said to be, you're not human havings.

John Whiting: (02:02:58)

You're human beings. Just go be it and just keep being it. And don't second don't second guess yourself. And if you just continue to consistently keep being the best version of yourself, to the best of your ability, you will gain momentum and people will want to follow that and be a part of what it is that you're doing. And you can't be afraid of going years and years with nobody else will on to pull the rope with you. You just keep pulling. And that's ultimately what creates momentum. But yeah, trying to convince people, you can't convince people of anything, but you can, if you have results and you're going in a direction and people are like, that actually works. Maybe I should do it. Not because of something you said to them, because of what they see.

Dan Henry: (02:03:41)

It's good stuff. It's good stuff, John. I appreciate you coming on the show, man. This was fun. This was super fun.

John Whiting: (02:03:46)

It's always fun.

Dan Henry: (02:03:47)

So I'll leave some links in the show notes for, you know, checking you out and all that. What's your favorite social media that you're active on?

Dan Henry: (02:03:55)

Instagram. So Bulletproof.John.

Dan Henry: (02:03:58)

And also for those of those people listening that want to hear more out of you, we do have a masterclass from you on the, How To Think app. You actually, you have one of the most popular master classes on our app. And it is how to Bulletproof your mind. So if, if anyone out there is listening is a How To Think user, you can go on, you can find John's course on there and you can snag it up and listen to it. And of course, if you're not a How To Think member go to HowToThink.Com and sign up to get daily mindset and success mentoring as well as we do have our weekly business mentoring option as well. And you can find John's program on there as well as you know, the programs, the, the higher end coaching that you sell and all that, we'll leave links to all that in the description. But definitely, definitely at the very minimum, listen the audio course that you have on the, How To Think app. It is amazing. So thank you again for coming on, John.

John Whiting: (02:05:01)

Thanks brother. Appreciate you.

How To Change Your Thinking And Change Your Destiny With Eli Wilde Jan 07, 2022

>>> Get Daily Success Mentoring By Becoming A Member At How To Think<<<

------

Do you believe you can change your destiny by changing how you think?

Imagine what it would feel like to know you can change the outcome of your life and business by simply changing the way you think...

When you understand that your thoughts control your actions...

You can begin to see how you can alter the course you're on.

If you have been looking searching for a way to change your course in life or business, this is for you!

In this episode, I interview Eli Wilde and discuss how he changed his thinking and changed his destiny. Through adversity, Eli built an amazing life and business for himself. He shares his insight into business, relationships, success, and how you can apply these same principles in your life!

In this episode, Eli and I cover:

How to cultivate imagination and leadership
How fear can make you play small in life
Why balance and positivity are key to success
Why your goals and values must be in alignment
What single thing you should avoidin sales
What three things you can do to improve influence
And... so much more!

If you got value from what you heard here, please be sure to subscribe and rate this podcast! Bonus points for you if you write a review! ;)

— SUBSCRIBE & FOLLOW —

Click Here To Get Daily Success Mentoring By Becoming A Member At How To Think

Click Here To Join Eli Wildes Elite Level Influence Facebook Group

— TRANSCRIPT —

Dan Henry (00:00:00):

Hey, everyone. Welcome to the How To Think podcast. My name is Dan Henry and I'm your host. And this is the show where we take a look at extraordinary people. We sit down with them and we analyze how they think to learn how to become more successful. Today, we have Eli Wilde on, who used to live in a very bad part of town with his mother growing up in poverty and ended up getting a job with the Tony Robbins Corporation and becoming one of their top speakers at that organization. And then from there built an amazing life and business for himself. We sat down for two hours and talked about all kinds of things, business, relationships, success, and everything in between. And I really believe you're going to enjoy this episode. And as always, if you would like to get more outta life and you would like to be more successful, you can go to HowToThink.com and sign up for our daily success mentoring. You can download the app and begin your journey now to becoming more successful with that said, let's hop into the episode and get started.

Dan Henry (00:01:16):

Hey, everybody. Welcome to How To Think the show, where we take amazing people who have achieved something incredible in life. And we deep dive into what makes their brain tick and understand what makes people successful upstairs. So today we have an amazing guest on Mr. Eli Wilde. How you doing brother?

Eli Wilde (00:01:38):

I'm doing great, man. Nice to see you again.

Dan Henry (00:01:40):

I've been waiting to get you on here forever.

Eli Wilde (00:01:42):

Yeah.

Dan Henry (00:01:43):

So real quick intro for those that may not have heard of you, you, first of all, you're one of the most effective and just completely proficient speakers and communicators I've ever met in my fricking life.

Eli Wilde (00:02:02):

Thank you.

Dan Henry (00:02:02):

I mean it's just insane how articulate you are and how, how influential your words can be. And that makes a lot of sense, because you were the number one salesperson for Tony Robbins. You; it was like 3,300 seminars you did for him?

Eli Wilde (00:02:18):

3,400 while working for him, but I did a lot during that same time outside of his, his organization.

Dan Henry (00:02:26):

Wow, so like thousands and thousands of talks you've done?

Eli Wilde (00:02:27):

Yeah. Yeah.

Dan Henry (00:02:28):

Wow. That's amazing. So we're gonna get into that, but I have a question that I want to ask you first, before we jump in. All right. I'm sitting here with almost Superman. You were almost Superman. Could you tell us more about that?

Eli Wilde (00:02:42):

Yeah. And that's, that's what kind of started my a journey. And you know, I mentioned like a fam I won't mention her name, but I got to connect with a lot of famous people when I first got to Los Angeles. I, I grew up small town in Maryland, went to school, moved to Colorado. And this girl that I had been dating in Maryland had moved to California, Los Angeles, and we lost contact and we broke up and she wasn't talking to me, which is whatever. And I end up going out, I'm in Los Angeles and I go out to a party. And this guy, this homosexual man is coming up to me, hitting on me. And he's very clear that he's hitting on me. And I'm like, oh, I'll have the girlfriend drink the girlfriend's. He's like, why'd you move to LA?

Eli Wilde (00:03:19):

I'm like the girlfriend girl. So I bring up the word girlfriend like a hundred times and he's like, kind of not getting it. And he is like, oh, where from? I was like, from DC. He goes, oh, me too. And he is like, where'd your girlfriend go to school? I was like, American, me too. Everything was like me too. I'm like, all right, dude. And he goes, what was her name? And I said her name, and you should have seen his eyes. He's like, oh my God, they were best friends. So this is 2002.

Dan Henry (00:03:40):

Now you're talking to him, right?

Eli Wilde (00:03:41):

So we're connected. And he's like, that was my best friend in college. Can you please connect us? So I connect them. And the three of us become like best friends and his name's Paul Nelson. And he was working for Mosaic. They managed like Jim Carey, a lot of big team talent. One of his main guys back then was Tom Welling, who was Superman on the TV show, Smallville. When the Superman Returns movie came out in 2004 his guy got turned down for it and because we had become so close, he said, Eli, have you thought about acting? I think you'd be great for this. And they screen-tested me, script, all that stuff. And it turns out, you know, obviously, I needed some stuff to work on. And for most people listening, you probably heard yourself for the first I'm on like a voicemail and you hear your own voice.

Eli Wilde (00:04:23):

And you're like, oh my God, I sound terrible. And you're reading scripts. And when you're doing it on camera class, like if you're insecure, you can see it in the eyes. And if somebody says something to you and you don't know your line, there's just all this insecurity across your face and it, and when they do it on screen test the camera's on your face like this, like it's zeroed in. So you can read every insecurity and emotion on your face. And they were, you know, kind of breaking me down. They're like, yeah, you need to work on this, this and this. And here's what that's coming from. And I was like, this is fascinating. But it also was really uncomfortable. And I eventually kind of found it and fell in love with it. But during that time I had had a job selling dental products and it got to a point during all these kind of screen tests where Paul said, you're gonna have, you know, kind of have to quit your job and take this full on now. And I wasn't ready to make the leap. And so I quit showing up for auditions, classes, everything for the training. And he called me like a thousand times, they were like, you're making the biggest mistake, but I felt like I was being responsible and playing safe. And years later, the movie came out and it wasn't very good. And I thought it was like, wow, that could have been me. And maybe it wouldn't have

Dan Henry (00:05:24):

You're talking about with Brandon Ruth, right?

Eli Wilde (00:05:26):

Yeah.

Dan Henry (00:05:27):

It, it was, it was alright.

Eli Wilde (00:05:30):

It's like, It's not, it wasn't very memorable. They did one, you know, they didn't do multiple for a reason.

Dan Henry (00:05:34):

I was actually a lot happier with him than I was with who they chose for Lois Lane. I was like, I don't get this Lois Lane. It didn't make sense.

Eli Wilde (00:05:42):

I don't even remember. It wasn't a very, it had Kevin Spacey. It was like, it could have been great.

Dan Henry (00:05:45):

He was good.

Eli Wilde (00:05:45):

He's always good.

Dan Henry (00:05:46):

He's amazing.

Eli Wilde (00:05:47):

He's amazing. So you know, fast forward I get outta debt. I'm still working at this dental job. I'm not very happy. I have money for the first time. I'm miserable. And I just, this question was like, when that movie came out, why didn't I go for it? Why do some people who don't have a lot of talent become very successful? And some people that have lots of talent and I'd meet all these great looking people in Los Angeles, very talented, but they're 35 and waiting my table or their, you know, or they have all this talent where their drugs all the time. And I really got obsessed with how do people become who they become? And so I was curious. I was like, well, obviously I'm not, I don't believe in myself enough to go for it. I'm lacking self-esteem and self-confidence. And so I started reading all these books on it, and a lot of it was principle-based and some therapeutic gestalt, I was listening to self-hypnosis every night, kinda like I'm, I'm confident, I'm powerful doing all these affirmations. And it didn't really work. And I found something called NLP. Neurolinguistic programming. And I was talking about it with this man at, I was working at Trader Joe's, this awesome guy. And, he's like, well, you should check out Tony Robbins. And I was like, who's Tony Robbins? And so I got the book and slowly became obsessed with that body of work and didn't wanna let it go. And so I harassed Tony's company until they gave a job.

Dan Henry (00:06:55):

Wow. Well, that's one way to get in. Geez. That's amazing. That's an amazing story. And you know, what's funny, I'm watching you right now and I'm looking at your face and you kind of do have a Superman vibe and look at the camera, look at the freaking camera. He's got the curl. Look, Brandon show, put, look, look at it He's got the curl. Look at that.

Eli Wilde (00:07:14):

I woke up like this.

Dan Henry (00:07:15):

That was not even intentional was it? Yeah, we definitely need to get the camera more front facing on him. I just realized like, everything's a side profile. But here, I'm gonna sit this way so people can see us both a little bit better. There we go. There you go. So, so, so, all right, so you, you didn't wanna, and what was like, what was deep, deep, deep down the, the biggest reason that you think why you didn't really want to pursue that and, and that didn't call to you?

Eli Wilde (00:07:42):

Well, at the time it did, but I was scared. And if I had to do all over again, a lot of times, I think I would like to be like, to have been an actor, but if I could choose between that and being super famous and what I'm doing now, I definitely would choose this. But I loved the looking at scripts, writing out the backstory, like, how does this person think? You know, no, kind of like, but I was really thinking like, as you create a character, like if this person had five brothers or if they had two sisters and I, there was this TV show that as a child, I was obsessed with. I don't know if you've ever seen it called Quantum Leap.

Dan Henry (00:08:15):

Oh, dude. Yes. Are you kidding me with Scott Baula?

Eli Wilde (00:08:18):

Yeah.

Dan Henry (00:08:18):

Oh yeah. Quantum Leap was the, oh, it was amazing.

Eli Wilde (00:08:21):

It would come after my bedtime. I had sneak downstairs and I'd watch this. And we had like a really, I had really kind of challenging childhood, a lot of abuse in a lot of ways. Sexual abuse, like uncomfortable, weird kid. I was voted the quietest kid in high school. So I was really awkward, really weird. Later on in high school, I kind of grew out of some things, but I remember just hating my life, hating my situation, hating myself, hated everything about how I looked, how I sounded. I just had all this fear and anxiety and stress in my life. And I felt so uncomfortable in my own skin. And so I would sneak downstairs and I would watch that show. And it was so real for me. I remember watching it and I'd watch how this person would come and you would become a new person.

Eli Wilde (00:09:01):

And I remember going to bed at night for years, and as I'd wake up in the morning. So the, so for, so the, you know, the show Sam would wake up as another person in another reality. He might be like a boxer in the middle of a ring or this black woman who was raped or this thing. And he's like there to right some wrong. And he'd wake up, you know, after the first five minutes of the show, he'd be in this experience and he'd go over to a mirror and he'd see his new face as this other person. And I would wake up in the morning for years. And this is when I really feel like I began to, cultivate my mindset and my imagination because I would lay there I'd feel myself wake up, but I would imagine myself as a different person at a different time. Maybe I had brothers or sisters, or I was seven-foot tall, or I was like a midget or like, how would people perceive me?

Eli Wilde (00:09:45):

What would my mindset be? And I'd lay there. And I'd kind of daydream for 20 minutes before I start my day. And it was so real for me when I walked, you know, walked over to the mirror in my bedroom, I open my eyes and I looked at the mirror and I was always surprised to see my own face, cuz it was so real for me, those circumstances. And you know, and Einstein says that imagination is more important than intelligence. And I feel like with my challenging back hood, my challenging childhood, like having these stories and living into these imaginary circumstances that became am real for me is a lot of what leadership is. You have a vision of something that doesn't exist. Like Steve Jobs, they call these people visionaries, cuz they see something so clearly that nobody else can see. And if you can see yourself as that or your situation or people or see the good in people, even when they're being mean, you can, you can see through their mask and you can look in the mirror and see behind your own mask.

Eli Wilde (00:10:36):

And I just became fascinated with people in characters, in these shows. And I find that in my real life, everybody's a character everybody's playing a part, everybody's playing a role and we've all got this amazing potential inside of us. But sometimes we have patterns of thought, feeling, behavior that become habitual, that lock us into an identity that maybe we picked up from our parents or from a circumstance and it's no longer serving us. And so how do we play a new role? And so I'm always just fascinated with people how they become who they've become. And I think that's one been one of my superpowers in selling is I'm genuinely curious about people, you know? And I know that even if somebody who's like having a bad day, it's, it's like if somebody's mean that's not who they are, that's who they've become and who they've become has been learned.

Eli Wilde (00:11:20):

And they've learned a process of thinking often to protect themselves or their time or something or their ego. And it can lock somebody in, take them in a path where they're no longer fulfilled or they feel like they're really evolving. And I think that's just part of the human condition. And so I'm just always curious about how do we reverse engineer hear that to find the genesis of where this person created a belief about themselves or people of the world that created their model of the world, how they interact with people, everything from their posture to their eye contact, to how they get pleasure or, you know, experience pain. What's really driving some human being. And after a certain amount of time you realize that we're all kind of the same. We're all screwed up. We're all insecure. We're all crazy. And you know, and so I can't feel superior to anybody and I can't feel that anybody superior to me. And I can just connect with this person as a friend, even though they don't wanna be my friend. And so I can just be genuine in that cuz we're all screwed up.

Dan Henry (00:12:12):

Well, I'll be your friend Eli.

Eli Wilde (00:12:14):

Thank you. I appreciate it man. We are friends.

Dan Henry (00:12:17):

So, so yes, yes we are. That's and I love bringing my friends on this show because it's, you know, so much more comfortable sometimes when I, when I really know somebody. And you know, we've talked about this a lot with your journey and you've, I mean, the amount of, if you were to say in dollars, like the amount of cuz you would go out, you would sell like UPWs and stuff for Tony and I mean, plus you did other things, the sheer amount of, of dollars that you've closed from stage is in the millions. Right? What I want to know from you is how did you go from somebody who got an audition to be Superman, and you honestly, you had a shot and you let fear rule your, your ability to pursue that. But then I can't imagine you weren't scared when it came to getting a job with Tony, how did you sort of make that shift where you, the, the fear stopped you from taking action with the Superman role but it didn't stop you from taking action or what did you change to prevent it from stopping you from taking action with getting a job with Tony?

Eli Wilde (00:13:27):

You know, it's, it's interesting. Cause I actually learned a lot from the Tony Robbins event and I was really kind of in a funk. I didn't go for the acting thing. And I ended up quitting my job maybe as this dental person. Cause I was really frustrated, just not very happy. And I decided to travel for a bit. I went to Australia, came back and I just became obsessed with everything cuz I was like, and I think we all reach a point where we realize like we've got a standard that's been breached within ourselves and we're tolerating something. And we get to that threshold of a pain, like pain and some people in their relationship. They're like, all right, this has been annoying. And then they're like one day I've had it, I've quit. I'm done. Like I'm over this. And I think that one of the things that these books and these programs and Tony personally inspired in me is to raise my standard as to what I was tolerating within myself.

Eli Wilde (00:14:11):

And so I was like, this fear, this nagging this conversation and about myself, about people it's making me play life so small. I think, you know, and for some people it's, it's time, they realize they're, they're getting older. This time is not finite. Like I'm tolerating this about myself and they decide to make a change. Most people don't, it just becomes their pattern, becomes their, the direction their life moves in, and that direction, takes them to a destination and therefore their destiny. And so we gotta really look at the direction that we're going with our diet, our communication with ourselves and others, and really look at how do I make some changes and condition myself to show up more powerfully. And for me that time off work was really great. And I learned a lot about myself, but I started reading all these books and then I got this Tony book and it talked about the emotions, not just the principles.

Eli Wilde (00:15:00):

And so it really spoke to me and I saw like, you know, a month later I was walking by this frozen yogurt place I liked. And all this magazine said Learning Annex. It's kinda like Success Resources today, huge seminar company. They're based outta California. They pretty much went out of business cuz it was really poorly run. But it was Tony Robbin speaking, Susie Orman, Donald Trump, a few other people like some famous athletes, Magic Johnson. And it was 97 bucks. And that was still like a lot for me to spend on something I was getting right. I got Tony's book for 90, for 86 cents off eBay or something, plus $4 shipping. Like I just like, I didn't spend money on anything. I was really frugal. And so spending 97 bucks, I was like, okay, I'm gonna do it.

Eli Wilde (00:15:45):

It was the most I'd ever spent on anything, self-development period. Like I never spent more than $10 on a book. And I go to this thing and it's kind of cheesy, you know, no money down real estate guy get rich, quick guy, Donald Trump, you know, who is, you know, he was the main thing. But then Tony comes out, hes supposed to speak for two and a half hours, speaks for four. And he is like...

Dan Henry (00:16:04):

As, as Tony does.

Eli Wilde (00:16:05):

Yeah. And he's like, if you've got anything out of these F'n four hours change, you know, spend four days of me I'll change your, your f’ing life or I give your f’ing money back, step the F up, like go back to the room. I'm just like, he was so certain. And I was, I, you know, I was in the cheap seats and Tony's like 6'7 but he looked about like a dot from so far away. There was about like 30,000 people in the room, but I felt him and I jumping up and down, all the rah-rah stuff that people hate, I was loving it. But I was really locked into a box and I hadn't been like, you know, connecting with people and I think happens to a lot of people. Some people hate it. You're hugging people and you know, hugging strangers and all this. Like this is why

Dan Henry (00:16:38):

Yeah, I'm not, I love Tony, but I'm not a fan of that part. I'm just, I'm gonna be transparent.

Eli Wilde (00:16:43):

I was loving it though. And at the end, he said go to the back. And it was 900 bucks for a UPW ticket, but it was 800 bucks if you signed up that today, that day. And I usually don't even tell this part of the story. But when I went back there, I saw the salespeople, a bunch of people talking about success. They were hard closing people. They were guys wearing $80 suits wearing $30 shoes, talking about success, and trying to hard close people at this little booth. And I went over there and I, I couldn't sign up, but it was a two-day event. I couldn't sleep that night. Tony said things that just stuck in my mind. And so I signed up the next day and it was one of the hardest things I ever did, but I knew it was like, if I don't do this thing, I am gonna regret it.

Eli Wilde (00:17:19):

And he said some things and I was like, I'm just, I'm just gonna do this thing. And so I went to the event, obviously. I, so many things I could tell you so many stories about what happened for me at that event. Things that I learned, things that I distinctions I got from my life, you know, I decided I didn't wanna let it go. So very long story short, I got some names. I called the company over 200 times in a period of less than two weeks. And I eventually get an interview. I drive down there and I'm all like in state, doing incantations the whole way. I'm like screaming in my car. Like I'm just like fired up and I get down there and they, they kind of take the entire staff and they put them there to watch you.

Eli Wilde (00:17:57):

So they gave me a 28-page script when I went, when I went down, says, come back in two weeks. Don't F this up. And it was this guy, Lester Favish and the guy Gene McNaughton was the VP of sales. Amazing guy. They said, come back in two weeks, don't mess this up. And when you came back in, I delivered this script and they have people they're kind of messing with you a little bit, looking at their phone, whatever, being bored, to see how it's gonna affect your confidence. But I was like, I was ready. Also I had some acting experience too.

Dan Henry (00:18:23):

You did acting confidence.

Eli Wilde (00:18:25):

Yeah. I was like, like I looked at this thing and I'm like, I'm gonna own this. You know, it's, it's interesting. I never forget that day being at Tony's company and Tony's so amazing. And I just, I thought if I was part of this world, I'd be drinking green juice all day. Like everybody's talking about affirmations and changing the world, but I went to his company, people outside smoking cigarettes, you know, people were overweight. People were clearly broke and you know, it just, he was very removed from the company. Then he since stepped back in and it's, it's a different environment now, they, they cut a lot of fat. But I was like a little bit disappointed and I was like, I'm gonna take it upon myself to make sure that I raised the standard for this, this company. And there's so much, I'll cut out just, just for brevity's sake. I, when I saw Tony at that first event, UPW I was so blown away by what he said. And he talked about that book Think and Grow Rich.

Eli Wilde (00:19:15):

We're talking about thinking, talk about a book to help people with their thinking. That one was a phenomenal book for me, but I realized I hadn't really applied a lot of the principles. And so, on the first day we took a lunch break and I go outside and I'm eating my two cans of Tongol tuna with packets of mayonnaise and mustard cause I was broke, you know, used all my money for this seminar and I'm eating this tuna and inside my backpack was that book Think and Grow Rich, that he had talked about what it had done for him at a very young age. And I open up the book and I reading the first story. It's a story on desire. And it's about Edward C. Barnes, a man living in railway cars in Orange, New Jersey living is a bum, hears about this man who's changing the world with his mind, a guy named Thomas Edison.

Eli Wilde (00:19:57):

And so he makes a pact with himself that he's gonna be partners with the great Thomas Edison. And he works and works and works, and there's a whole story there. If you guys wanna read it, it's definitely worth it. And he becomes this partner and I was reminded of that story. I'm sitting there. And I read that story as I'm sitting there on that first lunch break. And I thought to myself, I've been living like a bum. I think of Tony Robbins as this guy who's changing the world with his mind. And I wrote down on my workbook that day, I'm gonna be partners with Tony Robbins. Fast forward a few weeks, I'm working there. Fast forward, maybe eight months, if you asked anybody in the company, who's the best speaker; everybody said, me. I was, I was really good. And I did very well.

Eli Wilde (00:20:30):

And so, Tony's son Jairek who used to live here, he's in Puerto Rico now, wanted to join the company, be a speaker. And so Tony said, you need to work your way up. Just like me. Like I did with Jim Ron, do these meetings. It's very tough. It's not easy, but you learn these skills and who you surround yourself with is who you become. So, you need to be around somebody who's always hungry. So, you need to live with a top sales guy who happened to be me. Next thing I know before I know it. I'm living with Tony's son and Jairek was so nice to me. If his father gave him advice, he would let me listen to like these audio clips that his father would tell him, do this, don't do that. Here's how you think. And it was like this is his most sage wisdom and Jairek would let me listen.

Eli Wilde (00:21:08):

And some of it would just like bring a tear to my eye and inspire me. And I, if Tony said jump, I said, how high? I applied the next day. And you know, fast forward a year into me working there, Tony wasn't gonna do live events anymore. So, this is 2007, 2008 before the economy like really collapsed. He was segueing of live events. So, we did, we were selling something, called Digital Delivery. We called it TNT Tony not there. So essentially you pay a couple thousand bucks to go to a movie theater and they give you audio programs and coaching and all that. But you go to a movie theater and you're sitting there watching a movie. A movie of Tony and there's coaches and stuff like that. And they facilitate these like hundred person, 200 person events. So it's more hands on, more intimate, but TNT, Tony not there.

Eli Wilde (00:21:52):

And so cuz he was segueing out. So that was the future of the company. So he brings us all in, I'm living with Jairek and there's about 30 sales people there. And Tony's doing a full-on two-day training of the future of the company and what it looks like, how we're getting paid, the structure, the standards, everything, he lays it all out. And he's like midsentence as he's writing some things on the board and he turns around and he looks right at me right in the eyes. And he says, I want you to know something very important right now, if you're in this room, you are my partner. And he looks at me right in the eyes, as he says it. And I go home that night and I take out my, my workbook from UPW. It was one year later to the day that I wrote down, I will be partners with Tony Robbins.

Eli Wilde (00:22:32):

I was like, holy moly. How cool is that? And so, you know, I was just really all about it and I just lived and breathed all of it. And I figured there's so many mentors out there, but if you're gonna follow somebody, I was like, this is my dude. And I'm like, I'm all about this guy. And so, I, I didn't really read lot of other stuff for the better part of a decade. Like, you know, we talked some about some of his programs. I know that stuff like that. I mean, I just listened to Tony every single day for years. And then I did seminars based on his principal. I averaged two seminars a day for a decade. And so just a lot of reps and I figured like you're supposed to kind of outgrow your mentors, but a lot of the audios that people hear and, and even UPW he created that at 22 years old.

Eli Wilde (00:23:12):

And so when I got to know more, there was so much more content and you're supposed to kind of outgrow your mentors, but I mean, this guy's working 15, 16-hour days on stage and then does a whole nother work day off stage, like seven days a week. He's, he's a savage. And so he's really raised the standard for me in every year in my life. And he's, he's become like a second father. It was cool at the Funnel Hacking Live, you know, he's, he's there and...

Dan Henry (00:23:35):

Yeah, I saw him come up to you and shake your hand, give you a hug. That was, that was cool.

Eli Wilde (00:23:39):

Cause he only acknowledged Russell Brunson and maybe one other person cuz he is in his flow. And I saw him make eye contact with me from the stage and he's like in his flow and he's got like a moment and he comes over and hugs me and you know, in front of everybody, it's just, it was really cool.

Eli Wilde (00:23:51):

Cause I've not talked to him for about a year. I still, you know, little bit of text, but we've not like really interacted much. But his brother-in-law part of the reason I'm connected with Tony is because as I live with Jairek, his brother-in-law Scott joined the company and now pretty much runs the company and the three of us were doing stuff all together. Scott's one of my best friends and Scott completely changed my life. My relationship with Tony is only possible because of Scott, because Scott liked me so much and talked to Tony about me and talked to his sister Tony's wife about me. So, Scott Humphrey is, is everybody bit as much of a friend and mentor to me as Tony is. So, Scott really changed my life. So, but the point of that is, you know, it takes a team.

Eli Wilde (00:24:28):

And there was a lot of people that supported me in the Tony world that allowed me to get on some of those big stages and make the money. And I I'm super competitive. Anybody that knows me really well, like I love people, but I'm like, I'm always, I always wanna win. And I'll tell them exactly what I'm doing to beat them. But I'm like, I'm still gonna beat you. And I think that's, I think that's good. I, I love that Jim Rohn quote he, I forget what book it's in. It's like one of these audiobooks that he has. He says, we actually learn more like I want you to learn and we actually learn more by losing than by winning. And so, I am willing to give you that opportunity. And so he is always like, I'm, I'm gonna win because he, because he knew the law of averages and he knows that it's just a matter of time. Jim Rohn is pretty savage himself.

Dan Henry (00:25:12):

Let me ask you a question because this is something I, I would really like to know from you. Cuz you're one of the most pleasant and positive people I know. And I don't know if you've always been that way, but I I'm glad you said no, because it gives other people like me hope. But I, the moment I knew Tony was the real deal was actually, and I always knew he was the real deal, but the real moment was when I was at FHL at that conference. And I saw the guy's cell phone goes off. It went off because I had heard from some people that, you know, had been around him or been around the organization that years ago, if you were in his organization and he was doing a live show and somebody messed up, right.

Dan Henry (00:25:57):

He would get like really, really angry. And I never knew if it was true or not, you know, cuz you know, people, people say shit. Like you don't know if they're lying or whatever and he would get really angry. And I, I understood that as somebody who's an entrepreneur and you know, you want your product to be amazing. You want the people involved to get the best possible experience. And so, you can really take it personally when your, your staff or your team don't perform. You, you like, you get all these things in your head, like they don't care, and this and that and, and, and you, you can freak out. And I was listening to an audiotape. I bought some of his audio tapes and I heard him say I heard him say that like literally admit that on the tape that he used to be really bad about that.

Dan Henry (00:26:41):

And then he said like one day he woke up and realized that it was incongruent with his message because he's like, wait a minute. I'm teaching all these people how to be balanced and how to be understanding and how to, you know, be how to influence people. But then I'm like really not doing that with my staff. And so that was his, you know, that was his moment meant to change and, and work on himself in that aspect. And then when I was at this last conference and I saw him, there was a guy right next to him. I don't know if you remember this or not, but there was a guy right next to him in his walkie-talkie went off.

Eli Wilde (00:27:13):

Yeah. Right behind him.

Dan Henry (00:27:14):

Yeah, he did. He didn't have it muted. Yeah. And I remember thinking, well, here we go. I wonder if he's gonna like blow up at him or whatever. And but no, he turned around to him and he like made a joke about it. He like made it a part of the show and he made it, he made it fun. And I was like, wow. I was like that. And it just, you know, cuz let, let me, let me be real. I'm gonna be real with you. If you ever gone online, cause social media these days, it can be super toxic. Right? Especially if you're an influencer, you do one thing wrong. You say one thing, you have one bad day and everybody just completely crucifies you because they hold you to this insane standard that they don't hold normal people to. And they don't hold themselves to because you're supposed to be an influencer, you're or you're trying to be an influencer.

Dan Henry (00:27:57):

Right? And so, you know, to you have all these people out there that will say you shouldn't do, and they'll give you this, this rap sheet, this list of things you shouldn't do. But then they go and they do all of them. Yeah. And, and, and everybody knows what I'm talking about. Right? Like they a hundred percent do, so to see somebody as big as him actually make that change. It, it gives hope because I have never met a single entrepreneur that never got frustrated, had a bad day, made millions of dollars and still one day felt like they hadn't accomplished anything. And that it was all by luck, got pissed off and yelled at their staff. And if anybody, and even if they tell you that they haven't, they're full of shit, their liars. And so my question to you is, you are so balanced, so positive. You have such an amazing disposition. Were you, did you always have that or was that something that, that took massive development and how did that journey go?

Eli Wilde (00:28:59):

Definitely. I mean, as I said, voted like the quietest kid in school they put me in classes in middle in elementary school, basically with mentally handicapped kids because I was so, like I probably would've been labeled autistic by today's standards. I was like, like I just couldn't function. I couldn't communicate. And even, even as I got to, like in school, I, I had a big gap, my teeth right here. And so I was really the insecure about my mouth. So I mumbled a lot. I didn't wanna open my mouth. It was very hard to get me to communicate just there was just so much fear in me. So, it's been a constant process, but it's been relationships, it's been working on it, like literally working on myself so much. And you know, for me, one of the things that's, that's driven me and this is,I think something common in very successful people.

Eli Wilde (00:29:45):

There's a lot of like repressed anger. And I think Tony at a young age had it Elon Musk. There are certain people, I think what drives them to work so hard is this, this anger is this drive it's like, you know, something's not right. There's like a fuel there. And really like very successful people that work 15, 16, 18, 20 hours a day. There's really, usually only one emotion that, that can keep that kind of energy. It's like a rage that just pushes them. And even they've proven there's a, there's a tightness in the body that produces more ATP. So anger is a, is a fuel, you know, but it can also burn you out. So it can, you know, you can use it or it can use you. And for me, there was a lot of, lot of anger. I've been in like, you know, probably time by the time I was in college, probably been in like a hundred like decent fist fights, like, you know, pretty bad ones. And I would just like, I'd snap all the time. And I took Ritalin for a long time. I was like, I was a mess and a lot of things changed in my life. I don't know if you know, like my story of my mom and kind of what we went through and then how things changed for us?

Dan Henry (00:30:44):

I do, I was actually gonna ask you that cause I did look up a bit of that and it was a, it was, it was a rough, it was a rough story to read. You know, I'd love you to explain the first 10 years of your life, because I think a lot of people watching this or listening to this right now may think, wow, this, this guy's amazing. And he, you know, he was able to do all these things. And, and get over his fears and, and, you know, call 200, like who would call 200 times and, and not give up after four, you know, four or five calls? And so I think a lot of people may, may think that people like you are born like that. And I just, I don't believe that's true. I believe they're made. And so I would love for you to describe the first 10 years of your life, because I, I think a lot of people would be shocked to, to see where you came from and then how far you've come. And I think it would inspire them.

Eli Wilde (00:31:34):

Well, I'll just, I'll break it down like this. We had just really challenging upbringing. I was born when I was two, my dad got put in a wheelchair from a car accident and we just had, we really struggled. A lot of challenges in the home. My mom just took me, we left when I was probably about five or six, moved all around a lot. She worked at places like McDonald's and so we were not super-wealthy people at all. And she ended up getting a job as a country club. I think when I was around like middle school and I was wearing, I remember after school, I would often she picked me up and I was kind of just hanging out, until she got off work at the country club. And I was wearing the hand-me-down clothes of the wealthy, wealthy kids.

Eli Wilde (00:32:10):

So they kind of made fun of me and all of that. But, you know, by the time I got into high school, I started growing out of it a little bit. And I had friends for the first time in my life. Probably my sophomore year of high school is when I started playing football. It was the first time I ever had friends. And I would be, had been really lonely before that finally felt connected. Finally had a sense of meaning, but that year also, my mom had had her worst financial year. We, you know, we lived on like nothing and my, so my friends, they all had more money than us and they knew it and they kind of helped me out if we went to eat somewhere after they'd usually like, buy me the burger or something like that. I just had really great people who are like some of them, like they were like also the, the cool kids, you know? And I'm like kind of hanging out with the cool kids and, you know, and athletes and things like that.

Eli Wilde (00:32:49):

And girls are notice gonna be the first time. And I come home this one night, my mom has a talk with me and we're pretty much down to like our last dollars, and she's like, you're gonna have to move with your father. I don't know what I'm gonna do and is kind of a slumber tone. And the, the next day I didn't tell anybody about it, but I, I felt like really, even more fear, more instability in my life. And I just made feeling stress. And I wanted to talk to my best friend about his name, Dave Scarano. And I was telling about what was, you know, specifically what was going on. But I was like, man, I guess I, you know, wanted to reframe my mind as positive. I was like, man, if, if you could drive any car in the world, what would it be?

Eli Wilde (00:33:25):

We're just talking about our Dreams were like a Camaro, like a 1992 Camaro, like our dream car. If you could date any girl, what would it be? You know, it's just like talking about our dreams. And my mom comes home from work that night and this woman has been so challenged by life. So beat down, just robbed of all self-confidence and just really just, emotionally distraught almost every night. Like you just put through the wrong, the ringer. Just so just so emotionally exhausted and frustrated and angry and, and, you know, with her own challenges. She comes home this one night as I'm talking to Dave on the phone and she's beaming. She walks upstairs and she's just got this whole radiance about her, the way she, her shoulders, her eye contact her voice so connected. And she looks at me and she goes, Eli, when you get off the phone, I need to talk to you about something.

Eli Wilde (00:34:13):

And she smiles and she turns, and she walks out the room. And David's on the phone, he's like, what could it be? What could it be? I was like, I don't know. And maybe it's this, that it was just we bickered back and forth for about two minutes, like, like 13-year-old girls. Like, could it be this or that? And I said, I gotta go downstairs. And I go downstairs. And our living room, dining room and kitchen are pretty much all one room, cuz that's when you're living in a not very nice place, everything is kind of just together like that. And you know, not like a loft, not meant to be that way, you know, by the limited design choices. And my mom's sitting there at our little dining room table and she tells me to sit down and I remember she put her hand on my knee and she just got very emotional and she started talking about her dreams and her challenges and everything that she had hoped for me in her life and all of her dreams.

Eli Wilde (00:34:59):

And you know, she's like, and this happened in the had happened and, she's like rambling at this point. And part of me is thinking like, wow, this woman has finally gone in insane. Like, man, I'm gonna have to lock this woman up. I'm like, I don't know what I'm gonna do.

Dan Henry (00:35:12):

How old were you at this point?

Eli Wilde (00:35:14):

I was right before I turned 16.

Dan Henry (00:35:17):

Okay.

Eli Wilde (00:35:18):

Yeah. And she, she looks at me right then in my eyes and she goes, my prayers have been answered and it's all because of you. All because you're meant for so, so much more. It's like, what are you talking about? She goes, I just won 7 million in the lottery. You're gonna go to school. I'm gonna go to school. Like, we're gonna do this. And I'm like, what? You know, it's like, so it's such a magical moment. And you know, we hugged and we're crying and, and all these things. And, you know, the other part of it is she gave away most of the money. And so we weren't like,

Dan Henry (00:35:49):

Hold, hold up. Back up, back up, back up, back up. So let me get this straight. Let's really back. You're telling me that you grew up in this incredibly challenging environment. You know, your father you were what? Two when he got in a wheelchair?

Eli Wilde (00:36:08):

Yep. Yeah.

Dan Henry (00:36:08):

Yeah. Two. I mean an incredibly challenging environment, not rich at all. Pretty much a one, one-room house.

Eli Wilde (00:36:17):

We had if you went upstairs. We each had our own bedrooms, all that stuff.

Dan Henry (00:36:20):

Okay. Well that's yeah, but I mean, you didn't have like a big house or anything. You weren't, you weren't balling and your mom wins the lottery. Not, not like a 1.2 million, like 7 million that's a lot.

Eli Wilde (00:36:33):

For us it was like, I mean, might as well have been a billion, and it's like everything.

Dan Henry (00:36:36):

But I noticed something. The first thing that she said was, I'm gonna go to school and you're. Not, I'm gonna buy a Rolls Royce. It was, I'm gonna go to school and you're gonna go to school. And then she gave most of the money away?

Eli Wilde (00:36:47):

Yep. Yeah.

Dan Henry (00:36:48):

Wow. Who'd she give it away to?

Eli Wilde (00:36:50):

She used to play a lottery with a lot of friends. And so she still felt obligated to give them money, which was not a smart move. Some of them questionable characters and some of them. And so I think she was even kind of manipulated into that looking back.

Dan Henry (00:37:05):

But I mean, even, even to just know where her heart was, like, what kind of...

Eli Wilde (00:37:08):

That was the first thing I said to her. I was like, you sure? She's like, well, at least I'll go to heaven. You know.

Dan Henry (00:37:15):

You don't sound too excited about it. I'm like, what at sweet woman. And you're like, ehh, yeah.

Eli Wilde (00:37:20):

You know, it's like some people I think are givers by default and it's, it's her character. She is that way. But also I think, and you and I have talked about this too. You have all these demands being placed upon you and you gotta take care of yourself. It's like a cheesy analogy. People say, when you have like, when the, you're on the plane and you know, they talk about the air mask going down, you put it on yourself first before your child.

Dan Henry (00:37:42):

Right.

Eli Wilde (00:37:43):

But mom's definitely somebody who's kind of would martyr herself and do things for others more than herself. She's always been that way. And she's very sweet. She's very sweet. But that's, that's something I learned early. Cause I was that way. I'm a, I'm a chronic people pleaser, do too much. But then I find that when I'd do it, I'd resent those people.

Eli Wilde (00:38:01):

I'm angry at those people. I'm frustrated at those people and I'm like, wow, that's trying to be like, who am I actually giving to them for? Am I doing it to buy into this story, like, well, I'm a good person. Or like, how do I even make, make sure, like, we have some clear boundaries in our relationship for each other, you know? It's like, so how do I be responsible for that in a way that's framed in their best interest all the time? How do I deal with this conflict where they have a desire and I do, and maybe I've not been clear. And so I'm always thinking through that, cuz for years I, I do all these things just like she did. And, but I found like I'd get really angry and I'd ruin relationships because of it. And so yeah.

Dan Henry (00:38:37):

That's heavy, man. Yeah. That's heavy.

Eli Wilde (00:38:39):

Yeah. I, I was almost down a rabbit hole,

Dan Henry (00:38:41):

No, no, no. It was good. Yeah.

Eli Wilde (00:38:42):

You asked me about like, have I always been this way? I feel like I've made every mistake from like, not even knowing how to talk, having to speak and all of that. Cause I, the first thing I did want though, like for myself, I mentioned, I had this big gap in my teeth and I mumbled so much. So the first thing I wanted financially, I wanted braces. So my senior year of high school, I get braces and I've got braces, like all my pictures and all that stuff. I'm smiling, you know, like, like this, you know, just like I'm always closed mouth. And after I got the braces off, I had pretty nice teeth. I drink way too much coffee now. And I'm not taking care of them.

Dan Henry (00:39:13):

Right. Yeah. Me too.

Eli Wilde (00:39:13):

And all that stuff. So, or like brown now, but you know, and I just, I'm not, I don't care that much, even though you should care about your teeth.

Dan Henry (00:39:21):

I'm gonna, I'm gonna, yeah. I, so, you know, it's funny cuz it's, it's, it's amazing how some people have certain categorical things that they struggle with and other people, it just comes naturally to them. Like I've, I've sort of in a way, had a natural, it's weird. I, I struggle with it sometimes, but I've in a way had always had a easier time, not caring what people think about certain things. Like I have two chips in my teeth and I've got 'em from just, you know, forgetting to put my mouth guard in in jujitsu, just stupid, stupid stuff. And I've, I've got 'em fixed before, but the thing fell out and I just don't like the alternatives of, you know, they have, they have to like grind your teeth down.

Eli Wilde (00:40:10):

Yeah. I got chip here and they were like, they have to like grind it down to a nub and put a veneer on there and just like,

Dan Henry (00:40:15):

Yeah, yeah, I've got, I've gotten like I've had so many people on like social media, like Dan, please fix your teeth. And I know that they're either they're completely unaware of their rudeness or they're, they're just doing it on purpose.

Eli Wilde (00:40:30):

Yeah.

Dan Henry (00:40:30):

I almost respect the people that do it on purpose more.

Eli Wilde (00:40:33):

Yeah.

Dan Henry (00:40:33):

Cuz at least they're doing it with intention and the other ones are doing it of ignorance, but it's never really bothered me, you know? But it, it, I just find it amazing how like that will come naturally to me where I eh whatever, I don't care what they think. But then like something else, like being able to control my frustration over something not getting done right or something is much more challenging. You know? And then other people might be completely and utterly patient with everyone, but then they're crippled by things like imposter syndrome and just what, what people think about them. You know, I just find that fascinating how some of us can really have superpowers in one area, and kryptonite in another. No pun intended.

Eli Wilde (00:41:18):

That's, but that's the nature of human beings and we've all got that somewhere. Could be in our relationship with our kids or this person or that, or like we've all got something and that's what makes us human. That's what, that's what makes a superhero human. And that's, that's how we relate to the character. The perfect superhero, nobody wants to watch that movie because they're not relatable. And that's, you know, we're all flawed, which is, you know, which is good and bad and you should have a desire to always better yourself. But you know, it's, I'm always curious, like what drives people.

Dan Henry (00:41:43):

And do you think that fork, that core fundamental belief that basically in a nutshell, we're all messed up, is the first thing you have to like realize in order to get through to someone? Because you know, I've realized, especially after just deep, deep studying on leadership and talking to you as well as listen to some Tony stuff, is that when you try to like influence someone and you try to like, or even just connect with someone, if you come in from a place of judgment, it's very difficult to influence them because when someone feels judged and the other thing is like some, I would say some people, it doesn't bother them as much. Like I personally have been able to take advice from people when I feel judged, if I have a very, very, very high amount of respect for them.

Dan Henry (00:42:34):

If I don't have a very high amount of respect for them, then no. But you know, I find it fascinating how it really, it really is a predetermined factor on how you can get through to somebody is, is coming. And it's also a skill to not come off as judgmental because sometimes you don't think you're coming off as judgmental, but you really are at least to them. And I think that's a, an art. And how would you say that that really plays not just influence, but even sales. Yeah. You know, I mean, many times have you heard a salesperson just completely like ruin their chances of making a sale because they start judging the person on the phone or they start judging the person they're trying to sell to and basically trying to have an intellectual argument with them rather than trying to get through to them.

Eli Wilde (00:43:22):

Yeah. There's about nine months into somebody selling career is usually when they'll hit a slump and, in the book, Spin Selling, they talk about this, Rackman is the guy's last name. It says that people, after they get really good, they'll often hit a massive slump. And it it's usually because they've taken so many of a certain call that they do completely understand the prospect's problems. But because of that, they start making assumptions and their assumptions are actually correct. They're like, oh yeah, it sounds like, hold up, you got this, this and this. So they understand the problem. But the prospect needs to understand that you understand. So, Steven Covey says first seek to understand then to under be understood. But the other part of that is they have to actually understand that you understand. So as we're seeking to understand, like, yeah, yeah, I understand.

Eli Wilde (00:44:04):

And we're all wanting to save time. And when I see somebody who's stressed out, especially somebody successful, who's got a lot of stress. What, what driving all stress is fear. And it could fear like this person's thinking a long time, you're literally stealing from my life, my time with my kids and all that pressure builds up. Like I've got all these things and I can't listen to you gibber jabber. Like let's get to it. And sometimes we get short. And so sometimes we need to find creative ways to bypass that where somebody says, okay, well, you know, just humor me for, for one moment. And if I can be humorous and maybe say something a little bit like this and ask for permission, I can begin to bypass a lot of that if the person feels cared for and you know? I'll never forget.

Eli Wilde (00:44:45):

I was, cause I've done the same presentation for Tony about 3,400 times. And I'd probably done this thing like 15 or hundred, two thousand is a lot. And you know, it's, I was doing this, this presentation. It was a, in a, like a banquet hall with a bunch of round tables, which is the worst. Because if you've got a seminar, everybody should be kind of looking at you like square tables. Round tables, that means half the audience has,

Dan Henry (00:45:05):

Has their back to you. Yeah.

Eli Wilde (00:45:06):

And so, I'm doing this thing, I got my whiteboard, I'm talking, I'm in my flow and I'm, you know, I'm, I'm doing the thing and I'm, you know, it's pumping everybody up and I got this energy and everything. And some people just, you know, weren't really engaged with me at all. Which would make me like, now I've learned ways to, I can get everybody to, to tune in. I can change my tonality or I'll say, I'll do these prime.

Dan Henry (00:45:25):

Can you give us an example?

Eli Wilde (00:45:26):

If there's one thing that you guys get it is this. Here's a million-dollar tip. Guys, what is it? It's a million-dollar tip. You better freaking pay attention to this. So it's like people, whatever, or and we just did this at a seminar. I did a seminar with Chase Hughes, who's a brilliant top negotiator, FBI, you know, military guy, like amazing. Watching people's blink rates and seeing like this someone becomes more suggestible. This, this part of their eye will search to relax. And their breathing rate will change. And sometimes I can just change my tonality. I'm talking in a, like not a monotone, but kind of like the OB One Kenobi, the Sage wisdom type thing, which is really nice to listen to.

Eli Wilde (00:46:06):

And then sometimes I can tap into a warrior or the lover where I slow things down. And I did all this search where I would ask people, at what point in my presentation, did you really think you were gonna buy? And it was never the close. They were like, man, it was in the middle when you slowed down, you looked at me and you said that. And I was like, wow, there's these magic moments in sales, and information doesn't change your life experiences do. And if I can provide an experience, a connection with somebody on a deep level where they feel heard and seen, and I can do that. And the words don't even matter that much, but they'll feel an energy. They'll feel this charisma they'll feel this, this care, this concern, this certainty, this belief communicated to them very clear. And I could talk about Disney World.

Eli Wilde (00:46:45):

I could talk about Fiji water. I could talk about anything like this, but it becomes dynamic. And when you listen to somebody like a Bill Clinton, like a lot of his stories, he's talking about like opening a jar or yeah, there was this thing. And you know, and it's just, you're captivated listening to this man. And he is talking about nothing. You're like, he's just so warm. And you know, and I talked to you about this, there's the belief. So always thinking like when somebody has amazing results, what are the actions that drove it? So what are they doing? Okay. But what are the decisions they committed to, to drive the actions? What are the thoughts and feelings? So two people can make the same decision, take the same action, still get different results. So what are the thoughts and feelings, the emotion, the energy that's driving their actions?

Eli Wilde (00:47:24):

And so everything we do or don't do we do for desire to gain pleasure, avoid pain. So is this pleasurable? Is this painful? Well that's depending upon a belief system, what do I believe? What does this mean? You know, and I love that book, Man Search for Meaning. Human beings are meaning making machines. So nothing has any meaning except for the meaning that we give it. And so if somebody's being challenging, do I make it mean they're being rude to me? If somebody's being challenging in my seminar, does it, does it make it mean like about myself? Am I boring? Am I stupid? Do they not like me? These are disempowering meanings. So I wouldn't, I wouldn't invest my energy in it. I can always reframe, well, this just means I need to change some things. This means I get to have some fun. This means something in the moment that I can play with.

Eli Wilde (00:48:04):

So I've established the belief system about people, myself, the life, the moment that empowers me to keep on going and figure some things out. And I get playful and curious in that moment. And I use my imagination and I unpack it. And because I've got this belief, this feeling of certainty, and this is another Tonyism when two people meet the person's more certain will influence the other person. And I know why I'm there. I did an event couple years ago with Jordan Belfort and people were like, are you, and it was like thousands, you know, maybe 1100 people. And people were like, are you, are you scared? And I was like, and I thought for a moment, I was so prepared. I was like, they were like, are you scared? I thought for a second, I was like, oh no. I said, if anybody's scared, they should be scared.

Eli Wilde (00:48:44):

I'm the only one in the freaking room that knows what's gonna be talked about. I'm the only one in the entire room that knows what's gonna happen. They, if anybody should be uncertain, it's them. And I remember like legitimately thinking that, and I was excited, I was like really excited. And it was one of the first times I was on stage with a, with a big name like that. And I wanted, you know, also me being very competitive. I wanted to really own that, that audience than I did. And people came up to were like, man, I much rather, and Jordan's amazing. But next to me and him, it was like, he didn't stand a chance. And I was like, wow, here's, here's where I get. But for him also, I was engaged. It was, he'd done it like a thousand times. And for me, I'm like hungry and, and going at.

Eli Wilde (00:49:21):

So I've got more to prove at the same time. So I was more prepared. But you know, it's just, it's just that drive in the moment that belief about what it is. And as I was alluding to it's this belief about people in the moment, this empowering model of the world that I've worked on and created and conditioned, and definitely messed up on. And so I've reviewed my own performance many times to say, okay, you know, what, what created that, that tension in the moment? And listening to my own calls, other people's calls cuz we can't just be woo with this, like getting to the science and I shared with you the, the Triad of Tony?

Dan Henry (00:49:52):

Yeah, yeah, you did. Yes. Focus, language and...

Eli Wilde (00:49:55):

Focus, language and meaning and then physiology.

Dan Henry (00:49:59):

Right. That's right.

Eli Wilde (00:50:00):

And so that's why in sales, like even my own presentation or whatever, I could hear somebody else's call and they get an objection or they, and I could tell they usually missed some key moment earlier on where they didn't probe deep enough which created the uncertainty on it.

Eli Wilde (00:50:14):

So I'm like, that's where you missed the call. But also people were like, well, how do I deal with that objection at the end? And I could say, here's how I would do it. Here's what I would say. Here's something I might say and I'd teach somebody the exact words and they'd use the same words and they wouldn't be able to turn it around in a situation where I could with the same words. So I was like, maybe it's not the words. Maybe it's this energy. And if I give somebody the same words, they use my words. But because of the meaning they attached to that person, themselves, or whatever they, the meaning and their focus going self-conscious, disempowering, meaning they use the words, but there's a slight tension in their throat. Or you know, this, this, this, this tenseness and they say the same words, but with fear and frustration and hesitation in their voice and the person doesn't respond to the words, they respond to the energy, the emotion, the energy in motion.

Eli Wilde (00:51:06):

So their responding energetically to your state. And so to be in a state, so I think of myself, you know, if you look at like a Tony or Michael Jordan or any peak performer, like they're in this, this state of like; it's like.

Dan Henry (00:51:19):

Like psyched up?

Eli Wilde (00:51:21):

It's, you know, I wouldn't say it's like, there's a calm. It's like this they're present, fully present, but also anticipating anything. So the analogy we always give, if you were driving like a Bugatti 200 miles an hour, if you're driving like a million dollar car and you're going 200 miles an hour, you have to be, you can't be looking at your phone. You're like fully present, but also not just in the moment you have to anticipate things that could go wrong and you're excited. Like what if a dog comes out, I'm going like you're fully engaged.

Eli Wilde (00:51:50):

And so there's this presence. And when you watch Bill Clinton speak, he's so present. He's so, so there. And the two things I always say to people is when you're communicating with somebody, one on one could be with your mom or whatever. And my mom frustrates me a lot of times. She's rambling about stuff and I'm like, you know, and so I, I, you know, will feel myself get frustrated too, but I was like, how can I be more present right now? If I do something I, you know, I'm clear in my schedule when I do go at that time. But I wanna, my outcome is to make her feel heard and seen, not just there for my own needs. And so you know, some of these principles have really helped me expand my vision. Like what is this trying to teach me?

Eli Wilde (00:52:27):

How can I be more of this despite of this? How do I actually enjoy the process? And I've worked, I was talking to my mom on the way here. So there's always that, but the two things that I'd said to you on one of our calls that I think is the belief. So there's the results come from actions and decisions, thoughts, feelings, but there's a belief system that drives all of that. And so when Bill Clinton speaks, his belief is what I'm saying is the most important thing in the world. And you, you listening, you are the most important person that could be hearing this. And so this is a sincerity, there's a warmth, there's a presence. And I believe this, you know, and this is a Jim Rohnism that you should live your life as a public figure. And I know that even if I'm harsh to somebody, a thousand other people might see me being harsh and that might turn somebody off or somebody could see how I handled that.

Eli Wilde (00:53:19):

And this is why I got into a lot of other seminar rooms that other people didn't, somebody came and saw a talk or Tony had, had heard, seen, heard about me going into a company where one of his friends worked there and somebody challenged me or somebody was a jerk to me or somebody there was like some. And they saw how I dealt with the situation and the energy. And so got back to Tony, got back to a lot of other people. They're like, man, this guy, he did this thing. He, he really showed up and he didn't, he could have been made somebody feel like really small, but he didn't. And so there's a belief about these people, belief about learning a belief about how I can be. And as Jim Rohn said, live your life like a public figure, somebody's watching. And it might be a kid.

Eli Wilde (00:53:57):

It might be somebody. And then they learn from me because I am maybe for many of them, the first motivational speaker they've ever seen. And I'm a representation of a brand called Tony Robbins. And I love this man. I love self-development. I love it. I love it. I love it. I love it. Like what it has done for me, all these books, all this information, but one bad experience for somebody where they see me acting like a jerk. They're like now the first person, like most of us can think of our first time we made love. Or first time we drove a car, like the first novel experience stays with you. The first cut is the deepest as the song goes. And so, right. The first experience you have, I might taint somebody's experience of self-development and they might never go to that seminar.

Eli Wilde (00:54:32):

They might never read that book. And there's so many books out there today. Like your book's great. But I read a lot of books where it's just like, it's just like somebody, somebody told them they should write a book. And they're like, oh, I'm doing this for my marketing and you, and now I'm like, this is a really shitty book. People have been telling me for years to write a book. So I'm actually writing one now. Cause I like now, I've got something where I know I can write a really special book, but I don't wanna write a, a book in a weekend and you know, have somebody record me. And then, you know, it's like, I wanna write a book. You know, it's like, I want this to be part of my legacy. And so I'll take the time. You know, anything that is value, takes time, energy, and attention. Like you have a two and a $200 dollar suit or a $2,000 suit, time, energy intention, and not might not look the same, but you can feel there's something different about this, even though it's the same material, there's something there. And if we put time, energy, and attention to our communication with ourselves and others, with ourselves in journaling and meditation and thought. Reviewing our own thoughts, time, energy, and attention, to our thoughts about other people and ourselves in the world, and really treat that with care. It becomes quality communication and the quality of our life comes down to the quality of our communication. And so to be a quality person, I think it's about quality communication. So I think it's super important.

Dan Henry (00:55:39):

Wow. That was fricking amazing. Wow. Thanks man. Thanks. I mean, if you think about it, all major wars came really came down to a miscommunication. Most marriages that fall apart come down to communication or miscommunication. So saying that communication is the most important thing. I mean, I can't, I don't think you can dispute that, you know?

Eli Wilde (00:55:59):

Everything's communication.

Dan Henry (00:56:00):

Cause it all flows from there, you know? So let me ask, let's do some rapid-fire questions.

Eli Wilde (00:56:06):

I did. I did wanna share this one thing. And so, and I know I'd shared this with you when we talked, one of the things that really anchored me. So I, you know, very long story short, I came back to work for Tony's company. I, I did get into acting. After a few years of Tony's company, I left, I decided to get back into acting and I followed this one man's career, Greg Plitt, who was like a fitness model guy. And we were born around the same, like three, four, four days apart. And you know, a little bit of friends, but I kind of modeled his career and I ended up booking this, this job that put like a billboard of me in times square. And you know, I was acting a bit and all these amazing things happened. But then I got really sick.

Eli Wilde (00:56:40):

Tony helped me out. I came back to work for his company. And you know, in that time I was booking all these acting gigs. I, I did have the confidence in the communication. I felt like I could book anything. And when I came back to Tony's company, though, we had this, like this three-hour kind of intervention and he edified me so hard said, I was like, what the company's all about? He's like, if you wanna know what our company stands for, it's this FN man right here, Eli stand up, everybody look at this, man, what are the qualities of this man? Everybody's like, he's authentic. He's this, he's that, he just bombarded me. And he gave me a standard to live up to. He held me to a higher standard. And so just like we talk about with the seven steps of creating lasting change, he conditioned me and he made it ecologically sound where my environment supported this new identity.

Dan Henry (00:57:17):

So you had to be that way.

Eli Wilde (00:57:18):

I had to be that way. And he, and he put me in a position of leadership where other people were depending on me to be that way.

Dan Henry (00:57:23):

Was that leverage?

Eli Wilde (00:57:24):

Of course, that's leverage. Yeah. And he, he did it based on my needs for significance. So he's using he's, you know, he is a pretty smart guy. You know, it's not his first rodeo. And I, I realized what he had done. But in that conversation, in this interaction, because you had asked about the judgment and not being able to influence them if they, they feel judged, in that dialogue, in that conversation, he said something to all of us, not just to me, but he said this and I recorded what he said. And I know I mentioned this to you, but I recorded what he said.

Eli Wilde (00:57:53):

I transcribed it. It was like a 90-second thing. And it was so powerful for me as to what it means to influence, what it means to sell, what it means to connect with somebody deeply enough where they, they trust me enough to make a personal recommendation with their livelihood and their life. Like, that's a big freaking deal. I wanna be prepared for that. But he said, this, this one thing, and I thought it was so powerful. I wrote it down and I read this, this one thing that he said to me out loud before all my presentations for years. And this is part of the reason I stood out because I had an anchor just like you, you minded. Sometimes you need, maybe you get a tattoo or like a whistle or like a trinket to remind you of something of how you wanna be or remind it's like a symbol of something for you.

Eli Wilde (00:58:33):

And he said, this one thing was so powerful. So I wrote it down and I said it before all my talks. And this one thing that I said I know has made me extras of millions of dollars and helped thousands of people because of this one statement about influence. Would you all like to hear what this is?

Dan Henry (00:58:48):

I would, I would like to freaking hear it. Yeah. Hit me with it.

Eli Wilde (00:58:51):

This is what he said. He said to influence someone, you must not only understand them. He says, in order to influence somebody, you must connect to this person. You must not only understand them intellectually. You must understand and appreciate. You must connect to their needs, their wants, their desires, their fears. You gotta step into their world without buying into their story. That's the unique balance to buy into somebody's, to, to buy into somebody's world, to step into their world and appreciate, but not buy into their limitations.

Eli Wilde (00:59:21):

They've already done that to themselves. The added value you offer representing me and our partnership with these potential clients and customers is that we don't buy into their limitations. I don't buy into the limitation of how f’ing long they can go without food, how late they can stay up how hard they can clap or what they can feel. And because I don't buy into those limitations and because they feel that I care, I can influence them. And I was like, that is it right there to step into somebody's world and appreciate have empathy, but not buy into their limitation. It says; they must feel that we understand them and appreciate them. Not understand and judge them, you can't influence somebody if they feel judged by you. And so to understand and appreciate them. And also, there's kind of the spiritual realm is this realm is, this is like, if something's triggering us, like the world is a mirror like we're, maybe we see something inadequate, inadequate in a person.

Eli Wilde (01:00:10):

And we're frustrated cuz maybe it's something with ourselves we've not dealt with or made peace with. And so I'm looking at this person like, like why is, why is this person keep on showing up this one annoying person and that body and that person's body and that person's body like all these annoying, why am I like, why am I experiencing this? And this is also a common, you know, not, you know, it's kind of a Tonyism, but it's like the quality of your life comes down to these, the quality of your emotional states. You could be a billionaire and be, billionaires have killed themself in the last few years.

Dan Henry (01:00:39):

Yeah.

Eli Wilde (01:00:39):

And so it's like, we think..

Dan Henry (01:00:41):

It's hard man. I think it's hard for everybody. People only think it's hard for people when they're on their way up, but it's hard when you get there too.

Eli Wilde (01:00:49):

And I think, you know, we there's this classic self-development phrase, Be Do Have, in order for you to have something, which is your goals. What do you have to do? Your habits and rituals. Your habits and rituals, what you do daily or what support your goals? Like if you have a fitness goal, what are your diet, exercise, sleep habits that support your goal, support your wealth, your relationship, your, your health, your finances. Their habits and rituals. But two people can have the same habits and the same goals get very different results, right? Because it's all in the context of who you be and who you are is composed upon your values. What do you value? A lot of people say they want success, but they actually value comfort. So they don't value. Cuz they, you pay attention to it.

Eli Wilde (01:01:27):

You nurture it. Like this is part of yourself, your values and most people's values are in conflict, out of alignment. So they're kind of two steps forward, you know, three steps back and they're living in limbo. And so people gotta get really clear about what's driving them, what's the target. And so something like money, for example. Money is a value or success. Money is a means to an end. So some people think they're gonna get money. Well, that's not, that's not an end. It's a means to an end, you use money for something. Money cannot be the target. And some people make fame, the target or money, the target, that's not, it's a means to an end. And so some people, when I ask them what they want, like they're not even clear. They don't even know what a goal is. And when I do goal sitting with people, I'm like, Hey, what are your goals? Their like, oh, I wanna go to the gym more.

Eli Wilde (01:02:07):

I'm like, that's not a goal. That's a habit. Like, well, you know, what's a goal? You know, I say a goal, like imagine like this game of life say that there's a soccer field or a basketball field. And you just, you know, you're not keeping score. You don't have targets. You don't have competition. You don't have any of that. Like if you're watching, say a soccer game or a basketball game without a goal, you just have a bunch of people running around in the court, doing nothing with no clear goal, nobody's gonna pay you money for that. Nobody's gonna pay money to people who can't consistently hit goals, put it into hoop, put it in the net. So what's the goal you're shooting for? And I always tell this, this story about Michael Jordan being coached by Tony Robbins. And there's this, this kind of funny moment where Tony asked Michael like, like how many points do you wanna average?

Eli Wilde (01:02:49):

How many games? And Michael's like, well, as many as possible. And Tony says, well, if I gave you this basketball, could you put in the hoop? He's like, yeah, sure. Okay. Why? Because it's right there and this is my thing. So I, okay. Well, if I put a blindfold on you and spun you around in a circle, then could you put in hoop? He says, of course not. Why? Because I wouldn't be able to see what I'm shooting for. So like what are you shooting for specifically? Like what is the vision for your life that you're shooting for and what you're gonna put time, energy and attention into that. It's a means to an end, but a lot of people have set up the game of life to have this moving target. They're changing their goal all the time. They're not clear about why they want it.

Eli Wilde (01:03:22):

You know, there's no clear purpose to push them through all the challenging times. So you need a vision bigger than yourself. You need a hunger more than anybody else. And then you use the strategies. Most people are just collecting strategies that they're collect. It's like shelf development instead of self-development. They've got all these ideas. They can regurgitate and get, make it to a free lead magnet on Facebook or this or strategy strategies and people just downloading free webinars and PDFs and collecting information, studying, studying, studying but not training. Training means you do something over and over again, over and over again, over and over again, you can do it in your sleep. Sales, business, communication, it just becomes part of who you are like intertwined into your identity. And most people are just collecting data. And Stephen Pressfield says this, most people, instead of going deep, they're like, like a mud puddle, an inch deep and two miles wide. Or like there's no depth,

Dan Henry (01:04:09):

But how do you decide where to go deep? How do you decide on that goal?

Eli Wilde (01:04:13):

You commit to one path for a long time. And that's why when I found Tony, I was like, I'm all in. Like, this is, this is gonna be my path. And I, and at 27 years old, I was like, I've got to threshold. Like this is gonna be my life. And I saw people, even in my own family, I saw other people that were my friends, 35, 45. And I'm like, is that gonna be my life? I'm, I'm moving in that direction quickly. And a lot of people thought I had a lot of potential, but they're like, yeah, you're just kind of scattered. And I was very scattered and I was like, I'm just gonna force self. And you know, just stay in this one path for a long time.

Eli Wilde (01:04:44):

And it's hard, it's hard. And you're gonna have doubts. Maybe I shouldn't do this or I should do that. Or maybe I should doing this. And people jump around. Some people, even that are entrepreneurs, they change their offer every few months. Or they got this other bell whistle. E-Com, crypto funnel building expert jam. I'm like, what a mess? What a, what a mess. You know, it's like, you're a mess. You know, it is that because their, their, their end is to be famous or to have money. So they've not taken enough time, energy, attention with themselves to find out what they even want. And you know, that's the deeper work and it seems meaningless at first. Well, how is that making me money? It's not, but it's, it's kind of everything. It's what drives all of your behavior. It's the, you know, you got this beautiful car, but a, you know, a shitty engine, you know, and you got this beautiful Ferrari, but there's, there's no gas in the tank. There's no, you know, everything is rusty on the inside. It's, it's, they've taken a, you know, a beautiful shell of like a, you know, a car, but they put it in like a Nissan Centra, you know, body, you know, and they just put the shell on top, you know, like one of these kit cars, it looks nice. And then when you open it up and it's time to perform it breaks down. And so, we gotta focus on what's on the inside.

Dan Henry (01:05:54):

Dude, you should have tried out for like a Quintin Tarantino movie and did, because I could see you with this 15 minute monologue in like a Tarantino film, cuz you're just so you just, you just flow so smooth. You don't, you don't even say um. Like, you just go. That's amazing. That's amazing, dude. That was there's so much there. I want to unpack, like I was taking mental notes of some of the stuff you said. I wanna go into a few of those things, especially when it comes to like sales and there's a few things you mentioned that I think would be very valuable for people to hear, especially if anybody listening is trying to sell anything. Let me ask you a question. Brandon, are we, I see you've been killing that lit of water there. Everybody asks if there's a bathroom break on this show and

Eli Wilde (01:06:42):

I went right before I came here, I ate a nice cafe. Right up the street, Mickey's.

Dan Henry (01:06:46):

Oh, Mickey's is great. It's right. Yes. Right? Yeah. That's fantastic. It's fantastic. I gotta see if I can get Brandon to maybe put like a we'll be back screen up or something so we can take like a two-minute bathroom break. I don't know if that's possible, especially if I throw it at him on, on the, on the fly, but.

Brandon (01:07:03):

I could make sure it's on the next show, but.

Dan Henry (01:07:05):

So, so here let's do this. I wanna, I wanna jump into some of the stuff that you said, but like rapid fire, like soundbite stuff, because I think it would be valuable to really have some of the stuff out there. Because you know, a lot of people teach sales, but like, you seem to go way, way, way in the back, nether regions of the brain and the mind where it really matters. You know, like anybody can sit there and say, oh, when, when, when someone says this, say that. But why are you saying that? You know, so one thing I noticed that you said was appreciate without buying into their, to their BS basically. Yeah. And so, like one example, if you're on a sales call and or in any kind of sales situation, and somebody says, well, I don't have time, right?

Dan Henry (01:07:52):

Like, are you saying you can appreciate how they feel about that without buying into the facts that they actually don't have time. Cause let's face facts, virtually every person that ever said, I don't have time on a sales call, it's been a limiting belief. You know, I mean, we, if we really want something and when I say a sales call, I'm talking about, if it's something they really want, they need, and it will really enrich their lives. I'm not talking about a car or something. But you know, the idea that, you know, losing weight or whatever it is, I don't have time achieving your dreams I don't have time. Working on your business, working on yourself, I don't have time. Things that you really want you make time for. Are you saying that you want to appreciate how they feel and what's driving them to feel that way without buying into that actual literal excuse?

Eli Wilde (01:08:42):

Yeah. It's so there's a few different types of belief, or I guess you could say objections, so a smoke screen, like a condition response. It just, what they always say, which is that one allotment for, for time, cuz they've obviously taken time to book the call.

Dan Henry (01:08:55):

Right. And so it's you have time to get the phone. So

Eli Wilde (01:08:57):

Yeah. So in that circumstance, usually I'll just brush right past it or I might work on it and reframe the belief, but you know, it's either you know, it could be logistical. Like that would be a logistical. If we took it for face value, it's logistical. I logistically don't have time. This is my schedule. And so we could work well, you know, if I could show owe you a way that you could do this and that and move things around, like, is it, is it logistical or I need more time to think about it is logistical, but 80, 90% of the time when people say any objection, it is uncertainty based. And so the definition of a belief is a feeling of certainty. And so if somebody says an objection, what they're saying is I feel uncertain in you. I feel uncertain in myself.

Eli Wilde (01:09:34):

I feel uncertain in your process. It's just them saying, I'm not certain in what you said. And 99% of the time when somebody gets in an objection, it's because we didn't address that ahead of time. And we didn't hear. So how I, how I, how I handle it personally, I teach a lot and we give people basic frameworks that can handle probably 70% of those objections based on and things they do upfront. And some things inside of the close that are very tactical. And I can, I can demonstrate some of those, but the way that I ultimately do it. And when I'm dealing with somebody on a really advanced level, I can hear some of that, some of their insecurities and their doubts. And even if somebody says they want to buy this program for more money, I know that's a means to an end.

Eli Wilde (01:10:15):

So I'm really understanding what is actually driving. And I'm generally curious,

Dan Henry (01:10:18):

What are they gonna do with the money?

Eli Wilde (01:10:20):

You know, or it's just like, why is that, why is that important to you now? You know? Okay. And what, what might that do for you do you think? Okay, just to help me understand when you said this, is it more this? Or would you say it's more that, okay. Well, why though? And I'm a bit skeptical in my tone, which as, okay. Why, why? Or I'm like, and that's part of the reason I think you've been so successful, there's like a natural skepticism kind of like, don't give me the BS type, type thing. And it makes people like, all right, this is a no BS kind of guy, you know? And so that's, that's the thing. So it sends a message out subconsciously and you do protect your time and you are worth your time. And you're like, look like I generally, this isn't a sales technique. Like, Hey, I, I don't got time to deal with. You're like, I literally don't have time make a decision, like right now. And that's kind of in the subtext of your tonality, which can serve you, you know? In certain ways, you know, some other ways, maybe not if we do it everywhere, but you know,

Dan Henry (01:11:05):

Well, I've had that happen on, on calls where I'll be like, you know, I'll say like, you know, let's say you were to become successful. Let's say you were to make all this money, what have you. You know, what would you do with it? What what's, you don't just wanna stare at the money and, and stare, have it stare back at you. You wanna do something cuz I, I like to understand, are they doing it because they're, mother's sick and they, they wanna pay for treatment. Are they doing it because they want a new house because they've been living in a small one for years? And, and, and then, okay, yeah, I want a bigger house. Well, what's driving you to want a bigger house? Well, it could be a lot of things. It could be a new baby. It could be the fact that maybe they've been promising their wife, a larger house for years and they haven't pulled through.

Dan Henry (01:11:43):

And so it really isn't even the house, it's a conflict in their marriage. Like it goes so much deeper than I wanna make money. And I think when you truly understand that you can connect with some on a sales call or in a sales situation a lot better because to me, you mentioned belief, right? You mentioned you have to have a belief. My belief, when I get on a call is that my product is the best in the world. And if this person were to be exposed to that product and, and use that product, it would enrich their life more than anything that they've ever done. So it is my duty to conduct myself in the most efficient way and get through to that person so that they buy, because I would be doing them far more of a disservice to not sell them this than to let them off the call.

Dan Henry (01:12:30):

And part of that is me spending years, perfecting my product and making sure it's amazing. And that's any product that I make. I, I try to make it, I, my rule is this. If, if I cannot, when I'm done with a product, when I'm done with a, a coaching program, anything, right? Right down to a physical planner, whatever it is, it, I have to be able to say to myself, it is more painful to let this person go without this product than it is to take their money and sell them this product. It has to be that good. And in my mind, that's what I'm thinking when I'm on a call. And you know, I mean, I believe that, that, that underlying principle and that underlying belief has to be there. And if it's not there, then go out there and make, make that happen, make your product. You know, you can't just commit to being good at sales and have a product. You have to commit to both.

Eli Wilde (01:13:22):

That gives you the certainty. And also, that is the most basic principle ever, but people have a desire to go towards pleasure and away from pain. And if somebody says no to your product, it's cuz they associate more pain to buying than not buying. If somebody says, yes, they associate pleasure to buying than to not buying it. So sometimes we think like what's the fancy objection handle. And it's like what they're saying? Like sometimes if they, if they don't call you back and it was on the schedule, well, somewhere they associated more pain to talking to you than not talking to you. You know, it's more pleasurable for them to do whatever. And so like, we just gotta understand what's driving this person. What does that mean? And we can do some things with language and questions to change their associations. Where or somebody like you know, I'm kind of thinking about this.

Eli Wilde (01:14:01):

Okay, well, hold on. I, I'm not even sure that that this would be good for you, but I, I have to ask what's gonna happen for you if, if nothing changes? I mean, do you, do you want that? Or, or do you actually want to start doing something else? Well, I guess I want to start doing something. Well, hold on. Why though? Well, I guess I'd be outta this and this and this. And how long have you wanted that? All right. I mean, tell me like, why now? Why, why not continue to put this off? Cuz you can put this off indefinitely there's but there's gonna be a day where it becomes harder and or in what I see in are patterns now it's like a habit. And if you don't do something to change this way of thinking, if you don't do something that changes about this now and reinforce that habit for another 2, 3, 5 years, you don't think it'll, do you think it'll be easier to change in the future or do you think it actually be harder to change?

Eli Wilde (01:14:47):

Okay. So what we're talking about here, John, Dick, Tom, Harry, you know what we're talking about here are consistent routines and habitual ways of running your business that can make you very, very successful. And in business that we can teach you those. There are patterns, there are things that you can do to become very, very successful, but there are also patterns that make people stuck. There are patterns that lead people to have a very challenging life. I see some of those patterns in you and I'd like to help you break them right now. If you'll let me.

Dan Henry (01:15:19):

Dude, that's awesome.

Eli Wilde (01:15:21):

So I've said something like that, hundreds of times. So I, what I'm doing is we've talked about, oh, there's this, you know, money, funnels. I said, well, there's patterns. So, I'm anchoring it to it's a pattern, a system.

Eli Wilde (01:15:31):

And so, so as a, as a business owner, not operator it's about creating systems and another word for systems or kind of habits are these patterns. These patterns, and really making sure like successful business has a different pattern, unsuccessful business, different pattern, successful person, thought patterns, there's patterns. And so, what we're here to talk about is some of your patterns. And so in my Tony talk, I anchored everything to our success comes down to our patterns and I say, audience, what is another word for patterns? They're our habits. What is a habit? Something you do over and over again, something you do over and over again. And so I'd get 'em and I'd say, who here has good habits put 'em up? You know? And some people would raise their hand. I'd say, you know, we all have good habits who you are as good habits, put 'em up and then say some of you didn't raise your hand.

Eli Wilde (01:16:16):

Some of you have a habit of being pretty hard on yourself. Some of you have a habit of not giving yourself any credit. Who brushed your teeth this morning, raise your hand. Actually, you would've lied about that. So I can't even ask you, but let me ask you this honest question, please be honest. Who has some bad habits put 'em up nice and high. Two hands, go up. Thank you for your honesty. We've all got some habit or some pattern that we like to improve. Doesn't matter if you're a billionaire. Why do billionaires get coached by Tony? Because they, we all realize somewhere deep down that no matter where you're at, you all have a next level. All of us do. That's what makes us feel like we're alive. If a plant's not growing, what is it doing? It's dying. And right now, I'm not saying that you're dying physically, even though we are, you know, we're not gonna be here, but maybe it's in your health, your relationship, maybe it's in your business.

Eli Wilde (01:16:58):

Maybe you realize there's a next level and maybe you were not growing. But you think about the first time you kissed somebody or drove a car, there was an aliveness inside of you. And I'm sure you've got some of that, but it would it be okay if I shared with you a process, how you can get even more out of that right now today, if you're up for it, say aye. And so I'm getting buy in over and over again. And I'm getting people to realize there's a gap between where they are, where they wanna be. There's something stopping them. We're gonna change it today. And I say, look, even if you're already very successful, can you agree there's a next level? And maybe you can think about the first time you kissed somebody or drove a car. There was an aliveness inside of you, a feeling of growth and progress.

Eli Wilde (01:17:30):

And I'm sure you have some of that, but would it be okay, with your permission, if I share it with you a process on how you can get even more of that in your life, are you up for it? Are you sure? And so I'm, I'm framing people constantly. And you know, we, I just did this seminar over the weekend with Chase and I was talking to my buddy Marcel on the way here. Amazing. He's 23 years old, amazing hypnotist. A lot of it's in your confidence, in your pre-frame. And your confidence, and so confidence, people don't a lot of people don't really know what confidence is. They think what's, you know, this car, this house, this thing. Confidence comes down to and, and you know, Chases definition, and really the real definition it's been bastardized, but confidence comes from a feeling of safety.

Eli Wilde (01:18:11):

Like I feel safe in this conversation. And so when I can hear in somebody's tonality, somebody objects, their, their tonality changes, they get stressed in all this stuff. They, they make it mean something, but it's like, Hey it's okay. And so there's a certainty. There's a warmth that puts some like Bill Clinton. It's like, ah, it's okay. It he's the, these elements of charisma there's gratitude in the moment appreciation there's a care for their appearance. There's a tonality, a warmth and an enjoyment, you know, that makes somebody really interesting to connect with. And when you can put somebody's nervous system at ease, they actually have different, you know, emotions like, and thought it's going to their brain. But a lot of times that resistance comes cuz somebody doesn't feel safe. And you know, one of the things that I'll do with some of my, my clients, I, I hypnotize them now and I'll get them to think of times in their life.

Eli Wilde (01:19:02):

They felt really safe. Maybe it was, you know, being hugged by their grandfather, you know being in this place where they felt totally safe, you feel totally confident, which are embedded commands. By the way you think about a time you feel totally safe. You feel totally connected just like that time before you begin to feel those feelings right now and you amplify them. Like, what would it be like? And so their mind starts to go there if they feel safe with me. And I think whether I'm hypnotizing somebody or leading somebody or selling somebody, I've gotta make them feel safe with me, you know, but also a bit of uncertainty. So you know, kind of in this matrix that that Chase teaches really well is, is about authority and about novelty. And so if I can make somebody more suggestible, more compliant with my tone and they see that I'm an authority, not by me over posturing, listen to me, but they can see I'm their nervous system.

Eli Wilde (01:19:55):

So we all have our conscious mind, like everybody's listening to right now has my, their conscious mind, but your mammalian brain and your reptilian brain responds to the animal. And if you're resistant to me and you're challenging me and you're doing all these things, but I'm still, it's like, you're a, you know, like a, a six-inch little, you know, animal like a squirrel. And I'm like a 600-pound gorilla. And it's just like, I'm unaffected. And it's like this, this calmness. And it's like, it's okay. Like totally fine resolve. I can, I, I can genuinely, this isn't a sales thing, but I can like genuinely appreciate where that's coming from. Totally fine. And not anything, is it, is it just nerves? Not a big deal. And so there's also something we do that we've been teaching this year. So a lot of, lot of these scripts and everything are question-based sales. And, and the, you know, intelligence agencies teach that in order to get sensitive information outta somebody, the worst way to get sensitive information outta somebody is by asking questions cause they'll put up a wall often. And so we have a way of eliciting sensitive information without asking questions and it makes people open up

Dan Henry (01:21:09):

Well that, now that right there, that sounds like something. I was actually gonna ask you, I got four questions I want to ask you.

Eli Wilde (01:21:14):

Yeah. And you said rapid firing.

Dan Henry (01:21:16):

Yeah. But now I gotta have to have five because that was, I want to know the, without questions methods. I'm gonna write that down without questions method. So here I got four questions I want to ask you. And I wanna like I said, just rapid-fire, because I would love to have, I, I would just love to know your perspective on these things. So, the first one is what is the worst thing you think someone can say on a sales call?

Eli Wilde (01:21:52):

Worst thing?

Dan Henry (01:21:53):

Like beyond, beyond, all. Right? What is, what is the one thing that you should never say on a sales call or, or the thing that you think salespeople or people selling say too often that they really, really shouldn't.

Eli Wilde (01:22:08):

You know, I, I, I hate the whole like 20 minutes of rapport, you know, that dogs and cats and all that, just that fluff, like let's get to it. But also right in the beginning of the sales call, there's also an agenda-setting. And I think the way that some people do it, like this kind of big dick swinging like, Hey, here's how the call's gonna go. I'm gonna tell you this. And you know, we got this many minutes, but I'm very busy. So this posturing of being superior, this, this posturing and the way that most salespeople open up the call. And so again, you can ask all the questions, but there's a very good chance that people will give you surface answers. And so the way that a lot of people communicate it just based on their tonality. And so again, there's people, there's what people say, but in NLP.

Eli Wilde (01:22:51):

They talk about this and it it's been argued a lot, but communication is about 7% words, 38% tonality. And then 55% body language and body language is also regulating your nervous system, feeling calm. And it sends a message to your nervous system. So if I'm like, like all tense and hyped up on 28 red bulls, and I'm like, you're gonna get tight and you're, and if we're connected and you're gonna, and you're gonna have different thoughts and feelings, and you're gonna feel uncertain about me, which is gonna produce certain thoughts about my program. And so we're creating a lot of this based on not just what people say, but how they're being. And I love that quote. My, probably my favorite quote ever, if, if, I mean, definitely top 10 Ralph Waldo Emerson, he says who you are speaks so loudly people can't even hear what you say.

Eli Wilde (01:23:31):

And you know, when I work for Tony that a doesn't have the same script, same word, same product, same price, point, same city, same, everything, same, same everything. Why were my sales three to five times higher with the same word, same price, same everything? And some people say, well, it's a script and all of that, yes, you do need to have a script. And that's like, that's like training wheels. And to be connected to somebody, you can't be self-conscious, conscious for what you're saying. And so what people do on the call, they become self-conscious, there's everything's energy, as I said. But in this communication as dance of communication that I'm transferring, I believe you can't give that what you don't possess. I can't give you a dollar if I don't have one, but what I wanna give you in this conversation is clarity and certainty.

Eli Wilde (01:24:07):

And so I communicate with clarity and certainty and I can't give it to you unless I have it. And I can't have it if my energy's being dropped by self-judgment fatigue. Should I say it like this? Persona fatigue, I'm trying to be like somebody else. Or decision fatigue, should I say it like, oh, and then there's like this mumbling, kind of stuttering. I don't know where I'm going attitude. And also, sometimes people I do naturally talk pretty quick. And I like that because I'm also used to speaking on stage and I've gotta get people's attention. And I'm also ramping them up. Sometimes my engine, like my, my energy and my communication and all that, and I'll drive somebody and then I'll slow it down a little bit. And that movement makes things very dynamic. It's the reptilian part of the brain.

Dan Henry (01:24:43):

So it's like, you cannot give that what you don't possess.

Eli Wilde (01:24:48):

And so I think beyond the words, cuz you can take any script and they're all, I mean these days the self-development coaching industry has become so evolved. All the scripts are pretty good. But you know, I can take the worst script and do better than some people with the best script. Right? And so it's not so much that it's genuine curiosity concern. And so the one thing I think people do is they make judgements about who this person is, where the person will begin to shut down and not give you the sensitive information. And also, you know, I, I've got so many friends in sales and we, we, you know, the best ones out there, we all share scripts. And you know, I I'm like, what is, what is, what are the SOPs that this client's doing? And here's some stuff that I've learned.

Eli Wilde (01:25:26):

And so the best sales people out there are like my best friends. And so, I'd seen all the scripts and all of it in the questions and some of it's very good, but a lot of it, we teach some of the same things. So it becomes the same questions. And if we're selling, like for me, I always sold sales people. And so, if I did fuel felt found or any of that stuff, they already, they've already heard that. A tactic shown as a tactic blown. And so if you're doing what everybody else does and you're selling other entrepreneurs and they've already heard that, they're gonna put you in a box. They start, you have a script, but they have an internal script. Like when you walk into a dental office, there's a certain smell. Like you're like, okay, I've, I've been here before. And the moment you start sounding like everybody else at the beginning of a sales call, they put you in a box as just another salesperson.

Eli Wilde (01:26:07):

So what do they do? That sucks. They're being like everybody else. Okay. How do I need to not be like everybody else you be yourself? You know? Yeah. It's like, like, but that's easier said than done. It was, you know, big challenge for me my whole life. And even when I worked for Tony, I wanted to be like at Tony and I'm, you know, I'm like chest out. I'm like, you know, I'm talking all like this and you know, and I saw jar really struggle cuz he wanted to be like his father so much. I, you know, I wanted to be like Tony. I mean, everybody that's in self-developing. You gotta be, you be, you gotta be you. And once I figure that out the sales changed for the better.

Dan Henry (01:26:38):

You made a point about the script and it's funny cuz we were talking about acting earlier. Yeah. And I always say, you know, I say to both people that we train, whether it's sales, salespeople, I say you know, if I give you, if I give a hundred actors a script and those a hundred actors have the same exact script and they go in the audition for that role. How many actors get the role? One just one. One. Why? Yeah, because that one actor did it better. So don't tell me that all you need is a script. Don't tell me that if you have the script, you'll be fine because you actually have to execute on that script. And I love what you're saying about, you know, if you are not confident in what you're doing and, and you're like, oh, and you're in your brain, you're like, what should I say?

Dan Henry (01:27:24):

Should I say it this way? You're gonna, you're gonna come out like that. And if you sound like that, you don't sound confident in yourself, then your customer's not gonna feel confident in you because you don't even feel confident in yourself. So, it goes so much deeper than just reading, reading a script and it, it, it, you have to really become the person that actually feels that way actually is confident. So, I love, I love, I love what you said about that. Let me, let me ask you another question rolling right into this. So that, so I asked you what was the worst thing you can do on, on a sales call? And I think to sum that up, it was, you know, based basically try too hard and get in your own head so that you can't execute and, and just think it's a script. But if you had three things, like just very short three things to give somebody in terms of three things they can do on any sales call or in any sales situation, even selling from stage, any, any sort of influential persuasion, setting, three core things that if they do it right now, they are going to do better tomorrow than they did today. What would those three things be?

Eli Wilde (01:28:35):

One is your belief system. And so realize that people do things to avoid pain playing game pleasure. And so I have a strong belief system about what it means for them. They like, if they do what I'm gonna say, it means a lot of pain for if, if you don't do it, it's gonna pain for you. If you do it, it's gonna be pleasure for you. And when I communicate, I frame everything that I'm saying in their best interest, like, Hey, you might wanna write this down so that you can remember it in order to really master this, to be able to spend more time with your kids, what would that mean to you? So, so that in order to, to be able to means to you. And so I'm framing it over and over again. So, hey, you might want to consider buying into this program so that you have more time to be able to spend with your kids, which will allow you to do whatever you want.

Eli Wilde (01:29:17):

What would it mean to you to be able to have that, that is what you want, isn't it. And so I'm framing things back in there, in there listening, and this would be a number two. So, there's a belief that drives all of that. And my belief that I work on just like, I wouldn't, you know, like you shower before you go to work, hopefully, everybody's working at home now. So you don't, you don't have to, but like, just like I'm preparing for the day. I'm like, I, I did that talk with Jordan, Beford Nile soul him. And you know, and he's, he's so good. But I had such a strong belief system about what I said in so much certainty. And it's like certainty. It's like a muscle. The more you use it, the stronger that it gets. And I knew that when I stepped there, it's like ready to perform.

Eli Wilde (01:29:53):

Like I've visualized, I've got clear targets. And so, and it's that, that great book Think and Grow Rich definiteness of purpose. I know why I'm there. And life supports that which supports life. If I do it for me to be self-actualized, self-confident self-respecting, most people can't even do that. But when you show up for your family or you show up for your clients, more of you shows up. And so I show up with an expanded vision of self that is also like I'm connected to this person. Like, you know, and I, I give you with an example and I know this isn't short, but when you like, say you do things only for, and maybe you go to work or not, there's no real consequences. If your bills are paid, but then maybe you have a kid and you don't need to show up work usually, but now you gotta support the kid and you don't want to go to work, but you don't just show up for you.

Eli Wilde (01:30:33):

You show up for your family, you show up for your family. And when you show up for somebody outside of you, more of you shows up, there's an expanded version of you. When you show up for your family, when you show up for your company, more of you shows up. For me, I love self-development. I love sales. And I think there's a lot of programs and a lot of people out there, but I don't want to just bastardize them. I want to teach them. I, if I see somebody teaching sales really, I'll pull them aside. I'm like, I will teach you for free. You can use some of my stuff, cuz I would take a stand for the industry. I love this industry. Life supports that, what supports life. And so see, some people have seen me, you know, and I'll badmouth people a little bit, which is one of my things.

Eli Wilde (01:31:07):

I'm not doing that anymore, but I have in the past and I'm like, that's not who I wanna be. That's not in alignment with my character. So when you look at like a Gandhi or a Mother Teresa, or Nelson Mandela, they supported humanity with their words and life supported them. And so when you think about these people who have become legendary, they transcend time and space with their words because of the meaning of what it means to communicate this. So we can communicate on a higher level and often people buy into the frame because it's, there's a higher amount of energy there and purpose and conviction. If you can really draw from that, you'll be supported in that vision. If it's real for you.

Dan Henry (01:31:40):

Was that two or three? That was two. That was two. Do you have a, a third one? Two, two is deep. So yeah.

Eli Wilde (01:31:47):

So yeah. So these are things that, that I would do to prepare or on the call to be effective best practices.

Dan Henry (01:31:54):

Yeah. Any kind of persuasion situation

Eli Wilde (01:31:56):

Any kind of persuasion situation. So it's, you know, thinking in terms of the person's best interest. Selling consequences heaven if you do, hell if you don't. But also, when I alluded to it in the third one, it's definite it's the person having a clear target. So the three things that I focus on

Dan Henry (01:32:13):

Is it helping them realize what the target is?

Eli Wilde (01:32:16):

Well, here's, here's the, here's the secret for me. So as, as I alluded to earlier like you need to be focused, definite purpose, definiteness of purpose. You need to be focused on a clear outcome or result. So I'm clear in that, however, in a sales call, if my target is to get a sale, you feel that I'm trying to get a sale. If my target is just to sell you, I come off with commission breath. So I got really curious in my preparation for all of my events. I thought what drives people's actions, all actions are proceeded by thoughts and feelings. So I wrote down, I got really clear what exactly they want you thinking about you yourself, the future, the company, the environment about me, what are the thoughts and feelings that this person needs to have that will compel them to action? And if I can see in the middle of the conversation is not going that way. I say, well, hold on Dan, here's something you might wanna think about. I'm gonna tell you what to think about or, you know, I, I, I can appreciate what you're saying. And really, you know, listen to me. I, I can tell you're very smart. So I might, so if I interrupt them, I'll compliment them and they'll go internal. They're like, yeah. And I'm curious,

Dan Henry (01:33:18):

You, you showed me that thing at, when we were having cigars. That thing where you say, listen, Dan, and you, you, the great

Eli Wilde (01:33:25):

Thing about you is,

Dan Henry (01:33:26):

You know, so you command the conversation. So I it's a pattern interrupt, but then immediately you give a compliment. So it's like for a second, you're like this guy's a, oh wait, no, he is not, he's complimenting me. Yeah.

Eli Wilde (01:33:37):

Listen, I mean, the great thing about you is you're you've done this and this and I, and I really admire. And I think in some ways we're like, I mean, you're definitely further ahead than me. And I think all of us in the community, all of us out here are really wanting something more. And so I have to ask, I mean, if you were to think about, you know, so it's, you know, we're the same. And then I still, if I, if I notice also if I'm there with somebody live, I can notice and their, their facial expressions and or if they're like this, I'll, you know, I might even change my PO I'll change my, my posture. I might SHG my shoulders a little bit. Like, I don't know. So I go in fear cuz if you're like all superior and I'm severe right back then it's this I'll say well, and I don't, I don't know. But you know, it seems like, and, and I have to know and you know, I'll do some things based on what I see in your eye contact and how you're responding to what I'm saying.

Dan Henry (01:34:25):

So to make this like a tactical thing, a tactical thing. Yeah. I, I would imagine you're on a sales call you're or you're in a sales situation and the prospect is just getting off the beaten path, right? They're they're trying to control the Congress or they're just, they're just lost in their own words. And so you say, you know, listen, Bob, I really appreciate so, so you, you take back the control of the conversation, but then you immediately give a compliment that shows how much you appreciate. And then you give them an alternative way to think about what aver is. They're rambling about

Eli Wilde (01:35:03):

Yeah. That's, that's kind of a syntax one. I'm just doing that to show you that there's this three-posture superior, equal and inferior, and I'm using all of 'em all the time, you know? Right.

Dan Henry (01:35:11):

Superior would be you're an authority figure over equal your, a peer and inferior would be like, bill, there, all

Eli Wilde (01:35:19):

These, these young, high-ticket sales guys that get some Dan lock script or something, or like whoever's could be minds, script or whatever. They're 22 years old and they're talking to a 40-year-old business owner about their success. Listen, here's how this goes. I've got this script. I'm gonna ask you some questions. They're being their posturing over superior and the other person. So the other person's gonna have to admit they're theory. Well, what's the challenge. Why do you think, and it's not gonna land. Like if you know, I was 27 as a speaker, I'm talking to seminar rooms with 60-year-old men who were millionaires. They're like, get the freak outta your free take. And when I postured like that, then, then they start challenging me. And then I learned after a while, how to challenge them back and win and beat them down, but they still didn't buy. So I had asked what's my outcome to make people feel wrong and like, because I'm a professional speaker and I can do that. And I've learned all these linguistic tools. My outcome is to connect with them and get these people to feel safe enough to take advice

Dan Henry (01:36:06):

From me on that, that takes discipline. That takes discipline. And yeah, you know, I'll tell you a funny story. I was on a call. So we hired we hired somebody at, at my other company and, they, they were like a sales manager for, a big influencer. Somebody that real, I'm not gonna mention the name, cuz I don't, I don't like throw shade at anybody, but they, you know, I was interested in their product just cuz they had mentioned it and I was like, oh that's an, and it was, you know, a decent pro I think it was like for five grand or something. It was a decent, like a coaching program just for one specific thing in business. And I get on a call with the, the sales rep and I, I knew the new sales manager for that company.

Dan Henry (01:36:53):

And so I get on a call with the sales rep and immediately he's like, Hey, you know wanna let you know that I've been following you for some time when I saw your name come across my desk. I was excited, you know, because I I've just been following you for a long time and da, da, da. Right. And I could kind of sense this sort of like kind of BS. I was like, oh, I ask you for something. Yeah. I, well I was like, well, so he was like, oh, you know, I've been following yourself for like, I'm like how long, you know, I was asking, I was like, how long, you know, what, what, what, what, what, what have you seen from me that you liked? And he couldn't come up with an answer. Yeah. Right. So like number one, I think it's important to understand that if you're gonna pull something like that out, especially if you're on a call with somebody who's known or, or maybe you said that you've done some research on them, you actually have, you can't just say it.

Dan Henry (01:37:43):

You sure do. You actually have to do it. You know what I mean? Like you can't get on a call and say, oh, I looked up your company and it sounds, it's amazing. And they're like, oh cool. What do you like about it? And then you have no idea what their company is, you know? Yeah. And then like you said, he starts to say that, well, what are your struggles and stuff? And like, wow, I'm not like, dude, just, you know, you gotta know who you're talking to. That's why, I remember one time at our highest-level consulting is a hundred thousand dollars at another company. And, and so I let, let one of my reps mention or listen to my sales call and immediately it's like, wait a minute, you didn't do all the things you told us to do.

Dan Henry (01:38:25):

Yeah. And it's like, well, I was selling a hundred thousand dollars offer to somebody else. Who'd made millions of dollars doing what they do. Like they, not somebody who's, it's, it's a totally different context, you know? So I did do the same things, but I didn't, you know, I knew their awareness. I knew their awareness of those questions. And I, I think that is why I think the script mentality is so toxic to people who try to sell because they literally think it is about the script. And that's why you will see like a director, a director will say, I mean, I've watched Quentin Tarantino interviews and you know, Quentin Tarantino, he, you dude, you, you gotta follow exactly what he says, right? He, he is not the biggest ad lib. Like he's like do it this way, but I've even seen interviews where he's let an amazing actor go off and they just went off on a complete impromptu and he kept it because it was magic and it was magic.

Dan Henry (01:39:23):

Not because that actor read a script and there was magic in the script. It's because the actor read the script and understood the character. And in that moment knew that what he, because he's a good actor, what he would do in that moment would be magic based on his understanding of the character, not a script. And I think a lot of salespeople just do or entrepreneurs who sell their own products, just do not get that. And they want the easy way. They just wanna read off a script and by read framing that their mindset around that they can achieve a higher level of sales. In my opinion,

Eli Wilde (01:40:02):

Yeah. A hundred percent. That's like, what does this person want? What is preventing them from getting it? They, and they, that they feel, you know, and so that's, that's typically, you know, what I'm looking for is, and what's driving their behavior now. And so something's off in their process or their procedure, or they're not clear. So there's just something there. Right. But also, it's of a belief that it's, that it's possible for them, you know? And so I, you know, I believe that they can do it, but I believe that somebody's got patterns of thought, feeling under emotion that maybe, you know, have them in conflict or not clear, or they're scattered or something's off. So it's like, you know, I don't know who said it first, but they say that like 90% of business problems are actually personal problems. Oh yeah. Oh yeah. And so it's, and I, I relate a lot of that to chunk down again, to communication problems internally or with themselves about what they actually want and why they want it. And so I,

Dan Henry (01:40:52):

I wanna switch there. I wanna switch to a communication problem. And by the way, just to wrap that story up, I did not buy from that guy. I called up the sales manager and I said, dude, you got it. Your hands. Well, these guys are terrible. And then I just said, I didn't even wanna talk that guy. Can you just tell me quickly, tell me what the offer was? And he like told me and I was like, all right, I'll buy it. Can you take my, can you take my car? And I ended up buying

cuz he understood. He's like, I don't wanna hear any of this crap. Just tell me what it is. Here's how it can help you done. But okay, so, so communication, right? So, I think a lot of communication is, is your state, right? If you like, for instance, when you came up to me today, like I'll give you a perfect example.

Dan Henry (01:41:28):

Something I struggle with a lot. And I think that a lot of people struggle with, especially entrepreneurs cuz whole much is put on us so much can be put on our plate. You know, if I have a bad day, it's very difficult sometimes for me to get in a good state, how you doing? You know, and you seem to all, I, I, I can't imagine you never had a bad day, you know, I'm for sure. But every time I see you, you're always like, Hey Dan, you come in here. You're like, hey, you're just so, and I, our mutual friend Myron is the same way. The guy comes in here. I had a bad day. Right. I had a really, really bad day, financial stuff. You know, stock, all that, all that crap. And he comes in and he's super positive.

Eli Wilde (01:42:13):

And, and you know, I say to him, I said, Myron, did you, did you just like win the lottery or something? Not that he needs it, but you know, but I said, what happened? Like you're just so, and, and I don't, I don't even think he was that positive that day. I think I was just in such a negative state that I noticed how positive he was. He's positive like that every day. Yes. But I said, I said, you know what, what's going on? Like, you win the law or something like, why are you so positive? And he is no, actually two days ago my dad died. And I was like, because I'm just thinking about this. Yeah. I'm noticing how positive he is. His dad just died. This a tough one and he's still positive. And I'm over here worried about since stuff that doesn't even remotely compare to that.

Eli Wilde (01:42:57):

And, you know, I asked him that I'm like, how are you staying so positive? And he's like, well, he had a very logical explanation for it. He said, well, you know, if my dad knew that I didn't celebrate his life and I let it affect me that much, he would be disappointed in me and I don't wanna disappoint my dad. And I was like, ah, you know, I mean, so I gotta ask you how do you always, like, what is the secret to maintaining such a pleasant, positive, refreshing, and warm and welcoming state? Cause you always are in it. What, what is your secret to that? You know, I, I was, we are so teaching this tomorrow of the weekend was an amazing weekend. It was great. And when I do experience in those, those challenging moments, I often think like, well, how do I, how do I NAB this?

Eli Wilde (01:43:45):

NA how, what, what could I notice, appreciate or believe about this person this moment? You know, there's always something there that I could notice, appreciate or believe about this that can empower me, but also, you know, even being here. So I, when I started this off, I think a lot of people in their life, they drift and I love Napoleon hill outrunning, the devil thinking of rich, they talk about the drifter. And I think these people that are drifters, they don't have clarity of purpose definiteness in their purpose. And so they don't feel like their actions mean anything. And so it's very easy for those weeds to kind of like just to fill your brain. If you're not, don't have directed thoughts in mind and energy. And so even we, right before we started this, I said, what's the outcome? What do you wanna get outta this?

Eli Wilde (01:44:24):

And so I have a way to direct my mind cuz I know that if I, my mind isn't directed on something, I get up. There's like all this in my phone and problems that and all of that. But you know, it's like, and you've heard this before. It's such a cheesy kind of one-liner, but what we focus on expands, what we focus on, we tend to manifest or get more of. And so I need to control my focus. And so the way that I do that is typically with some kind of empowering question, what do I really want? Like, and even for myself, when I do these seminars like some might gotta, might be a jerk. And then after a while I would like one to, to myself. And so I'd find all these ways to emotionally destroy somebody and make them feel like.

Eli Wilde (01:44:56):

And then I was like, is that my outcome to make you feel bad? No, my outcome is to get a sale. So what's the path, what's my real target here. And then it was like, is my path to even get a sale? It's like, not really know. I was like, is that what I want? And so I, I became, and I told you this whole time, I became the top salesperson for Tony with the same script on all of it. And so I had a higher purpose, a higher vision for what I wanted in those moments. And so more life supported me in those moments, cuz my vision was pure about what I actually wanted for these people. And I was in a really challenging spot and I got into self-development. Tony was like, they say like your first lover, you was the one you really meet Tony for me.

Eli Wilde (01:45:31):

Some other people like landmark a forum or some there's some other great seminars. But Tony was like my first everything, my first love of self-development. He was like my gateway drug, you know, he just like opened me up to all this other stuff about communication and myself and my self-discovery. And for me it was like, wow, this is amazing. And I thought about, so one of the things I would think about before my seminars, cause I know if I was there for me, you know, I'm gonna be self-conscious of making everything about me. What's puts up a wall between me and the person. And so, I can't make it about me or even about you. I'm gonna make it about a bigger vision. Like what is, what does this mean to the world? Like how do I guide this conversation to something that's empowering for everybody?

Eli Wilde (01:46:09):

And sometimes some people hear it, some people not, but that's, that's my, and I perfect in it sometimes, you know, I have my desires and needs and things like that and I'm human. But I try my best for that. And I've got a clear target and an outcome that I'm seeking. And so as we all hit speed bumps and it's such a cheesy analogy, but you've heard this before that if a plane takes off from say New York to Tampa, it's off track like 97% of the time trail wins and you know, and turbulence and all that. But because it's no's outcome, it moves around the turbulence. And I think sometimes we hit some turbulence and we lose sight of our vision. We lose sight of our outcome in this conversation. So with my mom, I'm like, am I trying to make her feel bad?

Eli Wilde (01:46:45):

No. When I'm in these salespeople like, you know, do I wanna make them feel bad? No. Do I wanna get a sale? Yeah. But the sales a means to a higher end. And so I'm connected to the end and part of my superpower in selling Tony, like I loved me some Tony Robbins, but ultimately, I had an experience, had an experience and my mission wasn't be the top salesperson. My mission wasn't to get sales. I wasn't to get money. I wanted all that. I, but ultimately, I wanted this other person's life to be better. And I wanted to share them with an experience that I had. And I knew they had fear and resistance. I was like, Hey, me too. I had the same things, but I went for it. And if I hadn't had that experience, if I didn't go for it, you know, I think I would not be here, but because I did it, I'm experiencing all this.

Eli Wilde (01:47:27):

And I want you to have that too. I wanna make, I, I wanna make the world a better place by exposing people to these principles. And so that's, that's my superpower. So I have a mission bigger than myself. I have a mission bigger than the moment. And so when I get that resistance and if people challenge me in the moment, I, I love this, this quote. And I know you wanna ask a question, but I wanna share this one quote from Wayne Dyer, cuz this really hit it for me. And he says, if you take an orange and you squeeze it, what comes out? Orange juice. Why? Because the only thing can come out is what's on the inside. Now what happens when life, your girlfriend, your boyfriend, your mom, what happens when life squeezes you? What comes out? Fear, anxiety, stress. It can't come out unless it's on the inside.

Eli Wilde (01:48:10):

Mm. And so whose responsibility is it to control what's happening inside of you? It's yours. And so we have a responsibility before every conversation before every seminar, before every podcast, whatever it is to fill ourselves up with gratitude or belief or certainty or a vision that makes the world better. And I think that if people do that consistently, again, that's like a muscle that if you do it over, never again, the stronger it gets and people buy into your frame. And if it's a positive frame, people want to do things for you. And a great example is have you read the book, the book, the autobiography of a, of a Yogi? Amazing book. It's the book that Steve Jobs gave away the most and you know,

Dan Henry (01:48:49):

Oh wow, well now I need to read it. No, I feel for not reading it.

Eli Wilde (01:48:52):

Kinda spiritual, kinda out there book, but he's the guy that brought is responsible for bringing yoga to the west. And he came here and within maybe 25 years or something like that, or 30 years, I forget exactly how long he was here. If you've been to the spiritual yoga retreat center, whatever it's called in San Diego, it is hundreds of yards of oceanfront property, like in Carlsbad. I mean, it's just gorgeous was given to, he met some guy and was like, had this presence in this warmth and this sincerity. And he says, I'm gonna do this. And a billionaire gave him all this land, ocean, front property. He created over 220 of those spiritual centers on the nicest part of the nicest city. There's one right on the ocean in Malibu. It's like acres and acres and acres. The people that are the wealthiest people in the world met this man once and were willing to give him tens of millions of dollars of property after having one conversation, cuz he had a, a vision bigger than himself.

Eli Wilde (01:49:42):

And these people with means gave him whatever he wanted, gave him all the land, gave him all, you know, left often when they passed away, left the majority of their income to this man's fund. And none of it went to him and he spent the rest of his years right there on the beach in Carlsbad. Yeah. And I've been there to that spiritual retreat center, but one man with a conversation, warm, genuine concern. And you know, we speak about grinding and hustling and people make a hundred sales calls and you know, one person can enter into a city and look across, be kind and warm and sincere and look at somebody in the eye and say, Hey, how are you and smile at somebody? And that could be the CEO and do more in a moment with one smile, one genuine in connection than they could have.

Eli Wilde (01:50:28):

10 years of grinding could open more doors. And you know, I appreciate this person I'm talking to in this moment, but I also appreciate the person that's inside of them that they could become. And so I'm speaking to that person and I see one of the things that I do is the biggest gift for all my clients. I visualize what's possible for them. And I speak to them. I hold them to that standard as this best version of themself. I'm like, here's what I see here is here's what you can ultimately do in your life. And I hold them to that standard. Will people always, will they let me down? Will people not follow suit? Yeah, that's okay. We all make mistakes. But one of the best things I can do for them is to hold that vision with them and hold them to that standard.

Dan Henry (01:51:02):

So would you say then maintaining that positive state, even when you're having a bad day and being pleasant all the time, it's, if I'm understanding you correctly, it comes down to understanding that your, your vision or your, your purpose is bigger than just yourself. And if you were to go and interact with somebody and just because you experience a bad day, that one day, if you let that affect your state and you let that, let that affect your interaction with other people and you let that taint your experience that day it's, it's like you're focusing on yourself and you're ignoring the bigger vision. And really, it ultimately comes down to it. Not being about you. It's about what's beyond you. And that remind you to stay in that positive state. You say that's like a summary.

Eli Wilde (01:51:51):

Yeah. It's, you know, it can become almost like a meditative process in that and the practical application of the self and, and all of that is this is my favorite explanation I've ever heard it's that the mind wants to be happy. And you've got this, you know, really old brain that's seeking out dings on your phone and approval and you know, novelty and, and all this, your mind wants to be happy. It's like this, like a, like a rat in a cage, literally like the mind can be that way unless we control it. The mind wants to be happy. Your heart wants to be fulfilled, but your soul is here to evolve and your soul does not give a darn about what makes you happy or fulfilled. You're here to experience challenges. You're here to grow through them. And as you grow through those C and share with people, what you learned along your challenges, then you contribute beyond yourself and you have a life of meaning.

Eli Wilde (01:52:37):

Like these are the gifts. And it's harder to realize in the moment, but like, you know, in, in this, if you read a book about this person or watch a movie, this person had this, you know, fairytale life. And they woke up one day and everything was perfect. Next day was perfect. It was perfect. And they just had this perfect life that is called a really story. Nobody, nobody cares about that story. And even if the person's living that life, they will do something to screw up their life just so they can experience some conflict. And that's what some people do. And so we've gotta have this vision that's bigger than ourselves. And then we have those, those turbulent times you know, realize that we're all the same and we're growing and we make mistakes and all that. And I think that, you know what they say, what you focus on expands. And some people aren't even here in the present, they're focused on, on their, their past failures and we all have them, right. But they're bringing that same energy into their present. They're infecting their present with their past. Or they're not even here, they're missing out on their life. And their life situation is just, they're just rerunning. You know, same relationship, same problem. Year after year after year. And people say, most people it's like, they, you know, they, they live the same year, like 30 years in a row, you know?

Dan Henry (01:53:41):

And they let that, they let that dictate the 31st, 32nd, 33rd, 34th year. And eventually, you have to stop the cycle. Let, let me ask you one question to end, I wanna throw you off. I'll throw you off base here. All right. We've been talking about sales and all this stuff. Let me, let me ask you a question because I think a lot of things in life is a sale. Even if it's not a sale, like a sales call, like everything's a negotiation. I remember hearing Chris VO say that, you know, the, the famous FBI negotiator, Chris VO, he said that like everything in life is a negotiation. Every interaction you have, almost everything you do when it boils down to it. It's an, it's a negotiation. Yeah. So let me ask you a question. How would you take, and, and just some, some, if you're a salesperson, you can probably understand this.

Dan Henry (01:54:28):

You have a better shot at understanding this, this stuff on a deeper level. But if you were to really simplify this, really break it down into some bullet points, simplified explanations on this for those listening. If you are in a cuz we talked about relationships a lot or a little bit, I wanna tell much more than that. If you're in a relationship with somebody and let's just say that you have very difficult communication, or maybe you have a boyfriend or a girlfriend that is difficult to talk to, right? Or at least your perception is their difficult to talk to. And maybe they're always angry or maybe even your you're the angry one, or you're both angry. How, what is the best way to use some of these communication skills to make the sale of getting along with your significant, other

Eli Wilde (01:55:19):

As that is a hard one to ask with the answer, the one-liner, I

Dan Henry (01:55:22):

Didn't say it was gonna be easy. I

Eli Wilde (01:55:24):

Tell you this though. We, we spent some time this weekend talking to me, my buddy told out that book The Way Of The Superior Man, have you read that book? The data? Oh my God,

Dan Henry (01:55:33):

You got it. The Way Of The Superior Man. Yeah. There's

Eli Wilde (01:55:36):

Write that down. You know, there's these three levels of man that he talks about one is this, you know, this bad boy kind of alpha guy and that guy, you can't control him. He's very sexy. Even a man. He's like, he's the tough guy in the movie and he's, can't be controlled. He's wild. And women even fantasized about him. Men even fantasized being like that. So like unattached and you know, he's kind of wild. And he says, F you and I'll do whatever I want. He's like the rebel without a cause type of guy he's mysterious and all that. He's the James Bond-ish character. We just, we fantasize about that. And that's a first level, man. That's a low level, man. Cause he only cares about his own needs. A more conscious man is level two, man, where he is like, what do you think?

Eli Wilde (01:56:12):

And he's like genuinely concerned and maybe in a relationship with a woman, he says, well, you know, what do you wanna do? What do, why don't, you know, let's hear your thoughts. And he is a more conscious man, but a woman will never be attracted to a man like that long term because he can't make a decision and he can never own her. And the third level, man, he much like the first level, man. He's a bad who knows what he wants and he makes decisions, but he'll be decisive. And he'll tell you what to do, not to control you, but he'll take care of this. He'll make a decision. So you don't have to. It's like, I've got this. There's this feeling of like contain me it and control. And so women or even resistant clients, which are in their feminine kind of energy all over the place.

Eli Wilde (01:56:50):

What they're looking for is containment and control. There's a really amazing video on containment between females and male, like what women want. And some women would argue if they see the video, they'll actually agree. It's a woman. T Swan is her name. She's like a YouTube celebrity talking about how women want containment. And this relates to sales too. And people will challenge you. They'll challenge your boundaries to see if you are this level, man. And so you might not say this verbally, but as you're being challenged, you're like, shut them up. I got you. I love you. I own you like, yeah.

Dan Henry (01:57:22):

Your, and you don't mean own as in property, you'd say own as and own the moment or own the

Eli Wilde (01:57:27):

Situation. It's like, like we own each other. Like if, if you're hurting, I'm hurting, right. Like I'm concerned.

Dan Henry (01:57:33):

Yeah. Be careful. It's 2021 was you with the terminology

Eli Wilde (01:57:37):

Own. I have responsibility for your feelings. Right?

Dan Henry (01:57:40):

I that's what you mean by own? Yeah. Gotcha. Like

Eli Wilde (01:57:43):

I up. Like, I, I own it. You're upset. I'm here. I'm solid. Right? Like I have ownership over that. Not in a controlling way, but also, and here's the analogy I always give as it relates to this masculine, feminine dance. Have you ever been to San Francisco? No. Oh, it's an amazing city. Beautiful.

Dan Henry (01:57:59):

I was in, a California airport once. Yeah, and, and that was it that, yeah, that's, that's, that's my experience.

Eli Wilde (01:58:08):

You've seen a picture of the Golden Gate Bridge. And there's the Alcatraz in the middle, this, this Harbor. And typically, there's, there's the Pacific Ocean. There's the Golden Gate Bridge. There's San Francisco here. There's Marin County over here. And there's this, this bay where boats come in, the fog comes in the tides up, ties down. If you've been in San Francisco, for those of you listening, it can be 50 degrees. And then it's 80 degrees. And then it drops down to 40 degrees all on the same day. It's like this, it's like this pocket of energy surrounded by these mountains. It's beautiful. It's chaotic. It's crazy. It's all over the place. And it's unpredictable much like a woman's emotions. Tide goes in and out. There's like just chaos in your company and this conversation and a stressed-out human being there's chaos. And when we see that chaos, we often want to control.

Eli Wilde (01:58:52):

But if we control that energy much like making a lake stagnant, it feels dead. The woman feels controlled and dead. And then there's a lot of other challenges. She, she buys into it. She doesn't feel alive and she'll react and she'll wanna do things, but you know, or just challenge you too much, whatever it is. But the, the San Francisco Harbor sees that energy as connected to energy. But as it comes in with the ups and downs and all the craziness, it is firmly grounded and rooted. Immovable deep, deeply rooted in the earth. And if you can be that says, Hey, doesn't matter if you're crazy today, doesn't matter. This, that like, I'm here to weather the storm and I'm, immovable, I'm here for you. This is a place that you can come in and feel safe, but also not controlled. I'm never gonna control. You can leave it any time

Dan Henry (01:59:36):

I've read about this. It's called the test. It is a test.

Eli Wilde (01:59:39):

People are doing that to us all the time. So your reactive client, all that. That's why it's like, that's why it's so important to ask. This seems like such a cheesy question, but what can I learn from this? What am I here to experience, what's driving this behavior? What, how do I speak behind the mask? And we've all got masks. We've all got insecurities. We've all got fear. And somebody's in that moment, they have fear. And so on my way of communicating, I'm trying to put them at ease because I know they're just scared. Like when somebody's acting like that relationship business, that alpha client, Hey, you're listening to me. They're saying I'm scared. I'm scared shitless. And I want you to make me feel okay. And I say, Hey, I hear I'm here for you. And if they're going off on a tangent, I'll label it, maybe a pattern, redirect, what are you really hoping to accomplish? So we can meet some mutual direction or target of what they're wanting. And sometimes I can't support them. Like, look, I can't support you in that. Is that what you ultimately want? So I, you know, I'm clear about my own boundaries. So all of my communication.

Dan Henry (02:00:39):

So basically somebody in the interaction, relationship sales with whatever, somebody in the interaction has to be stable, stable in their emotions have to be grounded. If both, if you let the other person knock you off of your balance, and then it just goes back and forth, becomes chaos, one, you,

Eli Wilde (02:00:56)

This, you

Dan Henry (02:00:57):

Know, this thing one person has to basically mean you're not bothered. Cause that that's what I read about. Like the test was like basically really. They want to give you and see if you can handle it and not get all, not get all you know, imbalanced. And, but heard about it essentially to really break it down to, to, you know, what it is. If you can show that you don't let it bother you. That's like the ultimate form of I guess you could say respect. It's the other ultimate form to gain respect, to show that you're not bothered by

Eli Wilde (02:01:28):

In a relationship also that drama will come and the person saying, ultimately, I want your attention. And I wanna feel that I'm important to you. More important, that other thing can you make my needs very important. Can you make me feel seen, heard, and appreciated in this moment? And sometimes that will happen as you legitimately do have other things going on. And so sometimes just, you know, saying, look, you know, like, because you're so important to me, that's why I'm doing this so that I could, would it be okay? And just a hug or like a, you know, a squeeze, a way to that person's nervous system where they feel calm and we transfer it. And the not to go in too many tangents, but a, like a child, if it hears a thunderstorm and gets scared, the child will run and maybe hug the mother or hug the father.

Eli Wilde (02:02:13):

And that energy, that stress will go from the child to the parent and calm down the nervousness, him, the child, if the child does it and okay. And hugs the parent and the parent has more stress than the child. The stress will go into the child. The child will never regulate its nervous system and the child become, become be autistic or something like that. And so having a daily practice meditation, breathwork whatever, a way to calm yourself down, get the state to be comfortable, to feel body lead, to be in your, in your own body. Whether I'm speaking on stage or, you know, here, I wanna be aware of my body connected to my body. That's where your emotions are produced. And when you're in your head, you're dead. And so how do I be connected to myself and present? And they'll be, I communicate with my being not just with this, this mouthpiece.

Dan Henry (02:02:58):

Wow. Wow. That's, that's awesome. That's awesome, man. So, and I, and I love the fact that you said, I think, I don't know if anybody missed this or not, but it's, and I don't want people to miss this, that just giving a hug sometimes and grounding that person. And because in a sense, a hug can be a pattern interrupt and just give, giving them a like, Hey, give a hug. And I've seen that I can see it change. And, and it's, it's easier said than done. Cuz sometimes you let what they say, anger, you. And then you're like, I don't wanna give this person a hug and it, it but I mean, somebody has to try to master their emotions and become the highest version of their self if they want to be able to live in a world and succeed in a world where not everyone is trying to do the same thing. Makes sense. Well said, man, thank you so much for coming on. This has been like brother, a whirlwind of awesomeness. I mean it's fun this just

Eli Wilde (02:03:51):

Time flew by.

Dan Henry (02:03:52):

Yeah. Well, yeah, when we do these, it, sometimes they do fly by my, well, my bladder is knocking on my door, but that's, dude, it's awesome. I'd love to have you back on some time and, and, and talk again. And I think there are just so many nuggets. You've probably given me more nuggets than anybody. I mean, there are like at least a hundred things in this conversation that I think can be expanded upon really change people's lives. So I, appreciate you coming on here and sharing your experience you know, coming up from your childhood getting the job with Tony and all that stuff that you went through with that. I think it's an incredible story. And I think a lot of people have learned a lot from it and I think I think everybody should go and, and hug their girlfriends and boyfriends.

Dan Henry (02:04:41):

Right. Or parents or parents. Absolutely. Yeah. Absolutely. Thank you. Thank you so much, sir. Thank you, brother. All right, guys. Thank you so much for listening. Don't forget to subscribe. And if you are looking for daily success mentoring on how to succeed, in life at whatever you do, you can go to HowToThink.Com and sign up and get a daily success mentoring, audio delivered right to your phone on our app. And again, don't forget to subscribe and please go follow Eli while where, where can they check out, check out your stuff.

Eli Wilde (02:05:12):

We have a Facebook group and that's pretty much where I direct people.

Dan Henry (02:05:16):

Okay. It's the name of it?

Eli Wilde (02:05:18):

Elite Level influence. We, it's a working name. E L I Elite Level Influence E Eli. All right. It's pretty cheesy.

Dan Henry (02:05:24):

But just to Facebook, we'll get some links and put 'em in the show notes. Well, that would be, that would be amazing. All right, man. Thank you so much for coming on. All right. Thank you. Thanks, guys. Appreciate it.

Lessons Learned From Selling Over $100M with Amanda Holmes Dec 17, 2021

In this episode, I talk with Amanda Holmes, CEO of Chet Holmes International, founded by her father, Chet Holmes.

Together we discuss her father's book, The Ultimate Sales Machine, including one of its most popular, and timeless strategies, the Dream 100, and more!

Listen to the full episode now to learn more about the mindset and strategies you can use to increase sales and grow your business!

----

Can you imagine what it would be like to double your sales year after year?

You might believe that would be difficult at best, and you might even feel like that would be impossible...

But would you believe me if I told you that it feels difficult or impossible because of your mindset?

If you find yourself struggling with those limiting beliefs, this episode is for you!

In this episode, I interview Amanda Holmes and discuss how she learned to reframe her mind to step into the role of CEO of Chet Holmes International at just 26 years old and how her company has helped countless clients double their sales year after year using their 12 Core Competencies.

In this episode, Amanda and I cover:

What it took for Amanda to step into the role of CEO at just 26 years old
The Dream 100 in practice
Why you shouldn’t rely solely on tactics
What the single biggest mistake in sales is
The importance of offer positioning
What three things you must have to create a solid offer

If you got value from what you heard here, please be sure to subscribe and rate this podcast! Bonus points for you if you write a review! ;)

— SUBSCRIBE & FOLLOW —

Click here to get Digital Millionaire Secrets, FREE!

Want Dan’s Wall Street Journal bestselling book for FREE?

Interested in having Dan’s team personally work with you to grow your business?

Want to learn the 5 Things I Learned Scaling My Coaching Business To $25?

Click here to Visit our Corporate Website: GetClients.com

Click here to learn more about How To Think

— TRANSCRIPT —

Dan Henry (00:00:08):

Hey everybody, Dan Henry here. Welcome to the How To Think podcast, the show where we dissect the inner workings of the human mind and learn how to achieve anything in business or in life. By changing the way we think. We bring on some amazing entrepreneurs, authors, thought leaders, and people that just know how to think and get stuff done. And today we have an amazing guest. Amanda, how you doing? Amanda Holmes.

Amanda Holmes (00:00:39):

I can't wait. It's such a good intro.

Dan Henry (00:00:41):

Thank you so much. So, so real quick, I'll do you know, I'm not much for intros, right? But you know, you are the CEO of Chet Holmes International, and Chet Holmes is your father. Who wrote, of course, the amazing; one of the most amazing sales books ever The Ultimate Sales Machine. The originator of what a lot of people now use quite a bit to grow their company, The Dream 100.

Amanda Holmes (00:01:09):

Yes.

Dan Henry (00:01:09):

And all that jazz, all that cool stuff. You've, and to be fair, you took over the company at 24.

Amanda Holmes (00:01:19):

Yes.

Dan Henry (00:01:19):

You doubled sales year after year. We're going to get into all that. But the first question that I have to ask you is, did you play all the instruments on When Grapes Turn Into Wine?

Amanda Holmes (00:01:34):

No.

Dan Henry (00:01:35):

You didn't. Okay. Well, definitely you definitely sang beautiful. You wrote the song. You played it. So I'm a guitar player. You know, that we talked about that before we went live and I listened to it. I thought it was great. Good production. Did you play, other than vocals? Did you do anything on it?

Amanda Holmes (00:01:53):

No. Well, you

Dan Henry (00:01:54):

Well, you wrote the whole thing. That's pretty darn good.

Amanda Holmes (00:01:57):

So I was a gymnast first, and then in my junior year of high school, I thought, oh, maybe I'll do singing. And then by senior year I already had my first record. And then in college I had four records, but all of the people around me were like amazing musicians. I went to USC Thornton, school of music. So it's like top. You either go to NYU or you go to USC or Berkeley school of music. So they were the best. And I looked around and went, I've only been doing this two years. I think this might be good if you guys play and I'll just sing and write.

Dan Henry (00:02:30):

Well, that's fair. That's like knowing your role, knowing, staying in your lane, you know. That's amazing. That's amazing. So let's go back to cause a lot of people, you know, have read this book, which is again an amazing book. And I also believe a lot of people haven't read it and they've heard of it. You know how many people they say I'm going to read a book and then that book becomes a paperweight, you know? But a lot of people do know what The Dream 100 is, which, you want to play game?

Amanda Holmes (00:03:05):

Absolutely.

Dan Henry (00:03:06):

Let's play a game. Okay. So I'm going to explain to you what I think The Dream 100 is based on, you know, my limited understanding and what probably most people understand it as. Very, very like primal, very simple version. And then you're just going to tell me how stupid I am and how bad, how wrong I had it and that I'm going to get amazing value out of that. Trust me. So let's and by the way, before I get into this, I think a lot of people need to know your company has trained over 240,000 CEOs. And the main, I mean, I know you guys help with a lot, but the main thing is to increase sales.

Amanda Holmes (00:03:46):

Yes. 12 core competencies on doubling sales.

Dan Henry (00:03:48):

12 core competencies on doubling sales. And would you say one of them is The Dream 100, or at least that's one, one of them is Dream 100.

Amanda Holmes (00:03:54):

Yes.

Dan Henry (00:03:54):

Okay. So let me sort of see if I can jump into this and okay. So The Dream 100 is where you find somebody that you want to sell to usually a big fish, right? Yeah. You just like, maybe it's the CEO of a company or whatever, and you research them and you figure out what they're into. You know, maybe they're into fishing, maybe they're into Marvel, I don't know, whatever. And then you send them this really amazing gift. It's either going to be really expensive or really thoughtful or both. And you get their attention because nobody opens a letter, but they always open a package. And they look at the gift, maybe it's a laptop. And then when they open it up, you're like, Hey, whatever. And then they go, well, who the hell sent me this? You know? And then they look at it and it opens up the conversation. And if you're clever enough, you can at least establish contact with somebody that you normally could never get past the gatekeeper. Am I somewhat on the same? Somewhat in the ballpark?

Amanda Holmes (00:04:53):

Yes. Yeah.

Dan Henry (00:04:56):

Okay. So that's essentially, I mean, obviously there's a fine art to it.

Amanda Holmes (00:04:59):

Okay, so it's the fastest least expensive way to double sales because there's always a smaller number of better buyers than there are all buyers. So marketing and selling to them is cheaper than marketing, selling to all buyers. So how do you find that dream; my father called it The Dream 100. It could be The Dream One.

Dan Henry (00:05:14):

Sure.

Amanda Holmes (00:05:15):

I just recently saw a client of ours. They were at 60 million, they had 950 clients that produced that 60 million, but 900, I'm sorry, 969 clients 950 of which produced only 9% of their revenue. So 13 of their clients produce 91% of their revenue. So instead of going after another 900, they only led an intensive effort to one client. And that one client produced them a hundred million dollars.

Dan Henry (00:05:44):

The big fish.

Amanda Holmes (00:05:46):

And they doubled sales with one client.

Dan Henry (00:05:49):

And that, that comes back to using the right bait and being in the right waters.

Amanda Holmes (00:05:52):

Absolutely. Yeah. You did a good job of picking out some of the great things about it. So my father did it with lumpy mail and that's kind of progressed over time. There's also ways to do it on social. There's also ways to write, just being the bright spot in their day, adding value, being something of interest to them. So lumpy mail is one of those ways that we do.

Dan Henry (00:06:12):

So I actually, you know, Russell Brunson, he invited me last year to speak at his conference. FHL and so I got to speak in front of like, I don't know, whatever. It was five to 6,000 people. And of course when people bought my stuff.

Amanda Holmes (00:06:26):

Awesome.

Dan Henry (00:06:26):

We probably did at least $2 million from that. So I was very thankful. So I was thinking to myself, well, for some, I don't know how I stumbled into this, where he asked me to speak, but I was like, I never sent him a gift, a Dream 100 gift. So I was like, let me retroactively do that because I don't think anybody does that. So I got him a Yoda, a life-size Yoda. Cause I know he's super into star wars. His kids are super into star wars. So I, and this was like right after this was Corona.

Dan Henry (00:06:54):

So it was like, it took forever to get this fricking Yoda over to him. And they accidentally shipped it to me first. So they shipped it to me. So then I like put a, so then, you know, I got to like deal with that. And it's like this freight thing at my house. And so I put like a little note in and I bought like, RussellsYoda.com. And I was just like, listen, this is just me saying, retroactively Dream one hundreding you and saying, thank you for letting me speak at your stage because we had a lot of money. So I sent him that and he was very grateful, but I just thought, I was like, oops, I probably should've sent him something first. And I, cause I go back to that book and I'm like, you know what, let me see if I can like, correct this. So

Amanda Holmes (00:07:36):

I love that story. That's so good. But it's also interesting. So my father, when he originally did it, he wanted to spend the least amount of money possible. Like he would get the stupidest little, like one time. I remember the day he found OrientalTrading.com. You can order lots of random, like a Rubik's Cube...

Dan Henry (00:07:53):

I remember that. I remember that magazine be careful though. It's 2021. We may not be able to say that anymore. But, but no, I remember that magazine. Yeah.

Amanda Holmes (00:08:02):

So that year we got 300 presents for Christmas because my dad went on OrientalTrading.com and bought the most ridiculous amount of things.

Dan Henry (00:08:12):

He didn't go cheap on toilet paper, did he?

Amanda Holmes (00:08:13):

Oh, he was, he would not buy anything brand, you know, designer, anything we got knock, I don't know about toilet paper. He wasn't buying our toilet paper. It was our assistant.

Dan Henry (00:08:24):

Okay. Yeah, because there's some things you don't go cheap on. Heart surgery and toilet paper, Just saying, you know.

Amanda Holmes (00:08:32):

So he was always about how do I find the cheapest things? It's just about changing that dynamic. But what it's evolved to now is because we have so much more ability to understand who a person is because they put everything online. Now we can get better about giving them something that would really mean something to them because he created it 30 years ago. Right. He was doing it 15 years ago. He passed nine years ago. And between the last nine years now we share everything on the internet. So you can be much more tactical about that.

Dan Henry (00:09:02):

Let me, let me ask you kind of a, if you don't mind, it's a somewhat personal question.

Amanda Holmes (00:09:08):

Happens all the time, yes, please.

Dan Henry (00:09:10):

Look I remember when I was 24, right? I was, I was driven, you know, I didn't really get really driven till I was like 28. But I was, you know, I was being 24. I was, you know, drinking, going out, smoking weed, going to concerts.

Amanda Holmes (00:09:29):

Were you at the pizza? You were running the pizza place at that time?

Dan Henry (00:09:31):

Yeah. I mean, it was cheap weed, but you know, I mean, I was, you know, I was going to SevenDust concerts and I was hanging out and I was just being, you know, I mean, I was still trying to build my business and I didn't really have business then, but I was still trying to like figure things out. I had a couple of businesses that came and went, you know, but I was, I was being 24. I got started a little late. I wasn't that like 18 year old kid who was like, I'm going to be a millionaire. Like I said that, but it was like, yeah, I'll be a millionaire, but I wasn't really putting the effort in. At 24 to take over, not just a company, but a legendary company; a company that, I mean, it's not Joe, the rags man's fricking lemonade stand, you know, it's Chet Holmes International, legendary. I mean, what, I mean, how did you feel filling those shoes quickly like that and stepping into that role? Or were you already kind of in that, you know, or did you like hop off the party bus and go right into it?

Amanda Holmes (00:10:34):

I was never so good at partying, I was very focused always, but I was a musician at that point. So my father got diagnosed with leukemia and he didn't spend one night in the hospital alone for a year and a half. It was between me, my mother and my brother. And he would have night sweats. So we'd be up all night with him and all of that year and a half, never once did he sit me down and say, these are my companies, these are what they, this is what they do. These are the people that run them. This is what I want for my companies. Right? None of that, we were just spending time together. Yeah. And there was no plan for that whatsoever. Like I'm sure my dad, if he were still here, he'd be like you did what? It would be pretty odd.

Dan Henry (00:11:16):

So he didn't even expect you to do this?

Amanda Holmes (00:11:17):

No, there was no plan for it.

Dan Henry (00:11:19):

Did you just kick the door down and say, listen, Amanda is in charge now.

Amanda Holmes (00:11:25):

Well, it puts things in perspective because for a year and a half, every day was Chet's going to die. This is what's going on. You know, it was life or death every day in the hospital with him and trying to find an alternative for him. So that was my context to then coming into this. Right? Well, well, so a, when things got even as difficult as they were, I'm like at the end of the day, nobody is dying. Like our business, like the worst that could happen is that I lost my father. Like that to me was the worst. So that had already happened. So whatever happens here, we can work it out. Right?

Dan Henry (00:12:03):

Now, hold on a second. That's an amazing way to think about it.

Amanda Holmes (00:12:06):

It's an important thing.

Dan Henry (00:12:07):

I think a lot of people, whether they're entrepreneurs, whether they're authors, whether there's thought leaders, whether they want to be a sports star, whether they want to be a famous, whatever it is, if they want to achieve some sort of success, they, you know, a lot of times it's all about the meaning that we associate with events, how we define events and how we redefine events. So, you know, you being able to, some, another person may completely have a different definition of that. You know what I mean? But you gave it a definition that ended in a positive result. I mean, how important do you think that is?

Amanda Holmes (00:12:41):

Absolutely. So I had looked to hire three different CEOs. I hired CMOs, CTOs, CFOs, just trying to fill the void. That was my father. I mean, he wasn't working in the day to day for years. Obviously it was all the sales team and there was a whole...

Dan Henry (00:12:56):

So he was already out?

Amanda Holmes (00:12:56):

Yeah, yeah. I mean, he was mostly just the direct reports would report to the CEO and the CEO would report to my father. So it wasn't like anything would really change. It was just like, as if a body no longer had a heart, it was just void of that, that founder. Right. So I'm trying to find all these different pieces to fill that, that hole. And I actually climbed Kilimanjaro. I went on the CEO retreat where it was like...

Dan Henry (00:13:22):

The mountain?

Amanda Holmes (00:13:22):

Yeah, yeah.

Dan Henry (00:13:24):

Okay. Wow. I, well now I feel inferior. My, my best story is like, you know, going on a brisk walk

Amanda Holmes (00:13:34):

I'm sure you have great stories.

Dan Henry (00:13:35):

Not on Kilimanjaro.

Amanda Holmes (00:13:37):

So it was one of my staff. We were at an event and it was actually a business mastery and he goes, you know, Amanda, I'm about to climb the largest freestanding mountain in the world. It's in Africa. I think you'd actually have a fun time. You should come. And I went, okay.

Dan Henry (00:13:53):

It's whatever, sure let's do it. Yeah. Let's light ourselves on fire while we're at. It's fine.

Amanda Holmes (00:13:58):

It was very bizarre, my thoughts were not really quite clear at that time. So Friday I get home, Saturday and Sunday, I buy all my equipment. Cause I'd never hiked that, anything before Monday I'm in Africa. And the first two days I am literally dying because it turns out that what's difficult about climbing is that people that smoke cigarettes, they have an easier time because your ability to breathe is restricted.

Dan Henry (00:14:27):

Wow.

Amanda Holmes (00:14:29):

Yeah. So Olympic athletes could have a hard time with altitude sickness because they're not used to not having breath. Whereas you look at me, my background, I was a singer. So I learned breath control like massively, right. I am certified yoga instructor. So I know breath so much.

Dan Henry (00:14:45):

I wonder how many mountain climbers are going to start smoking now they've heard that.

Amanda Holmes (00:14:50):

I'm sure they know it. I mean, you really have to practice it. So I was terrible from day one. I could barely get up that freaking mountain. And I shared, We were around a campfire the second night and I go, guys, I hate to break it to you. But I've realized that I hate hiking.

Dan Henry (00:15:09):

I love how direct you were, and in such an eloquent way,

Amanda Holmes (00:15:14):

They all looked at me like I was literally crazy. Cause they all had it on their bucket list for years. Right? Their lifetime.

Dan Henry (00:15:20):

You like, you're crazy. The people that are climbing this mountain, but you're crazy. Got it.

Amanda Holmes (00:15:25):

Well, because I hadn't thought it through. And I'm like, I hadn't really thought this through. I realized I hate hiking and I didn't know how I was going to get up that mountain literally. Yeah. I didn't know how I would do it. So then something clicked in me that I realized, oh, maybe I don't have to hike. Maybe I could just dance because I love to dance. And I love music. I've always been a dancer along with my music.

Dan Henry (00:15:47):

What kind?

Amanda Holmes (00:15:49):

I studied salsa, pretty intensively. Hip hop. I grew up on hip hop, like eight years of hip hop. So instead, now I'm sitting there and I'm like, either I changed my mind frame about this or I'm going to have to give up and I will not freaking give up on this. Right. So then I start singing. I have this personal,

Dan Henry (00:16:10):

I'm just imagining you singing and dancing up this mountain. And I just said they were crazy. I retract.

Amanda Holmes (00:16:17):

Well, no, no, no. So, I just recently written the song and it goes, forget the heavy load. So it had a really, really slow beat. So nobody could tell that I was dancing, but my head was going and nobody could hear me because I had all these masks on, right, cause it was really cold, but I'm singing my song and I'm moving my head and this is my mantra and it got me through the thing.

Dan Henry (00:16:42):

I'm so wishing I brought a guitar right now because you have the mic. Wow. That sounded amazing. Did you sound that amazing when you were going up the mountain?

Amanda Holmes (00:16:52):

Absolutely not, no.

Dan Henry (00:16:57):

Oh man. That's incredible.

Amanda Holmes (00:16:59):

But to circle it back, just to finish, the point is that change in my mind frame helped me to come back. And that's when I stepped in as CEO and said, okay, I'm going to do this. That was really a pivotal point because I also couldn't get up alone. I had to have help two African men, one by the name of Donut, that like assisted me when my eyes were rolling to the back of my head. I like literally couldn't walk. There was a guy that had died that day and was like, his body was laying all this.

Dan Henry (00:17:28):

Oh yeah, that's fantastic. This is, what event is this? I'm going to put it on my do not go list.

Amanda Holmes (00:17:32):

Yeah, every time people are like, I'm thinking about it. I'm like, yeah, I would never do that again. But it shifted my belief system around what I could do in my business. So I walked back and said, I didn't walk back. I flew back to the United States, and I said, let's do this. So that was a big point.

Dan Henry (00:17:49):

So you redefined the problem. You found a way I can just hear like Jeff, Goldbloom saying life finds a way. You found a way to get up that mountain by channeling something that you loved. Because I mean, would you agree that if you're in a positive state of mind, if you're in, I mean, how often would you, you know let's say you're on your way to dinner and you're having a fantastic dinner with a friend or a significant other or whatever. And then on the way there, somebody like cuts you off, screams at you, like, you know, scrapes your car door, whatever. And you get into this argument, like you're in a bad frame of mind. Do you think that dinner is going to go as smoothly and nicely as if you were just, it's just butterflies and rainbows as you were driving down, right?

Dan Henry (00:18:38):

No. So, so like you were in this frame of mind, like, Hey, I can't do this. This is nuts. These people are crazy coming up, Kilimanjaro, dead guy on the side of the fricking mountain, you know, but you had to do it. So you re you redefined it as I'm going to sing. I love to sing and dance. So I'm going to singing, dance my ass up this mountain past all the dead people. So I mean, you know what, it really freaked me out. Is you ever seen a weekend at Bernie's?

Amanda Holmes (00:19:07):

No.

Dan Henry (00:19:08):

You've never seen weekend at Bernie's? It's a movie where they had, I forget the exact plot, but this guy dies, his name's Bernie and they needed him to do something like right before he died. So they, like, they take him all around town and they're like holding him up and he's like this and they're like moving his arm. It was ridiculous movie, but I was just seeing you up the side of the mountain and singing and dancing. And then the dead guy on the mountain just starts doing this. I'm sorry. I smoke entirely too much weed. Okay. So, so, so, so here's the question. You went back, you, you took over Chet Holmes international. What's the first thing you did?

Amanda Holmes (00:19:56):

Well, even before that, I would say the first thing I did was listen. So I think a lot of people, especially if you're changing positions or you're coming into a company and you just kind of say, here's what we're going to do, nobody will respect you. So I started by listening and asking lots of questions and the more questions I asked, the more they kept saying, oh, ask more questions. You're onto this. Right? You're understanding what's going on here. So I would say before that that's a predecessor.

Dan Henry (00:20:23):

So you, you weren't that classic, like a Richie Rich, Macaulay Culkin, or whatever that walks in and just takes over and you know, like puts his feet up on the desk, like, all right guys, it's my company now.

Amanda Holmes (00:20:35):

Absolutely not.

Dan Henry (00:20:37):

Got it. That's good to know.

Amanda Holmes (00:20:40):

And then I also think so I study under an Indian Saint. She's actually not too far from here. Her full title is [inaudible]. But I call her Guruji.

Dan Henry (00:20:55):

I'm going to need to write that down.

Amanda Holmes (00:20:57):

Yes, it's a good one. So I study under her and she just kept saying that if you come from service, that's the most important thing you can do. And if you can be a conduit of something positive, then you'll get through all of it. So that was really, it's not about me. It's not about the fact that I'm a 25, I think. So I stepped in as CEO at 26. So for a year and a half, I really looked around, tried to hire different people, and scrambled to find some kind of solution.

Dan Henry (00:21:26):

So what was your role from 24 to 26?

Amanda Holmes (00:21:28):

I was chairwoman.

Dan Henry (00:21:31):

Ah, so kind of like, it was, it was just...

Amanda Holmes (00:21:35):

A complimentary title.

Dan Henry (00:21:35):

Right, right. Gotcha. Was there problems that you needed to solve?

Amanda Holmes (00:21:42):

Absolutely.

Dan Henry (00:21:43):

I mean, there's always problems you need to solve, but there were, was there something fundamentally that you deep down in your core knew that you wanted to change direction or you wanted to fix, or you wanted to, to grow?

Amanda Holmes (00:21:52):

At that time it was just, you know, everything's on fire. We need to solve some serious issues. Like, so I stepped in a CEO. The week that I stepped in our merchant services stopped paying payroll. So like hundreds of people aren't able to pay and they're like, Amanda there's a merchant services have shut down. I'm like, what's a merchant services?

Dan Henry (00:22:18):

No way.

Amanda Holmes (00:22:18):

Same week, same week they come back and they go, so Amanda, we've spent half a million dollars to implement Salesforce. We haven't turned it on yet and we're thinking maybe we shouldn't, what do you think? I'm like, what Salesforce? You know, what is a CRM system? So

Dan Henry (00:22:35):

You had to get acclimated real quick. Huh?

Amanda Holmes (00:22:37):

My CFO used to always say baptism by fire.

Dan Henry (00:22:40):

Okay. I still don't know what Salesforce is to be quite honest with you. I still don't get it.

Amanda Holmes (00:22:45):

Well, 88% of companies hate their CRM systems. So it's okay. Even if you did know, you probably wouldn't like it.

Dan Henry (00:22:51):

I hate that acronym. So just overall, I'm just like, just give me your email. We'll figure it out.

Dan Henry (00:23:05):

I'm clearly joking. I'm clearly joking. This is what I like to say. And then my team is like, no, Dan, we have dah, dah, dah. And I'm like, yeah yeah yeah, I know, but this sounds cooler. It's fine. So,I'm going to do a quick, I'm gonna do a quick pitch. I'm just going to mention that our sponsor is us. So if you're interested to get daily success mentoring go to HowToThink.com and sign up. So that was our message from our sponsor. Yay. So, let me ask you a question. Is the Dream 100, that whole method, is that still the primary thing that drives Chet Holmes International? Or do you guys, do you have something different or have you taken a different direction or is that still the thing that you, is like the core?

Amanda Holmes (00:23:59):

So we have 12 core competencies to double sales. That's just one of them. And it's, it's amazing how much this has been timeless. Right? So when I first decided I'm going to rewrite the book, right? Penguin was like, write the book, we get so many sales, we should just do a new edition. And I kept saying no. And then finally I'm like, okay, I will do it. And then when I went out on social and I asked, what should I update in the book? Everyone said, don't touch it. It's perfect. That was the response.

Dan Henry (00:24:26):

It's like redoing a Pink Floyd song. Like, no, don't, don't, don't do it. Stop pump the brakes. Yeah, I got it.

Amanda Holmes (00:24:33):

Very difficult. But so what I realized is that the framework is the same. It's just the ways the mediums in which have changed that need to be adapted and adopted. Right. So dream 100. Yeah. My father talked about faxing phone calls and lumpy mail. Right? Whereas we all know today...

Dan Henry (00:24:51):

Can we, can we do. Cause some people may not understand what a lumpy mail is. Can we just define that?

Amanda Holmes (00:24:56):

Well, you did as well too, right?

Dan Henry (00:24:58):

You probably do it better. So is it, is it mail that, that, you know, is just let themselves go and just doesn't eat right? Or is it...

Amanda Holmes (00:25:09):

So lumpy mail, meaning you have something in it. So it makes it a lumpy package.

Dan Henry (00:25:14):

Yeah. All right. I just wanted to define the term.

Amanda Holmes (00:25:18):

It's not a, not Humpty or lumpy.

Dan Henry (00:25:21):

It is sat on a wall. Yeah. Got it.

Amanda Holmes (00:25:25):

But today that can look like on social. Right? So I Dream 100'ed Dave Woodward.

Dan Henry (00:25:31):

Ah, fantastic guy. Probably the nicest guy that I've ever met. In fact, sometimes I can't be around him too long because it just makes me feel terrible about myself because he's so nice. I'm like, ah, I need to go work on myself,

Amanda Holmes (00:25:44):

His whole family. I mean, it's a test to who he is as well as you can tell that just his boys are so wonderful and his wife is so incredible as well. Their unit is wonderful. Yeah. They're great. So when I first met Dave, though, he kind of gave me a cold shoulder and I looked at him and went, oh, or are we not? Is my pig headed discipline and determination gonna kick in cause I have to like be friends with you. So I ended up following up with him. We friended each other on Instagram and I for every single day, for three months, every post he made, I commented on. So he would post, he took a hike and he bought some boots and he showed himself buying some boots. I'm like, I climbed Kilimanjaro and new boots. And I can tell you that that's the worst idea on the face of the planet you have to wear in your boots beforehand.

Amanda Holmes (00:26:31):

Cause it will be really painful. Oh, that's nice. I'd get a heart. You know, he made a deal with his son that he couldn't not eat sugar for 24 hours. And I, and he didn't end up breaking eight sugar before 24 hours and he won like $10 or something. And I'm like, ha ha, you should have bet more. That's hysterical. So just little things. So he also posted a picture or a video of him and his wife and his wife is looking at all of these beautiful Christmas lights and she looks so happy. I'm like, Dave, you got to give your wife Christmas lights, like multiple times a year for how happy she is about these Christmas lights. Right? So I am in dialogue with him every single day. Even though he really didn't say much, it was like a heart here. I take screenshots of them, it's hilarious.

Amanda Holmes (00:27:17):

But three months in him and Russell reached out to me and say, Hey, we'd like to buy 650 of these books for the, for our Inner Circle and give them to all of our best clients, which was awesome. I mean, five years later I just showed up to Funnel Hacking Live. That's how we met. Right. And everyone knew Ultimate Sales Machine because of that three months of pigheaded discipline and determination to follow up. So that's, that's an example of Dream 100 in today's world. Being that bright spot in their day where you're in their face, in their place, in their space and they can't avoid you. Right. But we still have these 12 core competencies. So it isn't just Dream 100. We're also known a lot for market data and utilizing market data.

Dan Henry (00:27:59):

Do you get into sports at all? Boxing, anything like that?

Amanda Holmes (00:28:03):

No, I'm sorry.

Dan Henry (00:28:04):

Yeah, I went right past that. I just, I just did not turn down the right road. I just thought I was just playing on my phone. Just kept going. Well, the reason I say that is because, you know, what's funny is there have been times where, cause I'm a big like martial arts MMA.

Amanda Holmes (00:28:19):

Oh, okay. My father was a fourth degree black belt.

Dan Henry (00:28:21):

Oh, okay. Awesome. Awesome. So there was this and this has happened multiple times, but there was you know, I remember seeing Dream Onehundreding in that game. Like there was a, I believe it was Klitschko. I forget the other guy's name. Brandon probably knows it, but it's, it's the guy who's always like what's up champ. What's up champ champ. Do you know the guy I'm talking about Brandon? The boxer.

Brandon (00:28:45):

I'd have to look up the name. I know exactly what you're talking about though. Yeah.

Dan Henry (00:28:48):

Yeah. So what he would do was so Klitschko, I think I got the right one. He was like the champion. He was trying to get the fight. Right? Because you know, if you want to get a fight with the champ, you gotta, you gotta get the Champ's attention. You can't just say, I want to fight you or you have to be the number one contender.

Dan Henry (00:29:03):

Right. But if you're not the number one contender, you got to get the attention. So this dude would literally follow Klitschko everywhere he went. If he was at a restaurant, he would show up with like a megaphone and be like, What's up champ? You gonna take the fight champ? Like right in the restaurant. Or he was, Klitschko was skiing. He came on a speedboat, drove right past him, knocked him off his skis and was like, come on champ, come on. What's up champ. Let's go. You know? And he did this like six or seven times and he finally got the fight and I'm pretty sure he lost, but the point remains, he Dream One hundreded his way into a fight with the champ. Oh

Amanda Holmes (00:29:39):

My God. I never heard that before. That's such a good story.

Dan Henry (00:29:43):

Don't I don't recommend anybody do that. That was an example. But you know, it's not what I'm saying to do.

Amanda Holmes (00:29:51):

But the essence is there. The point is there.

Dan Henry (00:29:52):

And that's the thing. Let me ask you a question in life. Cause you know, it's not just about business. I mean, a lot of it is, but some people don't want to be entrepreneurs, but they want to be authors. They want to be singers. They want to be whatever it is, whatever they define as success. Do you think that sometimes people when they try to, and this is the difference between people who get it and people who don't get it. People who succeed, people who don't succeed as they look at the tactics, they look at the surface level stuff, send a piece of mail here, do this. Comment here on social media. And they don't think of the essence. Like, I mean essentially that's what, what Klitschko got Dream One-hundreded and he gave him the fight. And that's the thing is that same, that same essence can be repurposed into a thousand different iterations and applications.

Dan Henry (00:30:45):

And in a hundred years it can still be done. In the thousand years it can still be done. We might not have the internet in a thousand years. Maybe we were all just like cyber connected. And I can just be like, give you a compliment by going like whatever. And it's a completely, it's very creepy. But in this extremely creepy future Bing world, you can still Dream 100 people. You can still, sales is still sales. You know, rapport is still rapport. I mean, I'm hoping, unless we're all robots, then that might not be the case. But you see what I'm saying? Like, do you feel that people don't explore that enough? And they just try to rest on the tactics?

Amanda Holmes (00:31:20):

Absolutely. Absolutely. I mean, that's also why this has been so timeless and continues to be so timeless is because it's talking about the strategy and whether the tactics or the vehicles that you're using in marketing change. The things that my father talks about, like with advertisements, how much more it converts if you have a person next to a product. Right? So I think of that when I'm doing my Instagram stories, I always make sure I have someone dancing next to an image because I know research shows whether it was 20 years ago or not in, in newspaper advertisements with them showing like a book with a hand and it converts better than a book by itself or someone holding a product. I do the same thing on Instagram because it's understanding the concepts.

Dan Henry (00:32:04):

Mm yes. Yes. I think that maybe you'll agree that when you deep dive into that and you don't play gets to me trying to learn tactics or at least relying on tactics, that's your safe zone. You know, oh, if I just learned his tactic and I don't expand my brain any, anywhere past that, I don't push the limits. I don't, I don't push the envelope and watch it bend. That is where you get stuck because you just, you, you build this little box and if the tactic doesn't work or does work or whatever, you stay in that little box and you don't push the box, bend the box, break the box and get out of the box. Would you agree?

Amanda Holmes (00:32:41):

Absolutely. When I think of like, so we define marketing as creating top of mind awareness, like that is the whole purpose of marketing is to create top of mind awareness. So that as soon as they say, oh, I need a product or service like yours, you are the first person that they think of. Right? That's the true ability of marketing. Now, when you think of a business trying to do social media, they're like, I just need to do a Facebook post. I just need to do a Facebook post. Remember that the number one thing of any marketing you do is to create the top of mind awareness. So when you feel like, oh, I've only done this many posts, I don't want to do more. Nope. We're creating top of mind awareness. What do I have to do to make that happen? Right. Just like that. Very basic thing. We get lost in the clutter of all the tactics without forgetting. What is the point of what we're doing here?

Dan Henry (00:33:29):

I agree. I agree. I have a much more you put it more eloquently than I did. I pretty much just say marketing is to make the sales guy's job easier. You know, like the better your marketing is the less, less less, you know, work you have to do when it comes to sales.

Amanda Holmes (00:33:46):

Steve Jobs says it too. Marketing's job is to make sales obsolete. And the number one revenue generating company in the world right now is Apple.

Dan Henry (00:33:55):

Of course. And how do you go when you go to an Apple store, what do they do? Do they pitch you? Do they sell you? They don't have to do anything.

Dan Henry (00:34:02):

You got to wait in line. You gotta wait in line and then somebody like somebody, like you gotta go see the genius or whatever, you know? And it's, it's very different, very different environment. Yeah. And that's the thing is, is, you know, Steve Jobs, he was such a you know, he was such a brilliant guy. He and I remember there, there was a scene in one of the movies cause he had a movie with David Fessenbender Fastenbender. And then you had another movie with Ashton Kutcher and I believe it was the Ashton Kutcher one. And he was arguing with his engineers and they were saying people who buy computers, they like to switch out their CD ROMs. And they like to be able to replace their RAM. And, and basically what you, Steve jobs said was no computer nerds like to do that.

Dan Henry (00:34:46):

People want whatever you tell them to want. And he created, he created that because that's the difference between, and maybe you'll agree. That's the difference between something like Apple and Microsoft, apple does not sell computers. Apple sells creative empowerment, think different. Microsoft sells computers. You go to, you go to, you buy a computer from Microsoft, you're buying a computer. You buy a computer from Apple, you buy into self-expression, you buy into spreading your art. You buy into creativity without the limit of, you know, you know, ease of creativity. You have an identity and you have and that's the difference. And that's why Steve Jobs did such a great job. But on the flip side the man created literally, the highest value tech company ever. And not only that is responsible for changing the way that we live our lives. I mean, think about it.

Dan Henry (00:35:43):

I'm sitting here interviewing you. I got a fricking iPhone and an iPad in front of me, you know? And I mean, you want to talk to your family, you message on Facebook or, you know, you sh I mean, literally how we live our lives completely, really does social media, there'd be no social media without the fricking iPhone. You know, it all comes back to that. So he made such an impact. But do you remember, do you remember the story about what he talked about on his death bed? He said I don't remember the exact words, but he basically said it was all not worth it because he spent so much time making that thing great that he didn't spend enough time with his family and his life and he wasn't present enough. And on his deathbed, he regretted every single second of it. And I, I remember hearing that and every single day when I wake up, I try to think of that. And I just close my eyes and I say, I'm Steve Jobs in my bed about to die. And I just realized that none of this matters. How am I going to live my life? So that doesn't happen?

Amanda Holmes (00:36:40):

That's really interesting that you bring that up because, so I had an experience with my father, right? 55. He has an empire. He is so successful, right? When he got chemo, he decided I'm going to buy a rolls so that I can drive to my chemo in a Rolls Royce. It's like really dad, really? And he was too nauseated to be able to drive it. So it was mostly me and I always felt so uncomfortable that people always wanted to take pictures. So we would wear hats cause he thought it was hilarious that people would want to take more pictures cause they thought he was a celebrity silly things. But anyways, so we had this moment where we were sitting in the hospital room and he had, so if you get a bone marrow transplant for leukemia, you're, you're quarantined into a room in the hospital and you can't leave for two months.

Amanda Holmes (00:37:27):

So imagine my father larger than life. Right? Always dynamic, always out doing things, traveling the world, speaking and now he's confined to this small hospital room. And he was looking out the window and he says to me of all the wealth that I've amassed, it can only buy me the biggest room in this hotel or in this hospital. And I never forgot that because obviously what what's it worth if at the end of the day you can't enjoy it. He died at 55. So a big reason why I did the new edition, my why was because I wanted to give the final encore that my father never got to give. And it was this journey of him understanding himself and having a rich life beyond just what money can buy. So the last nine years, I've really, that's why I study under my guru as well. I there's just so much more to life than just doubling sales.

Dan Henry (00:38:26):

Yeah.

Amanda Holmes (00:38:27):

It's good that they have to get really far into this interview for me to say that, because normally I talk about sales.

Dan Henry (00:38:33):

Well, listen, if they left already, they don't deserve to hear it.

Dan Henry (00:38:38):

So we're going to take some callers here in a little bit. I love taking callers. I D I do ask the audience though that no internet marketing talk, that's barred. High-level strategy, only sales, whatever. So actually this is a funny thing is, you know, and I want to ask you this question. I'm very interested to hear this. I, you know, I woke up on it. I mean, I built my first company, or my first successful company, GetClients.com. This internet marketing company, you know, this company, HowToThink.com has nothing to do with internet marketing. And I, you know, I woke up one day and I said, you know, when I, in 10 years from now when I got a little bit more gray coming in, the last thing I want to be known for is internet marketing. You know?

Dan Henry (00:39:25):

And I started asking myself like, what do I want to be known for? And, what would people talk to me about? And I kept coming back to thinking, you know? Like, I literally kept saying the word how to think, you know, so my question to you is, you know, your father is known for that book. I mean, I mean, which is a great thing to be known for. You write a book like that, you're going to be known for that book. And he's known for the Dream 100 and he's known for Chet Holmes International. My question to you is 10 years from now, what do you want to be known for? What does Amanda want to be known for?

Amanda Holmes (00:39:58):

It's an interesting concept because I've spent a lot of time. So I, in pursuit of fulfillment, I shaved my head for five years. It was bald.

Dan Henry (00:40:16):

Yeah. Thought it was Brittany, but no, Nope. It's Amanda.

Amanda Holmes (00:40:22):

I didn't have a Cray Cray Brittany moment, but I did have a couple hundred staff all looking around going, what are you doing? And I'm like the amount of weight on my shoulders of the expectations of others and what they thought was dictating what I would make as my decisions moving forward. And I didn't want that. And my guru even said, if you want to release yourself of those expectations and be the best version of you and make those decisions based on your own independent logic, then this is a good practice to try. So I shaved. So I finally, for years I like got up the courage and I finally shaved my head and I loved it so much. I kept it shaved for five years and it was really this commitment to myself to be the best version of myself and to find that fulfillment within me without needing that from exterior people. And it's, it's an ongoing process. Like sometimes I'm better than other times, but that has been a serious undertaking to feel that burst of life that comes from me and me alone. So when you ask, what are you want to be known for? I don't want to be known for anything. I want to feel rejuvenated. I want to feel alive. I want to feel that I'm making an impact based on what I resonate with rather than...

Dan Henry (00:41:45):

So basically, you don't need to be known for anything?

Amanda Holmes (00:41:47):

Right.

Dan Henry (00:41:48):

Wow. That's probably the best answer I've ever heard of it when it comes to that question. That's deep. So let me ask you this. What got you into the Indian guru thing?

Amanda Holmes (00:41:59):

My father was diagnosed and we went through a couple of a hundred alternatives for leukemia and we narrowed it down to the top 150 best in everything. Sound therapy, light therapy, oxygenation therapy. I mean, pre speaking in tongues, I studied under monks in Japan and then I met her and it was just a completely different experience. Just being in her presence, felt different. Like something really magical about this woman. And I had Celiacs at the time. So even the smell of wheat, if I went into a pizza store, I would get nauseated because I was that highly allergic. I would have to go to the hospital if I ate any wheat. And she said, every disease is just a disease of your mind. So if you can release those, you can cure yourself of Celiacs. And I'm like, so you think I could...

Dan Henry (00:42:48):

So you can eat gluten now? No way.

Amanda Holmes (00:42:51):

So I, so anytime I was in her presence, I could eat pizza. It was absurd and imagined like

Dan Henry (00:43:00):

What kind of pizza? I need to know. Don't tell me Domino's.

Amanda Holmes (00:43:05):

She liked deep dish. So we would go eat deep dish. When I first met her, we were...

Dan Henry (00:43:12):

They say you got to start small, you know,

Amanda Holmes (00:43:15):

But so then she said, I need a concentrated amount of time to be able to help cure you of this. I have a center in Singapore, so I made my way to Singapore. And three months later, she helped rebuild my stomach lining and I now can eat wheat all I like.

Dan Henry (00:43:34):

And I bet you that a doctor would have probably charged you tens of thousands of dollars to still have that issue.

Amanda Holmes (00:43:42):

No Western doctor said that they could cure Celiacs. If you ask anybody about Celiacs, they say, oh yeah, you, I just don't eat wheat. Like nobody actually has a cure for that.

Dan Henry (00:43:50):

Yeah. I mean, why would you, I mean, why would you cure stuff like that when you could sell drugs to people that have it, or why would you cure cancer when you can sell cancer? I mean, you know, much money we would lose if we, if we actually came up with or released the cure for cancer? All those all those machines, all those technicians that go to schools to learn those machines. You've got to think you've got a school somewhere. That school has staff. It has janitors, it has a cafe workers. It has construction workers that work on it. And that school teaches technicians. And those technicians have to use these machines. And the people that make the what do they call the cancer machines? Like chemo, chemo, chemo machines. Yeah. Somebody's got to do research to create those machines.

Dan Henry (00:44:32):

Somebody has got to do the manufacturing and then somebody's got to do the licensing and all that dah, dah, dah. If you just came out with the cure, all those people would lose their jobs and, and, and you know, my response would be that they can find new jobs. But, you know, I'm just saying like, that's that that'd be a big thing. And I think a lot of people don't stop to realize that. And I'm not saying that there's any one alternative that I, or anybody promote or like, or say is the answer. But I think that you have to ask yourself, well, if this is supposed to be the only answer, going to a Western doctor and doing chemotherapy, you know, it's sort of like if I told you the secret to doing this thing is this thing, I just happened to sell that thing. Right? You know, if I say, well, the secret to lose weight is to, to get into a keto, you know, a state of ketogenics, by the way I sell these ketones just by absolute happenstance. I happened to also sell that thing, you know, it's, you kind of got to ask yourself like, oh, so this is how you cure cancer. And you also happen to sell the thing that does that. It's interesting. You know, we gotta, you know, you gotta think about that kind of stuff.

Amanda Holmes (00:45:40):

That's the scariest thing about online marketing today is the health. Right? So on Google, you're not going to get the solution that you're looking for. You're going to get whoever's best at PPC, right. Or SEO, right? Yeah. That's yeah. That's unfortunate.

Dan Henry (00:45:58):

I wanted to ask you about that. What's with this alkaline diet thing. Tell me about that.

Amanda Holmes (00:46:02):

Did I tell you about that?

Dan Henry (00:46:03):

No, but I do my homework, but I'm asking you.

Amanda Holmes (00:46:08):

So amidst the hundred and 50 different alternatives that we looked at, whether they were from Asia, Africa, Australia, South America, the one thing that they all said common for my father to get him better was become vegetarian. Okay. Like even just to get your body back into alignment, that will help you get there faster and cancer can't breed in an alkaline environment.

Dan Henry (00:46:32):

Really? So that means no meat. Is there any way I can get an alkaline cow? Do they make those?

Amanda Holmes (00:46:40):

I think they're putting them in laboratories now.

Dan Henry (00:46:43):

Really? So you can get an alkaline cow and maybe some alkaline chickens?

Amanda Holmes (00:46:48):

No, they're just making them in a Petri dish. You've heard about that. Right? Making me in a Petri dish.

Dan Henry (00:46:52):

Yeah. What it was like, is this a new vegan thing? Or?

Amanda Holmes (00:46:55):

I don't know. I wouldn't recommend it.

Dan Henry (00:46:58):

Okay.

Amanda Holmes (00:46:59):

Don't eat straight chemicals, find better ways.

Dan Henry (00:47:01):

Yeah. Yeah. I mean the plants, I mean, people, people bitch about the plants, but this sounds...

Amanda Holmes (00:47:06):

Oh my God, even lettuce. Please stop eating lettuce and thinking that that's healthy. It's it's. So if it's hydroponically made there now just water and chemicals that create lettuce. So you are straight eating chemicals. So people like, oh, I'm so healthy I'm eating a salad.

Dan Henry (00:47:23):

With cheese and Ranch dressing on it, but sure, you do you. Okay, well now I gotta ask you, cause now we're going down this health rabbit hole. And, and we, we went from, we went from fricking alkaline diets, not breeding cancer, which I really, I want to explore that all the way to lettuce is bad for you. Now I gotta ask you. I just got to know. Okay. What are your thoughts on cannabis?

Amanda Holmes (00:47:45):

Oh, okay.

Dan Henry (00:47:47):

I have to ask we're already on that rabbit hole. We're already on that side of town. Let's walk around. Okay.

Amanda Holmes (00:47:54):

Well, so the actual plant has so many medicinal values, right? That is wonderful. I believe in the medicinal values of herbs, all kinds of different herbs. I like if I had to choose between someone doing cannabis versus doing drugs or taking pills, I'd probably choose that than the latter, right?

Dan Henry (00:48:21):

As would I. Yeah.

Amanda Holmes (00:48:23):

And then I also would add some kind of caution that when you use cannabis to get to it's helping you get to an altered state of consciousness, which is actually what meditation is supposed to do. But majority of people just sit in silence and think that that's meditation, which is the polar opposite. Because when you sit in silence, usually your mind gets louder and it just, you know, so cannabis helps get you there faster. You just have to smoke it. Right. The only problem is there's a disconnect between your mind and your body actually experiencing that. That's why it reacts in different ways. Same with alcohol. It's helping you get to this altered state of consciousness. Wouldn't it be cool if you didn't need to smoke or to drink, to be able to get to that place where things just fall off of you where you're honest and truthful. I don't know.

Dan Henry (00:49:16):

I mean, it'd be a lot cheaper.

Amanda Holmes (00:49:19):

But it takes work.

Dan Henry (00:49:21):

Yeah. I don't prefer the ultra stage of consciousness that alcohol gets you. I don't like being there. I like the social aspect of it, but then, you know, at some point you end up in that part of town that you don't want to be in and then you're throwing up and that's not good, but.

Amanda Holmes (00:49:36):

Not to say that everyone wants to be there. And that is the definition of altered state of consciousness. I should probably retract that statement.

Dan Henry (00:49:44):

So, so, but I'm saying like, like, think about this, right? You have all these drugs out, you have. So here's the reason why I started being a daily cannabis user. I have real bad anxiety. Couldn't slow my thoughts down. So of course what's the first thing a doctor recommends, drugs, right They're going to, they recommend what's that drug everybody's on with the bead and you get the beady little eyes you know, and you're like super focused Adderall, Adderall.

Amanda Holmes (00:50:16):

I'm not an expert on drugs.

Dan Henry (00:50:16):

Yeah. So like a buddy of mine, he's like, dude, you got to try Adderall. You just take it. And you'll just sit there and get like a week's worth of work done in like three hours. So just like take it and do it when you nobody's going to bother you. And I'm like, well, if nobody bothered me, I would get three weeks worth of work done in three hours. So I don't need the drug if that's it, you know. But so he gives me two of them, right. So I sit them on my desk for, I don't know, two weeks. And I'm just, every morning I'm staring at them, I'm staring at them, I'm staring at them. And, you know, I realized that I didn't really need that to be focused. Right. And you know, I talked to another buddy of mine and he's like, Hey, you should try medical marijuana.

Dan Henry (00:51:00):

You know? And I'm like, well, you know I don't know. And I was actually not, not for it. He's like, just, just go to the doctor and try you know, he said, how many times have you taken XYZ pills? Right. How many times have you taken all this medicine? You're telling me you're not gonna take the most natural one and at least give it a try. I said, all right. He closed me, and that's a good point. So I go, and I'm literally, I was like, I have anxi.... Here's your prescription. Right? I didn't even get the word out. Right. And so I started using it not during the day, but at night, because my problem was, let's say it's Six O'clock, I'm done working well, I'm done being smart for the day. I want to be dumb. You know, I don't want to think of all the problems with my business.

Dan Henry (00:51:42):

I don't want it because I, then my mind gets tired. And then the next day it's already tired from the night of thinking and now I'm not fresh. So, you know, I tried it and it would slow my mind down. And let me just, I guess, kind of be more present in my thoughts. And enjoying things, food music, you know, and just let me stop thinking so that the next day mentally I could return with the fresh plate. I'm sure I could use some super ninja meditation stuff to do the same thing, but you also have never smoked the weed I've got.

Dan Henry (00:52:22):

But, here's why I say this. So, you know, there are a lot of applications for recreational drug use that are not good, like cocaine and methamphetamines, all that. But then there are people out there that do things like not just cannabis, but they do things like psychedelics, like DMT. And Iowaska. I got to ask you, if you ever did a drug, it would have to be Iowasca all this Indian guru stuff. I mean, it would have to be right? Like that would be right up your alley. I would think. No? What's your thoughts on that?

Amanda Holmes (00:52:52):

I mean, I feel like I've had a lot of psychedelic experiences. I just haven't taken the drugs to have them.

Dan Henry (00:52:58):

That's true. That's true.

Amanda Holmes (00:52:59):

So like, I could talk with the best of them. I have great, great stories of experiences, right. But it's like on a solar eclipse, my guru decided that we were going to chant for three days straight and it was eight hours a day. For three days straight.

Dan Henry (00:53:16):

You accomplished the same thing. Have you been able to accomplish ego death?

Amanda Holmes (00:53:20):

I don't know what the definition of ego death is.

Dan Henry (00:53:22):

It's the thing where, I mean, I, as apparently you can, you can achieve it through meditation or obviously, psychedelics. I guess that's the easier way, quicker, but it's where you lose the sense of self. You lose a sense of who, you no longer become Amanda or Dan. And I guess, and maybe I'm not explaining this best way, but essentially it allows you to mentally feel like what it's like to die and cease to exist and not have an identity. And it's like a whole different trippy type of thing. And I didn't know if you have gone that deep down the rabbit hole or not, I stay up late and watch YouTube videos sometimes. And this is where it goes. You ever watched the Joe Rogan podcast, man, you can get, you can go down some holes, man. You can go down some rabbit holes, but we're bringing up this stuff. I just figured that maybe you'd have an opinion on it. Good, bad, indifferent.

Amanda Holmes (00:54:16):

I mean, I've spent a lot of time. I mean a lot of time, I'm 33, but a lot of time, like the last nine years I've studied intensively under a Saint that if you truly want to be connected to let's say, if you were divided into your ego and your soul you can't even walk up to the door of her location if you don't want to truly know yourself. And, people that are looking for truth and looking for the best version of themselves, regardless of what the world says, regardless of what they say, your ego should be. Like, if you go there for ego pampering, you will get slapped. Like people I've watched people walk in the door and then leave because they can't handle the idea of stripping away the masks that we wear. So ego death,

Dan Henry (00:55:08):

Maybe they call it something different.

Amanda Holmes (00:55:11):

Yeah. Well that sounds like a painful experience, which can be difficult, but I'd rather connect it to a positive thing if we're thinking about the mindset. Like

Dan Henry (00:55:20):

A lot of people that go through it, describe it as scary at first, but then beautiful. Scary then beautiful. I've haven't done it. I haven't gone through it. I just, it, I didn't even really get into it until I started talking to a lot of entrepreneurs and I'd go to these conferences and everybody would be like, Hey, you do Iowaska yet? And I'm like, no. And then somebody else, you do Iowaska yet? I'm like, no, why is everyone asking me that. You do Iawaska yet? I'm like, no, what are you guys all on drugs? Like, what are you, what are you doing? And so then I just got curious and I was like, well, now I gotta look into this because everybody's doing it. Not everybody, but it was just an absurdly high amount of people saying it. And I was like, well, now I gotta see what this is all about. But then I did research that meditation, heavy, heavy, serious meditation, not like, you know, Sunday meditation class at the yoga studio, but like deep, deep, deep, deep stuff achieved very similar results. And it's just, it's a fascinating sort of it's just, it's a fascinating thing to get into because a lot of people don't talk about stuff like that.

Amanda Holmes (00:56:22):

I reframe it still, the ego death sounds painful and agonizing. I would rather say so something that my guru taught me was calling your higher self. Like I, something I say all day, every day as I grant myself permission to connect to my higher self. And so instead of thinking about a death, I'd rather think about a birth and a prosperous, you know, prosperity, abundant feeling. And that abundant feeling is in birth.

Dan Henry (00:56:49):

I love how you reframe things all the time constantly, constantly. Yeah. So should you feel like the ultimate goal of a human being should be to achieve the highest version of themselves?

Amanda Holmes (00:56:59):

Absolutely. Everything starts with you, right and your relationship with yourself. I watched that with my father. He was surrounded by all the people that loved him. Most he had a magnificent business and yet he felt alone.

Dan Henry (00:57:16):

Yeah. I think a lot of entrepreneurs feel that way, even when they're not at the height of success that you and your father had still, I feel like a lot of them and,

Amanda Holmes (00:57:26):

And everyone, it's not just entrepreneurs. It's just everyone. So

Dan Henry (00:57:30):

There's not a lot of stuff out there. Oh. How to get rich, how to become rich, how to increase sales. There's not a lot of stuff out there to deal with that. You know, there should be more of it. Yeah. So do you let me ask you let's change gears here for a second.

Amanda Holmes (00:57:46):

Let's do it. We took some, we went some rabbit holes. I wonder what calls are going to be.

Dan Henry (00:57:52):

No, they're still going to ask about sales, whatever Dan, take your Iowaska. Amanda, how can I increase sales? I guarantee you, I can guarantee you. So let me ask you this. Cause it sounds like growth is super important to you and as well contribution. If you had a hundred million dollars and you could only spend it on bettering the world and there was no red tape, no restrictions what'd you do?

Amanda Holmes (00:58:18):

So for the last five years, I've driven 10,000 miles around the United States looking for a remote area, couple hundred acres that I could create a university of self-realization. My guru came up with this idea and I just love it. This place where people could come, just like what I experienced, just getting disconnected from all of the craziness that's happening in our outside world. And connecting back to who we are, get really simple, learn the power of your mind, right? Learn how we only use a small percentage of it because we're clouded in our angers and our fears and our guilts and find that place of discernment so you can make more positive decisions that help you become the better version of you. And that might even look like spending some time with the earth because God knows we don't spend any time with our earth anymore, which is crazy. Cause that's where we came from.

Dan Henry (00:59:07):

Yeah. We're just chilling in line at the Apple store.

Amanda Holmes (00:59:11):

Yeah. So giving that place, that university of self-realization, that's all under Divine Bliss International, it's a nonprofit that I've spent a lot of time in.

Dan Henry (00:59:20):

So, and you have, these centers exist already?

Amanda Holmes (00:59:23):

So we have two that are smaller. One in Singapore, one in Clearwater.

Dan Henry (00:59:27):

In Clearwater here, Florida?

Amanda Holmes (00:59:30):

I know. That's where I came from. Yeah.

Dan Henry (00:59:31):

Oh, and this is yours?

Amanda Holmes (00:59:33):

No,it's under my guru.

Dan Henry (00:59:34):

Okay. But it's under your, is it under your nonprofit?

Amanda Holmes (00:59:38):

I'm a CMO.

Dan Henry (00:59:40):

Chief Marketing Officer. Shocking that that would be your role. So, let me ask you this. If somebody wanted to explore that world, right. What would be the first step?

Amanda Holmes (00:59:55):

Hmm. First step I would probably say so I've put up a bunch of videos of my guru, which is just awesome. Majority of gurus in India, you know, they like right with like they don't speak and they use a rock to write on floors and stuff to tell you what you need. I don't know. They're very, very archaic. So I'm proud to say that we have some recordings online. Sarvaloca Ma I love her videos online on YouTube. I would recommend watching that. And then I would probably talk more about steps on meditation, like the actual kind of meditation that can create an altered state of consciousness rather than just the thoughts getting louder.

Dan Henry (01:00:44):

Right. And so if somebody went to your Clearwater location, what is that called?

Amanda Holmes (01:00:47):

Divine Bliss International.

Dan Henry (01:00:50):

Okay. So if somebody went there, what would, what could you expect going there? What kind of experience would they be in store for?

Amanda Holmes (01:00:58):

I would say leave all expectations at the door and just be open to connecting to your higher self.

Dan Henry (01:01:05):

Okay. And, what type of results or what type of change or paradigm shift would, would the average person, if they were, if they gave into it, if they were serious, would they expect, could they expect after?

Amanda Holmes (01:01:24):

So we used to do a bunch of photos. I would take people's picture when they first got there and then I'd take their picture when they leave and you'd see the shift happen on their face. It was that monumental.

Dan Henry (01:01:36):

Really?

Amanda Holmes (01:01:37):

Yeah. Like their face would become more balanced. Their eyes would lighten. Their smile, they couldn't stop smiling because you could just see, they were glowing. It's a really cool thing. I have hundreds and hundreds of these before and after photos of people just glowing.

Dan Henry (01:01:55):

Well, it sounds like you've like really, like, I mean, you're obviously amazing at sales, marketing, what you've done, but it sounds like you're really, you really put a lot of effort and time into this.

Amanda Holmes (01:02:04):

I mean, last year we grew sales by 50% and I only worked one day a week. The other six I was in the non-profit.

Dan Henry (01:02:11):

So that's like where your heart lies.How long is the experience for you, a day, a week?

Amanda Holmes (01:02:21):

At the moment it's like a day you would come and experience. You could, you wouldn't be able to stay there. That's why we need the bigger property to be able to have people stay on the property.

Dan Henry (01:02:31):

Oh, I see. So it's a one. So for right now, it's a one day experience, Clearwater or Singapore one day experience. Okay. Mm Hmm. And...

Brandon (01:02:46):

Are we making a trip Dan?

Dan Henry (01:02:46):

I'm just like I have this, this little thing I'm doing recently where I'm like, let me do something, let me try to do a bunch of stuff that I don't, I normally would never do. And then as you're talking, I'm like, yep. That's one of the things that's a very prime candidate, but I want to expand my mind. So...

Amanda Holmes (01:03:08):

That's hilarious.

Dan Henry (01:03:09):

So so I mean, is there a type of person that shouldn't do this?

Amanda Holmes (01:03:16):

If you want to stop growing, if you are happy with where you're at, don't go there. It'll be too uncomfortable because it raises you up so quickly. It's not good if you're stuck in depression and you're like, I want to be stuck in depression, don't go.

Dan Henry (01:03:30):

That sounds like the pitch I make when somebody wants to buy my business. Cause they say, well, why shouldn't I buy? I say, the only reason you shouldn't buy it is if you hate money. Exactly.

Amanda Holmes (01:03:46):

That's so good.

Dan Henry (01:03:47):

Yeah. Well, you just reminded me of it. I was just like, that's like the perfect objection handler. If you want to stay depressed, this is not for you, okay?

Amanda Holmes (01:03:55):

Some people like where they're at and they're very comfortable and other people want to level up.

Dan Henry (01:04:01):

That's amazing. That's, that's I love hearing stuff that is outside of the norm of like, here's a pill, you know, here's a, I mean, even here's weed that that's common now. Now I feel, I used to feel like the new guy on the block. Now it's like, oh yeah, everybody does it. You know, now I got to go to an Indian guru and get to the next level. I honestly, I, you know, every time I try something that I think of that I wouldn't try every time I'd try something that I say I would have never done. I do it. And then I'm like, this was amazing, you know?

Amanda Holmes (01:04:28):

Well, Steve Jobs, right? So the book that he gave at his funeral, do you know what it is?

Dan Henry (01:04:33):

No, not see now you're stumping me on the Steve Jobs trivia. I do not.

Amanda Holmes (01:04:36):

So he gave out Autobiography of a Yogi as his book to every person that went to his funeral. And it was the only book on his iPhone. And it just talks about this journey of a man going through understanding from gurus and it's. Yeah, it's the whole nine yards.

Dan Henry (01:04:55):

There's one book, one audio book?

Amanda Holmes (01:04:57):

Autobiography of a Yogi by Para Monza Yogananda. And when he, so when Mark Zuckerberg was about to sell Facebook, he went to his mentor, Steve Jobs and said, I'm thinking about selling. I'm not quite sure what I should do. What do you think I should do? And he said, there's this Ashram, this healing center, like what's over in Clearwater, where you can go. I went there and that's what made me decide what Apple would be. You should go there. And just a couple of years ago, he finally admitted that he had gone there. And that's where he got the idea for Facebook. And that one place is actually in the lineage of my gurus. So my guru got handed from another guru who got handed from him, which is Babanim Coralee

Dan Henry (01:05:38):

See we brought this all back to sales. We landed the plane.

Dan Henry (01:05:46):

Yeah. You know, what's funny though, is that the man that created a little device that could hold 10,000 songs, had one audio book.

Amanda Holmes (01:05:55):

Isn't that crazy?

Dan Henry (01:05:55):

Yes. What does that tell you about how much that book meant to him? Yeah, that's nuts. All right. So let's do this. This has been fun. I like going in all different directions. I like just driving the car around the city and just like going right. You know, like there's a lemonade stand, let's drive through it and let's drive over this guy's lawn, just come back around. So, all right. So, so here's what I'd like to do. Brandon are there, so 8 1 3- 4 7 4 -9 1 22. Text that number with your question, and then Brandon will pick, pick one, bring you on audio, and you can ask Amanda a question. Me, whoever, Brandon, if you want, all the above and yeah, whatever, you know 8 1 3 -4 7 4- 9 1 2 2. We'll bring a couple of people on, have a chit chat. But this has been amazing so far. I mean,

Amanda Holmes (01:06:54):

We've gone through the rabbit holes, all of them, multiple of them.

Dan Henry (01:06:58):

Yeah, I dig it. I dig it. I dig it. I I love how tattered, pull that book up, look how tattered that book is.

Amanda Holmes (01:07:05):

You know what I was bringing around a really nice one. I'm like, but this is how they normally look

Dan Henry (01:07:11):

Now did you really. Is that, or did you just like put that in a dryer before you came here?

Amanda Holmes (01:07:15):

I recently..

Dan Henry (01:07:16):

Cuz that's pretty...

Amanda Holmes (01:07:17):

It dropped in a puddle.

Dan Henry (01:07:20):

Okay. All right. You cheated a little bit.

Amanda Holmes (01:07:22):

I did not cheat. I was so upset. Half of my notes are now have watermarks on them, which is such a bummer. It was a real bummer.

Dan Henry (01:07:31):

It's amazing that you still go through that same book.

Amanda Holmes (01:07:34):

Oh my gosh. Are you kidding me? Absolutely.

Dan Henry (01:07:35):

Wow. Talk about going deep. Dedication to going deep on something.

Amanda Holmes (01:07:40):

Well, that's what we teach. Mastery isn't about doing 4,000 different things. It's about doing 12 things, 4,000 times.

Dan Henry (01:07:46):

Oh, I like that. I like that. That is, that is legit. What do you think the well, Brandon, let me know. Just interrupt me. Just cut me off when you have somebody. But what do you think the biggest people, the biggest people, the biggest thing on a high level, not like a technique or tactic, but on a mental level, what do you think is the biggest mistake people make in sales?

Amanda Holmes (01:08:13):

The single, the single biggest thing?

Dan Henry (01:08:15):

Yeah, the top one.

Amanda Holmes (01:08:18):

Okay. Well, I'll give you, can I do two? Can I just break it down to two?

Dan Henry (01:08:22):

You can do whatever you like.

Amanda Holmes (01:08:25):

Okay, thank God. So a statistically right now, 97% of our prospects feel that we're too pushy as salespeople. 97%. That is absurd amount of people, right? Yes.

Dan Henry (01:08:38):

So there's an absurd amount of people that suck at sales. So we've got to factor in.

Amanda Holmes (01:08:41):

Three out of four salespeople are ineffective at their job.

Dan Henry (01:08:44):

There's got to be more, it's got to be more like 3.985 come on now.

Amanda Holmes (01:08:50):

Three out of four, right? We're at 75% of them are ineffective at their job. But if we look at the universities in the United States only 0.08% of them actually have sales as a major or minor. So where are we actually learning how to be great at sales? Right. We don't have that, which is interesting. But then if we look at the follow-up, how many touches does it take to actually close a deal? On average it's about eight touches before we get their attention. And 95% of salespeople don't follow up after the third contact.

Dan Henry (01:09:26):

Yeah. So 95% of salespeople are lazy.

Amanda Holmes (01:09:30):

Fortune's in the follow-up baby.

Dan Henry (01:09:32):

The fortune's in the follow-up. Absolutely. Okay. So from a high level, do you think that the biggest mistake then would be a non-commitment to mastery?

Amanda Holmes (01:09:44):

Absolutely.

Dan Henry (01:09:46):

I got a smile out of you for that one. Yeah. You like that?

Amanda Holmes (01:09:50):

Well, that's our whole thing, huh?

Dan Henry (01:09:52):

Yeah. I caught that.

Amanda Holmes (01:09:53):

You're on the CEO Mastery show that we're, I just launched.

Dan Henry (01:09:57):

I would love to say, because I found out you like alkaline foods, found out you're an amazing songwriter and even your [inaudible], whatever it's called that we could not find here. I was going to bring it in, but there's nowhere in St. Pete that has that food. But I did not know that your show is called CEO Mastery. So that's a fail on my part.

Amanda Holmes (01:10:17):

No, I mean, it just launched yesterday. So I mean you did your research.

Dan Henry (01:10:24):

Ah, Excuse. Cool. Anybody, Brandon?

Brandon (01:10:26):

None at the moment. Let's repeat the number one more time.

Dan Henry (01:10:29):

Oh yeah. I'm so sorry. We were going to get the technology there where we can pop the number up during a stream we're just not there yet. We spent all of our money on lights. So

Amanda Holmes (01:10:43):

We're on the 11th floor and you can't see that it's a magnificent view just saying.

Dan Henry (01:10:48):

Yeah, it's all. I covered it all up. Brandon covered it all up with, you know, black. So it's like you come in here and it's this amazing sort of penthouse, as you said, kind of office feel, but then we're just like, just cover it all up, you know, screw it. So 8 1 3, 8 1 3 -4 7 4 -9 1 2 2. 813 -4 7 4 -9 1 2 2. If you need help with sales, which if you're watching the show, you probably do, because if not, you'd be off on an island somewhere. Just messing. I think Amanda can, could help you out. So if we have anybody it's 8 1 3- 4 7 4-9 1 2 2. So just text that number and then Brandon, will give you a call.

Amanda Holmes (01:11:44):

Oh, they text and then you call. I was going to say, I wonder if more people would get on if they texted,

Dan Henry (01:11:49):

Oh just text. Well, see, here's my thought. Right? So if I just bring any random person on from a call, they could be crazy, man. They could be asking you...

Amanda Holmes (01:11:58):

Usually.

Dan Henry (01:11:58):

They could be asking you about Iowaska and stuff. It was just some irrelevant, irrelevant shit that, you know, and so we tried to get a text first, see what the question is, and then we're like, all right, well, that's not an insane question. Let's, let's bring... That's interesting, that's a good question. Let's bring that person on, you know, so I mean, that's what we're trying so far. We'll probably modify it as we go. I'm just making all this up as I go along.

Amanda Holmes (01:12:24):

Hey, I love it. Yeah. This is only...

Dan Henry (01:12:25):

Second. Your, your number two second episode. Yeah, you're early adopter.

Amanda Holmes (01:12:30):

Awesome.

Dan Henry (01:12:31):

OG who in five years, when this is one of the biggest podcasts in the world, you'll be considered one of those OG guests see. I have to make an NFT for it. So let me ask you a question. Sometimes I ask, this is sometimes I ask people because you know, entrepreneurs, it's hard to sometimes describe what we do. I say like, how would your parents describe what you do for a living? But that would not be a good question to ask you.

Amanda Holmes (01:13:00):

That is funny. How would your parents describe what you do?

Dan Henry (01:13:03):

Oh so my dad would be like, you know, Hey, this is how my dad talks. You know, like, you know, he does some internet shit, but I'm starting to think that, you know, I'm just concerned that maybe I just don't want him to go to jail. Cause he's making all this money. And I just, I don't think it's possible to make that much money on, on the internet. I saw that movie, The Net with Sandra Bullock. And I don't know about that internet, you know, that's I still don't trust it. I don't believe anything I hear on the internet. So I don't know what he's doing, but I just hope he doesn't go to jail for it. It just doesn't seem like it's possible to make that much money, you know, and people just tune in and listen to him talk. And he posted these pictures online and this weird stuff.

Dan Henry (01:13:43):

And, you know, he was singing a song on a boat and you know, it just, I don't know, you know. That's, that'd be how my dad would describe.

Amanda Holmes (01:13:51):

Where's he from?

Dan Henry (01:13:51):

So he's from Chicago and he was a radio, a shock jock in, in the eighties. So you can tell where I get my edgy conversation from. He was a shock jock and he would just do crazy stuff. You know, it was one of his radio names was Wild Bill Blab.

Amanda Holmes (01:14:15):

What was it?

Dan Henry (01:14:15):

Wild Bill Blab. And he would do these crazy shows and he was like, you know, Howard Stern?

Amanda Holmes (01:14:22):

Yeah.

Dan Henry (01:14:22):

So he was kind of like that, but not; Howard Stern's like really sexual. He wasn't sexual, he was just funny. And he would do this thing where he'd pretend to be drunk on the air, be like, this is a Wild Bill, Blab.

Dan Henry (01:14:33):

And I would just do this because, you know, FCC, you can't, you can't drink on the air. So he would just pretend to drink on the air. But I often wonder how much he was actually pretending. But, so he used to do that. And so he has a very like out there personality and but yeah, he's not big into the internet. So I getting him, it took me about five years to convince him, to get Netflix and Amazon Prime instead of paying like a hundred bucks a month for like HBO with his cable company. And, and now he's, you should hear it. He's just goes through. And he's like, I just don't understand this. You know, like, like, oh, you know what he does? He goes on Netflix, right? So he has access to all this. He can, he doesn't understand the cloud.

Dan Henry (01:15:21):

He goes on and he hooks up his TV to where he plays the movie on Netflix. And then he records it to a VHS tape that he has, and he has this huge wall of VHS tapes. And he's like, I just, I don't, you don't have to satellites all, go down. I'll still have this movie on VHS and I can still watch it. And you mark my words one day, the satellites are all going to go down. And so he sits there for hours recording all these Netflix movies on VHS.

Amanda Holmes (01:15:49):

That is awesome. I have an uncle like that.

Dan Henry (01:15:51):

Yeah. They should hang out.

Amanda Holmes (01:15:52):

They should hang out.

Brandon (01:15:55):

All right, guys. We do have a caller in, we have Tad from Denver. Do you guys want to take this call now?

Dan Henry (01:15:59):

Yes, Tad.

Brandon (01:16:03):

All right. You are on.

Dan Henry (01:16:06):

Hello?

Tad (01:16:06):

Hey, can you guys hear me okay?

Dan Henry (01:16:08):

I can. Amanda, can you hear?

Amanda Holmes (01:16:10):

Yes.

Dan Henry (01:16:10):

All right. How you doing, man?

Tad (01:16:13):

Hey, I'm doing good. Thanks. It's a pleasure to be able to talk to you guys. Thanks.

Dan Henry (01:16:17):

Cool. So what's your, what's your question today?

Tad (01:16:21):

Yeah, so I'm wondering, so I, of course was, I've been following you Dan for quite a long time and was interested in the podcast, dealing a bit more with mindset and that sort of thing. And that's really my area of expertise, I guess you could say. I've been a psychotherapist for a long time. And I guess my question is I've been trying to figure out how to take that knowledge, that expertise and get an online business started for the last couple of years, but I've really been struggling to get off the ground. You know, at first I, so I built a, like a mental health course that didn't get any sales. And now I'm looking at trying to start a, maybe a mindset related mental fitness program for entrepreneurs. But again, seemingly struggling to get people interested. And so I guess my question is how to, yeah, how to get off the ground and also how to kind of get past this phase of discouragement when it doesn't seem like anything seems to be moving?

Dan Henry (01:17:23):

So what I'll do is we can both attack that. I'll let Amanda go first. Ladies first.

Amanda Holmes (01:17:29):

No, you go first, this is your expertise.

Dan Henry (01:17:29):

Alright, so, well, thank you. You're very gracious. So here's the thing. Do you want me to be completely a hundred percent straight with you?

Tad (01:17:41):

Yeah.

Dan Henry (01:17:41):

Okay. Nobody's going to buy, nobody's gonna buy that. Nobody wants that. What they want is a goal that will help them achieve, right? So if you say, buy my mental health course, yeah, maybe you get a few sales, but what's really gonna sell is, you know, who wants that, who needs that? Even if they don't realize they need it, what are they trying to accomplish? So for instance, for instance, I have a client of mine. I had dinner with him last night. He sells a confidence course, but he doesn't really position it as a confidence course.

Dan Henry (01:18:17):

It's how to increase sales. But the whole concept is that if you are a salesperson or you're a business owner, you're a commission-based salesperson. You do your own sales for your company, whatever it is, you have sales scripts, you have sales tactics, you have sales techniques, but how come you have the same techniques that this person has, but yet they're doing a lot better job than you? How come this person over here has the same script. They have the same tactics. They have the same techniques, but, and they can close, but you can't, it all comes from your confidence. So if you are more confident then when you get on the phone, when you make those sales, if you can develop that confidence, you will be able to close more because it's not necessarily about the tactics it is, but if you don't have what's behind the tactics, then those tactics won't work.

Dan Henry (01:19:07):

You won't be able to execute them. So the way he frames it, it's the end result is you get more sales, but the way in which you get it is by increasing confidence. So it is a personal development offer, but it is meant to accomplish a goal. People will very rarely pay for therapy. They'll very rarely pay for mindset, but they will pay to accomplish a goal. And if you have good marketing and you can articulate your offer, well, you can show them that the way to achieve that goal is through a mental or mindset or therapy type vehicle. But if you make it all about the vehicle, nobody's going to buy it because imagine you're going to Hawaii and let's say, we're going to go to Hawaii, right? And I'm your travel agent. I'm telling you about this trip to Hawaii. And I'm like, Hey man you know, the plane is amazing.

Dan Henry (01:19:57):

The stewardesses and the flight attendants and whatever, they're so nice, the best nuts you've ever tasted in your life. They have top shelf liquor there. The plane, the seats are amazing. You you'd be like, well, I don't give a shit. Tell me about the resort. Tell me about the place in Hawaii. Right? So when you sell something, you don't sell the plane, you don't sell the trip, you sell the destination. So when you say, I want to sell mental health, I want to sell mindset. Especially if you're charging a decent amount for it, it's going to be a lot harder for people to buy that, than if you sell a result and therapy and mindset is simply the way to get there, right? So that's why it's a lot easier to sell marriage counseling than it is to sell general therapy. Because marriage counseling has an end result, saved my marriage. We're just using therapy to get there. Does that make sense?

Tad (01:20:50):

Yeah, definitely. So, so in this case, it would be really, I guess using that money, or excuse me, that end result of increased sales or increased income or those outcomes to kind of get people in.

Amanda Holmes (01:21:05):

What's a good, sorry, let me just insert here. What is like one of your best success stories of somebody that you've worked with? Did you save them time? Did you save them from suicide? Did you save; like, do you have any off the top of your head?

Tad (01:21:21):

Yeah, definitely. And kind of hearing abandoned, talk a lot about the passion for personal development, you know, it's really like, that's where my, my passion has always been as well. And so but yeah, I've saved a lot of people from suicideI've helped people, you know, like again, like you were talking about rescue their relationships and and save time and have greater peace of mind and confidence and all those sorts of things. And I think the struggle for me has been, oh, it's seems like no one sort of, kind of like Dan was alluding to, and no one seems to want to necessarily pay for those things.

Amanda Holmes (01:22:01):

Well, it's, it's the, I'm so sorry. It seems like. Yeah, yeah, yeah. It seems like a he's giving you the perfect thing is, is, so let's say that you were to niche. Okay. I know because I run a market marketing research firm that the, it is five to nine times more depression amongst individuals that are from 18 to 35. That is a great way of saying if we're five times more depressed than any other time in history, including World War Two, World War One, and The Great Depression, there is something that we need to understand about our minds. Would you like to know the three things, right? This is a course that will teach you in 10 minutes, right? In 20 minutes, in one hour, the things that you're missing from your mental health. Right? So if we, you could use that market data to really refine what is your message and who do you speak to that you do the best for, right?

Amanda Holmes (01:22:58):

If it's depression, can you niche there and just focus there for a bit, right? If it's with marriages, there's plenty of data out there that talk about how poor marriages are, the divorce rate is through the roof, right? And this one thing is going to help you hone in on that and focus on it so that you can have the healthy marriage so that you can have a wonderful relationship with your children so that your children are living a confident, well-rounded life, because they're not feeling like they're depressed, right. Because suicide is through the roof.

Dan Henry (01:23:28):

Yeah. And, and you, you gotta remember, there's, there's two types of offers. There's and this really goes with any product. There's I help a specific person achieve a specific result. And then there is, I have a vehicle that will allow multiple people to achieve multiple results. The second one is a lot wider. It's a lot harder. I believe you should master the first one before you move on to the second one.

Amanda Holmes (01:23:52):

Yep.

Dan Henry (01:23:52):

Because it's, you know, if you can't, if you can't play good college ball, you're going to get crushed in the NBA. You wouldn't even go there, you know?

Amanda Holmes (01:24:00):

Niche to get rich, huh?

Dan Henry (01:24:02):

Yeah. And you know, now look, I mean, that's not to say you can't widen out later. I mean because that's where that's growth, right. That's where we all want to go. But the point is that if you ask yourself a question, why do you do this? Why is this so important to you? It sounds like you've worked with a lot of different people and you've solved a lot of different problems. But when you wake up in the morning and you say to yourself, well, this is why I'm getting up and still doing this and not why I'm doing something else. What is that reason?

Tad (01:24:31):

I think it's really where my talents meet a need in the world. So I know how many people struggle with their minds and how that's not actually necessary. And that there, there are ways that people can take control of

Dan Henry (01:24:47):

That important to you?

Tad (01:24:51):

Well, it's, I mean, definitely I have my own personal story with that as well. Overcoming that. And so yeah, I think, I think that's part of it.

Dan Henry (01:25:08):

And have you ever shared that story?

Tad (01:25:08):

I have, I have in my videos and groups and things like that.

Dan Henry (01:25:18):

So what, what's your, what's your favorite type of person to work with? What's where do you get the most fulfillment? When is it when you save a marriage, is it when you help a sales person make more sales, is it when you help a an entrepreneur who's depressed get over it so they can actually function at a high level? Where do you get the most fulfillment?

Tad (01:25:39):

Yeah, I would say that the ladder, like you said, somebody who maybe is successful, but they're not happy, like you said, or that type of thing.

Dan Henry (01:25:51):

Is the name of your company Depressed Success?

Tad (01:25:52):

What did you say?

Dan Henry (01:25:56):

Is the name of your company, Depressed Success?

Tad (01:25:57):

No.

Dan Henry (01:26:00):

You might want to go register that. I think that's a good, I mean, that's the first thing I thought of when you said that I'm like Depressed Success, you know? I mean that, that would be a great, or at least use it somehow. I mean, cause that's what you're talking about. Right. You're talking about people who become successful, but then there's this, this depression that comes with it and how do you maintain success? And then how do you like define success? And, you know, cause when, when we become successful, we get all messed up. You know, you think you messed up when you're poor. All you got to worry about when you're poor is paying the bills. That's it? It's actually a pretty simple life when you get rich, that's when you're like, oh, like now I understand what problems are. Okay. Not saying that, not getting kicked out of your home and all that is not a problem. It's a huge problem. But imagine you're responsible for 20 people that could get, get kicked out of their home. It's a different, I'm not saying it's higher or lower. I'm just saying it's different and it can be more complex, you know?

Amanda Holmes (01:26:52):

And you could also assist more people. If you're focusing on someone that has 20 staff, then there's another package there, right? For all of their team to have that as well. So you go after the leader decision maker and then they can train their entire organization on that. But it's a huge problem right now with COVID right. Everybody's walked out of COVID going, what am I doing with my life? 80% of employees are willing to leave their job right now and go to something that is less pay because they're wanting to feel fulfilled. There's a huge, the world stopped. Everyone slowed down and went, wow, I'm actually not happy with who I am.

Dan Henry (01:27:29):

Cause you got time to think about it? Cause everybody sat on their for eight months, not going anywhere. And they finally had time to think of it and then realized they didn't like themselves.

Amanda Holmes (01:27:37):

So that is crucial for you. You have a huge marketplace right now for businesses, for employees, for entrepreneurs, to be able to help them hone that because they know that mental, mental health is such a crucial thing right now. Especially after going through a pandemic, we're still in the middle of a pandemic, you know? Well, I just talked, I just talked to my friend. Well you live in Florida.

Dan Henry (01:28:05):

We try not to participate. You know, we try to sit it out, but I get what you're saying.

Amanda Holmes (01:28:11):

Well in Australia they're still locked up.

Dan Henry (01:28:12):

Huh? I know. I feel, gosh, I felt terrible for them. You have no idea. I have friends in Australia. I like my empathy sensors go. Yeah. Yeah. I mean, but the point is, is that I think you should really, all you have to do is think about this one thing. How can I help someone achieve a result through my superpower? That just don't overthink it any and don't be like, be happy, right? It's way too wide. Find somebody a specific thing. I helped save a marriage. I helped, I mean, something really tangible, the more tangible you can go, especially when you're in it and any sort of personal development, unless you're Tony Robbins and you can just, you know, your way to billions you have to be specific.

Dan Henry (01:29:06):

I'm just saying you have, I love Tony by the way. I just, I just love making fun of the clap. But you know, you have to be specific and you have to pick a tangible, quantifiable end result. Something that can be quantified, not saying it's impossible to make money without doing that. I'm saying it's easier. And if you master that, you can move on and maybe you just sit there. But if you can quantify it right, if you can quantify the result through personal development, that is the easiest way to sell personal development. But if you can't, well, then you better have some infomercials that were aired for 30 years or something.

Amanda Holmes (01:29:42):

There's also the concept that maybe it's not you, that has to do it. Maybe you find somebody that's great at marketing, right? You don't have to be everything. It could be somebody else that assists you with that.

Dan Henry (01:29:54):

But you got, you gotta tell the marketer, you gotta tell the marketer what their marketing at the end of the day.

Tad (01:29:59):

Right.

Amanda Holmes (01:30:00):

Well, maybe someone could package you better than what you're doing yourself.

Dan Henry (01:30:02):

That's true. Yeah. That's true. That's true.

Tad (01:30:06):

Yeah, it sounds like you think I'm on the right track with focusing on entrepreneurs based on what we talked about or I feel like, like you said, there's a good market for that.

Dan Henry (01:30:15):

I mean, you just said entrepreneurs that super wide. I mean, w what are you helping entrepreneurs do?

Tad (01:30:23):

Yeah, I guess specifically with the online entrepreneurs

Dan Henry (01:30:27):

That's still an audience. What, what is the, what is the tangible result?

Tad (01:30:33):

It would be, I think it would be increased income and impact. I guess I'm not sure how to put a dollar amount to it.

Dan Henry (01:30:46):

No, no. Okay. Let, let, let's make a rule. We don't use the word impact. Okay. Because impact just means bullshit. It just means, right? So, so that is, that's see, that's called copy. Right? When you say, I want to help them make more impact and income, that's called copy. We're not talking about copyright. Now this is not marketing. This is not, we're talking about fundamentally what the blueprint for your business, for your company, for your message is copywriting comes later. Copywriting's how you from a fancy way, articulate what that blueprint is. Most people, when they try to come up with the idea for a product, they get stuck in copy. They immediately go to copywriting and they start thinking, well, it's got to sound really fancy and good for it to be good at it know, it can sound horrible and boring and stupid and mundane, as long as it makes sense, then the copywriting makes it sound not boring, not mundane. But at the end of the, The Four Hour Workweek, that the book is about outsourcing, it's an outsourcing book done.

Dan Henry (01:31:44):

We're done here. It's an outsourcing book. That's the, what the book is. It's a book on fricking outsourcing, that's it. But they called it the Four-Hour Workweek to make it appealing. We're not there yet. We're trying to find out what you're going to sell, what you're going to create, what offer you're going to make. So take copywriting out of it. I'm going to help, you know, increase, impact and income, blah, blah, blah, that's copywriting. What specifically, what tangible result are you going to get for what type of person? Okay. Online entrepreneurs right. Now, did you just pick that because it's, that's what everybody's doing or do you fundamentally have a place in your heart for online entrepreneurs?

Tad (01:32:23):

I think honestly, if I'm being honest, I'm thinking that I'm just trying to get started and I thought, oh, all right. I've gotten sort of advice from people that, oh, that could, you know, with your expertise in mindset would be a good place to go.

Dan Henry (01:32:40):

Okay, then don't do it. That's the worst thing you can do. If you just do something because you think it'll work or because it'll make money or because you think it's a good idea. When the first bump in the road happens, you're not going to be willing to get over it. You have to have just complete, un... Just the level of passion you have to have to see something through and to make it work. It has to be at a 10. It has to be a 10 out of 10, because if you don't have that passion, you won't work. This is why I don't worry about competitors because competitors that try to copy me, or, or how many times have you asked yourself, well, what about competitors? Right? How many times have you thought, well, what if somebody copies me? Well, here's why you don't worry about it.

Dan Henry (01:33:20):

Because if you're passionate about what you do, 99% of the people that copy you, they will not share your passion. So when they hit the very first bump in the road, they're not willing to go through it. You need to be willing to go through the pain, the muck, you need to be willing to do the hard thing and master the hard thing while everyone else is looking for the easy thing. And while they were doing that, and they were off in this fairy tale, bullshit land, where they were searching for this magical fairy dust that doesn't exist, you are busy getting good at the hard way. You are busy learning to love the pain. You were busy taking things that you didn't want to do, but you learn to love them anyway. As Mike Tyson says, a champion is somebody who learns love things that they hate.

Dan Henry (01:33:59):

That's what makes a champion, but you can't do that unless you have a passion for it. And you have a true passion. So when you say, I want to help online entrepreneurs, I better, there better be something traumatic that happened in your life that had to do with online entrepreneurs, where you just have this amazing soft spot for them. It shouldn't just be some coach, some bullshit online coach said you, one day, this is a good offer. You should do. You should, you know, don't do that, man. I mean, I'm telling you this because I've been there, been down that road. It's dark road. There's no street lights. There's nobody on the side of the corner besides some guy that probably is going to sell you meth. And that's it. It's a lonely dark road and it's not the road. You want to go down the road that's lit up that it's full of life. That's full of brightness that you feel good when you go down. And that's the road of passions, big street sign that says Passion Street. Okay, that's the road you want to go down. So, what I'm asking you is who do you fundamentally, deep down in your core love working with? When you get up in the, when you're old, you say to your children, I helped X, who is X? Who's the person that you absolutely at your core money aside, you feel so fulfilled to help. Who is that person?

Tad (01:35:13):

Yeah, I think it's I really thing like young adults, especially you know, like I mentioned with, with their mental health and finding confidence and finding direction.

Dan Henry (01:35:30):

Do you work with their parents?

Tad (01:35:31):

Those are the people that I love.

Dan Henry (01:35:32):

Do you ever work with their parents?

Tad (01:35:36):

Sometimes, I guess when I say young adults, you know, 18 to twenties.

Dan Henry (01:35:41):

Okay. So not like 13. Got it. I was going to say, cause to put the business side of it, to play devil's advocate to myself, 13 year olds don't have credit cards. So that's why I made it. It was idea work with their parents, but okay. 18 to 25. That's fine. And what do you, and so you do so, okay. So your audience might be 18 to 25, but they're trying to do something and what's holding them back is their mindset. You find the thing they're trying to do. You solve that, but you just solve it through mindset or mental health, right? That's, that's how you approach that. Because if you do it any other way, you're going to be back on the show in two years asking me the same freaking question, being honest with you being real,

Tad (01:36:21):

Right.

Amanda Holmes (01:36:22):

Well, so you, you had a practice for years. What, what did you do before this?

Tad (01:36:29):

Yeah, so I'm actually a therapist in private practice right now. And yeah, and before that, you know, I've worked in a lot of different settings. I worked in like hospitals and I've worked in.

Amanda Holmes (01:36:45):

Yeah. So I would, so online is everything that you're already doing offline. Right? So what gets the attention of people when you talk to them? When you look at their eyes, right? Somebody that's building copy online would love to have what you have, which is people coming to you on a daily basis, you can test with them. Okay. I would like he saying, who do you love to serve? I would go back and really think through who have been the best experiences I've ever had in my practice of the decades that I've worked in my practice, right? Who are the top five and what made them so wonderful, what made that difference and really reverse engineer to help you decide who you're going to target online. And then once you figured out who that is, then as they're coming into your office, right? Cause you have live demonstrations, look at their facial expressions, look at their body.

Amanda Holmes (01:37:38):

When you say, Hey, depression is up more than ever before. And I know that that's difficult for you. In school there's 500 guidance or 500 students per one guidance counselor. So students are not getting that support to know how to handle all of the things that are on your shoulders right now. Right? So seeing how do they react when you tell them that, does that land for them? Do they kind of just go, yeah, whatever. What grabs their attention since they're right in front of you test it. That is your testing ground to then bring it online. Right. You have the best option, which is people right in front of you.

Dan Henry (01:38:14):

Yeah. And keep in mind, you're on the spot right now on this live show. You don't got to decide this right now. Right. You're like, oh, what do I say? Like, you know what I mean? I get it, you know, this, you got to think through this, you gotta sit down and you gotta, you gotta think through it. And you gotta really ask yourself this, the first question that you come up with while you're on, you know, on, on a show, I mean, sit down and really think through it. I mean, if you just want to make money, that's a completely different conversation. But I generally, I don't know, I don't like to, to base my advice on just making money, you know? It's cause you'll make the most money when you have the passion behind it, you know? But does that, does that make sense, man? Does that help?

Tad (01:38:51):

Yeah, definitely. I'm trying. I want to find that place where we're both meet, you know, we're both are possible. That's not an either or

Dan Henry (01:38:58):

Yeah. Well, we'll make a list then. Make a list and pick through it, you know? I mean, I always say so actually, Amanda, I'd love to hear your thoughts on this. So here's my little, little how to find your audiences in a nutshell. Right? Okay. So you find a problem that you can solve and then you find people that have that problem that don't annoy you. I'm serious. Like imagine you go to poker night, right? Right. So you have poker night. I don't know if you play poker, but say you have have poker night. Right? And let's say you're really into reading books. Okay. And everybody that you invite to poker night is, is like a, like a book nerd, you guys do a book readings, you're talking about books, right? So then your friend invites somebody. Who's like a, I don't know fricking crazy extreme sports person who like doesn't, you know, read books and she like grabs her snowboard and sticks it in the corner and sits down.

Dan Henry (01:39:56):

And like, maybe you guys are all like, I don't know. You're, you're all one side of the political spectrum. So you invite a friend that's on the complete other side. You're probably not going to have a nice time. Right? They're not going to have a nice time. You're not going to have a nice time. That's why you invite people to poker night. Cause poker night is supposed to be that time when you finally get to relax, you don't have to deal with the real world. You can just chill with your buddies. Or maybe this is maybe a guy thing. I don't know. But, but you know it, but you don't, the last thing you want to do at poker night is hang out with people that annoy you. Yeah. Right. So that's why I say like find people that have a problem that you can solve that don't annoy you, you know?

Amanda Holmes (01:40:32):

That's a great idea. I would just, cause I have the NLP in me is like, it's funny, it's more comical to say people that don't annoy you, but I would say people that fill you up. Right. So just change it. But you're hilarious.

Dan Henry (01:40:46):

Yeah. I can't say that, I'll let you say that. I gotta be the different one. So does that, does that make sense, brother?

Tad (01:40:56):

Yeah. That makes a lot of sense. Thank you guy, both. I really appreciate it. It's pretty, pretty nervous to come on, but definitely wanted to you know cause I'm just, you know it's been, yeah. It's been a bit of a struggle lately, you know? Not, not wanting to give up your, so I appreciate your time and expertise.

Dan Henry (01:41:13):

You're not failing. You know what did Thomas Edison say, I didn't fail 10,000 times. I just found 10,000 ways not to make a light bulb. You know, that's it, man. I mean, you, you know, failure is simply the data required for success. So right now you're already succeeding. You're just in the data gathering mode. And if you frame it that way and you redefine it that way, you're going to accomplish it, but it's all about the meaning that you give to it. So I think you're going to do great. You're qualified. You just got to find, you just got to find your thing that you're happy with. And you know, I used to give people advice. Advice based directly on what I think the market would respond to. And then I grew up a little bit and I realized that this is not helpful.

Dan Henry (01:41:55):

Like I got to tell them something that's really gonna resonate with them because they're just going to give up if they pick something that they don't have passion for. So I really hope this was helpful. And I totally understand about being nervous. I was on Clubhouse one time and Grant Cardone pulled me up to speak and I was nervous. I'm like, ah, crap. I hope I say something smart. And then I was talking and then he like cut me off. And like, you know, I was like, all right, well, you know, but I totally get it. I totally get it brother. So good luck to you man. And I'm sure you're absolutely gonna crush it. I mean, you know how many people go as far to even do what you've done and get the credential you've done and go that far and that deep in your industry and become a therapist? I mean, that's, you're, you're in the top 1% already. So you just got to push it a couple more decimal points.

Tad (01:42:44):

Sounds good. Thank you guys so much. I really appreciate it.

Dan Henry (01:42:45):

Awesome. Awesome. You want to take one more?

Amanda Holmes (01:42:50):

Always.

Dan Henry (01:42:51):

Okay. You don't get a pee yet, do you?

Amanda Holmes (01:42:52):

No, do you?

Dan Henry (01:42:53):

This is pee chicken. We play pee chicken on this show. So, last show, Eric who was on, in the middle of the show; it was hilarious. He's like, dude, can I go take a piss? And I was like, this is like a two hour show. That would make a lot of sense. By the way, strategically, it wasn't my manners, that's why there's no water out right now. That's why Brandon intentionally didn't put water out right now because he wanted to avoid that. But yeah, I call it pee chicken, who will have to go first, you know, so. But I'm currently the reigning champion, so we'll see, we'll see how this goes. But okay, so, oh, hold on. Where's my number here? 8 1 3-4 7 4-9 1 2 2. Do we have anybody in waiting Brandon or, or was that a?

Brandon (01:43:49):

No, nobody in waiting, but we had a couple of people ask for the number again, and there is a delay on the stream. So we just got to learn how to time that out and we'll be good.

Dan Henry (01:43:55):

Okay. Ah, that's what I was starting to think. No one was watching. Okay. 8 1 3-4 7 4-9 1 2 2. We'll take one more call in, as you can see, we're willing to go deep.

Brandon (01:44:13):

And please text that number guys. Don't try calling the number text in your question and then I'll go ahead and call.

Dan Henry (01:44:18):

Yes. Please text in your questions. So one more time. Let's take a; I just want to thank our sponsors, which is ourself. So if you'd like to get some, if you'd like, if you like this show and you want to have daily success mentoring five minute audio, every single day delivered right to your phone on the How To Think app, you can go to HowToThink.Com and sign up for our daily success mentoring. And we also have a business plan where you can get weekly business mentoring as well. And so I really would like to thank my sponsor. You're welcome. You're very welcome. You're, you're a scholar and gentlemen, sir. Thank you. So, all right. So I can't do the boring thing. I just can't.

Amanda Holmes (01:45:14):

That's what makes it entertaining, right? You know, when my father used to cold call, he would do it in different accents.

Dan Henry (01:45:23):

Really?

Amanda Holmes (01:45:25):

He would straight up. He would start doing like a Scottish accent or do it like John Wayne he'd like answer calls as John Wayne.

Dan Henry (01:45:32):

John Wayne? Can you do any of these?

Amanda Holmes (01:45:34):

Absolutely not.

Dan Henry (01:45:34):

Oh I; that is such a lie! You have, you have tried. I'm not saying that you did it as great as your dad. Look, I'm not as good of a radio voice as my father. My father has literally like a angelic yet, peanut butter thickness of a voice and I can't, I cannot match it. So, but I still, I still, I still do my best. You can't do any of your dad's impressions or your, your, your accents?

Amanda Holmes (01:46:02):

No, but I do know that to build rapport with people that are in other countries or that speak different languages, I usually learn something really funny in their language. And then I, and then I share it with them and it instantly builds a rapport. So that's kind of my difference.

Dan Henry (01:46:17):

So how do you, how do you as a Canadian, how do you build rapport with Americans? You're talking about the Kardashians or?

Amanda Holmes (01:46:23):

It doesn't work cause they also speak English, but thank you.

Dan Henry (01:46:26):

I just meant more contextually.

Amanda Holmes (01:46:28):

Okay. So like when I was in Africa, right. Climbing and the Africans looks so depressed as they were climbing up, they had these big bags on cause they were carrying all the weight. So I learned [inaudible]. Which means what's up brother, like a banana in the fridge.

Dan Henry (01:46:42):

What?!

Amanda Holmes (01:46:42):

Anytime I meet anybody that speaks Swahili, they laugh so freaking hard.

Dan Henry (01:46:52):

Yeah. The fact that you would even know that.

Amanda Holmes (01:46:54):

Yeah. You learn it in every language. So everyplace I go.

Dan Henry (01:46:57):

I would be too scared to say that.

Amanda Holmes (01:46:58):

Well, so in Spanish, I know sacapuntas, cacahuetes and Estados Unidos, which is like pencil sharpener, cashews and United States. Right? It just builds rapport instantaneously. So I don't do

Dan Henry (01:47:17):

You intentionally say something that's nonsense?

Amanda Holmes (01:47:19):

Totally random, really hilarious. And they laugh. And instantly you feel like you're friends. This is how I've gotten traveled around the world and made friends with people in every different corner.

Dan Henry (01:47:29):

I'm going to steal that hack and I will give you full credit. I'll just, I'll be like, this is why I sound like an idiot. Amanda Holmes told me to do this.

Amanda Holmes (01:47:38):

Okay.

Brandon (01:47:40):

All right, guys, we do have an Alex from Michigan on the line. Do you guys want to take this call?

Dan Henry (01:47:44):

Yeah. Yes, please. Yeah. We'll take Alex, Alex from Michigan.

Brandon (01:47:48):

All right, Alex, you are on.

Alex (01:47:51):

What's up guys. I had I had a question because I would really, really love to start a business, but I felt that there were certain success blocks that were holding me back. And so I had purchased the course so that maybe I could get over those success blocks before I could begin a business. How important do you feel that that is to like get rid of your, your success blocks before you jump in and start trying to, you know, help other people with their problems? Cause, cause I would love to help people in the future that have that same issue, get over it and, and have that success. It's just, I don't know, my blocks are something I need to handle 1000% first before, you know, helping others.

Dan Henry (01:48:38):

So let me just, let me just clarify the question. You're saying that you, you want to start a business, but you have some blocks, you have some success blocks. And so you're working through that. Your whatever it is, buying a course tending you, getting a coach, tending, whatever it is, you're working on that. And you're saying that eventually you want to create a product that does that thing. And you're asking yourself, should you create it now? Or when's the right time to create it because you're obviously still working on it with yourself. Is that, is that the question?

Alex (01:49:09):

Right? Exactly. Like, like I've learned some things like that already. Like I know some things that could help people, but like, do you feel it's super important that I 1000% make sure that I'm like over all that before I begin the course?

Dan Henry (01:49:30):

I mean, I know my answer to this. Do you do, do you have a...

Amanda Holmes (01:49:33):

This just isn't normally my world, which is interesting and I have kind of strong feelings about it, which is interesting.

Dan Henry (01:49:39):

So do I. Let's trade perspective, Brandon, give me a sales question.

Amanda Holmes (01:49:44):

But I'm happy to like

Dan Henry (01:49:47):

You go ahead and share and then, and then I'll, I'll share.

Amanda Holmes (01:49:51):

So there's just a lot online today that says here, let me train you on something that I've never done. Right. And that's difficult. So you want to make sure it's things that you've done. Right. And if you haven't done them, then go and do them. Right. Or even modeling a master. So many people ask me, oh, how do you run a coaching company? Or how do I be a coach? Well, my response is go work for a company like mine. We have 300 certified coaches in that have been trained in the Ultimate Sales Machine Methodology. Right. Learn from somebody that's already knocking it out of the park, do the due diligence and then do it. So if you're still wondering, do I have something, am I expertise enough, become the expert where you're confident about it. And then you can share that. Right. And it's okay if you're not starting your business right off. It that's, that's my own personal opinion coming from a coaching company, right? Where all of our coaches have been business owners for decades and you know.

Dan Henry (01:50:56):

So, so I think that's an amazing perspective and you're absolutely right. There's too many coaches out there that don't know what they're doing. I totally agree. However, I don't necessarily think, I think it's the real issue here if I may, because it sounds like you really want to serve, you really want to help people and your heart is close to this because you are experiencing it. Am I correct so far?

Alex (01:51:21):

Right. I have that feeling of like, I can do so much and I have so much potential, but like I feel stunted. And you know, I realized that because, because I had bought like a course about, you know, making money, but I, but I was like, I have something that's like holding me back and, and I need to get over all, all of that so that I can have that success that I know, you know, I deserve, you know? And, I would love to get people out of that as well. It's just, you know, I don't know. I don't want to have that feeling of, I'm not experienced enough in this to, you know give people advice because, cause I do feel like I can help people.

Dan Henry (01:52:02):

Okay. So here's the thing, what it sounds like is you, the question basically what it boils down to is do I have the confidence to do this and should I have the confidence to do this? Because at the end, like, first of all, understand that, you know, you should never say to yourself, well, because I'm not the ultimate master at this I can not serve. I'm not saying you should say yourself, I learned this 10 seconds ago, I should be able to serve. What I'm saying is that, you know, personal development or anything, it's sort of like a stock. It goes up a bit and then it goes down, it goes up a bit more and then it goes down, it goes up a bit more and then it goes down. So let's, let's say you're dealing with an anger problem. And as life goes by, you get a little bit better at it.

Dan Henry (01:52:48):

But then a challenging event happens and you crash just like a stock price crash is when a challenging event happens. If you get down on yourself about that, well, your stock will crash harder. But if you say, you know what, this is just a dip. Just like it is in a stock and you don't sell, you go up. And over time, yeah, you might go up and down and up and down. But the overall trend is an upward direction. That's true Self-Improvement because nobody is going to constantly get better and only better. They're going to go up and they're going to go down. They're going to have spikes and they're going to have crashes. It's how you deal with the crashes and the dips that dictates the overall trend in which you go. So I'm not saying that if you're in a dip, that means you shouldn't do what you're doing.

Dan Henry (01:53:36):

That's not what I say. However, and this is my personal view on confidence. I don't believe you can build confidence. Anybody that tells you that you can build confidence, in my opinion is full of shit. You can only build competence because confidence comes from competence. So if you want to build confidence, you build competence and as a complete by-product, that's where you get your confidence. If you get into a boxing ring and you've never boxed a day in your life and the other man at the end of that ring is professional boxer. Or even, even an amateur boxer. And you're like, oh my gosh, I don't have confidence. That's that? That doesn't mean you have a confidence problem. It means you're not an idiot because you're going to get knocked out because you don't know how to box. But if you trained every day and you learn how to box and then you got in there and you had confidence, it's because you build competence. And if you've trained everyday and you were good at boxing and you got in there and you still felt like you, you would lose well, the, now you have a confidence issue. And now it's not about building more confidence about understanding the competence that you have. And so if you say to yourself, when's the right time for me to teach this? When's the right time for me to help people with this? It's simple. It's when you build enough competence to create the confidence you need to where you no longer have to ask the question.

Alex (01:54:58):

Right.

Dan Henry (01:54:59):

That makes sense?

Alex (01:55:01):

I love that. Yeah, it does. As far as what Amanda was saying, how do you feel until I'm ready to start something of my own? What would you recommend to find opportunities that can help serve under somebody else until that competence is built? Just so you can kind of get immersed in and everything and it still be helpful, but you know, not not jumping into?

Amanda Holmes (01:55:26):

Well, the masters absolutely modeling the masters. So find somebody that's doing something that you're really amazed by and find a way to work for them. Heck worked for them for free at the beginning, if you, whatever it takes to get in the door, find those people that have already mastered it so that you can there faster.

Alex (01:55:43):

Okay, awesome. Thanks guys.

Dan Henry (01:55:43):

Yeah, absolutely. Absolutely. So that was fun.

Amanda Holmes (01:55:57):

Oh my gosh. The longest podcast I've ever done!

Dan Henry (01:56:00):

I know, I'm like that I'm like that. Listen, you know, I think here's the, here's the thing. I think that a lot of times, you know, whether it's a podcast or whatever, you know, you delve into just one topic, one thing, and you know, you, just explore that one thing. And I always say, you know, you got to explore what really makes a person tick and the different things that make them tick, you know? And the different things that make up who they are, what they care about, what their, their core values are, because that shapes how we view things, you know? And I don't ever try to judge anybody, right? Like, I don't care what you do. I don't care if you do, what you're into, you can be in anything, right.

Dan Henry (01:56:52):

As, as long as, you know, you're constantly, whatever that thing is, if you're using that as a way to achieve the highest version of yourself, I mean, that's all that matters, you know? For some people it's this for some people it's that, but at the end of the day, if you're always trying to grow and you're always trying to figure out better ways of thinking, because look, you know I just got, you know, I got a text from somebody that says, oh, you, you know, when you started talking about marijuana and drugs, you lost a bunch of people. I don't give a. Okay? And here's why I was at the, I was at a, I was at a conference, well we at the same conference.

Amanda Holmes (01:57:33):

Yeah.

Dan Henry (01:57:34):

And you know, somebody comes up to me and they say, ah, Dan, you know, you, you know, I've been at this conference, this is my third year.

Dan Henry (01:57:43):

And I still haven't launched my company. I still haven't launched my website, but I'm almost there. What was your secret? Right? Like what, what did you do? What is your, you know, routine and that dah, dah, dah. And I was like, dude, I was like, first of all, I was like, I was stoned the whole time I built my stuff. Like, what's your problem? You know what I mean? Like, but I said it jokingly, like to basically say like, don't overthink it. Right? You know, like, don't, don't overthink it. You know, like it's, and I wasn't, I was drinking coffee. But I was just messing with him, but I was like, you know, I was like, so, so when you really want to drive yourself to do something and you have a goal and you're asking yourself like, okay, how do I get motivated?

Dan Henry (01:58:27):

Cause, cause to me, I'd love to hear your thoughts on this. To me, there's three key metrics to being successful, right? It's motivation, confidence, and focus. Think of that time in your life where achieved something great. All three things were present. You were motivated, you were confident and you were focused. If you lack one of the, one of those things, those three things, aren't there at a high level in unison. You're not gonna be able to do it. Now. You could say, well, what about growth? And all that, well, that all falls within that. You know, if you're focused on something you're going to grow, if you're motivated, do it, you're going to grow. If you're confident in what you're doing, you're going to grow. You know what I mean? So it really is, is, you know, if a car, if its engine is all gunked up and it's not going to move, you know, it's gotta be optimal to be clean.

Dan Henry (01:59:21):

And when a human being, when the human mind is motivated, it's confident and it is focused. It can, whatever the goal is, it can achieve it. So to me, the goal should always be to maintain a high level of confidence, a high level motivation and a high level of focus. And then whatever the goal is, however you define success, you know, whatever success looks like to you, regardless if it's family, money, recognition, whatever, if you have those three things and they're present, and they're at a high level, you will be able to achieve that a lot easier than if they weren't. I would love to hear your, your take on that.

Amanda Holmes (01:59:54):

So we practice the same thing. My father called it, pigheaded discipline, and determination. You know what he wanted the title of this book to be? The Pigheaded Executive Wins Everytime. And Penguin, went nobody will buy that book. And he's like, it's all through the book. How could it not be The Pigheaded Executive Wins Everytime? They're like, it's going to be the Ultimate Sales Machine. And he's like, how could you dare call my book, a sales machine? I talk about marketing. I talk about time management. I talk about effective meetings. I talk about, you know, presentations and follow up. How could you just say, it's a sales machine? And they're like, now this'll sell your pigheaded won't.

Dan Henry (02:00:34):

This sound, the sounds, it sounds like it would get along very famously with your father. And then someone would probably, in my career, I've been given the same type of advice. Dan, you can't call it the Stoner's Guide to Success. You can't do that. Nobody's going to buy that. A bunch of realtors who are watching are going to get offended, and they're going to leave the live like that. You know, like, no, like, I, yeah, I can I definitely see that.

Amanda Holmes (02:00:59):

When people read this, there's so many amazing pieces page by page. But the biggest takeaway that I hear most often is that one thing, pigheaded discipline and determination. So I would say that that's similar to your three things.

Dan Henry (02:01:14):

And it's, it's it's I love it though. Pig-Headed determination. I mean, it's, it's, it's true because some people just will not let things fail. They just it's like, no, I'm not going to do it. It's not going to fail. I'm just not going to let it fail. You know? And the second that you let, let that get in your mind that it could that's when you've failed, you know? You have to maintain that unwavering belief in commitment that it's not going to fail. And if it does, it's not even defined as failure. You're just found another way not to succeed, you know? There was a, there's a quote that is by very, very, a man I respect a lot. And I think that, you know, it also ties into this. It, the quote is believe it was maturity is when you see

Amanda Holmes (02:02:10):

Maturity is all, when all your windows

Dan Henry (02:02:13):

And mirrors

Amanda Holmes (02:02:15):

Turned into windows.

Dan Henry (02:02:15):

Yes, yes. When all your, when all your mirrors turn into windows. Yeah. Now I believe your father said that.

Amanda Holmes (02:02:23):

Well, he's quoting Henry Thoreau, but it's one of his favorite quotes.

Dan Henry (02:02:28):

Well he said it so much that he owned it.

Amanda Holmes (02:02:29):

So much as a child. I heard it so many times.

Dan Henry (02:02:33):

Well, then, then I need to ask you what it means to you, because if you it's been ingrained in your brain a thousand times, what does it mean? Like, what does that mean to you?

Amanda Holmes (02:02:42):

I mean, I think of like, when he would take me to business meetings and we'd all be sitting around the table and the, the, it was almost as if it was a game of how many questions can we ask the person at the table? How can we better know the person? How do we understand how they tick and what makes them excited and what makes them passionate? So it wasn't about us talking about, you know, this is what I do. It's about really understanding the person sitting in front of you. So yeah, when you take me back to my father saying that, I think of, of those times we almost made it a game, you know, until it became habitual, where you just want to understand the people around you and help them.

Dan Henry (02:03:23):

So, so we're coming up on your right, the longest podcast ever. Let me ask you something. And we'll, we'll end here. With Chet Holmes International, with what you guys do, where, where are you going? You know, it's an amazing company. I know that you work with a lot of people, you offer coaching you help increase sales you help teach those 12, the 12 pillars, or as you called it the 12...

Amanda Holmes (02:03:54):

Core Competencies.

Dan Henry (02:03:55):

And so who would benefit from that? And is that, you know, where are we going to see, because you've already, I mean, you've already doubled your company over and over again. I mean, this is a two part question. Number one, what inside your brain, your mind drove you fundamentally to be able to double that? Somebody who came in who didn't even know what a fricking merchant account was, as you said before. I mean, how do you go from not knowing what a merchant account is to doubling sales year after year? Not on a tactical level, but on a high strategic level and as well, what is the next thing? You know, because I mean, if a company wants to increase their sales, right, what kind of company would work with you?

Amanda Holmes (02:04:48):

Okay. You've asked so many questions here.

Dan Henry (02:04:51):

I'm trying to get it in because we're ending. So I just wanna, you know, I just wanna, I just wanna make sure that I truly understand what makes you tick.

Amanda Holmes (02:04:58):

Yeah, I, so at the very beginning, knowing my father's principles, I learned them like everyone else, I picked up this book, I read it a million times over. I watched his videos over and over and over and over again, because mastery isn't about doing 4,000 different things, right? If you just refine those few skill sets, then you'll get better and better and better. Right? We have clients that have done the dream 100 and grown 40% year over year for a decade. They went from six figures to eight figures because they just refined how they get their dream clients, right? Time management. Time management, secrets of billionaires, majority of people do not manage their time appropriately. It's absurd. The billionaires have the same 24 hours in a day. It's just, they're working smarter at their time rather than harder. Right. So I had this framework of what to focus on, but then there was also the piece of what I've learned from my guru, which is who am I? What makes me tick? How do I differentiate myself from my father and really come from that place of what do I want for my company? So the framework of how to build a company, and then the framework of me as an individual and what makes me tick. I think those combination helped me.

Dan Henry (02:06:09):

So once you knew you, then you could do you.

Amanda Holmes (02:06:14):

Yeah. It's still a process. Knowing you is many layers, but I've done a lot to better understand that.

Dan Henry (02:06:20):

So, so, so if anybody listening, who, you know, has read the book or thought about working with you guys, I would say this, if I, if I could sum up what you're saying, is that right now in business, especially in like online business, every time a company has a problem, they do the same thing. They look for another option. They look for another method, a new way. Not because that's, what's going to solve the problem because it makes them feel good because when you start fresh on something, well, now it's okay to fail initially because you know, it's new and I'll just go to the new thing. It's just easy. And I just see the new thing that feels good, but to double down on the thing that isn't working, just because you haven't mastered it, that's a, that's a harder pill to swallow. And the fact that you said that, you know, you've helped your clients go from six figures to high six figures, to seven figures, to eight figures.

Dan Henry (02:07:10):

And it wasn't about learning new tactics necessarily. It was about going deep on the mastery of the core fundamental tactics that you, that you do know. I mean, the Dream 100, the, which is one of your 12. I mean, that is something that if done well, I mean, I know companies that make that their primary method of acquisition and while everybody else is like, well, I sent a piece of mail to somebody and I didn't get a response. So I'm going to go over here and try to grow my Instagram and know, buy some shout out followers. You know, it's like, dude, you know, like you, you sent out one or two pieces of mail. And so I believe the right person, if correct me, if I'm wrong, the right person to work with you guys is somebody who understands that if they work with the best, then they can achieve a level of mastery in something that has worked will always work.

Dan Henry (02:07:59):

It will continue to work and they don't need to play in the shiny object room. And just, you know, one day they wake up and they're in a nursing home and they're still trying to figure out how to grow their company. And it's not a good nursing home. It's one of those nursing homes where the orderlies beat you, you know? And cause you couldn't afford the nicer one, you know, with the, with the, like the golf carts. And it's a, it's a real thing, you know, but that's the reality of things is, is when you don't hit your goals, I mean, you look,

Amanda Holmes (02:08:27):

I can give some market data.

Dan Henry (02:08:29):

What's what kind of market data.

Amanda Holmes (02:08:31):

95% of businesses never make above a million in annual sales. Of that 1.5% make it to five mil. And of that 0.004% ever make it to a hundred million and beyond.

Dan Henry (02:08:43):

So give me that last stat again,

Amanda Holmes (02:08:45):

.004% ever make it to a hundred million and beyond.

Dan Henry (02:08:50):

And do you think that 0.004% did that by constantly looking for a new way to market or by doubling down?

Amanda Holmes (02:08:58):

The point to get from a million to five, from five to 10, from 10 to a hundred takes a different skillset every step of the way. What brought you, so a lot of people, maybe they can strong arm them their way to a million, but to get from 1 million to 5 million takes a different skill set. Right? But it's all within what we've proven of the 12 core competencies, right?

Dan Henry (02:09:22):

Do you need to master all 12?

Amanda Holmes (02:09:23):

Usually it's just one that will help you double your sales, but it's finding which of the 12 it is and then diving deep on it.

Dan Henry (02:09:31):

Awesome. Awesome. So where can people go to, to learn more about these 12 core competencies besides the book, which if you don't have the book, my God get the book, let me see the book. It's red.

Amanda Holmes (02:09:43):

UltimateSalesMachine.Com. You can actually get chapter four for free.

Dan Henry (02:09:47):

You can't miss it. It's you know how like you go to a stop sign that, you know why they make them red? So that you don't miss it. The books red, you can't miss it. Go get the book.

Amanda Holmes (02:09:57):

I could also, I would recommend ChetHolmes.Com. ChetHolmes.Com has, we have three videos that help you double your sales in one hour a week. So,

Dan Henry (02:10:06):

Wow. Well now I want to go watch the videos. So Amanda, thank you for coming on here and putting up with me.

Amanda Holmes (02:10:16):

We had a great time. We went through a rabbit hole, I'm looking forward to seeing what comments came from this.

Dan Henry (02:10:21):

Oh yeah. I await to see the comments after and see how, how many people like freaked out or, or no longer follow me or but I, I like to have fun with this, you know, I don't like to do this as I like to Zig when they zag. So but it sounds like you can appreciate that. So this was so much fun and I hope it was a little bit more entertaining for you than your normal podcast.

Amanda Holmes (02:10:48):

Oh it was great. I saw, I was doing market data recently. Again, I'm research firm, right? 80% of people that listen to podcasts listen to majority of them. And the average podcast is 43 minutes long. So you have the brilliant strategy here of like, yes, I can keep people for two hours. I bet I can. And I know that you can, and knowing that you'll keep them majority of the way is speaking to your brilliance. So good job.

Dan Henry (02:11:11):

Well, I, hopefully I can live up to that. I'll have to check the stats. I hope she was right. We'll see.

Amanda Holmes (02:11:20):

Time will tell.

Dan Henry (02:11:21):

Yeah. Well, I mean, and look, if I, you know, if I go down a bunch of roads and I look at the stats and the retention that goes down, I just won't turn down those roads anymore. I'll just go down this. I'll go this way. You know, thank you so much for coming on. ChetHolmes.Com and get the fricking book. Get the book. If you haven't read the book, get the book, get the book, you know, and then go to ChetHolmes.Com or do both. Go to ChetHolmes.Com while you're waiting for the book. Thank you again so much for coming on. I appreciate it.

Amanda Holmes (02:11:49):

I don't think I can reach you. It's like E.T.

Dan Henry (02:11:51):

I know I gotta, I need to get a shorter table. I learned this very quickly. So we'll figure it out. Thank you so much for coming on. We need to do it again.

Amanda Holmes (02:12:02):

I love it.

Dan Henry (02:12:03):

All right. Maybe I'll stop by your place in Clearwater. I don't know. We'll see. I'm not committing. I'm not committing. I'm not committing, but.

Brandon (02:12:11):

What if I go with you, Dan?

Dan Henry (02:12:12):

Oh, see. Now, see peer pressure. Now you're just giving me peer pressure. Oh boy. Ah, maybe we'll see. We'll see if we do then I definitely have to have you back on. I might be sitting here in a robe praying, and I'm just messing No, I could see where it would be an incredibly life-changing experience. And I also, where can they go to learn more about that? I think that's important too.

Amanda Holmes (02:12:38):

DivineBlissInternational.Org and divine spelt with an I. D I V I N E.

Dan Henry (02:12:43):

All right, Amanda. Thank you so much.

Amanda Holmes (02:12:45):

Thank you.

How To Think Your Way To $66M Nov 19, 2021

Do you struggle to overcome adversity as you strive for success?

You might believe your humble beginnings mean you’ll never be able to achieve anything great…

You might believe failure in business is too difficult to overcome or that it’s an indication that you’re just not cut out for entrepreneurship…

If you find yourself struggling with those limiting beliefs, this episode is for you!

In this episode, I interview Eric Toz and discuss what he has learned through his entrepreneurial journey, taking what some might consider failure and turning it into lessons that have helped to take him from struggling entrepreneur to multi-million-dollar CEO!

In this episode, Eric and I cover:

How his childhood influenced his determination for success
What timeless principles and skills can be applied to your personal and professional interactions
Why what seems like a loss can be an opportunity for future success
How to build stronger relationships with customers and employees
How seemingly insignificant decisions can create massive change in outcomes

If you got value from what you heard here, please be sure to subscribe and rate this podcast! Bonus points for you if you write a review! ;)

— SUBSCRIBE & FOLLOW —

Subscribe to Dan’s How To Think YouTube Channel

>>> CLICK HERE to Book Your FREE Strategy Call with my Team!! <<<

— TRANSCRIPT —

Dan Henry (00:00:09):

So welcome everyone to the inaugural episode of the, how to think podcast, the show where we break down the inner workings of the human mind and learn how to think like successful people so that we can achieve anything in business or in life by changing the way we think, Eric, how you doing, man?

Eric Toz (00:00:30):

So good. I'm so happy to be here. Been waiting for a couple months now for this.

Dan Henry (00:00:33):

So it'd be honest if it were friends. So if it wasn't you, that was here for the first episode, I'd probably be, you know, pretty nervous right now, because last night I did this Instagram story and I was like, I'm gonna research, like all these world-class like podcasters and interviewers and try to try to be a good podcast or in the next two hours.

Eric Toz (00:00:55):

I think by the end of it will, you'll be doing good.

Dan Henry (00:00:58):

Yeah. I'll figure it out. I'll figure it out. But I'm glad I'm, I'm glad I have a good friend on to start out.

Eric Toz (00:01:02):

Take it easy, slow and steady.

Dan Henry (00:01:04):

I'm not much for intros, but you built $66 million business. You've done about a hundred million in sales, selling customizable jewelry online, and you started it by sleeping. You were sleeping and you were in Brooklyn, sleeping on a mattress. A whole bunch of crazy stuff went down and, and now you're here. And before we get into that, I just, I just want to say, like how, how would your parents describe what you do?

Eric Toz (00:01:32):

I think they would describe me as somebody who is always willing to burn all of the ships for me, like, you know, I had a pretty tough childhood. I think a lot of entrepreneurs did that provides an initial chip for them. They're off at whatever their circumstance or their parents, or just something bad happened to their health. And so they have this huge chip and for me, like there was never a plan B, like I was, I felt like I was going to be successful no matter what, if it wasn't like this thing that I'm currently doing, it was going to be something else. And so maybe not even about the money so much, but just such a strong desire to be successful in whatever

Dan Henry (00:02:16):

It was. What gave you that chip? Because I know it gave me the chip that I had. I had a bunch of people who I would, I was delivering pizza and I would be like, oh, I'm going to, I'm going to build a business one day and they'd be like, shut up, like the delivery, you know? I mean, what, what was, what gave you that chip on your shoulder?

Eric Toz (00:02:32):

Well, a big part of it was my family has been very entrepreneurial. Like my grandfather, he actually, he had a factory in Massachusetts, literally called package machinery. This is like your old school factory, literally making like boxes and like packaging and stuff like that. And he, he sold that business. He was pretty successful. And then my dad growing up, we had a power sports business. So we were a family business. We sold jet-skis, we sold, we sold ATVs, like all these toys we had, like each of us three kids had our own everything. And then we had a few bad winters in a row where there was no snow up in New Hampshire where I'm from. And the business ended up going bankrupt. And so bankruptcy, you know, 30 years ago it was a lot different than now. Yeah, it was a true like seven years to repair your credit.

Eric Toz (00:03:22):

And so, you know, my dad, he went from being this entrepreneur to being like a Knight Security Watchman. Like I literally remember him coming home with like, you know, eggs and breakfast for us all after he was working all night at like a hotel. So I had no idea what was going on at the time. Had no idea what happened, how old were you? I was like five, like five, six, and all three of us. We were me and my brother, sister. We were like three, four or five, something like that. So yeah, that was really difficult. I was the poor kid at school. I was on free lunch. You know, I remember Christmas, like three Christmases in a row. I got like the same thing, which was this little, like a Hot Wheels set. And I'm like, oh, another Hot Wheels again, but we couldn't like afford anything.

Eric Toz (00:04:07):

So for me you know, going through puberty in high school at that point, I kind of wanted to latch onto something I could feel good about. And for me, it was sports at the time. So I threw myself into that completely. I would train for football, like during the summers, literally till like two, three in the morning, I'd be doing suicides and doing squats and stuff like that. And I had very good influences at the time. Like I had really, really great mentors. I had my football coach. I still can hear him yelling in my ear to this day saying, you know, stop feeling, sorry for yourself, stuff like that. So those were really good motivators at the beginning. And I had been influenced a number of times by some very important people not just in sports, but like later in business too.

Dan Henry (00:04:55):

So, so let me ask you this when you, cause I've seen, you've taken me to your warehouse in it's within the St. Petersburg city limits. And you, you took me there and it was super impressive. I mean, it's this gigantic it's like, you wouldn't even know it was there. You would not know it was there. You would not know that this building randomly in this industrial part of town is on a hundred million dollars in fricking e-commerce you know, and so you take me there and you've got these machines, let's see if we can get it, maybe Brandon can get a picture of your, of your thing up. And I can hear myself like a delay in, in my headphones a little bit, Brandon, I don't know if you've got the live stream going or not, but there's a picture of, of your, and how many people do you have working there?

Eric Toz (00:05:53):

Currently, we have 70 full-time employees. Yeah. Seven zero, I think during, during peak Q4, we'll have about 200 in the US and then we have an Amsterdam factory

Dan Henry (00:06:05):

Setting up now. So, so this right here is your, this is your warehouse. Okay. And I mean, that's, that's pretty big and it's actually bigger than that. That's just one section of it. And then you have another one where you do media, but I remember being in there, it was just like last week and yeah, zoom in a little bit, Brandon, like, look at that, look at all those people. So I want to understand the business model, because as far as I know it, you, you, you know, you have this company called shine on. Yup. And you, and you got to correct me if I'm wrong. Cause we've, we've been pretty stoned sometimes when we were talking about this, actually funny before I get into this funny story we met at this, this mastermind it was founders mastermind in downtown St. Pete. And we you had this you, you had this little segue thing that you were riding around on all, all through St.

Dan Henry (00:07:00):

Pete, that little, the one wheel, the one wheel. Yeah. And I remember I think you wrote it over to my penthouse here in downtown, and we got stone and just talk business for like three, four hours. It was amazing my condo. And it was a great conversation. And you told me and I definitely want to talk about this. Cause you, you told me about, you know, a lot of people say, oh, read this book and read that book. And you told me about the book, how to win friends and influence people, which I think a lot of people I think a lot of people say, Hey, read this book and people go, oh yeah, yeah, yeah, that's cool. I'll read that book, but they don't actually read it. And they don't actually put it into practice. And I re I noticed some things when we were, we were talking like, you would be like, oh, I'm sorry for interrupting. And you, you just said certain things. And I'm like, I really like this guy, like what the, what the, what is going on? You know? And I said to you, I was like, why are you so fricking likable? And you told me, you cheater that you read the book, how to win friends and influence people. And you like went hardcore on it. And you just, you, how much does that help you network and get through business and, and, and just in progress in your career.

Eric Toz (00:08:12):

Yeah. So I think, I think there are certain things you can learn that are timeless, right? There are certain principles that are timeless. And I think to be a good business person in the 1930s, when that book, how to win friends and influence people by Dale Carnegie was written you know, you couldn't hide behind email, then you couldn't hide behind social media. Like if you, if you wanted to conduct business, you had to like, look people in the eye, you had to shake their hand. You had to like, keep your word. You know, these are like old-school fundamentals. And so I think it actually be really helpful if entrepreneurs more entrepreneurs read that book today because it's really head-slappingly simple. Lee's simple things that he says where you're like, oh my God, I shouldn't have, I should have been doing this my whole, my whole life, like simple stuff. Like the sweetest, the sweetest word to somebody as their first name. So try to use their first name as much as possible because they immediately perk up. Right. You know,

Dan Henry (00:09:06):

Eric. Yeah. It makes me feel good. It does. And you know, when I read that, but I literally, because when you told me that it, it stuck with me and I've, I've read a little bit of the book, but I actually went out, I bought the book and I read it and I read it all the way through. And then I listened to the whole audiobook all the way through it. And then I downloaded the cheat sheet and I might've had one. I'm not going to lie. It's hard. It is super hard. Like some of this stuff is just hard to remember and hard to implement, and it's sort of like, you have to take. And when you first read it, you really feel like a Dick. At least I did, I read this and I'm like, well, I'm missing a lot of this. Like my first reaction was I must be a total Dick because I'm just reading all these things that we forget on a daily basis, you know, like not interrupting people, using their first names, smiling, you know, just, just, just something as simple as smiling

Eric Toz (00:09:58):

With a pleasant tone.

Dan Henry (00:10:01):

That's the whole chapter on that, the whole chapter on that. And you dive deep into it. And I think in business and, and not even business, but in life, you, I mean, I'll give you an example. I was downtown. And I ran into somebody who was had actually followed me for some time and bought some of my products and stuff. And he had a friend who's this like high, high level, you know, manages billions of dollars in real estate. And I was just, you know, very nice to them. And I, I mean, anybody could have been any, any one of a thousand ways with their personality. And I was just trying to be very nice. And I noticed that his, his wife was a super, super sweet woman. And I remembered the book where it said, you know, think about what appeals to them, you know, think about w what brings value to them and how to appeal to them.

Dan Henry (00:10:50):

And I noticed that she wanted to talk about like cooking and making food for people. And that was like really important to her. And so I had a conversation with her about that, and I learned a lot about a lot of food that I didn't know. And then we ended up getting invited to their penthouse, which is actually four penthouses that they bought at the top of I forget which building, but it's, I think it's park shore. And they combined all four penthouses into one mega penthouse. Jesus. Yeah. It was you. And I learned so much about real estate and all that, and that was just, I

Eric Toz (00:11:23):

Think it was from the, you conducted because of the cooking

Dan Henry (00:11:26):

Conversations, because she invited, she invited us over for breakfast. She wanted to cook for us. So, yeah. So like, I mean, we didn't get an invite before that. And then, I mean, or maybe he, he would have invited us anyway, but it doesn't matter. The point is, is that, you know, sometimes I think we, we get wrapped up in all the problems in life. And so we're so focused on those problems and thinking about those problems, that when we go and all these differences in life, our problems are on our mind. And it's not that we're not, not nice people, but we don't take the time to articulate how nice and how genuine we are, because we're just so drowning in our own world of negativity and all the stuff we have to do. And I think that that book just gives it a great reminder to how to bring that to the surface.

Eric Toz (00:12:11):

Yeah, totally. And there's a whole chapter, literally just on listening. And at the end, he tells a story about how he had like an hour-long conversation with a woman on a couch. And he may be said like five words. And he was just asking questions, maybe like five or six questions. And she was talking the whole time, like, blah, blah, blah. I mean, he was into it. But at, at the end she was like, oh, you're such a good conversationalist. And he was like, I haven't said anything, but he just allowed her to sort of that. And just being there, like just holding space, I think for people can be really beneficial because everybody, especially in our business, our line of business, they just want to talk about what they're doing, like all the time and what they're currently up to.

Dan Henry (00:12:58):

Right. I, I do notice how did, and how do you think those tactics and that paradigm shift of how to interact with other humans? How do you think that differs between dealing with employees and dealing with just like other entrepreneurs, other, other people in your life that, that you don't pay?

Eric Toz (00:13:17):

I think the principles are, are the same, right? Like a mentor of mine, he's the co-founder of Zappos. His name is Fred Mossler and he, he treats his vendors the exact same way that he treats his employees and he treats people in the Las Vegas community the same way he treats vendors and, and they'll actually have vendor parties. They'll fly in their vendors once a year and have like a huge mega blowout party and something awesome that he told me was like friends, this concept of friends first. Like literally if you, if you just try to become friends first, all right. You know what they're doing a little bit, maybe not a hundred percent, but just focus on being friends first and really solidifying that. And then the business will come naturally. If, you know, if what they're doing is, is good. But you should be able to kind of know that ahead of time. So you don't have to worry so much about the business. Just kind of relax and see how you connect on different things.

Dan Henry (00:14:15):

And a lot of people, they try to create opportunities and that that's sort of, I mean, it's cool, but when you're networking and you're trying to make connections, a lot of times you just have to let opportunities come to you. And I think that if you try to create opportunities, you will go into meeting people in a disingenuous way. Cause you always have an agenda going in. I mean, if you meet somebody that is a player, right. Something is at, at some point is going to come of that. Something, at some point you don't know what it is right now, but at some

Eric Toz (00:14:49):

Point and be like an A-player. Yeah. I mean,

Dan Henry (00:14:52):

I mean, it could be, it could be somebody that becomes an, a player. It could be somebody that's already an a player. It could be somebody that has done something that you respect. It could be a huge person in the industry. It doesn't matter. But the point is is if you try to go into that relationship thinking, what am I going to get out of this from the beginning, it's just going to, it's not going to be genuine. And if you go in and you just become friends and let the opportunity come to you, I think it's a lot better. Yeah.

Eric Toz (00:15:16):

Yeah. I have a firsthand example of this recently. I think we did a little bit of that also, my friend will, who, you know, who lives downtown here? He's just a really interesting guy. I just like him a lot. He does some cool things in skincare and in like NFTs. Right. And so I knew, I knew when I first started getting to know him, like there immediately there wasn't going to be any way where we do business together. And I was okay with that. Cause I didn't care. I just loved what he was doing on his own stuff. And I just wanted to be friends with them, but you know, over the past week or so, I've had an idea where I was like, holy will, would actually be like the perfect partner on this. And so you can't like expect those things to happen. It's just sort of, you know the way is of the universe sometimes if you have if you established friends first. Yeah,

Dan Henry (00:16:05):

Absolutely. I, I totally, totally, totally agree. So let me, let me just go back to this mattress that you were sleeping on. And you don't have to go deep on mattress pizza boy. Yeah.

Eric Toz (00:16:17):

My office is your pizza.

Dan Henry (00:16:18):

I see, I, you know, I actually I’m a mattress sleeper, every time I move into a new place, doesn't matter what my financial situation is. I always end up sleeping on a mattress for two months. Cause I can't find, I can't pick out what bed I want, you know, but I do like sleeping on a mattress, surrounded by nice walls versus the walls I used to have around, which were crumbling. But you know, let me ask you this. You had some stuff happen, you know, you, you, you took on some venture capital. You don't have, I mean, you can get into as much in this as you want, but you had some, some bad stuff happen and you basically had to sort of start over. Would that be

Eric Toz (00:17:00):

With on yeah. So you know, starting, excuse me one second.

Dan Henry (00:17:11):

So polite. Is that in the book too?

Eric Toz (00:17:15):

I'm doing it for the listeners.

Dan Henry (00:17:16):

That's awesome, man. So, so, so what, what happened? They're like, well, whatever you want do.

Eric Toz (00:17:22):

Yeah. So I like to say I'm a two-time venture capital refugee. So the, for the first time was when I was at CustomMade.Com. We ended up raising about $25 million. Google was our investor, like all the top Silicon Valley investors. And we were basically you know, we were basically a high-end Etsy average order value, like a thousand bucks. But that it was a great idea. The business, it didn't work. At scale, we were burning a million dollars a month. And so it was just a really

Dan Henry (00:17:56):

Burning a million dollars a month, whatever. I mean,

Eric Toz (00:17:58):

We were losing a million dollars a month just because of our overhead. And when you raise that much money, you're actually encouraged by all of your investors. Like, dude, we gotta, we gotta spend this as fast as possible because they either want it to pop in two to four years or they want you to, they don't want you to be the walking dead indefinitely. They would rather have you die or, or crush it quickly time value of money. But yeah, so I saw, you know, some of the advantages and pitfalls of raising that much money. You know, you lose a lot of control of your company, you have bored. And so when I started Shine On, you know, I didn't have any money either. So when I couldn't even pay myself, really, I actually started it on unemployment, which is honestly, that's the best trick.

Eric Toz (00:18:45):

If you want to start a company, try to get fired, ask your company, Hey, can you please fire me instead of leaving? Cause then you can get unemployment and you can get it for like nine months. So I was actually like, I went to Germany, I was like doing my unemployment forms from Germany. And the whole time I was taking literally all the money from the unemployment and putting it into shine on at the very beginning. Wow. Then that money ran out. And then I was, I was selling motorcycle rings to motorcycle clubs because I had this jewelry production knowledge. And I was like, how can I sell to a lot of people very quickly? So I made rings for like six or seven motorcycle clubs and that's how I paid my rent after the unemployment money ran out.

Dan Henry (00:19:24):

Did you have a machine for that or did you see all the machines you have right now, but what did you, what did you have that?

Eric Toz (00:19:30):

So at that time, so I had a friend who had a massive factory in Thailand in Bangkok. And so the first version of shine on was, you know, we would, us a, a marketer would give us their idea for a piece of jewelry, like a ring or a necklace. We would actually do a 3d render. It looked like an, a photo. It looked realistic. Can you give me an example? Yeah, if you actually just Google scooter ring, like on on Google something I designed it's like, it looks like a Vesper. Okay. So like Vespas scootering

Dan Henry (00:20:01):

Now. I feel like an idiot, cause I don't know what a Vesta

Eric Toz (00:20:03):

Is. Just like a stallion scooter.

Dan Henry (00:20:06):

Oh, okay. Okay. Actually, do you want, [inaudible] we'll talk about funny scooter story in a few minutes. You reminded me, do you remember what happened to me when I met Maura?

Eric Toz (00:20:17):

No.

Dan Henry (00:20:17):

You all, you don't remember that. I'll just tell it real quick. Cause Brandon's going to bring up, Brandon's gonna bring up a picture of this example, but you introduced me to Mara Glazer, who I ended up hiring to do some copywriting for how to think. Oh, okay. Yeah. And I remember I got that segue to go downtown and so I, I Google like how to change, make it go faster. Cause it was only going 15 miles an hour. And I got it to to a different mode where it went 25 miles an hour and right. So, but here's just a crazy thing about how, how, how thoughts can create reality is I'm driving down the road or scooting or whatever. And I think to myself, how bad would this suck if I totally wiped out right now? And five seconds later, I went to scratch my head, which I don't know why I did that. And I went over the top of it, wiped out. My knee was bloody. My hand was all messed up. I was going

Eric Toz (00:21:10):

Dan Henry (00:21:11):

Fast. Yeah. And I don't even know how I, and so I, I literally like the scooters all bent and I end up scooting down to beach drive and meeting Maura for the first time and right after, and I'm full of blood. And my, my stuff's ripped, like my jeans are ripped up and I sit down and I'm like, instead of saying, hi, how you doing? I'm Dan Henry. I had to explain to her why it looked like I just got to fight.

Eric Toz (00:21:34):

And she probably liked it like, well, this guy's edgy.

Dan Henry (00:21:39):

He still showed up, you know? But that just reminded me about how, like when you think of something you can like create the situation to happen. But Brandon, do you have that? Do you have that? There it is. Okay. So, so click on this.

Eric Toz (00:21:53):

This was the first, the first thing I ever designed for Shine On. So I was the first seller. I was the first, I was the first CS agent website, designer, jewelry designer, marketer. I was packing the jewelry myself like the whole first year. But anyway, what happened was yeah, this is how I kind of got started with it. I would, I would work with a marketer. I would make something custom and then I, they would actually put that on their store that just a render. So there's no inventory. And then we would take all the orders each week and I would put it in an Excel sheet and then I would send it to my friend in Thailand who ran a factory there. He makes all of David Yurmans jewelry. If you've heard of that brand high-quality men's men's jewelry. And so, yeah, that was great.

Dan Henry (00:22:39):

I'm going to stay silent. So I don't have to admit that I don't know what that is, but

Eric Toz (00:22:42):

There's not a lot of guys do. But yeah, that was the first version of shine on. So I went from this like a motorcycle rings to actually designing some stuff myself. And then what happened was you know, Teespring came out, Teespring is like print on demand t-shirts and it was one of the first things Facebook marketers sold. There, I know a ton of guys who were millionaires a couple of guys, even in this area who made millions selling t-shirts there. And I had this jewelry knowledge. And so I was like, man, I, I love working with these marketers. We could really scale, I could scale this up much more quickly if I started working with Facebook marketers. And so luckily, you know, I had the prior experience from custom made which was, you know, it was still a success. Like it didn't work out, but we still raised a lot of money. We made a lot of noise and there was some trust there just from me being around that environment. And so I raised about a million bucks in venture capital and then immediately after actually hired Teespring's head of sales and Teespring's head of marketing. And that's how the initial Shine On got started. Wow. And they, then they brought all the sellers over

Dan Henry (00:23:47):

Now, did you, I know that you raise capital and then something went wrong, and then did you have to raise capital again?

Eric Toz (00:23:55):

What happened? Was it wasn't that anything went wrong per se? It's just that we're kept pretty capital intensive business. A million bucks is not that much money if you want to build something large-scale. But what happened was we were it took four to five weeks for these items to be made in Thailand and then sent back to us where we would repackage it and then ship it to the customer. So these items sold super well. And we did over 5,000 various 3d designs and we did about five, 6 million in sales that first year. But what happened was we were getting a lot of chargebacks because of the weight. People didn't want to wait that long. They didn't trust it, even though the quality was super good. But no matter how many did it take, it took like four to five weeks after your purchase. So buyers are, you know, I think their limits around two, three weeks for reordering, they get pissy, they get antsy. So we started getting a lot of chargebacks and because we, we pay the sellers out like next day on their commissions or when it chips we would get these chargebacks after the fact.

Dan Henry (00:25:03):

So, so Jay, just to get the business model, right, you partner with people who want to sell their own personalized jewelry and you make the jewelry, and you ship. So it's like drop shipping and I believe you also give them the education on how to promote their products and get it out, get it out into the,

Eric Toz (00:25:22):

Yeah. So fast forward to today. I mean anyway, we, we, there was, we were running out of cash and at one point I said, never again, am I going to not make something myself? Okay. So I was like, I want the, I want to own the entire supply chain. Right, right.

Dan Henry (00:25:38):

And just so I'm clear, I just want to be sure I'm clear. That was because they were, it took too long. Right.

Eric Toz (00:25:42):

Just cause it took too long. That was okay. Got it. You literally the only reward to interrupt. And then there's, and then there's another thing about, you know, having more control of your margins, right. Being able to provide better customer service for everybody. But yeah, fast forward to today, I mean, we started in jewelry but we're, you know, we're an on-demand factory that we, we prototype, we develop and we sell ourselves viral gift products. So jewelry, wallets, watches, all personalized. And then what we do is we launched them through what we call an IPO process, initial product offering. So we'll say, Hey sellers, we got this new like wallet. That's personalized. You know, we, we sold like 500 grand in our initial tasks. And then we literally give away the farm. Like, here's exactly how we're doing it. And boom, now it's live in your app and it's free. Just go click, click, click, and you can add it to your store. And now you can sell this product. So we're almost becoming a little product agnostic. We're adding like metal wall art. Like that could go up here. I'll I'll have something for you. Oh,

Dan Henry (00:26:44):

Oh, okay. Yeah. I can, I could use some more, some more brains around this Personalized man. Yeah, yeah. You might have to, you might have to get me selling some products because I'm going to be honest with you. I'm gonna be honest with you. E-Commerce physical products is super difficult. And I told you this when I was at your, your warehouse, I do

Eric Toz (00:27:07):

Hear like, oh no, I don't know if I

Dan Henry (00:27:09):

Can, I couldn't do it. I could not do it. I mean, I'm looking at all these machines just to break down the thought process here. Right? I'm standing in this warehouse. I know that you guys have hundreds, you know, you've got, you've sold almost a hundred total, almost a hundred million dollars worth of stuff. You have machines that are like, w w what's your most expensive machine?

Eric Toz (00:27:30):

Ooh. we have we have auto pack machines that are about a quarter-million-dollar.

Dan Henry (00:27:36):

So $250,000 machines. And in my mind, here's what I'm thinking. What happens when something breaks, you got to call somebody, they got to come out, they got to get a part, and then you got orders. And like all this stuff going on, it's just, I gotta ask you this. How do you deal with the stress of going to bed every night and knowing that at any point, something like that could happen that could massively derail your business. Like, how do you deal with that? And how do you cope with that?

Eric Toz (00:28:06):

E-Commerce is complex because, you know, not only are you doing the marketing, sometimes you're also doing the training, but you're also if you're doing it right. I mean, you're also doing your own supply chain. You're buying inventory, you're storing it, you're shipping it out. So sometimes what we do because we're moving fast and we actually forget how many potential points of failure there could be, but we'll actually just write out a list. I'm like, you know, what, if, if, if any of these things fail, are we, are we screwed? Like, is this going to ruin the whole thing? And so a lot of times we're like, wow, yeah. If we ran out of X, Y, Z, that would shut down like everything. And so I'm constantly making lists constantly. If there's a new thing, that's a super imperative, making sure there's ownership of it.

Dan Henry (00:28:54):

But what do you mean by making sure

Eric Toz (00:28:56):

There's ownership that somebody owns that it's like, Hey, if you have one job to do, it’s making sure that we never run out of these like 50 different things. You know, we have an inventory manager too. Yeah. a lot of it is automated now. So like all our inventory management's automated their software to do it too. But you had to build, we built, we built our own. Yeah. So we'll kind of get a heads up of something running out, but look, honestly, stuff just happens to like, it's guaranteed, that stuff will happen. Major stuff. Whether it's a flood here or like a hurricane, or like, there's, there's a crazy cargo ship backup right now, like are all around the world. There are like crazy logistics problems. And so the number one thing for your customers is to just be a good communicator with them.

Eric Toz (00:29:49):

And that's honestly, it's a lot harder said than done. So that's where some of these Dale Carnegie principles come into play, just like thinking about them and their feelings being proactive, saying like, Hey, there's an issue. There's an issue here. You, you probably won't receive this in this time, but then give them some options. Like, I can do this for you. I can do this for you, or I can do this for you and just make them feel like they're the decision-maker next. And usually when you allow them to make decisions on what they want to do with their order, then a lot of the time they're, they're more cooperative and they actually will want to work with you. And sometimes you build stronger bonds with people and with customers when you screw up and then you, you like something detrimental happens. And then yeah, the redemption and you like go through this like thing with them. And they actually like, you have a tighter bond because they're like, then they're like the next time Eric screws up. Like, I know he'll, he'll be in my corner and he'll like, figure it out. So the same thing with employees too.

Dan Henry (00:30:51):

Do you feel that, cause I don't know if you've ever read the psychology behind likability and being imperfect, like, you know, what a Mary Sue is. So in, in film, Mary Sue is a character that is basically perfect and has no flaws. And so like imagine Superman, but there was no kryptonite. Like he wouldn't be that interesting. You know? And like when, when the star wars movies came out, a lot of people were saying that Ray was like a Mary Sue and that's why people were interested in her. And then so like later in the movies, they really

Eric Toz (00:31:24):

Didn't know she had no flaws, she had

Dan Henry (00:31:26):

No flaws. And so you'll notice it in the second and third movie, they really dived into her like flaws around you know, her parents and things like that. And, and some other things. But, but the concept is that if you have a character in a movie that is perfect and has no flaws, then there's nothing to be interested in. There's nothing to be likable. There's nothing to, to bond with that because you can't relate to somebody. That's perfect. And I think a lot of times people strive to be perfect and they let perfection get in the way of the thing that makes them human. It makes them relate to other humans. And that in, in of itself is having flown.

Eric Toz (00:32:03):

Yeah, I think you know, we have our seller group on Facebook and so we're always analyzing what's what gets the most engagement and it's, it's usually two things it's posting about success. And then it's posting about like the hard times that you went through or like stories, hard stories, like redemption stories. Like people are so into that because we can all relate. Yeah. We can all relate to that.

Dan Henry (00:32:28):

Do you feel entrepreneurs have an ex an unrealistic expectation that things won't, that nothing will go wrong, and that if something does go wrong, that means they did something like there they failed or they're a bad person or they were wrong this whole time in their dreams. You know, like I feel like a lot of entrepreneurs really have that expectation going in that everything is going to go right. And they don't know how to mentally deal with it when things go wrong.

Eric Toz (00:32:54):

Yeah. I think that entrepreneurs understand that things are going to go wrong, but every entrepreneur is different in, in there how much they're willing to deal with. Like a lot of people will throw in the towel on something where somebody else won't. And I have two really good examples from my, from my life about not throwing in the towel. And this is not, I'm not saying I'm right by or right or wrong by throwing in the towel or not throwing in the towel. Right. But I'll give you an example of custom made.com where, you know, we, we raised that, all that money. And then I ended up leaving the CEO ended up leaving, but the sort of the third guy in our gang mentor of mine, Seth Rosen, he said, no, I'm going to stick with it. And so he made a deal with the bank wrote off all of the debt and he just went into this incubation period.

Eric Toz (00:33:49):

And now custommade.com is like 20 million, $30 million a year business. And he brought it back to life solely because he had a high tolerance for going through that. And he was so obsessed with it that he wanted to continue working on it. And same thing with me, I got to a point where after I burned all this, this seed capital that we raised and at one point I actually had to let go of almost all the company, like 90% of the company had to let go of like 15, 20 people in one day, once 15, 20 people in one day in one day. Yeah. We called it the red wedding. Like from

Dan Henry (00:34:28):

Game of Thrones, you have to be a game of Thrones nerd

Eric Toz (00:34:31):

Joke, but not in a mean, not in a mean way, but it was just like, no, like, and everybody was like, Eric, give the investors like the rest of the money back. And there was maybe like, like a hundred grand left in the bank account. And I was just like, no, I'm not going to because like, I still have this vision for it. I need more time. And so I literally went from the super high and there's actually, if you Google the entrepreneur's journey, there's a graph of this where there's like this initial excitement. And then there's this period called the trough of sorrow. And then if you keep continuing going through the trough of sorrow, you get to experimentation and pivoting and new ideas. And then eventually you get product-market fit. And then when you get product-market fit, then you can scale.

Eric Toz (00:35:21):

And so how, how much are you willing to tolerate going through that trough? Because I'm not going to lie. I was, at that point, I cut my salary to like 40 grand a year. And I wouldn't say I was a loser. It's just that I kind of went into like hibernation mode. We're actually had to, my mind was going crazy. And if I didn't turn to meditation to help me calm down and just get refocused, like, all right, how am I going to pull this off? I would tell myself every day, this is going to be a book in a book someday. So yeah, we were down to like 20 grand bank account,

Dan Henry (00:35:54):

A book someday, dude, that's a roast on that for a second. This is going to be in a book someday. Yeah. That's that is that's deep, man. I mean, if you think about it, like, that's some internal motivation.

Eric Toz (00:36:11):

Yeah. I mean, I would tell people I'm like, you don't understand like there's no, I'm not going back. There's no plan B like I'm, I'm in this thing, you can't kill me basically. And I don't care if I make $0 for like four years like I'm going to make this work. And so there's, and then I kind of learned that there's always something that you can do. I had another, I hired another mentor who helped me out with some financing and I actually bought the company back from the investors. Cause I believed in it so much. So I was literally taking out like per personally guaranteed loans to buy back the rest of the company. So not only was I going from $0, then I even put myself in debt, like to get the company back because I was like, no, you don't get it.

Eric Toz (00:36:56):

Like I still see this path forward. I just need time. And so I actually have never raised money again since then. So we went from having 20 grand in the bank account to, we did, we did a hail Mary, we bought one machine and I moved out from Brooklyn to New Jersey and we started tinkering in a 1000 square foot garage with machinery and we built, then we built our first Shopify app in 2017. And we were the first people to do print on demand jewelry. And so then just incrementally building, building, building, building, building, come up with some new products, keep promoting keep doing what you say. You're going to do, build trust with the seller, with your customers. And yeah, now we're doing like 66 million a year in product sales, all bootstrapped. Yeah.

Dan Henry (00:37:43):

So if you were to like, imagine that on a graph, right. Where how much money did you raise at the, at the height of that?

Eric Toz (00:37:50):

At the beginning, we raised 1 million and then we ran out of that and we got down to 20 grand and then

Dan Henry (00:37:55):

Here at 1 million. Right. And imagine the, imagine it's a plane, right. And the plane starts nose-diving and it's heading towards the ground. And it literally goes so close to the ground before it pulls up that hits like 2200 feet off the ground. And it, you know, if you're on the ground, it literally blows your hat off as it scoops up. And then sky rack skyrockets up to, you know, from its original elevation of, of, you know, a million up to 66 million. That's insane. Yeah.

Eric Toz (00:38:29):

So when I went through the whole range of emotions, like you could possibly imagine like an idea raising money. Oh, other people believe in me, like this feels good. Like everyone thinks I'm smart. I have a great idea. And then reality sets in and just being like a total loser, firing everybody going. I had to learn accounting because I had to fire my accountant. I had to get rid of all the insurances. I'm like, what am I in? What am I protecting here? Something that's like worth nothing. So I was like, it, no insurance, no nothing. And so, but that was like the best lesson I ever learned because I had to learn, I had to learn a little bit about everything in the company, all the operations efficiencies. And so that going through that experience actually is really helpful today when I'm seeing all the pieces from a high level, because I've done all those jobs myself to a certain extent, I know enough about everything.

Eric Toz (00:39:23):

So I'm very grateful for that experience. But I'm also grateful for capitalism. I'll be honest because it allows you to go through that whole adventure and like that whole journey. And it is you against yourself. You're not really like competing against other people, even though you think you are, it's just like, you have to like, it's you in the mirror. So how can you, how disciplined can you be? Right? Like how disciplined can you be? How can you calm your mind? Can you get over your old? Because a lot of people, they, they bring their old life's experiences into their current business and they'll actually project some times. So if they are very needy, if they're a very needy person, cause you know, someone left them or whatever in the past, then they're just going to be attention-seeking in their business. So these can be, these are bad habits that could kind of take you down. So you really have to quiet your mind and try to get over your old and not project. A lot of people to, you might hire people from outside the company coming in and they're in a position of power and you don't see their bad habits in an interview and you would never know. But then after six months of working there, you're like this person's horrible. Like just like they're projecting because they're in this position of power now,

Dan Henry (00:40:41):

How did you, did you identify anything about yourself, old baggage that you were starting to bring in to your company and then you, you like identified it, you acknowledge it and you got rid of it. Did you ever go through anything like that?

Eric Toz (00:40:59):

Hmm.

Dan Henry (00:41:04):

You couldn't have always been the super nice guy that you are, that you are now. Eric. I refuse to believe that cause it'll make me feel even worse though. I'm just kidding.

Eric Toz (00:41:14):

Well, I'll be honest. Like when I had to let the whole company go I had somebody that really pushed me into doing that because I was like so nervous to do that. And it was the hardest thing I've ever done in my life. But going through that experience made me a very strong person. Right. I think me probably wouldn't have done it and I would've taken, taken it down, and gone down with the ship with everybody, but I got the sort of push from a friend, and he kind of helped me plan letting go of the whole company. And so yes, like the entrepreneurial journey, it helps you grow as a person too in many, in many, many ways. So I'm very grateful.

Dan Henry (00:41:56):

Do you think the unwillingness to let somebody go or let people go because it's a good business decision. That was a potential thing that was kind of brought in. That was a detriment. And you had to learn how to get over that was that, would that be one of the things that I guess as you called it earlier I think you call it baggage. Would that be something that you think was baggage that you brought in, that you had to, you had to get over? That was like a major thing?

Eric Toz (00:42:22):

Oh yeah, for sure. Like I think, you know, Inex inexperienced in younger entrepreneurs, they have trouble doing that. Like letting people go, but then I started seeing things through a different lens with running a business. Now I actually see it as we're working, we're here together. We're working on this project for like a finite amount of time. So instead of thinking about like, there's an owner and there's an employee and they're basically like slaves to the company, like they own you. I don't, I don't think that way. I think, and I'm open with my employees, like, Hey, we're, this is a project we're working on for two to three years. So let's go get committed to this thing and let's go crush it and let's see what happens. Right. And then, you know, provide the right incentive for them to, for us to crush it together. So having that sort of, we're working on a project mindset, it's helpful in letting people go because everything is finite and I'm not even going to be there in five, 10 years either. And I tell people that this is a project, so we're not going to be doing this forever. It's not like we're married. So, you know,

Dan Henry (00:43:34):

Okay. Like Michael Jordan was not always going to play in the Chicago bulls, but while he was there. Yeah. And while his teammates were there, they did the best, they could to win as many championships as they could. But ultimately that entity, that, that concept, that project will live on. Right. Is that how you view it? Yeah.

Eric Toz (00:43:54):

Actually so the term I use is let's go out and like get this Superbowl ring if we can, if we can go. And that might be we go public or we get acquired or something that experience that all the employees had. They can look at the Subaru warring and be like, yeah, I was part of that. I did that. And then what they can do is parlay that experience and go off and do their own thing and their com and their next company. And then maybe I'll even invest in it or there'll be able to get investment because people are like, wow, they worked at shine on. So that's what I'm trying to do with this whole Shannon thing is employees. If they can get a Superbowl ring sellers, there's a lot of sellers started with selling our product and e-commerce, and now I know two dozen guys that I'm friends with who started selling our product, and now they're doing $10 million a year on their store selling something else. But, you know, we all got, we all got wins like early out of it and that's, what's important is getting wins together.

Dan Henry (00:44:49):

So if I was going to read between the lines here, I would say that one of the biggest things to keep in mind with everything that you said is before all this, you have to really get clear on what, why you're doing it, where, where you want to end, because, you know, if you were, I'm just giving an example, right? Like Tony Robbins, Tony Robinson's, Tony Robbins, you know what I mean? That's his brand is his name. So, you know, the whole, like maybe the concept of I'll be here, you know, for a temporary amount of time. And then eventually I'll be gone. Maybe that still applies to his company. I'm sure he has an exit or I'm sure he has a death strategy, you know, cause nobody lives for other, I'm sure he's not just going to die in his company. That's it. I'm sure he's going to live. He's going to somehow has a plan of action in there. But you know, I think if you were to say, well, my goal is to exit or my goal is to build something great. Or my goal is to change the world. Or my goal is to, to, to do this. I mean, would you say that you have to get super, super clear on what that is before you can start, as you said, going after the Superbowl rings because you got to know what game you're playing.

Eric Toz (00:46:01):

Yeah. 100%, a hundred percent like people ask me, how is my vision change? I'm like, no, my vision has literally been the same thing for five years ago. Like where we're at now is where I thought we could eventually be. And so I need to keep going, but would

Dan Henry (00:46:17):

You articulate that vision?

Eric Toz (00:46:20):

So five years ago I said I wanted to be the Teespring of jewelry. So I was just looking at that model and I want to build something just as big as them. And they're at the time they were doing a hundred million a year in sales. And so you're almost there. Yeah. Now we're getting, we're getting close to there. I actually, in two weeks we'll hit a hundred million in sales all time. So yeah, like if you don't have that, if you don't have that vision and you're not committed to it, if you go through hard, like, like I went through, if I didn't have that that level of commitment, then I would have totally thrown in the towel. It might be different though, if you're, if you're making good cash, if you're cash flowing and then suddenly it starts hitting bumps. I could see getting out then because you've made all this cash already. But for me it was kind of like instill like most of my personal like all my assets, like most of my wealth is actually in the business. So I'm thinking like longterm and it's, it's definitely risky. It's, it's a huge risk. And that's my personality

Dan Henry (00:47:28):

Condo that that's being built right now. Saltaire in downtown. It's a little

Eric Toz (00:47:34):

Sexy start my podcast there.

Dan Henry (00:47:38):

You got to invite me over, man. That place looks, looks like it's going to be sick. Yeah.

Eric Toz (00:47:42):

I think we're going to do some events there, some masterminds

Dan Henry (00:47:45):

And it's going to be awesome. Let me ask you a question. And I know that you're not your company is a little bit different than say mine where I'm a little bit more like the face of it kind of thing. And you're you're, I mean, you are, but like e-comm, it's about the products and all that and, and you know, so I'm sure a lot of people, as somebody who built this, they have a way they view you probably a lot of different ways. They view you. What would you say is something that people misunderstand about you?

Eric Toz (00:48:19):

Hmm. That's a good question. Misunderstand. Well,

Eric Toz (00:48:34):

You know, even when I throw these figures out, like a hundred million, 66 million I try to not make it about me. I try to say, we sold this together. Right? Like we did this together. And so I, people might see me as, I dunno being selfish because maybe on my Instagram, I promote like all this personal stuff. But at the end of the day, like I want, I want everybody to win. Like I truly do. And one thing is if you make other people money, they'll always invest in you and your next thing, they hit,

Dan Henry (00:49:14):

They stay with you on the ride. Yeah. Yeah. Well, I mean, look at, look how a lot of these funds have been built. Like you got guys that they run a certain type of business. They make people money and then they start like a real estate fund or a, or this, and then they're investing in that so that, you know, that's totally makes sense. Yeah.

Eric Toz (00:49:31):

Yeah. If you were, if I was your client and you know, I made a lot of money from your trainings right. Or teachings, and then you were like, you said to me, Hey, I'm going to go start this other thing. Do you want to invest in it? I'm like, hell yeah, you made me so much money, dude. Like literally here's like, you know, here's a million bucks or whatever investment, like no brainer. I, I trust you. You made me money here. Let's do it again.

Dan Henry (00:49:56):

No, I think people underestimate the value of creating a great product. I think there's a lot of people out there that do it for a cash grab and they do it for clout and they do it for a lot of the wrong reasons. And they don't really care or not. It's not that they care, but they don't put the effort into making a great product because at the end of the day, a great product will, you know, it will transcend a lot of mistakes, you know? And that's the thing that you're going to make mistakes you're going. And you know, when it comes to a lot of people in life, not just entrepreneurs, but a lot of people in life, they lack confidence. And I always say that you cannot build confidence. Does anybody tells you, you can build confidence full of. You build competence.

Dan Henry (00:50:40):

And as a by-product of that competence, you are granted confidence. Let me ask you this. I like that. Oh, thank you. I appreciate that. I, you know, I want to resist the urge to ask you a classic question. Like what, if you could go back to your 18 year old self and tell them something, what would you tell them? But what I'd like to ask is, you know, how did you in the ups and downs, it's easy to feel confident, have faith and stay the course when things are up. But when things are down, that's where people break and they fall off. What did you do specifically in your brain, in your mind that helped you get through those dips and maintain the course and maintain the faith and keep the confidence. Even when things look bleak, especially when that plane was right, the bottom, you know, 20 grand left in the bank or whatever other challenges you've had. How did you maintain, what did you tell yourself every day to maintain that level of dedication? Mm,

Eric Toz (00:51:53):

Well, I think, I think that you have to take the pressure off yourself. And so I'm in the process of writing this book. It's going to be called the entrepreneur survival guide, 20 things you can do when you're totally AFT, oh God, I love

Dan Henry (00:52:12):

That title. I really, oh, that's a great title

Eric Toz (00:52:16):

Too. So it's kind of like, imagine like how you would equip yourself for the zombie apocalypse. It's like that before, like business for business, I've been through like 20 of these things already. And at some point though, like once you're like, I'm doing this, no matter what you, at some point you have to take the pressure off of yourself in the day to day. So you have to say, all right, like, look, man, I still have to sleep eight hours and I can work like a maximum of 16 hours. And so, you know, you just have to be as efficient with your time, because if you literally do everything like perfect. And when you have no money left in the bank, you have to like, watch literally everything. Like watch every dollar spent every, every hour you have to be doing the right things. I remember literally going to like open certain tabs in Chrome and I'm like, no, like you can't do that. Right. I didn't know what the are you doing? Like, stay focused here. We don't have time for this right now. It

Dan Henry (00:53:14):

Was, it, was it porn hub you were trying to open or it was just like

Eric Toz (00:53:18):

It could be anything like ESPN. It could be like news, you know, I've been in, I've been addicted to news before. And so news

Dan Henry (00:53:26):

Sports. So, so have you ever got addicted to looking at things that you didn't have yet? Houses, cars?

Eric Toz (00:53:34):

Ooh, that's a good question. Like fantasizing about cars and stuff.

Dan Henry (00:53:41):

Yeah. Like, like imagine you're sitting there and you're working and you're like, if I just work hard enough, I'll be able to buy X or Y or Z. So then you go and you look up that car, you look at the features, you look at the you know, you look at how much it costs. I mean, I'll be honest. One thing I used to do is I used to put real estate up that I liked and I'd say, okay, this is called a vision board, like a vision board. And I would leave the tab up on my computer and every like two hours or so I would just flip over and I'd look at the house. And I remember I did that with I don't think I knew you then, but when I had that 8,000 square foot house on the water in Gulf port, I was looking at, yeah, I sold it and I bought the penthouse because I just living on the water, man.

Dan Henry (00:54:21):

It's like, dude, there's always a contractor at your house every single day or something. Well, no, just fixing stuff because the salt water blows with the Florida winds, they blow against the house and I'm in you're right on the water. So stuff, Russ, I had to replace my outdoor fans. Like every three months we would just go get completely rusted, no matter what you did. And just all kinds of crazy stuff that doc, you know, just so much stuff. And I just didn't want, I wanted to focus on all my business and I wanted, I wanted to stop leaving my phone around. And then not finding it for six hours because it was on the, you know, it was on the third floor and this and that. So when I bought the penthouse downtown, I just liked it a lot. It was actually more expensive than the house I owned, but it was smaller and it was just, I don't know, I liked the lifestyle more, but what I did was I would, I would put up a house that was very, very similar to that house.

Dan Henry (00:55:18):

And I would leave it up in my tabs and every two or three hours, I would just take a break and I would look at it and I'd be like, all right, I got to get to this much money. You know, obviously after taxes that dah, dah, dah. And so I would look and I'd say, okay, I need to sell this many units of my consulting or whatever. And I would, I would basically make that sort of like my, because you know, goals are weird, you know, like what are goals? You know, people have goals, but goals change. I just knew that I wanted to have a really nice house and I wanted to invite my family over and I wanted my family to experience being in a nice place. Cause they didn't really get, get to do that. And so I would leave it up. Yeah.

Eric Toz (00:55:57):

So my opinion on it is are you familiar with lead and lag measures?

Dan Henry (00:56:03):

No. I would love you to

Eric Toz (00:56:04):

Explain it to me. Lead and lag measures would be like, so lag measure would be how much revenue your company didn't last month. Okay. But that's lead measures are more activity-based so here are the things I'm measuring each day for things I can control. Cause you can't, you literally can't control somebody else buying your stuff. I mean, you can't take their hand and force them to click and put type in their credit card. But I think you'd get arrested it's to me it sounds fun. It's like, oh, open daddy's wallet,

Dan Henry (00:56:36):

Dude. We should film. You should film an ad where you like break into somebody's house and make them buy a little customized pendant under their heads that would not get approved.

Eric Toz (00:56:46):

Yeah. So if you think about lead and lag measures, like a lag measure would be revenue. You can't literally control somebody opening their wallet and buying them. They still have to do that on their own, but something you can control every day is I'm going to go live two times today, I'm going to set 40 appointments. I'm going to try to close X amount of sales. So these are the things that you can control. Like I've always looked at houses and cars and stuff as like a lag measure. It's like I would rather set a goal of like doing X, Y, Z for the things I can control, because if I do everything I can control, most likely I'm going to get, get those other, those, those prizes. So my goal would be like only the things I can control, which would be maybe orders made or on whatever metric, because then my taste might also change. I might also want to drive a car or something later on.

Dan Henry (00:57:38):

Could I present to you a different way to think about it and maybe mate, this how to think, bro. Yeah. It's how to think. Right. And, and, and get your perspective on it. W so I have this crazy concept that I've really started to delve into recently the idea of not having goals now, before I that's hyper bowl right now. Right? So a lot of people like that, but let's, let's, let's dive into it. So if you have a goal, like, let's say you want to go to the gym. Okay. And you want to get Jack. And the only reason you're going to the gym is because you want to get checked. So you go to the gym and when you get there, you realize you're kind of fat and out of shape, you don't have abs, but you look around the gym and you see all these people with abs big muscles and you say, well, they're jacked and I'm not jacked.

Dan Henry (00:58:18):

That's why I'm here. So now I feel out of place, I feel like I don't belong. And it gives you this sense of automatically right off the bat, you feel unaccomplished, you feel less, you feel like you don't belong, right? Because you're setting this expectation that there's the reason you're there is for a goal. When instead, if you simply fall in love with the process, you fall in love with working out. You just, it doesn't matter what you look like. You love working out. You're going there because you love working out. And you love that process. It's sorta like when you Jitsu, right? If I like, I love jujitsu, I love it. I don't go to jujitsu class and say, I'm only going, because I want to win worlds. Or I want to win ATDC or I want to be a black belt. I go because I love it. And I noticed that when you love a process and you don't necessarily have a goal, you end up getting, so you end up getting rapidly good at that thing. And you blow past any goals that you could have achieved, or you could have made for yourself by falling in love with the process. I'd love to know your take on that.

Eric Toz (00:59:21):

So I think, I think more people should set goals around how they want to feel. Right. Because ultimately isn't it all about having a feeling of happiness. So it's like, I envision, I envision a world where I wake up everyday and I feel this way. Right? It's like, that's not something that's tangible. That's a feeling, but it's also inarguable, right? Like if you feel a certain way, there's no metric that can dictate whether that's a success or not, because it's about how you feel. So I think people should focus more on that because they can literally get to that goal, like a lot faster than any other like metric based.

Dan Henry (00:59:59):

Well, what do you think creates happiness? Do you think happiness is created by feeling like you've made progress, feeling like you've. So I heard a Jordan Peterson talks about this. He was saying that a lot of times we feel happy because we solve problems. Cause if you think about it, right, what is the human mind? It's the computer. What is it? So forget the human mind for a second. W what, what does a computer do? What does it really do on a fundamental level? It solves it crunches numbers, and it solves problems. One after the other that's its purpose. And then one day the motherboard goes out and the computer stops working and it stops solving problems. And it dies. The human brain is basically a computer. And it, I mean, you know what I'm saying? Like, like, like what happens if everything was perfect in your life? You'd almost go crazy.

Eric Toz (01:00:43):

Well, actually we see this with super rich people and celebrities. They're like super depressed because the mind, even when, even when you saw everything, the mind will look for new things to solve. So it might actually drag you down. It might actually cause chaos in your life so that you can solve them. Like a lot of people, they bring themselves down from from success because their mind is just needs a new problem to create and solve. Oh yeah. I can feel that. And that's another thing. There's this amazing book called the big leap by gay Hendricks. And basically it's like you know, success for a lot of people is foreign and the, their subconscious it's almost scary to be successful because their subconscious is not used to that. So they would rather, almost subconsciously self-sabotage to bring themselves down to what they're used to.

Eric Toz (01:01:38):

So I've seen it with a lot of people and alcoholics too that runs in my family. Like people will get a certain taste of success and then there'll be, it'll make them feel weird. They'll get antsy with being successful. So then they'll start drinking again and drag themselves back down to their, what they know because it's comfortable. So what does book, the big leap talks about is breathing into the new reality, right? And like giving, like slowing down and giving yourself time to accept these feelings and then kind of breathe, breathe into the next version of yourself and staying focused on that and not allowing the subconscious to bring you back down.

Dan Henry (01:02:18):

Do you think that oftentimes will because success can happen fast. It

Eric Toz (01:02:25):

Can almost happen overnight, or at least you can feel like that. They don't take time to breathe into it. Yeah, dude, I see so many people like who maybe they made a million bucks and that's great. That's like good money, but they're like acting like super stupid. And it's like, dude, are you trying to like, are you trying to kill this partnership? Are you trying to like, sorry, are you trying to self sabotage in some way, I can just see it in people where

Dan Henry (01:02:52):

You could almost look in their eyes and know they know what they're doing is wrong. Yeah. You could see a way behind their, their, their eyeballs. They know, and they're still doing it. Yeah.

Eric Toz (01:03:02):

Like I think the, the fake, the fake guys out there, maybe they made a million bucks. They're like, they're acting stupid and trying to get attention. And a lot of times they're doing, yeah, they're just acting stupid to try to bring themselves down. I think the most successful people are like the most like level and kind of calm and chill and they breathe and they allow themselves to experience this new reality. Right.

Dan Henry (01:03:29):

Yeah. That makes, that makes a lot of sense. Let's let's switch gears a little bit here. Okay. Did I ask you about myths yet? Myths. Did I ask you what the biggest myth in business? It just you off as I feel like I asked you? No. No, I didn't. All right. Well, that's the question then. I want to do this. I wanna ask you a couple more questions. And then actually two more, this one and one other, and then you up for some live calls.

Eric Toz (01:03:52):

Oh, hell yeah. Totally forgot about that.

Dan Henry (01:03:53):

Yeah. We were going to just go and I forgot that we're, we're able to take live callers. Yeah. So we can actually, so what I'd like to do is have some people call in and ask us some questions and you know see if we can give out some free, free, free consulting on, on this show and just talk to some people. Yeah. So, so here's the question. We'll just do two real quick. What, what is the thing that you off the most, the myth about business, or really not even about business, but just accomplishing things. Yeah. and, and succeeding in life. What is the biggest myth that just makes your blood boil?

Eric Toz (01:04:37):

Well, I think, I think some people feel like there's some secret knowledge that they need to know in business. And you got it.

Dan Henry (01:04:45):

Yep. Yep. I

Eric Toz (01:04:47):

Think there's some secret knowledge and they have to read all the books and they have to like learn all the secrets. But if you, after you read a few Dan Kennedy books and Dale Carnegie books as kind of like businesses, honestly, just human relationships. And so if you can focus on getting really good at those relationships and then just doing the work like you should, that's a good recipe for success. There's like, no, you know, there, there isn't any magic light bulb that's going to go off. It's just doing the work everyday commitment. And then being a really good person because you can, you can not build a business for yourself. Like you have teammates, you have customers, like if you're not caring about all those people as two, and on this mission together, then you're going to have a bad day.

Dan Henry (01:05:37):

I think a lot of times people waste such a chunk of their life searching for the easier path or the path of least resistance. And, you know, I always sort of tried to view it a little bit different. Like I always say, well, if I pick the hard thing and I get good at the hard thing yeah. I'll have very little competition because nobody's willing to get good at that. So while everybody else is looking for the easy way, I'm busy getting good at the hard way. Oh yes. I love it. And they're just going to keep looking and keep looking and keep looking. And by the time, I mean, they're still going to be looking and somebody else who has dedicated themselves to mastering the hard way is going to fly past them because they're just bouncing from thing to thing, to thing to thing, looking for that easier way. And the truth is there is no easy way. The only, the only way is dedication, hard work and commitment to the hard way.

Eric Toz (01:06:30):

Yeah. I think a good example would be what's the difference between a garbage man and a nuclear waste disposal specialists. Like they're both kind of garbage men, but wine just like went into the so much the hard and learned so much about this one area. And that's like a moat, like how many nuclear waste garbage garbage men are there out there? Like not that many. Right.

Dan Henry (01:06:58):

I have never heard. Wow. That's a, that's that's a striking comparison. Wow. Yeah. That's true. Because you can go deep. You can go on, on almost anything. You can go deep into. Oh, that's great. That's great. Okay. So here's the bathroom. Oh yeah, dude. Absolutely. Yeah. I got to too, but you know what I'm gonna, I'm gonna, I'm gonna sacrifice my, my bladder. So yeah, go ahead. Go, go for it. We'll all do is, is w we'll get a hole drilled in the, in the table for the next one that we can just do it right here. I'm just, just get right, right. It's right. It's right down the other road there. All right. Thanks

Eric Toz (01:07:34):

For joining us again, everybody.

Dan Henry (01:07:36):

Thank you guys. Live bathroom break. That's awesome. So, Brandon how are we doing here? But by the way, just guys. So, you know, this is our first show. And we're just kind of winging it. I'm trying not to let my, my noticeably slightly lower aperture on my camera than his bother me. Hey, come on, come on. Is, is his brighter than mine or is that the lens? I know, I believe his is brighter than your, so you gotta just turn a little bit. I

Eric Toz (01:08:07):

I'm pretty sure the cameras are matched, but

Dan Henry (01:08:10):

I just gotta double check the lighting. Oh, this is my, this is my this is, this is my background in audio and video. That's just killing me right now. I'm sure like Joe Rogan has no idea about any of that stuff, nor does he care. And he just sticks to the topic. That's my internal. So we're going to take live calls in a minute. We have a phone number and here's what we're going to do. The number is 8 1 3 4 7 4 9 1 2 2. And what you can do is you can text this number. Okay. And here's what I want you to do. I want you to text the number with your question, and please keep in mind that we're covering major problems in life business how to think about things, how to strategic things. We're not, we're not covering things. The word ad or funnel is barred from this show.

Dan Henry (01:08:59):

So no questions on that. But no, no internet marketing stuff, but if you text 8 1 3 4 7 4 9 1 2 2 with your question Brandon who's in the control room right there. If, if, if he likes your question and he thinks is a good question, he will text you back and then he'll give you a call and bring you on. So why don't you guys go ahead and I'll ask Eric one more question. And then while I'm doing that again, text 8 1 3 4 7 4 9 1 2 2. And we'll bring you on if you have if you have a good question. So just text summary, your question to there. So I'm trying to remember that second question I was going to ask you. That was, that was really good. Oh yeah, here it is. What is something going on right now in the world? Like a current event that it's just really difficult for you not to have an opinion on

Eric Toz (01:09:59):

Yeah, I think, I think right now is a kind of a strange time. I think there's some undertones of like, are there really evil people out there who are like, you know, trying to, trying to take down basically the whole world or reset the whole global economy. That's something that's on my mind. Sometimes it

Dan Henry (01:10:16):

Of it kind of seems like that. Sometimes it doesn't it.

Eric Toz (01:10:19):

Yeah. Kind of. It's some, just some bad vibes lately, I think happening all and not just in America, like all around the world as it's just COVID stuff. I think, have you,

Dan Henry (01:10:29):

We've seen, I forget the guy's name, but there's a YouTube video. It's like three hours long. It's one continuous shot. I mean, literally the guy's looking at the camera, he's got a black background and it's three hours. There's no cuts. He just looks at the camera and goes for three hours. And it's about the social construct. Have you seen it? No. So it's this idea that everything we see and we believe is basically based on, you know, this social it's, it's, it's created a history, everything like, so let's say somebody tells you that I don't know of, of random scientific fact, like, I don't know that water has is H2O. Right. And that's it's right. So, I mean, some scientist somewhere in a lab one day did this experiment and found that, and there was like maybe three people in the room. And then they told, you know, 10 other people that were out of the room and then those people told, but like, how do you know that?

Dan Henry (01:11:27):

And I'm not disputing the fact that water is H2O. That's what I'm trying to say. But what I'm saying is like, whatever, that fact was the millions and millions and millions of facts we have every day that we build our entire truths that we consider truth. I mean, what was to prevent the person that found that out from just skewing that to the next person and down the chain and down the chain and down the chain. And so basically what he was saying was that pretty much our entire sense of reality is based off a, you know, a social contract that is built upon this information collectively, and that there really is no such thing as truth, because it's almost impossible for there to be that because it's just so degraded and, and so broken down as it's, as it's being permeated through society.

Dan Henry (01:12:14):

And so like I was last night, I was, I was I don't even remember what I was doing. You know, I was chilling out for the night, smoked a bowl, chilling. And I read, I saw this post and it had all these predictions. Right. And it was predictions from the past 20 years. That came true, like all kinds of crazy stuff, like, you know, stuff about the NSA spying on us. Right. And then at the bottom it says, do you know who made all these correct predictions, Alex Jones, and you, you know, who Alex Jones is. Right. And, and, you know, when I heard it, Alex Jones, I was like, all right, well, this guy is just obviously using fake media to produce ad revenue and, and traffic and, you know, just people off and get people crazy. And he sells survival products, you know?

Dan Henry (01:13:05):

So if you think about it, it's the great, yeah. Oh, he did not. Yes. On info wars, he, he will talk about all this doomsday stuff and then he'll pitch survival products. Wow. Yeah. If you think about it, it's such a good time. It's actually quite genius. But so I just always assume the guy was completely full of crap and then, and whatever, you know, do, do, do your thing. I mean, the media is always full of crap anyway. And then like, I started seeing all of these things that he said would happen and maybe he just got lucky, but they all came true. Not all of them, but a good portion of it came true. And I just, and then I thought about that video, the social construct. And I was like, dude, what if like, there's a bunch of crazy people that we just think are absolutely bat out of their mind. Crazy, but they're actually right. And they just sound crazy. And we're actually the dumb ones for not listening to them only because they don't know how to articulate themselves in a believable way. But have you ever thought about stuff like that?

Eric Toz (01:14:00):

Do it all the time. I think about how stupid the food pyramid that we grew up with,

Dan Henry (01:14:05):

But these are the people we're supposed to believe that the people are full of. Right? Yeah.

Eric Toz (01:14:09):

Like if you didn't believe that the food pyramid is right, cause it's made by the USDA department of agriculture, you're like, you're an idiot if you disbelieve them. Right. But then like 20 years later, we're like, literally that we could flip this entire thing upside down and it's, you know, now we're finding out it's correct. Right. So I think like, honestly I think we have to just, people seem to ask more questions and they don't need to like get attached to certain conspiracy theories. They don't have to get attached to, to things cause nobody knows the truth, but people just need to like the question. Yeah. You always need to ask more and like get out of their own minds a little bit. That's why I think, you know, sometimes like, you know, doing some psychedelics occasionally, like not crazy, but just in a little bit, just kind of untangling the wires sometimes meditation is yeah. Same thing. It's like taking a ball of yarn and kind of like, have you

Dan Henry (01:15:02):

Done psychedelics yet?

Eric Toz (01:15:04):

Yeah, a little

Dan Henry (01:15:05):

Bit. You've done an Iowasca

Eric Toz (01:15:07):

Done Iowasca twice. I've done, you know, mushrooms a few times would even microdose occasionally with some mushrooms not to like go crazy, but it just kind of helps break, break the wiring sometimes if you're really like right for a few months in a row, been going really hard and you're kind of really engaged and wired. Sometimes you need to like loosen that up. Sometimes if you go away to like a vacation or a beach or something that might not even help you learn, you need to, and even therapy might not even help.

Dan Henry (01:15:38):

Do you, do you honestly want to know my opinion on that? And when it comes to like entrepreneurs and thought leaders yeah. And I could be completely off base on this, but you know how you see a lot of thought leaders and people who are out in the public on social media and they're always preaching these like sort of white picket fence standards. Like you should do this and you should do that. And you should be this perfect model human being. And it's like, you're so full of because I've met a lot of those guys and they're full of. They smoke weed, they do shrooms. They go to strip clubs. They're full of. I've met them there. Okay. I'm not going to like put anybody on blast. But the same people I see with their stupid little Instagram meets going, you know, this is not cool.

Dan Henry (01:16:17):

And it's like a Lamborghini and like a girl with, with boobs, you know, because girls do have boobs. I know that people, people seem to be offended by that these days, but there'll be like, this is not success. This is success. And then they have like this, you know, minivan and their family, when they got done, you know, the portrait, they got John at JC penny or whatever. And they put that out there and then you meet them in real life. And they're like smoking weed, doing shrooms, going out. And it's like, dude, you're so full of. And it's, it's that, you know, I have never once met a person that is at eight or nine figures who we sat down on the table and he's like, yeah, the secret is, you've got to write down your daily affirmations. Like I've never heard that ever.

Dan Henry (01:17:02):

Just like, you know, I've heard tons of times, like we're talking about right now. I mean, there's one prominent figure. I'm not going to name him. But I asked him, I said, you know, you're, you seem to be very into focus and against drugs and alcohol, you know, what are your thoughts? Oh yes. You shouldn't do drugs and alcohol, but every quarter you should trip on LSD because that'll open your mind. Like a lot of high-level entrepreneurs, whether they want to admit it or not, they do mind altering and expanding substances. And that's not to say from a recreational standpoint, because if you have done any research on things like DMT or Iowasca most people who do them, they don't do them to have fun. No, they do them as a form of therapy or, or, or, or enlightenment. They're not out there getting drunk, you know? Exactly. You know what I mean? And people don't think about that.

Eric Toz (01:17:50):

Exactly. People like classify psychedelics with just like, oh, this is a drug it's like, it's not a, it's not a drug. It's not like a party drug. It's not like to have fun. It's to honestly make a lot of times make you a better person. Yeah. Right. And so I think, I think with stuff like that, I think that like the highest level entrepreneurs, they, they, they go, they go in and out where there'll be really consistent with something. And maybe their home life is rock solid and their businesses are rock solid, but then they'll actually need to go into some inspiration mode modes for, for a few months or a few weeks or something like that. But they can't stay in that forever. And they can't stay in a super structured, like, you know, backend life forever either. I think it's good mix to constantly be going in and out of those things and getting inspired and then always like reinventing yourself too. I always think about this concept of like, I could totally reinvent myself today if I wanted to, like, I really could, we all have the power to do that.

Dan Henry (01:18:50):

I think that's a and giving up money to do that is another, I mean, let me ask you, we'll take some calls, but let me ask you a question. What do you want to be known for like in 10 years? What do you want to be known for?

Eric Toz (01:19:06):

Well, I think it's man, I think we may, we may actually have a lot of similarities in this, but just helping, helping as many people go from, you know, zero to super successful people. If I can be like, if I can inspire a few people, few hundred people, maybe a thousand people at shine on, if we could create a thousand millionaires, that would be like incredible on so many levels. And it's not about the money it's like helping them go through that journey too. Right. And then they're going to inspire other people to do the same thing like later.

Dan Henry (01:19:44):

Yeah. It's like a web effect. Yeah. Yeah. Brandon, do we got any callers?

Eric Toz (01:19:49):

Yeah, let me work on getting somebody on.

Dan Henry (01:19:51):

Alright, awesome. Awesome. I want to like reach over in that camera and turn up their average terrible. Oh, this is fun,

Eric Toz (01:20:01):

Man. I'm having way fun right now.

Dan Henry (01:20:04):

Way fun. Yeah, I dig it. I dig it. Yeah. We, we, you know what, you know, one of the reasons I decided to do this was because I I've been doing what I've been doing for so long and

Eric Toz (01:20:17):

I don't know just

Dan Henry (01:20:18):

How long, well, successfully or unsuccessfully,

Eric Toz (01:20:22):

Let's say the beginning of success to

Dan Henry (01:20:24):

Know. Well I started in 2009 and I don't think I had any like actual success success until maybe like 2000. And I mean, success is so variable. I mean, you could call me opening a bar successful. That was like 2015 or no, maybe that was 2012. I'm terrible with time. But you know, the last five years has really taken off and I mean, it's so weird because the majority of my career, I mean nothing. And then all of a sudden I make 25 million in a few years and I'm like, whoa. You know, and it's just you know, for that length, the way that we, that we, that I ran or I run get clients.com, it's very, you know, unless I get there in there and shake it up, it can be very automated. It can be very, you know, just, you know, you, you, you do this and you do this and you make the right decisions and, and you get clients, dah, dah, dah.

Dan Henry (01:21:25):

But I wasn't really having fun with it. Like I had fun with it when I did that yacht music video, you know, but I was just getting sort of sick of talking about the same thing. And so that's why I wanted to do the show because I want to talk about different things. I want to have fun with my business. Again, I want to build a new brand and have fun with it. And the beautiful part is this time I don't need money. You know what I mean? Like this time I can do whatever I want and if it makes some money, I'm sure it'll make money, you know? But it, it doesn't have to make me millions. I can just do it for impact. There's no chip, no

Eric Toz (01:21:56):

Chip, the, like the F the chip got you started a major successful, but who knows, like maybe what you've already done is nothing compared to what you're going to do next. And like, it could be totally different and it may

Dan Henry (01:22:08):

Not be measured in dollars.

Eric Toz (01:22:10):

And your legacy might, you know, might be a totally different thing than you're known for right now. And you're known around the world, like,

Dan Henry (01:22:17):

Yeah, well, I don't know about all that, but but I, I hope you're right. Definitely. I'm definitely, definitely doing my best. And I think this would be, I think this is a cool start and I love the fact that you were able to come on and be the first guest.

Eric Toz (01:22:32):

I didn't know, actually, I

Dan Henry (01:22:33):

Really couldn't think of anybody else that I would have been comfortable with being the, being the first guest, to be quite honest with you. So

Eric Toz (01:22:39):

You always remember your first one. Yeah. The first time. All right, guys, with that being said, we do have our first color. If you want to take this

Dan Henry (01:22:47):

Call, all right. Who is this?

Eric Toz (01:22:51):

Just give me one second. And our caller is on. Can you hear?

Dan Henry (01:22:58):

Yeah. She's a little bit loud, but yeah. Yeah. How you doing? Who is this? Sorry about

Speaker 4 (01:23:03):

That of enthusiasm. This is Laurie in Nashville. And I, and then my second year of business officially, thanks in large part to your hosts, Dan Henry.

Dan Henry (01:23:16):

Oh, oh, well, well, awesome. Awesome. I appreciate that. Wait a minute, hang on a second. It's this? It's this the Lori, I think it is. Hey, how you doing? How's it going? I haven't seen you in a week.

Speaker 4 (01:23:31):

I know it's been since like Sunday, I know, Friday or whatever it was listening to that I caught you from the very beginning. This is show is absolute fire. It's my favorite thing right now on the internet. I wouldn't know why no battery. And I keep thinking, I know I'm not kidding. I legit.

Dan Henry (01:23:51):

I'm not looking at the comments. So I have no idea if we're bombing or not so

Speaker 4 (01:23:57):

Incredible people. I want to share it with no, seriously. So I have a question and I keep thinking about the entrepreneurs, survival guide book, and as a new business owner, someone who's really only been in business for just under two years as a legit business owner. What is the major pitfall that I should avoid? And if you want context, I'm also a single mom with three kids. So, you know, my life's crazy counts, but what would you recommend? I try at all costs to avoid going forward.

Dan Henry (01:24:32):

You, you want to, you want to tag team this to let you go, and then I'll go. Sorry. She can't hear the, I can't hear her. You can't hear her talking. Oh, oh, okay. So I'll repeat what she said. Maybe Brandon can in the, in the, in the control room can, can fix that. But so, so what, what she said was that, you know, she's an entrepreneur, she's a mom of three. And she, you know, the entrepreneurial survival guide that re that rung out to her that the, the book that you're gonna the book that you going to write, and she said, what is the biggest pitfall that she should be looking out for right now? She's been in business for two years. She she's, and I, I know Lori, she's a a book editor. She's fantastic, but she edited my book.

Dan Henry (01:25:20):

Nice. And our secrets. So if you need a book editor, oh, there we go. Yeah. Then this, this is the one she will, she will edit your book better than you will want your book edited and we'll annoy the crap out of you about it, but it'll come out. Amazing. So but so her question is, you know, as someone who's been in business a couple of years, what is the biggest pitfall that she should watch out for? And Brandon, are you able to get, get her audio on, on Eric's headphones? I believe so. I dunno if yeah, I believe so. I think it's set now. Lori, can you say something?

Speaker 4 (01:25:56):

Hi.

Dan Henry (01:25:57):

Oh, you got it. Okay, cool. Cool. So, so did I articulate your question? Good enough, Laurie.

Speaker 4 (01:26:03):

It was like, what is the thing that I should avoid at all costs? I want to continue down this path of being an entrepreneur, having the time, freedom, you know, growing

Eric Toz (01:26:12):

My income, yada yada yada single mom, three kids. What, what should I avoid at all costs based on your entrepreneur survival guide? Hmm. Well, I think all humans are always doing like risk analysis in their mind. And so like me, like me literally saying, I'm going to burn all the ships. I'm going to be doing this no matter what. You know, it's I had no girlfriend at the time I had, no, I had no, no girlfriend at the time I had no debt. I had no anything. I had nobody to report to. I could literally curl up and just do work 24 7 if I wanted to. So for me, when I'm thinking about like risk versus reward, like it was kind of all reward for me to go all in. There was nothing I could really lose. I think people are at they're all at certain things in life and they need to sometimes protect what they have. And so the thing about making decisions, whether I should continue something or stop something they're both good. And the reason is because we'll never know the truth to the, the other decision, you know? So there should be comfort in just being decisive in general, I think. Hmm. Hmm.

Dan Henry (01:27:38):

So I'm going to take it down a little bit different path. And I honestly, Laura, I don't know if you have this problem. But for me, there was a mistake that I made repeatedly. And, and, you know, if you, if you make a mistake and you know, it's a mistake, and then you continue to make that mistake, it's no longer a mistake. It's a decision. And I made this decision many, many times. And you know, it's something that a lot of people do. I think you get some success, you get some money, then you get this big idea and you say to yourself, well, I'm going to build this big thing and I'm going to go all in on it. But I've yet to really determine where my superpowers are, where my zone of genius is get the proper education that I need to.

Dan Henry (01:28:24):

And so you end up sort of taking, and it goes back to goal setting, right? Like when I was younger, I did the dumbest thing I learned how to do to code PHP, you know, programming language. And in my brain, I was like, okay, well, I know how I know some basic PHP. So now I'm going to build a social media site. So I like literally spent all my money on trying to do this. And of course it ended with this, this website that was just a bunch of notepad documents and code that didn't make sense and didn't connect. And I didn't think about like security and accepting payments and profiles and, you know, all the, you know, all the like compliance. And I just was like, I know PHP, I'm going to build a social media site. I didn't think of anything else.

Dan Henry (01:29:10):

I didn't think of how I was going to get it out there. I didn't think about how I was going to follow the rules for, you know, all the rules that there were two, two, and this was years ago. This was, this was my space days, you know? And so I wasted a good chunk of my life on something because I said, well, I have this skill. This is cool. Let me go build this, this huge thing. Let me go be the next mark Zuckerberg all because I learned some fricking PHP and that was stupid. And I did that. I did things like that several times until I got to the point where I realized that, you know, if I'm going to go all in on something, I need to go all in. But at a level where I understand that I need to understand it deeper.

Dan Henry (01:29:51):

You know what I mean? Like if I was really all in on that, I would have researched those things compliance and like, you know, I would have asked myself the questions, like, how would I have got it out there? You know? And I, would've probably ended on the answer that I don't need to be the one doing PHP code, right? That's just like one nut or one bolt in this big machine. And what I need to be doing is designing the machine. What I need to be doing is, is figuring out how that machine is going to make wheels, turn, not sitting there designing one bolt and thinking that all of a sudden that's going to flourish into this big thing. And I think a lot of times we get ahead of ourselves and we try to overshoot the runway, you know, like we have, and it goes back to goal setting, right?

Dan Henry (01:30:35):

Like we have this, I'm not going to say unrealistic goal. I'm not going to say that I'm going to say an, a goal without the proper due diligence, you know? Cause like, imagine that you are going to be a doctor, right? You say yourself, I'm going to be a doctor. That's my goal. I want to be a doctor, but you don't ask yourself, Hey, am I willing to get up at 4:00 AM? Hey, am I willing to study 16 hours a day? Hey, am I willing to give up alcohol and partying throughout my college years? And, and just focus on this, Hey, am I willing to do all these things that require me? My am I willing to, for our time, you know, clean out of people's underwear at, at the, at the hospital or whatever, like, am I willing to do all this to be a doctor? Is what is the answer to that? Not just, Ooh, I'm gonna be a doctor. And then you start going all in on it. But you never think about the process. You never think about the road, you know? And I think a lot of people don't think about that. And so they, they, they go in on something and then they give up or they, they get left with, you know, an unfinished project because they didn't think about that. They didn't think about the process,

Eric Toz (01:31:40):

A successful new business or a successful startup. There's like three phases. Right. I think of phase one is like you're hacking through the jungle with a machete. Okay. And so sometimes you're you, that might be a couple of months. Sometimes it might be a couple of years, but you're trying to find this product market fit. You're just trying to get traction. And then eventually if you hack through the jungle long enough, you'll get to this dirt road. Right. And so maybe you see a donkey or something on that dirt road and you know, it's getting a little easier, but you still don't really know where that road is going. And if you fall the dirt road long enough, and I would say, you know, my company, we're probably tail end of the dirt road, but then the last step is sort of the super highway.

Eric Toz (01:32:25):

And it's like, this is the system that works. Like you put $1 in, you pull the lever and you get $3 out. And it's just like totally systematized. And now you're on the super highway. So I think you, like, people need to ask themselves, are you willing to sign up for that adventure? Right. And are you willing to go through those three phases? And a lot of people like they, they don't want to spend the time to hack through the jungle, especially if they're supporting their family or something like that. They're not in the hacking phase of their life and that's okay. But yeah, I think, I think the best business ideas, like they, they take one thing that works already and they do it in a different vertical or like a different niche. So like me, I was like, I want to do Teespring for jewelry. And then there's some businesses are like, I want to be door dash for sporting events or something like that. Like there's the model there's models that work. And

Dan Henry (01:33:23):

You thought that through.

Eric Toz (01:33:24):

Yeah. I knew that the model worked like I was inspired by a model that worked. So I don't, I don't, I don't think if you can just take a random idea and, and truly believe in it, unless you have some anchor of success, some someone else has done it before and something similar, but different. You

Dan Henry (01:33:41):

Gotta do your due diligence on your dreams.

Eric Toz (01:33:44):

Yeah. You just need to find the model that works, I think.

Dan Henry (01:33:46):

Yeah. Does that help Laurie?

Speaker 4 (01:33:49):

Yeah. Yeah. Actually be mind if I put it in a nutshell and repeat back to what I think I heard you say. Okay. So begin with the end in mind. Be humble enough to know that you don't know what you don't know, model at work and understand it's going to be a process.

Dan Henry (01:34:09):

Yeah. And try to fall in love with the process more than the goal. That would be the, I would add it in there.

Speaker 4 (01:34:15):

Yeah. Yeah. Cool. I love

Dan Henry (01:34:17):

That. It was nice talking to you, Laurie. Thank you so much for calling in.

Speaker 4 (01:34:21):

It's cool to be part of what you're

Dan Henry (01:34:23):

Being a see Lori, Brandon, we got anybody else.

Eric Toz (01:34:31):

I believe we do, but I have to learn how to filter them out as we,

Dan Henry (01:34:36):

Oh, you can't hear Brandon now. Oh, okay. So we got some tech stuff to work out in CA but we'll, we'll figure it out. So, so now Eric, can't hear you, Brandon.

Eric Toz (01:34:46):

No. Nope. There we go. Yeah, you should hear me now. Oh, wow. Yeah. Yeah. Sorry. First episode. Still trying to figure it out. Yeah.

Dan Henry (01:34:51):

We're trying to do that. We'll we'll get it done. I'm sure. If you went back and looked at like Joe Rogan's first episode, it was horrifying and he probably doesn't want to watch it himself. And you know, it's still probably pretty good from a content perspective, but you know, now he's got this fancy, have you seen his new one as a comedian before? That's true. He had a, he's an unfair advantage. I, he, he, he was he was funny. I'm just funny looking so but yeah, his, his new studio is, is really nice. I dig it. I dig the, the wood vibe he's got going on. So so while Brandon's working on another another color, I see, what time is it? Five 40. So we'll, we got about another 20 minutes. At least that's, you know, until my bladder explodes. So

Speaker 5 (01:35:39):

We do have one

Dan Henry (01:35:40):

More color. Sweet. Okay, awesome. Let's let's do and let, let's do a little injury. Tell me tell me the name of the caller before we, we bring them on. That would be fantastic. And maybe where they're from, if you know, oh, we have Ruben

Speaker 5 (01:35:52):

Coming on and Ruben, where are you from?

Speaker 6 (01:35:56):

I am calling in from Manhattan. This is Rubin conure. Brandon, right, Brandon Ruben from investor talent,

Dan Henry (01:36:06):

Man. Hey, what's up? How you doing?

Speaker 6 (01:36:09):

Good. Good. I missed you guys last week. Question as we're talking about the, how to things and, and we're talking about short-term goals versus long-term vision. My question is how do you structurally have it planned where you insert new goals as you get new information and how you show the current goals and how do you know when to say the court along the journey? Right. And I'm thinking long-term. So, in other words, how do you keep the short-term plan versus your long-term vision and how do you, how do you show and how do you add on as you get new information along the journey?

Dan Henry (01:36:57):

So for me personally, maybe Eric has a different view on this. Cause you know, I guess a lot of it depends on, on where you're at in your life and your business model. But for me, I've always, I don't like goals. Like I'm, I'm weird. I'm very against goals, right? I am more about one goal in that is forward, you know, one direction forward, regardless of what, like, because if you think about it, you, whatever goal you have, it's down the road, right? Whether it's 10 feet down the road, a mile down the road, 10 miles down the road, a hundred miles down the road, it doesn't matter where it's at. You're still going to be moving forward to get there. So your wheels, your direction is still moving forward, regardless. So for me, I like to, you know, like a lot of people, they focus on systems, right.

Dan Henry (01:37:44):

But they never focused on the skills to fill the systems. So they'll say, well, if I learn this system, I'll be great, but they don't, you know, they don't wanna, they don't want to like, imagine you were a speaker. Okay. Yeah. And you said, well, I'm going to learn a speaking script or a format of speaking that will allow, you know, th th th these big time speakers use. And I want to learn that format. I want to learn that way of speaking, but then you never focus on articulation on learning and flection. You never study great speakers and learn how, you know, you, you, you might say the right words, but you're kind of talking like this and you're bringing, you never learn how to actually articulate yourself in a way that, you know, keeps people's attention and use different tones of voice. And you never worry about the skill of speaking.

Dan Henry (01:38:27):

You worry about the system. So I see a lot of people do this. And for me, I think that when you learn new skills, the outcome of that and the by-product of that replaces goals. So, you know, if you say, okay, I'm going to get my company to a hundred million, well, what do you have to do to get you to your company? A hundred million? Let's just say that you have to focus on strategic partnerships, or you have to focus on sales or selling or whatever, like for my company for free get clients.com. You know, for me, I had to focus on being as persuasive as possible and learning how to shift people's perspective, because in that business, a lot of people have a lot of limiting beliefs. And so they don't, they want something like, they want to buy something. They want to educate themselves, but they don't because they don't believe in themselves. So I had to get good at helping people believe in themselves and showing them away in our tea and articulation. I didn't worry about how much money I was making. I didn't worry about where I wanted to be. I worried about getting good at that. And those things happened as a result of it. Oh yeah.

Eric Toz (01:39:34):

You know, so, you know, there's a lot of Silicon valley companies in venture venture capital backed companies who they have this mission statement and they have this goal of going public or getting acquired and changing the world or whatever. But a lot of these companies, you know, they're, they're, they're tracking all these different KPIs, which is just a fancy word for different metrics. And a lot of the time over time, they figure out there's only one or two numbers that actually matter to drive the entire business forward. And it might be like engagement per user. It might be how many times did they log back in to the software per month? Right. So it's all about finding the truth of like only the top one to three most important things that you can influence in the business and only focusing on like those things.

Eric Toz (01:40:31):

So I think the goal would be the most important goal is actually finding the right much metrics, finding the right things to focus on in the business. And so I'll just give you an example for us at shine on when sales are slow. I'm like, I don't, I don't care cause engagement's way up. Like, I know that the money will come, I know sales will come. Let's just keep it in sharing that engagement per user is up. Like they're interacting in our Facebook group. Like they're logging into the app, like right. X amount of times per month. So I think just finding those business, like the most successful business people, they're, they're true seekers. They're just trying to find the truth and there's all this complexity and there's these clouds of inf different information. And if they can simplify and boil it down to just the most important thing, then they'll sort of be a guiding light for, for everyone in the business. 80,

Dan Henry (01:41:26):

20 rule Pareto principle. Yeah,

Eric Toz (01:41:29):

Yeah, absolutely. 80, 20 a hundred percent. Yeah.

Dan Henry (01:41:31):

Yeah. There you go. 80 to 80, 20, a hundred percent. So, so that's I mean, what you said about like finding the truth. I experienced that my business, you know, I built get clients.com up to dude. I never said, I want to make $25 million 25, 26, 21, 27, 18 15. What we use are just numbers. You know what I mean? I just want it to be successful. And so one, one of the reasons I started this and I started how to think.com is because I realized that a lot of people would pay me a ton of money for business advice. I mean, tens of thousands of dollars for, for business consulting. And nine times out of 10, if not 9.9 times out of 10, I would not get a business question. I would get a mindset question. I would get a critical thinking question. I would get a, a question that really came down to decision-making or how you thought not a business or marketing or sales tactic per se. And that was the lion share of the questions that were those questions boiled down and how those questions turned into something that actually led to progress in their business, was learning how to think about things. And I did this for four, almost five years now. And I've been on

Eric Toz (01:42:49):

You're a psychotherapist because that's what a good therapist will do. They ask question and they're like persons like holy crap.

Dan Henry (01:42:55):

Right. And, and I would get on these calls. I mean, I haven't been on, I've been on thousands of coaching calls. Right. And I would get on these calls and I would have to ask questions because, you know, if you knew the exact question you needed to ask, you probably wouldn't have the problem. And so I would dig and I would find out that these issues really came down to things like confidence and believing in yourself and understanding how to think about things and how to critically think through things. And so I thought to myself, okay, I would really like to create a company, a movement, a brand that was dedicated, not just to mindset, but teaching people how to think about things so that they could achieve more in their life, because it really comes down to, to the lens in which you see the world and not having to charge them tens of thousands of dollars to do that because these same principles apply to anything in life.

Dan Henry (01:43:46):

And that's why we started how to think.com, which by the way, is our, our sponsor is us. And if you'd like to get daily mentoring from me and a host of other amazing human beings and, and business owners and entrepreneurs, you can go to how to think.com and sign up. We are launching soon, very, very, very, very, super affordable. Yeah, it's, it's the daily mentoring session downloaded to your app, right on your phone each and every day. The sessions are just five to eight minutes, which everybody has time. And you know, the other thing about that, and this is just my personal gripe with the personal development industry, is that in the personal development industry, there seems to be this pattern where it's like, Hey, attend this five day event or this 16 hour course, and you will fix your mindset.

Dan Henry (01:44:36):

You'll fix your confidence. You fix your motivation. And the truth is I believe that that's not the best way to do things. This is what happens when you go to those events, you come home and, you know, you feel great. And then all of a sudden it all goes away. The truth is that the law of marginal gains to me, and from what I've seen is the best way to improve your mindset and how you think about things and your belief system and, and, and getting rid of limiting beliefs is because you just have to get 1% better each day. If you have five minutes, a day to work on your mind, just five, you will make far more progress. You make compound, you will get compounding results over time. Then if you go to a three or four or five day event, all at once, you're tired, you're hungry, you're trying to absorb everything. And then you forget everything. You go home instead, work on it. Just, everybody has five minutes a day. And that's why I created this company, because I believe that's the best way to fix your mindset and improve, improve it, not fix it, but improve it and, and have a growth mindset and achieve things in life is by just working on it a little bit a day. And, and following the law of marginal gains, the 1% rule. And that's why I started this. Yeah. So

Eric Toz (01:45:42):

I love it. Another, another thing too, that there's an information side of, of growing your knowledge, but another way to become more successful too, is just focusing on your brain health, like your lyrical physical brain health, because if you can increase your brain health by 30%, all the other stuff you're going to take in, that's just compounded gains. So like, I personally take my research brain health all the time. Like all the meditation, all the supplements, all the cool stuff they're doing with different types of like fungus supplements and different mushroom supplements, not like psychedelic ones, but just for focus and health and the

Dan Henry (01:46:22):

Added bonus. But

Eric Toz (01:46:24):

Yeah, ice baths, saunas, like all this stuff, like

Dan Henry (01:46:29):

Wim, Hof breathing and all this there's a lot out there. There's a lot out there that in, you know, it could be because I see a comment, oh, cause I can see, how can I sign up for this five minutes a day coaching. I'll just go to how to think.com sign up for the waiting list. We'll be, we'll be launching it very, very soon. I think we forgot about our color. Ruben. Did that answer your question? Did that end up hanging out? Yeah, we're just, we're just sharing, man. This is a vibe session.

Speaker 6 (01:46:59):

Absolutely. The recap. Here's what I got an audit law that focus on a skill. But as let's say, if you're a public speaking focus on that, focus on the crap and then based on what you said as well is then measure the most important KPIs where that specific skill, and then focus on the law of marginal gains of 1% better every single day on those KPIs and make sure that your brain is healthy so that you can execute on that skillset.

Dan Henry (01:47:33):

I mean, you just wrapped up. Yeah, that was a good, that was a good, yeah, that was a good summary. Yeah. Now you got it. You got it. And you, do you know what that law of marginal, you know, where I heard about that law of marginal gains? By the way, thank you, Rubin. I hope that was, I hope that was helpful. Yeah. It's all about asking the right questions. The book atomic habits. Yeah. Oh, I got to read that. You gotta read it. Okay. You here, listen, you, you, you, you had me read making friends and influence people, which is th that is probably the hardest stuff to implement, like all of them, because you, you forget about a lot of those things, you know, just simple things, but this right here is an amazing book. And it talks about how there was a British cycling team that was like the bad news bears.

Dan Henry (01:48:13):

They were like the worst team in, in cycling. And they brought on a new coach. And the cut with the coach did, was he, he did, he did all these crazy things just a little bit a day. He would get different pillows. He would literally test different pillows so that the athletes got a better night's sleep, different helmets that were more aerodynamic different bike seats. So they were more comfortable. I mean, just, just these tiny little things, these little teeny tweaks. And he would just do them constantly. And every single day, he tweaked one thing and he did this and I think it was over the course of one or two years. It worked so well that they went, they ended up winning like five toward the different differences, Frances, whatever. And they, they won tons of Olympic gold medals and they became the dominant force in cycling because they focus on just 1% better each day.

Dan Henry (01:49:09):

And that's actually how I, I've always, you know, how a lot of times in, in our industry there'll be trends and, you know, people will try to change their, their system of marketing based on whatever the flavor of the week is. I've done the same thing for the last five years, the same exact way of marketing and generating sales. And I've just tried to get better and better and better at it and tweak it 1% each day. And I'm still able to pull crazy numbers and maintain an eight figure company doing the thing that everybody else says a hundred percent doesn't work anymore, or it's too hard or whatever story people tell themselves due to give them an excuse for their one bedroom apartment. You know, not that there's anything wrong with that, but when you're trying to make money and you're giving yourself excuse after excuse, and you're saying, well, you know, it's because this is too hard.

Dan Henry (01:50:00):

It's because there's too much competition, you know, it's because you know, of all these things and you never admit the fact that it's because of you not focusing and not getting better, what you do, that's when you deserve that one bedroom apartment. Okay. Yeah. But, but I believe everybody can be deserving of everything. Everybody can become deserving, you know, and, and, and this sounds harsh, but I learned that from some mentors of mine, they said, listen and this was a real harsh truth. I'm at a met, I've met I've been fortunate enough to meet three billionaires in my life. And one of them why I've actually, all three of them have given me some very similar advice, but one of them gave them, gave me a different perspective. It was a little harsh. It was a little hard to swallow because at the time I was poor and I had that one bedroom apartment.

Dan Henry (01:50:48):

And he said, listen, here's the deal. If you're, if you don't have a nice house, if you don't have a nice car, if you don't have a nice life is cause you don't deserve it. And the key is not to sit there and tell yourself you don't deserve it. And that's why you don't have it. It's to make yourself deserve it. It's to Cru it's to become the person that does deserve it. So think about where you want to be in 10 years. Think about what that person looks like. And then think about how that person behaves, think about how that person conducts, you know, life, think about how that person, their habits, and just do that. You know what I mean?

Eric Toz (01:51:23):

All the time I asked myself, would Tom Brady be doing this right now? Right? Like all the time. That's usually Tom Brady. I don't know why I just

Dan Henry (01:51:33):

Crazy discipline. Well, because I mean, it's Tom Brady breath. Yeah. But I mean, think about this. If you go out every night and you drink and you get drunk and the next day you can't focus on building your legacy, right? Yeah. You don't deserve. But if in 10 years you were this, this amazing person and you, you and you built this amazing thing and you did what you want to do. Do you think that person would be out drinking every night? No. It's because that person, that future version of yourself deserves all of that. And your current version of yourself doesn't so you look at the future version and you said that person deserves it. How do I be like that person? And that person does not go out and drink every night. And what those

Eric Toz (01:52:13):

Let's say, you're drinking every night and you're not getting the results you want. Most people will they'll bail on their original idea. Or they'll like, try to diversify, oh, I'm going to diversify in these other product lines. It's like, no, no, no, no, no. Go back to your core business idea and quadruple down on that, because you already have some traction on that. Some people will get flustered and they'll get anxious and they'll want to diversify. But I think every successful billion dollar business would say that they started by just doing one thing. Like really well.

Dan Henry (01:52:45):

Yeah. And that's, that's absolutely true. And, and due to, I think a lot of us become guilty of that. I'm guilty of that. And then I reel myself back in and I go, wait a minute. And that's the, that's the other thing, man, is a lot of people think, and I want to be clear here. You, you can make mistakes and you can still be successful. I mean, I've made a ton of mistakes. I've made a recent, stupid, stupid, stupid mistakes dude. Like I made a mistake recently that cost me $500,000 fix like in 45 days. And I didn't even know I was losing it and, and I've made two other mistakes, very similar to that, but I still, I still have. And all those mistakes were outside of my zone of genius. That's the thing. I shouldn't even have been there. I shouldn't been there, bro.

Dan Henry (01:53:33):

Like I had no business in that part of town, you know what I mean? Like I shouldn't even have been there. And, and so, so you can still make crazy mistakes and still be super, super successful. I still go home and, and I was talking to a good friend of mine Myron you know, Myron golden. And I T this had to do with stocks. I basically hired a company to manage an account in it. And in 45 days they drained the account almost zero. Yeah. Like stealing, no, just being really bad at what they do. I made more money and I'm not even an experienced stock trader. Like I'm I'm okay. But I just, I wanted to focus on my business. So like an idiot, I was like, oh, I'll, I'll hire this, these traders to manage this account because they seem like they have a good track record and they drain the account. And so I talked to my, my friend Myron and he's like, that was really stupid. And I'm like, I know it was stupid. I know it was really tough, but he goes like this, this is me. He says he says well, here's the thing. You only lost money. You didn't lose your skills. You know, I go out and make that back like that. No problem. You know? And, and, and that's because I have the skills. Yeah.

Eric Toz (01:54:44):

I've made mistakes where I would think about them six months later, I'm like, man, if I only did this and I have to like slap myself, you're fantasizing about something that was never even there ever. You still are the same person with the same skills. Actually. You're probably a better person for going through that because you learned a bunch in the process. So you're actually stronger in a way.

Dan Henry (01:55:04):

Oh, and that's the thing is it's all about how you view it. Because like, if you think about it, I could sit there and say, I could beat myself up for the next six months over that dumb decision, put myself in a negative state. And then when I go to take actions in my business, growing this company, whatever, because I'm in that negative state, I am now going to do worse at that. I'm going to cost myself even more money. That money is gone, right. That money's gone. But the thing about it is, is that dude, we're both young and you know, we're going to make mistakes now yesterday, tomorrow. And the thing is, you can't let those mistakes carry with you because if you let those mistakes carry you, you will create more mistakes. You'll create more failure. They on tilt. Yeah. It didn't need to ever happen. You know, you just got,

Eric Toz (01:55:53):

You know, this term on tilt. It's like a poker term,

Dan Henry (01:55:56):

Almost like

Eric Toz (01:55:57):

Player. If you play like a, let's say you take a bad beat, you know, you go all in or something and you have a bad beat. Then in their next poker game, they're on tilt. They're like, it's, they're all screwed up in the house. And so you can't get on tilt, like when stuff like that happens. And sometimes to make me feel comfortable about bad things that happen. You know, I think about like the big bang and everything, moving outwards at predictable rates and like how mathematically we can predict everything that's going to happen. This Adam's gonna move this way based on X, Y, Z. And I'm kind of like, yeah, you know, there there's literally no other way it could have happened. This was just going to happen in your life no matter what. And so that kind of gives me comfort sometimes, you know?

Dan Henry (01:56:46):

Yeah. So it's like predetermined, it was going to happen. And the best thing you can do is learn from it. And you can share, I mean, think about this. If I didn't do that, if I didn't have that experience happen and that, and one of maybe a hundred other experiences, I would not be able to share that with my audience and other people and perhaps prevent them from making those mistakes. So there's always a purpose. There's always a half glass full, you

Eric Toz (01:57:11):

Know, it's totally a gift.

Dan Henry (01:57:15):

Yeah. Experiences, a gift. Mistakes are a gift. Failure's a gift. Why? I always say that there's no such thing as failure. Failure is simply the data required for success.

Eric Toz (01:57:27):

I love that. I think, I think about sometimes too, like in your decisions, you only need to be right. Like 51% of the time, like in blackjack, if you're right, 51%, if you do keep doing it long enough, you'll actually be a winner. But then like with these improvements, you're talking about daily 1%, maybe you become fit. You make your right 52% of the time, and then maybe you're right. 60% of the time. And then maybe 20 years later, you're right. Like 80% of the time. Imagine that.

Dan Henry (01:57:58):

Yeah. Well that's the thing is I think business in life is all about decision-making right? If you make more good decisions and bad, your life will turn out a lot better than if you make more bad decisions than good. And that's, I mean, we, we sit there, we fantasize. What's the meaning of life. What's the secret to life. That's it? That's it. I mean, to me, it's just that, like, you just make more good decisions. Why don't you, don't got a complicated, you know, like you make more good decisions in bad. Your life turns out better than if you make more bad decisions and good to learn, to make good decisions.

Eric Toz (01:58:30):

I love that. That's how you think that

Dan Henry (01:58:33):

Maybe it's six o'clock and I'm eyeing this bottle of water right here. Thinking I could fill this back up right now. So I think this is a good note to end cause I, you didn't care, man. You're just like, I can go to the bathroom.

Eric Toz (01:58:46):

Sorry guys. I was quick as

Dan Henry (01:58:48):

Though you were, you were, I mean, I mean, yeah, I'm, I'm, I'm surprised there's not a dribble trail coming down here. Cause that was, that was super fast. But dude thank you so much for coming on today and sharing. And can I, can I, can I make a selfish ask for you? Yeah. For me. Okay. I have a feeling that a lot of people who listen to this could have a lot to learn from you. And I think that it would be really cool cause it seems like, you know how to raise money and you also know a lot about e-commerce. I would love to have you host an audio course on our, how to think platform which let me just explain how this works for anybody listening. W you know, right now, how to think it's just seven bucks a month, super cheap, right?

Dan Henry (01:59:36):

You get the daily mentoring for seven bucks a month. And then we have you know, these, these we have these other courses that you can purchase on the platform. Yeah. I guess instructors, well, you could purchase them or you could get them for free because if you share your link right from the app and you refer somebody to join, you earn think coins and you can buy those courses with things so they can be free. I'd love for you to host a course, either on e-commerce or how to raise money. I'm an audio course. Oh man. That would be amazing.

Eric Toz (02:00:10):

We'll find it right in here. I M I D for anyone listening, I do have a, I wrote a free article called you know, how to raise venture capital on my site, Eric Taz, T O z.com. Oh, sweets six easy steps or raising venture capital. And it's it's

Dan Henry (02:00:28):

So we can do a six part audio course and just dive real deep into that.

Eric Toz (02:00:32):

Oh, that'd be, let's do it, man. If he can't wait, go to my site.

Dan Henry (02:00:36):

Oh yeah. Go to Eric's house. You just search it.

Eric Toz (02:00:39):

Yeah. Eric with a C thomas.com.

Dan Henry (02:00:41):

Okay. And what's the name of the article?

Eric Toz (02:00:44):

Six easy steps to raise venture capital. Okay. Yeah.

Dan Henry (02:00:47):

I'm going to go read it because I love reading stuff like that. Yeah. Yeah. So go check out that article if you're interested in it, but we definitely need to get you on to do an audio. Let's do it.

Eric Toz (02:00:57):

I had so much fun, man. I could, I could do one of these a day, honestly, but you're a great host. Like honestly, you are,

Dan Henry (02:01:03):

I'm not going to lie to you last night. I Googled Joe Rogan interview secrets and how to be a great interviewer. I stayed up all night, smoking weed, trying to learn how to be a world-class interviewer and do hours. I don't know if I did. I don't know if I, if I did a decent job yet, I'm sure I'll get better. But I would love, I, we need to get a badge or something that usual suspects, because you're local. I think we should get like you and some other guys that just come on regularly. You can be my you can be my Eddie Bravo, you know my brother-in-law and we can just have just, you know, just on, on, on some of this stuff and get like three or four people in here. And that can be the guy in the overtime.

Dan Henry (02:01:44):

Maybe it'll be the color guy in the background saying, whoops, shouldn't have done that. Just don't let's not let something that go down the flat earth theory, rabbit hole. I'm just kidding. Thank you, man. So much. Thank you everybody for listening. And also if you enjoyed this show, please do me a solid tag, somebody in it, share it. Just tell more people about it, so that, so that we keep doing it and we don't get bored and yeah, can't wait for the next one. I don't think I can get bored after I just bought all these lights that we there, that the batteries don't last, the whole show. We need to plug these in because these do not last the whole show, but I, I give it to you. It's it's it's it's the first show. I just, I noticed it like right in the middle of we're talking when I put it off.

Dan Henry (02:02:31):

But but yeah, I dig it. I dig it. Get a vape pen in here next time. Yeah, that, that would be awesome. Yeah. Maybe real conversations like the last third of the show we'll get through the first half and then we'll, we'll dive down the rabbit hole. Yeah, I'm ready. Awesome, man. Thank you so much, brother. I appreciate it. I gotta get, I gotta get a narrower table. All right, everybody. Thank you so much for listening. And once again share comments, subscribe and if you are interested in getting daily mentorship and learning from some amazing entrepreneurs like Eric here himself join how to think and go to how to think.com and sign up. See you guys later. So you guys.

The End of the Dan Henry Show Oct 27, 2021

----

Have you thought about what inspired you to become an entrepreneur?

You might have been motivated to build your business simply to make more money or create a better life for yourself…

You might have known you could have a huge impact on people's lives…

For most entrepreneurs, it's a combination of both!

But, have you ever asked yourself, how much is enough?

I recently asked myself this question, and the answer inspired me to make some changes!

I created this episode to share why I've decided to end the Dan Henry Show and what to expect moving forward!

In this episode, I am going to cover:

Why I've decided to end the Dan Henry Show
How I plan to serve at a higher level with my company How To Think
And... how to take your mental game and money game to the next levelwith How To Think

If you got value from what you heard here, please be sure to subscribe and rate this podcast! Bonus points for you if you write a review! ;)

— SUBSCRIBE & FOLLOW —

Subscribe to the How To Think YouTube Channel

Click here to get Digital Millionaire Secrets, FREE!

Want Dan’s Wall Street Journal bestselling book for FREE?

Interested in having Dan’s team personally work with you to grow your business?

Want to learn the 5 Keys to Scaling ANY Digital Product, Online Course, Coaching Offer, or Mastermind?

Click here to Visit our Corporate Website: GetClients.com

— TRANSCRIPT —

I'm back. Hello, everybody. Welcome to the first episode that I've recorded in a long time, but unfortunately, it is the last episode of the Dan Henry Show. I'll tell you why coming up.

Oh, my Lord. I'm going to miss that intro. You have no idea. I swear that intro is probably the only thing that's held me back from making this episode as long as it's been. So you may have noticed that I have not released a podcast episode in a while. There's good reason for that. And this is actually the last episode of the Dan Henry Show, but don't worry, a little bit of an announcement that may make up for that.

So here's the thing I'll be short and sweet, and I'll be very, I'll be, I'll be very direct.

You know, we all get started in entrepreneurship because we either want to make a lot of money and change our conditions, our living conditions, or we want to make a lot of impact or a combination of both. For most of us, it's, you know, it's both, and I think that's healthy. And you know, I started to GetClients.Com several years ago, and we've done just so well. My team has been, I mean, we've been through ups and downs, and we've done really, really well. It's helped create a life for me where I can pretty much do whatever I want, buy whatever I want, go wherever I want. And you know, at a certain point, honestly, you have to ask yourself, when is it enough?

You know, when is it enough? Because I'll be honest with you, the million-dollar days and all this stuff like, dude, I don't need a million dollars a day. I don't even need a million dollars a month. Honestly, I just want to help people get out of their situation and grow their business just like I did because, you know, I mean, I wasn't, I was supposed to be delivering, I'm supposed to be your waiter at Denny's. That's what I'm supposed to be. The fact that I made it through is, it's incredible because, you know, growing up in a small Florida town, no white picket fence, no dinners every night at 6:00 PM, a normal Florida, dysfunctional family. Metallica shirts, playing guitar and smoking weed, and hanging out at Denny's at 3:00 AM. I mean, this was my life. It wasn't supposed to be anything more than that. And somehow, I broke through, and that really inspired me because it showed me that if I can do it, other people can do it. And I felt a calling to help them.

And that is what we did at GetClients.Com, and what we will continue to do. And, you know, our business, showing people how to sell their advice, how to sell their knowledge, how to raise their prices and attract clients, whether you're a coach, course creator, agency, whatever that is something that we're very, very good at. We've created a lot of results for that. And we're going to continue to do that.

And I just got to quickly interject here. My favorite one out of everybody is a client named Vaughn. He sells a how-to-play gospel piano course. He came to us charging $47. We got him up to be able to actually charge $5,000 for that program. And he makes now like something like 50 grand a month. And as he says, he gets to hang out, drink Hennessy and relax and make a lot of money. And that right there to me is it's just it's everything. Especially because you would never think, you would never ever think that you could make that type of money selling how to play the piano. And I'm just so proud of my team and just everything we've built together.

And that said, I'm just gonna be honest. The reason I haven't put out a lot of content recently is because, one day, I woke up and I said, you know, how much money is enough? How much is enough? How many awards are enough? You know, they come out with a new award all the time, a million-dollar award, or it's a $10 million award or twenty-five million dollar award, $50 million award. And it's like, dude, how much money do you need? You know, like I don't, I value my time and my experience and my memories more.

And when you stop chasing that next level, next level, we gotta hit the next level. We got to hit the next level. We gotta hit the next level, we got to hit the next level, and you just enjoy the ride; I found that it becomes a much more enjoyable experience. You know, because you can always make tons of money and enjoy your time doing this business. But when you want to hit record after record, after record, you want to push the envelope constantly, well, it takes up your time because you're hitting, you're stretching the boundaries. So, of course, you get to spend less time because you sacrifice that time to hit new heights. And I think I'm high enough, man. I'm high enough. I'm as high as I want to be. Now it's time to focus, put the shift more on happiness.

And so here's how I've decided to do that.

I hope this inspires some of you who maybe you've become lost in your business. Maybe you've if you've ever asked yourself, like, why do I continue to do this? Like, you know, is this really going to make me happy? Is money really going to make me happy? I will tell you this right now, no. I'll just, spoiler alert, it's not going to make you happy. And so here's what I've decided to do.

I have a passion for, you know, helping people that are less fortunate or had experiences that did not give them an advantage get ahead because I didn't have an advantage when I was younger. Again, I, you know, I grew up in a poor Florida town, but by complete chance, I had the opportunity to meet some amazing people that gave me some pretty awesome mentoring and changed the direction of my life.

And then from there, I was able to acquire, you know, money and build businesses and get good at doing things like that, which then obviously gave me more access and resources to get even more mentoring. And it just compounded from there. But a lot of people don't have access to that level of mentoring and listen; I'm not going to lie to you. If you sign up to be a client at GetClients.Com, you're going to pay a premium price, but we're also going to show you how to really scale your business to a crazy level. But, you know, there's a lot of people out there that maybe they don't even want to start a business, but they can still benefit from mentoring. Or maybe they're just not fortunate enough to have access to that type of mentorship.

And that's why I've decided to take the time that I could be using to scale, Get Clients to new heights and use it to do something else. You know, my new passion is HowToThink.Com. And it's funny because it's not going to make anywhere near as much money as Get Clients. And that's, I'm totally fine with that. It's, you know, daily success mentoring. All the stuff that most people don't have access to, I'm giving it away for seven bucks a month. At least that's the price we're starting out at it. We might raise it a little bit, but you know, to me, it's just important to help people learn the mental game and learn how to level up. It's not just about leveling up your money game. It's about leveling up your mental game as well.

And so my content moving forward is going to be a lot more about that. Less about, you know, internet marketing, like my ads and stuff that we promote, Get Clients will still be talking about that. But the actual content that I put out will be far, far less about internet marketing because honestly, I believe, and this is the point of this episode. I truly believe that I have more to offer than talking about fricking landing pages and ads. And if you've ever felt like you've been doing something for so long that you have more to offer and you haven't taken action on actually enforcing that in yourself, take it from me. It took me a long time, but I'm here, and I'm ready to serve at a higher level. And that's why I've created this company. And that's why I'm changing my content strategy.

So moving forward, the Dan Henry Show will be no more. It will be How To Think. I don't know How To Think Podcast, How To Think Show you'll figure it out. You'll find out the name when we change the name on this podcast and the cover art. So it'll, you'll still have all the old episodes, but we're going to be uploading the, How To Think episodes. What are the, How To Think episodes?

So here's what they are. I've sat down with some amazing, amazing people. The first episode was my buddy, Eric Toz. He built a $66 million per year business out of this small little factory, like not even a factory, like a warehouse here in St. Pete. And he sells customizable jewelry online. He did $66 million in the past year, a hundred million overall since he started. And we sat down for two hours and talked about mindset, money, you know, entrepreneurship, teams, just everything for two hours. And that audio will be uploaded as episode one. So the next episode you hear from this podcast, that'll be episode one. I also sat down with Amanda Holmes, who's Chet Holmes daughter, author of The Ultimate Sales Machine. It's where the Dream 100 came from. I sat down with Eli Wilde, who was the top speaker for Tony Robbins, sold tens of millions of dollars worth of Tony Robbins events and worked with him closely, even lived with his son. I sat down with him for two hours. And I've got so many more amazing guests I'm bringing on because I'm really fascinated by how successful people think. Because that is the engine that drives all these things that you learn all these tactics, tactics are the lowest level of growth. The mind game, the mental game, the engine that drives it is what makes those tactics work.

And I love talking to people who think at a higher level, and I love sharing that so that others can think at a higher level. And so that it's going to be these podcasts episodes moving forward as well, we'll be uploading the full video episodes of those to our, How To Think YouTube channel, which you can find at youtube.com/howtothink. And we'll be posting some of the highlight clips on my Dan Henry channel. And my Dan Henry channel, you know, I'll be talking about, I might talk about crypto. I might. I mean, really, I'm going to talk about things that interest me and not just stuff that'll make you watch a video, and then you buy my stuff. Like I'm no longer interested in marketing for the sake of marketing. Cause that's what marketing is, right?

That's what internet marketing is putting out content that makes people want to buy your stuff. Great. Awesome. Well, what if I want to put out content that I want to talk about? What if I want to put out content that I think will help people, even if I don't think they're going to buy my stuff? Yeah. I think I like that better. And now that I'm in a place of abundance where I've taken care of my family, bought my Mom and Dad a house, my life is so financially secure. I mean, you know, like I don't need to sacrifice the value that I can bring simply to get you to buy something. You know, if you want to buy something, buy something, we'll take care of you. We'll do an amazing job for you, but ultimately I want to put out content that I believe will help people.

And that's sitting down with these people. That's me talking about leveling up your mind and money game. And I'm very big into entrepreneurship. I'm big into crypto. I'm big into, you know, the new NFT wave and just all the stuff that's going to change the very face of this earth and how we do business and how we interact with money. And just everything. I love talking about it. I love talking about, you know, how to think like a successful person, so that's going to be, you know, a lot of the content that I put out and not so much internet marketing. But obviously, we'll leave all that content up.

And I'm holding myself accountable for this because I don't want to be known, you know, I don't want to be like Jason Biggs, who got known as the guy that, that F'd the Pie, and that was the only thing he could do. This is the only acting he could do. I don't want to be typecast as the internet marketing guy. I know I can serve at a higher level, and I'm going to do so. And so the content you'll be seeing coming out from me will be very different. And this podcast will change. It will be a new type of show, a new type of format, and I really hope you like it. I really do. And I hope I can serve you at a much higher level and not just talk about fricking landing pages and ads and all that. I just, I'm really excited about this. I'm super, super excited about this.

And so that said, this is the last episode of the Dan Henry show. Who knows, maybe one day I will reignite this so I can use that intro again. But moving forward, this is what to expect from me. And the next episode, you will get to hear my buddy, Eric Toz, talk about how he built this just massive, massive, a hundred million dollar, like crazy. It's just; it's just really cool. And he used to like, I mean, just like me, he was not you know, he was not a wealthy person. He came from very, very humble beginnings. So I can't wait to share that with you. And I look forward to seeing you in the next episode, make sure to subscribe. And I'm going to go ahead and play this outro one last time. I'll talk to you soon.

Why Most Entrepreneurs Struggle to Scale Their Business Sep 06, 2021

Transcript

Hey, Dan Henry here, founder of GetClients.Com, and I'm super excited because today I'm going to share with you my devil and the food truck parable. And it's one of my favorite analogies to explain how to scale your business. Welcome to the Dan Henry Show.

Where else can you see behind the scenes of a multimillion-dollar online business? Nowhere! So you better stick around. This is The Dan Henry show.

All right, so let's get started. What is the devil and the food truck and what the heck does it have to do with growing your business and scaling? Well, imagine for a moment that you are in a desert and you have not eaten you have not had any water for days, maybe weeks, and you're like literally about to die. All right. Now, all of a sudden, out of nowhere appears the devil. And the devil says, all right, you don't have any water, you don't have any food. You know, you're starving. Check it out. I am going to put a plate of food right in front of your feet. And on that plate of food, you have like a nice steak, you have some mashed potatoes, maybe a big glass of water. And it's right there. It's at your feet. Your feet are literally touching the edge of the plate. You can smell the food. Your stomach starts growling. You know that you haven't eaten in weeks. And the food is right there. The devil says, listen, here's the deal. You can eat this food or way off here in the distance. Is this food truck okay? And this food truck has a month's worth of food.

Speaker1: It's got a dining table in it with food ready to go. Prepared. It's got a full tank of gas. It can get you out of the desert. And it's got all the food and water you never need. But here's the dilemma. In order to get to the food truck in time before it leaves, you have to step over the plate of food and immediately start walking towards the food truck, which is probably an hour walk away if you stop to eat the food. You will miss the truck. What do you do? Now, anybody with a rational mind would say, well, I would step over the food and I would walk to the food truck. But you've got to remember, you don't have a rational mind because you've been in the desert for weeks. You haven't eaten, you haven't slept, you haven't had any water. So you're not thinking rationally. Just like when you're growing your business, you're stressed, you're tired, you're overwhelmed, you're looking at your bank account, you're worried about the bills. Your significant other is like, oh, come on, grow your business. All right. And so you are in a somewhat similar position to being in the desert. You're not thinking clearly. And so this is how scale works. Scale is all about making decisions that cost you money now, but make you far more money later. And so when you as an entrepreneur, decide to step over this plate and go towards the food truck, that requires massive amounts of discipline, because most entrepreneurs, they don't. They take the food. Now, what is the food to an entrepreneur? Imagine for a moment that you're trying to build your business and a potential client comes along.

Speaker1: That's not a good fit. And they say, hey, I want you to do this other thing that you don't really do, but I'm willing to pay you money now to do it. Now, you might say to yourself, well, that's money now. I'm going to take that so I can make some money now. You get distracted from the growth of what you're building. And so it takes longer and longer and longer for you to hit the promised land, which is that food truck full of all the food you could ever need. To give you one personal example. I remember when I was growing my consulting business and, you know, the whole thing was, all right, we're going to refine this automated system that brings qualified clients in, qualifies them even more, and then gets them on the phone with us. And I had so many offers left and right. Dan, I want to do a joint venture. Dan, can you come on my podcast? Dan, can you you know, can you do this product with me? Can you be a guest on here? Can can we do this thing together? And in the beginning, I said yes to a lot of those things. And sure, I made a little bit of money. But what was happening was I was getting so distracted with the food in front of me that I kept missing the food truck. And so one day I said, stop, I'm not doing that anymore. And I started saying, no, no, no, no. And when I started doing that, I was able to build out our system.

Speaker1: I was able to refine and fix the problems in our company, really dial things in. And we were able to, as a result, scale and grow and have, you know, seven figure months when I did hold events for myself. We had seven figure events where we did seven figures in revenue in a day because I was so focused on that. I wrote my book, Digital Millionaire Secrets in one month. It became a Wall Street Journal and USA Today bestseller. It's produced about eight million dollars for my company. People read my book. They like what I have to say. They go to get clients, Starcom. They become a client. And none of that would have happened. That book, that system that we use, those events that we did, that's the food truck, those other things that would have made me a little bit of money here, there and there. That's this. When you learn to say no to this and have the discipline to step over it and walk that mile to that food truck, and there's no money here, there's no money here. It's just a walk. But when. You get there, that's when your business truly scales. And that, ladies and gentlemen, is the devil in the food truck. Hey, Dan Henry here. And if you enjoyed this episode, make sure to visit, GetClients.com for more free resources on how to grow your online business. And if you love this show, don't forget to leave me a five star review. See you in the next episode.

How You Can Become Too Drunk On Content Aug 30, 2021

>>> CLICK HERE to Book Your FREE Strategy Call with my Team!! <<<

---

When we consume content such as podcasts, books, youtube videos, audiobooks, etc, we’re doing it to learn to solve a problem and to accomplish a goal.

In this episode, I am going to cover:

Learning Too Much Too Quickly
What is too much content
Respecting The Law of Marginal Gains

If you got value from what you heard here, please be sure to subscribe and rate this podcast! Bonus points for you if you write a review! ;)

— SUBSCRIBE & FOLLOW —

Click here to get Digital Millionaire Secrets, FREE!

Want Dan’s Wall Street Journal bestselling book for FREE?

Interested in having Dan’s team personally work with you to grow your business?

Want to learn the 5 Keys to Scaling ANY Digital Product, Online Course, Coaching Offer, or Mastermind?

Click here to Visit our Corporate Website: GetClients.com

— TRANSCRIPT —

Why you can become drunk on content and why consuming too much content will absolutely stunt your growth personally and as an entrepreneur. Welcome to the Dan Henry show. Where else can you see behind the scenes of a multi-million dollar online business? So you better stick around, this is the Dan Henry show. All right, so what does becoming drunk on content mean? So when we try to consume content, we listen to podcasts, we read books, we listen to audiobooks, we're doing it to learn. Why are we doing it to learn? We're doing it because we want to learn something that solves a problem or that helps us accomplish a goal. But oftentimes we don't think about that. We just think that if we learn, good things will happen. But the truth is, you can learn too much too quickly and you can become drunk on knowledge. So imagine this. Imagine you go out to a nice dinner with your boyfriend or girlfriend and you have a couple of drinks and you have a nice social evening. It's fun. You're loose and you go home, you go to bed. And it was just a nice evening versus you go out and instead of having two drinks, you have five or six or eight and you end up getting way too drunk. You get in a fight with your boyfriend or girlfriend ends up being a terrible night and you feel like crap for the next two days or if you're in your 20s, maybe the next 12 hours, you darn 20-year-olds.

But the point here is that everything is in moderation. So here, let me give you an example of too much content. So today I was doing my morning knowledge walk and I do that every morning. I just got back into it. I moved to downtown St. Pete. And so now I'm walking around the city and I was listening to the book traction. And the reason I listen to this book, this one particular chapter, this book was because I wanted to improve the way that we document our processes in our company. And so I listen to the chapter about documenting your processes in your company from the traction book. Now, keep in mind, the book traction or really any book is multi-hours. I mean, that's like a six-hour audiobook. And so I knew I couldn't listen to the whole thing in turn right around an implement. I just wanted to listen to that one part. And as I was coming back home, I was, you know, getting all kinds of ideas in my head and I thought, OK, I'm going to come home and I'm going to specifically work on one thing that relates to documenting our processes. I'm going to talk with our operations manager and I'm going to implement. But then on my way home, I notice that I check something on YouTube. I don't remember why, but I saw a video that interested me from Andy Frisella.

And I think the reason it interested me was because I was looking at the wasn't even the video. It was the video style. It was his camera work on how he sets up his show because we're going to be setting up a show for my new company, How to Think. And so I wanted to watch it to sort of like get an idea of how the set was set up. But then as I started watching it, first, I was paying attention to the set and then I started paying attention to what he was saying. And next thing you know, I found myself beginning to forget about that action that I wanted to take. It went well, I'm getting drunk on content. And so I stop watching the video and I just. I didn't listen to anything, I bought another five, 10-minute walk home, I just enjoyed the birds singing and well, I mean, I don't know if they're singing, maybe they're screaming at each other. Maybe they're literally maybe they had a drunk night on birdseed and they're like just going at each other's throats and we're thinking they're singing, but they're not really singing. They're like actually having a domestic incident. Anyway, the point is that I didn't listen to the audio, but went home and sat down and decided to take action on that one thing that I learned earlier in the day.

And so the point here is that if you consume too much content, you will not take the action from the content that you consumed. And that's why I believe it is good to define a problem or goal, consume a piece of content that relates to that goal, and then take action before you consume anything else. And this is actually one of the principles that I decided on, and one of the core values I decided to base my new company, How to Think On. And to give you an example of that, if you read the book, Atomic Habits, it talks about how the real way to get better at something or to improve is to do it just one percent each day so that, you know, when I went to develop this company in this app, I had to research my competitors and I had to research the other mindset products that were out there. And so I found that the problem was most, if not all, of the mindset offers and memberships and events and courses. They violate the law of marginal gains and basically they create this massive amount of content. Either you go to a three, four, or even five-day event and try to fix your whole mindset in your confidence and your motivation all in one shot. Then, of course, you know, you come home, you feel good, and then you're right back where you were. Or and there were several memberships that I signed up to, popular ones, where they would some of them would release a two-hour video each day.

And I was sitting there and I was thinking, if I if somebody had a strong enough mindset to set aside two hours each day to learn about mindset, they probably wouldn't have a mindset issue with that. So you know, the idea here when I developed this was to stick to that core fundamental value of not getting drunk on content. And that's why when we release How to Think, you'll get a five-minute daily mindset mentoring session from me, deliver to your How to Think app each and every day. And the idea here is that you slowly and gradually improve your mindset so that it sticks because if you do too much, it's sort of like a diet. You know, if you try to go crazy and not eat anything for two weeks, yeah, you might lose weight, but then you gain it all back and then some. If you swing one side, you swing too far from one side to the pendulum. So the pendulum, one side, whatever, then you're going to swing violently back to the other side. Because the truth is that slow and steady wins the race. It always has. The law of marginal gains, that was written about in the book Atomic Habits, which, if you haven't read, definitely should pick it up.

But the point is, is that I live and actually, ironically, Andy Frisella talks about this. He talks about living your core values, living in your personal life, living in your company, living in your products. And that's why I personally, One of my core values is don't become drunk on content, pick a goal, pick a problem, consume the content that you need to consume to fix it, take action, then move on to the next piece. And that's exactly what I founded and developed our product. How to think is simple. Everybody has five minutes a day. And five minutes a day just chipping away at those limiting beliefs. Slowly strengthening that mindset is really what you need. You can't cram in all at once. And so that's just an example of not only becoming learning to not become drunk on content but living that value. So I hope this is helpful. And let me know in the comments, have you ever become drunk on content, yes or no? And if you want to expand on that as well, make sure to subscribe. I'll be releasing more of them soon. Talk later. Hey, Dan Henry here. And if you enjoyed this episode, make sure to visit get clients.com for more free resources on how to grow your online business. And if you love this show, don't forget to read me a five-star review. See you in the next episode.

Dumb it Down Some More Aug 23, 2021

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Jargon may make your ego feel good, but what feels better is getting paid and one thing for certain is clients hardly pay when they are confused.

In this episode, I am going to cover:

Why we feel resistant about dumbing things down
People care about what makes sense to them
Your Beliefs Don't Matter

If you got value from what you heard here, please be sure to subscribe and rate this podcast! Bonus points for you if you write a review! ;)

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— TRANSCRIPT —

A lot of times, because we're so proficient in what we do, we almost feel weird about dumbing it down.

Where else can you see behind the scenes of a multi-million dollar online business? Nowhere! So you better stick around. This is the Dan Henry Show.

Most people do not care about the Accademia of what you teach, they care about something simple that makes sense to them. And I always say dumb it down, dumb it down again, dumb it down again, then you're halfway to where you need to be, to dumb it down and then you should dumb it down again. And then maybe you're somewhat close to how dumb it needs to be to get it across to your customers. But then it should probably be dumb down again.

So one of the biggest things about this game is discipline. It's having the discipline to get over how you view things and your preferences because the truth is your preferences don't matter, your beliefs don't matter. Your values can be the bumpers on a lane. Right? Like if you're you know when you bowl and you have the bumpers, you know, the lanes only so wide. Right. Your values can be here. But if your values are here, you have no business. You should probably just get a job.

You have to have values that have some space in between to work because you have to remember, if you're going to own a business, you have to market that business, and marketing is marketing. One thing I hear from a lot of business owners, especially in this field is, "Well, I don't want to have to sell like that." Well, then don't own a business that's like saying like, I'm a fireman, but I don't like fire. I don't like spraying things with water. Well then don't be a fireman, go somewhere else. And so one thing to get over is the pride, that sort of self-righteousness because that's all it is.

And if I were to use a word to describe how most people approach their marketing, the word is petty because sounding smart to yourself is petty, not wanting to do certain marketing tactics because you don't think it's within your values is petty. I'm not saying be evil or disingenuous or wrong, but, you know, simple things that have worked for hundreds of years in marketing, like dumbing things down, do it, or don't own a business. So I just want to get that across. Sometimes you have to set your pride aside and that pettiness aside and dumb it down, because if you don't, you're not going to have a business.

And then this entire conversation is new. I just watched a video from my good friend ... and he was talking about lessons he learned in business and the lessons he learned from paying for mentoring from billionaires and stuff, and one thing he said is that one of the biggest secrets to his growth was not teaching the clients what he wants to teach, but what they want. And he was like, you know, a gym launched, all the gym owners just cared about more revenue when in reality, I knew they needed to know how to do operations and they needed to know how to build proper accounting and ... But nobody wanted to learn that because they just wanted to learn to make more revenue. That is a caveman approach. And so that's what he sold them. And that's why he made in 2020 like thirty-one million dollars. So you can have a successful business so you can have your pride.

Hey Dan Henry here and if you are enjoying this episode, make sure to visit getclients.com for more free resources on how to grow your online business. And if you love this show, don't forget to leave me a five-star review. See you in the next episode.

Why All Objections Are The Same Aug 16, 2021

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Are you facing multiple objections on your sales calls?

You might think that you need to come up with multiple rebuttals for every objection that you face but the truth is all objections come down to one thing.

If you don’t address this one thing, you’ll never be able to address the obstacle that is standing between your prospect and the sale.

In this episode, I am going to cover:

The root of all objections
Why objections are all the same
What to do when you receive the objection
How to address the same rooted objection on your sales calls

If you got value from what you heard here, please be sure to subscribe and rate this podcast! Bonus points for you if you write a review! ;)

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— TRANSCRIPT —

Speaker 1: Here's the thing, all objections are the same. All objections come down to one thing. Can anybody guess what are all objections come down to?

Welcome to the Dan Henry Show. Where else can you see behind the scenes of a multi-million dollar online business? No where! So you better stick around. This is the Dan Henry Show.

So Jordan Belfort likes to say that "they're either uncertain about you, they're uncertain about your offer, or they're uncertain about your company". I would like to say a fourth one. They're uncertain about their ability to execute on what you have to offer, okay? But notice that the relationship between the four. They're all still, I'm uncertain, right? And in coaching, a lot of times you won't have a.. unless you have sales reps, the company and the "you" merge, right? So I like to just say it's all I'm uncertain, right? So just like in Jenny's case, she was uncertain about the value. But when I took the time to understand that and do the math, she is now certain. So that's what you're doing, is you're moving your prospect closer to a level of certainty that allows them to whip out their credit card. You've got to remember, they have already achieved a certain level of certainty when they get on the call because otherwise, they wouldn't be on the call. Okay? As you work through it, you get them, you edge them closer and closer and closer to that ultimate certainty.

Speaker 1: So when somebody says, I will think about it, I say, okay, so is there. And again, which way you decide to do this depends on a lot of it's a feel thing on what they've done on the call. But I'll say something like, well, what in particular are you going to review? What particular aspect of this do you need to think about? Perhaps I can provide you some additional information and then they tell you what that is and then you can dive into it and perhaps overcome it there. Or let's say earlier in the call, they kept telling you that they've put things off, they've put things off, they've put things off. I have a new personal trainer and he was asking me a question because I've been helping him with his marketing and he trains with me three days a week. So like while we're working out, I ask him questions. He mentioned to me that he was on a call and the sixty-two-year-old man said to him, "I really want to join, but my daughter's graduation is in two weeks. It's just not a good time", right? So he just let it go. And I said, would you like me to tell you a better way to handle that? And he said, sure. And I said so earlier in the call, did you pull out that that person has put things off, put their health off, put getting in shape off? He's like, "oh, yeah."

He told me that a bunch of times. So what I would say is, "So you're telling me that your daughter's graduation is in two weeks, therefore, it's a bad time to get started. But let me ask you, how many times in your life has something come up like graduation, like a wedding, etc, et cetera, that made you put off getting in shape? Happens quite often. right? And he's like, yeah, it happens quite often. Well, that is life. You're always going to have that. And the truth is, the people who get fit are not the people who wait for the perfect time to get fit when nothing's going on. Because if that was the case, we'd all be fit. People who get fit are the ones that execute on fitness in spite of it being the wrong time. The people who get fit, who turn their lives around are the ones that do it when it's not a good time. You told me that just the other day you could only play with your grandson for five minutes outside and you got winded and he was begging you to play ball with him, but you had to go inside because you were so winded. Let me ask you a question, how important is it to you? Is it important enough to you for that to stop happening, that you would take the time to make a change, make a change in your habits, even though it's not the right time? Because I got to say, John, it sounds like you're doing the exact thing that you told me that you had to stop doing earlier in the call. And so I understand you want to wait, but I would not be doing my job if I didn't recognize that and tell you that that's part of why you're at where you're at. The continual delaying, the continual putting it off, and if you make that decision right now and you break that habit, that's your first step. To finally getting your health back. Something like that, and then I told him, you can make a video because when you get objections on calls, oh my gosh. Make videos. Put them in your email sequence, put them in your content. The way I would deal with that, I would say, "okay so here's you, right? Sad and out of shape and here's you, happy and in shape, okay?" Now on your way to that journey, there's a marriage or there's a wedding, right? So you put it off and you think, OK, I'm going to go hang out over here at the wedding and I'm not going to work out that morning and I'm going to put it off, right? And then I'll make my way over. Oh but wait, there's a graduation. Wait, nope. Somebody got sick. Wait, no, I got a big presentation to deal with. Wait, no. And what ends up happening is as life goes on, by the time you get through one situation, you've now got into another and you're waiting, When that one's on you now on your way. but you wait and you continuously wait, wait, wait, wait. You map it out like that, and when you do that, it shows them visually and then I would wrap it up and I would say, you know what, all these situations are? They're called life. And if you let life stop you from fitness, you will never be fit if you just sat around all day and had nothing to do. Of course, you could get fit. The people who deserve to get their health back are the people who do it in spite of life. And that is the essence of fitness. right? I would say some stuff like that.

Hey Dan Henry here and if you enjoyed this episode, make sure to visit getclients.com for more free resources on how to grow your online business. And if you love this show, don't forget to leave me a five-star review. See you in the next episode.

Why you’re probably wrong, and so am I May 31, 2021

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Are you putting off starting your business because you worry you might be wrong?

You might think you could be missing important information or that someone else could be better or more qualified than you.

If you let those thoughts hold you back, you'll never get your business off the ground. You'll waste valuable time worrying instead of taking action, building and growing your business.

You might be surprised to hear this, but most entrepreneurs are wrong!

I've been there myself, so I created this episode to share what you can do to start your business even if you think you're wrong.

In this episode, I am going to cover:

Why being wrong is common in entrepreneurship
How to start your business even if you think you're wrong
What to do to correct your mistakes if you discover you're wrong.

If you got value from what you heard here, please be sure to subscribe and rate this podcast! Bonus points for you if you write a review! ;)

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Want Dan’s Wall Street Journal bestselling book for FREE?

Interested in having Dan’s team personally work with you to grow your business?

Want to learn the 5 Keys to Scaling ANY Digital Product, Online Course, Coaching Offer, or Mastermind?

Click here to Visit our Corporate Website: GetClients.com

— TRANSCRIPT —

In today's episode, we're gonna be talking about why you're probably wrong, and so am I.

All right, everybody. So one of the things that I see holding people back in entrepreneurship is the idea that what if I'm wrong? What if I'm wrong? Right.

Especially when it comes to people who are doing professional services, and they're new, or their coaches and consultants, or online course creators, or they have a service. And it really just has to do with new, right? What if I'm wrong? What if I'm not doing this the best way? What if somebody else is better at this than me? Blah blah blah blah blah. Well, here's the thing.

Imagine for a moment science, right, go back a hundred years, 200 years, 300 years, 400 years. Science thought certain things, you know, people, society thought certain things. They, at one point, it was widely accepted that the earth was flat. And then as science progressed and we got better at things like, you know, physics and this and that, we could put satellites in space.

We went. "Oh no, you know, the earth is round. Okay. We were wrong. The earth is round." Boom. And you know, there are tons of scientific discoveries that, you know, we thought one thing. And then we discovered that it was something else, or we found a better way to measure things or what have you now, even today with, I mean, we just put a third Rover on Mars, you know?

I mean, even today, with all the technology we have in 50 years, or really probably even in five years, or maybe even in six months, we're going to have better ways of doing things. We're going to have discovered things that we thought were one way. And we now find them to be another way. We were going to discover these things. And, you know, imagine if medicine and science just said, "Well, we're not sure. And maybe we're wrong. And so we're not going to move forward. We're not going to put our stuff out there."

Look, it's okay to be wrong. It really is. Or it's okay not to know the absolute perfect way to do something because you're always going to get better. You're going to discover new ways to solve problems, and you're going to get better and better. But the process of getting better at things is that. It is simply that you have to do it. And so if you say to yourself, "Okay, well, I want to teach this thing, or I want to do this thing for somebody. I want to create a service around this. And I just think, you know, what if I'm wrong?" Well, you have to begin.

You will find ways that you are wrong. You will discover things that, you know, oh, this is a better way. And then, you'll share them and integrate them with your business and your clients. That's how it goes. You know, people will often say to me, "Dan, I saw something in a course you released three years ago, and now you're saying this. What gives?" And I'm like, "What do you mean, what gives? I found a better way to do it. Wouldn't you want to follow the person that constantly finds better and better ways to do something and shares them with you than somebody who's doing the same thing, the same way they were three years ago?"

Now, now don't get me wrong. If, if it's still the right way and it's still the best way, I'm not going to change it. But if I find a better way, I'm going to update my stuff. I'm going to show you a better way. And oh, that makes sense. You know? So that's the thing, I probably am wrong on a ton of things, and I'll find, in a year, I'll find a better way to do those things. But so are you, right? There are things that you're wrong with right now. And then you'll find a better way.

And as a society and as a species, we move forward with that. In 500 years, it's going to be the same thing. We're going to be so much more advanced. We're going to have so many discoveries that we don't have today. And then, 500 years from that point, it'll be the same thing. Those discoveries will make us look like idiots 500 years before that, just like that 500 year period made us look like idiots these days. Just like these days made all the people that thought the earth was flat look like idiots.

I mean, it's just, you can't sit there and say, "Well, I don't want to move forward. I don't want to start my business because there are things that I could be wrong." You know, the process of, nobody's ever going to be completely right. But what matters is that you're constantly moving forward, and you take your clients with you. That's what matters. And I promise you if you're a client of mine or you're considering becoming a client of mine at getclients.com, I promise you, as soon as we find better ways to do things, we will tell you, we will teach you.

We just discovered and refined a really awesome way to pick up tons of extra high ticket sales, it's an organic method and integrates perfectly with ads, or you could do it by itself. And we've picked up a few extra sales a week from this, and it's working really, really well.

You know, I didn't use to have free Facebook groups. I did in the beginning, and then they were just a complete pain to manage. Well, I recently, probably about two weeks ago, figured out a way to have a Facebook group that's low maintenance. That doesn't have a bunch of people acting like idiots in there trying to argue and, you know, just steal each other's clients and whatnot and generate sales from that. Keep the group small, keep it highly engaging, high, super high quality. And for the most part, automate that process. And so we're filming a video, I think tomorrow, and we're going to release it to our clients, everybody in our client so that they can make more money. Right. And that's not currently in our program.

So as I figure out better ways and I experiment, and that's the thing I'm always experimenting. That's why, you know, be very careful not to copy me or others when you see us do something. Because a lot of times, it could be experimentation. I just tried four things in the past 30 days that I've never tried before. Three of them didn't work out. One of them did, we're sharing the one with our clients, and I've already seen other people who aren't clients try to copy and implement the three things that didn't work. And I just sit there and laugh. Cause I'm like, you know if you would just become a client, you'd see behind the curtain, not guess what's behind the curtain, and then just continuously run your business into the ground because you're just running around blind.

So but that's the thing, is you're always going to get better. So don't worry about that. And don't worry about finding the person who's right or wrong. It's the people that constantly move forward and constantly improve you want to be with. And that's how you should be. So hope this was helpful.

And don't forget, you can visit getclients.com. We have a lot of free information on there to help you grow your business. As well you can apply to become a client, and we'll help you scale your business to the moon personally. So hope you enjoyed this episode. I'll see you in the next one.

How To Make Millions Mowing Theoretical Lawns May 24, 2021

>>> CLICK HERE to Book Your FREE Strategy Call with my Team!! <<<

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Are you spending your hard-earned money on paid advertising that just isn't producing the return you hoped for?

Maybe you've tried everything you can think of to improve your ads, but you still can't seem to get traction. Maybe you struggle to get your ads approved, or you're attracting the wrong people with your ads.

If you can't fine-tune your ads to attract the right clients, you're going to continue wasting money. If you can't attract clients who are willing to invest in your offer, your business will struggle to grow, and you might even have to close your doors when you can't continue to spend money out of pocket on ads that just don't produce a return.

You might be surprised to hear this, but there is a way to attract the right clients without spending a single cent on paid ads!

If you're wasting your hard-earned money attracting the wrong people, I created this episode to help you learn how to attract, speak to and overcome the objections of your ideal clients through a simple method that will only take you a few hours a day!

In this episode, I am going to cover:

What to do if your ads aren't producing the return you want to see
Why you have more time to work in your business than you think
How you can make 20K each month without paid ads.

If you got value from what you heard here, please be sure to subscribe and rate this podcast! Bonus points for you if you write a review! ;)

— SUBSCRIBE & FOLLOW —

Click here to get Digital Millionaire Secrets, FREE!

Want Dan’s Wall Street Journal bestselling book for FREE?

Interested in having Dan’s team personally work with you to grow your business?

Want to learn the 5 Keys to Scaling ANY Digital Product, Online Course, Coaching Offer, or Mastermind?

Click here to Visit our Corporate Website: GetClients.com

— TRANSCRIPT —

In today's episode, I'm going to show you how to make a million dollars mowing lawns. No, not actual physical lawns, theoretical lawns, but this theoretical lawn that you will mow and you will mow the smile on your face will grow your business. You're probably like, what is Dan talking about mowing theoretical lawns? Has he lost it? Probably, but you're still going to love this episode. So stick around.

So recently, I did a live challenge called the Raise Your Prices Challenge. And it was really fun. We did about a two-hour session every morning for five days. It was awesome. People loved it. We had literally we had people who were charging, you know, like $500 closing $3000 and $5,000 sales during the challenge, we're getting amazing results. And we had a ton of people join our High Ticket Selling Bootcamp, and we had 34 people apply for the mastermind. It was a very successful event, but I'd like to tell you a little bit of a story from some interactions I had at the event and a thing I taught called lawnmower theory.

So, you know, the whole context of the event was to show you why you're worth more. You know, so many times I see people charging pennies for something that people are just more than willing to pay for, they're just more than willing to pay for. And so, you know, there's a big disservice to your clients to charge so little because you end up not giving yourself enough room, enough income to make it worth your while to do the work.

You know, I pay my CPA 10 times more than I paid my previous CPA, but my current CPA has like, you know, she has a team, she does a lot more than your average CPA. And she was able to get my tax rate down to 6.5% because she charges enough to be able to have the infrastructure to do it and to make it worth her time to have personal calls with me when we need to go over something. So, you know, charging more allows you to do a better job.

So that said, somebody came on and asked me, well, Dan, you know, I'm struggling because I'm not good at ads. And you know, everything was about ads, ads, ads, ads. You know, I'm having this problem with ads, my ad accounts getting shut down, et cetera, et cetera, et cetera. So I say, well, let me ask you a question. Do you make at least $20,000 a month without ads? And they said, no, because I don't have time to do organic. I said, well, what do you charge? $500. I said, well, what's your offer? And I don't remember the offer offhand, but I remember when they told me it was like not a $500 offer, it was at least a $5,000. So I said, okay, raise your prices to $5,000. And think about this for a second. So you say you don't have time to do organic, right? You don't have time. And they said, yeah, yeah. And I said, does anybody else feel that way?

You don't have time? Oh yeah, yeah. Yeah. So I said, all right, everybody whip out your phones and bring up an app called "Screen Time" on your phone. And you tell me how much time you've spent on your phone, average on the daily. And everybody's like six hours, four hours, eight hours, seven hours, seven and a half hours, nine hours, four hours. And I said, okay. So y'all spend four to nine hours a day on your phone, and you're telling me you don't have time to do organic? Can you take just 25% of that time and do it? And everybody was like, yeah, yeah, yeah, yeah. You know, but I just, I don't want to, I don't want to, okay. So this is where the lawnmower theory comes in.

So I brought one person up, and I said, okay, let me ask you a question. If I gave you $10 to mow my lawn, would you do it? They said, well, no. I said, okay, that's fair. You know, why is that? Well, I don't want to mow a lawn and get all dirty, and it's hot, like, you know, I don't want to mow a lawn.

Okay. What if I gave you a hundred dollars? No, well still, I mean, that's great, but no. Okay. What if I give you a thousand dollars to mow my lawn? Well, I mean, I probably still wouldn't. I gotta work on my business. Okay, fine.

What if I give you $10,000 now? All of a sudden, hands started raising. I'll do it. I'll do it. I'll go. What if I give you a hundred thousand dollars? And everyone's like, heck yeah! So you mow a lawn, you'd mow my lawn. And you do with a smile on your face for a hundred thousand dollars.

And they said, yeah. I said, and would you give, you know, a single care in the world about how hot it was or, you know, the grass chopping up and getting all up under your neck where it's all itchy. And they're like, well, no, not really. Not for a hundred thousand dollars. I said, so what point does this illustrate?

It illustrates that are things that you think you don't want to do. But the truth is, it's not that you don't want to do them. You're simply not getting paid enough. And everybody goes, wow! So I say, okay, think about this. You charge $500. You don't want to do organic. You don't want to spend a couple of hours a day doing organic marketing. Well, what if you were getting paid $5,000? Meaning every single time you made a sale, you got paid five grand?

And what you could make at least one sale a week doing a couple of hours a day of organic, would you do it? And everyone's like, well, yeah, yeah, yeah. See, there are things you can do in your business that will grow your business that you think you don't want to do. But the truth is you're simply not getting paid enough to do it. And if you fix that, you will fix a whole host of problems. Now, why do I say this? Right? Is this just conjectures?

No, because our clients follow a 30-day organic plan, and we literally give them a manual of how to spend just a couple of hours a day, booking calls and closing sales. First, we have one client. Her name is Shana, and that's all she does. That's all. She doesn't even have a funnel. She just books calls, closes sales. She does a couple of hours of organic a day. She makes over $50,000 a month. She has a weight loss program that she charges; she was charging 6K. I believe she just raised it to 8K. Weight loss, not make money, weight loss.

So what does this show you? It shows you that, look, and here's the thing. So many people, I see this so often. People are spending money on ads, and they're running their business into the ground because they think they need ads because they don't have time for organic. But the truth is you do have time if you're getting paid enough. And so when you raise your prices, so many problems in your business go away. Because let's say you have something that is, you know, you can't easily advertise on Facebook or let's just say, you're not that good ads because, you know, ads are their own thing. You know? Or let's say you're just constantly getting Facebook disapproving your stuff. You think, oh, the problem is ads. But if you're not making at least $20,000 a month, the problem is you. I'll say it again.

So think about this. Let's say you wanted to play football, right? Would you go right to the NFL, or would you play college ball first? Well, you play college ball first. Why? Because it's an easier game. It's not as hard. It's not as challenging. And it breeds players that can compete at a high level and go to the NFL. Well, guess what? Organic is college ball. Or honestly, organic is flag football. It's so easy to make sales with organic. Like, think about this. If you can't play and hold your own and college ball, what's gonna happen to you when you go to the NFL? You're going to get crushed.

Well, the NFL is ads. That is the highest level. You are paying money to get a cold prospect that doesn't know you to give you money. Okay. Whereas with organic, there are people that you're building a warm network, you're attracting people through organic means. And, you know, I talked about this in my book, Digital Millionaire Secrets. You can literally just help people out in Facebook groups or on Vbulletin forums or on Instagram or whatever platform it is a couple of hours a day just by being helpful. And people naturally reach out to you. If you set up this process, the way I teach it anyway. And literally, if you're charging enough and you just spend a couple of hours a day, you can easily make 20 to 50, sometimes more than a thousand per month, without ever logging into an ads dashboard.

I made a hundred thousand my very first month in business doing that. And I didn't even barely know what I was doing. And, you know, we give our clients specific instructions on how to do it. We've refined it over the years, over 25 million in sales. And so I tell everybody, I say, listen, you can do this. So a couple of days later, some of those same people that had that objection came on to share a win. And they said, Dan, you're not going to believe this. I did exactly what you said. That night I spent a couple of hours, you know, doing the organic stuff that you taught. And I landed my first $3,000 sale. And then my first $5,000 sale,

I said, see, you think you need ads. You're sitting here spending weeks, hours, going through ads courses, and, and you know, all this stuff, and the thing is if you can't convert it organically, you can't convert on ads because ads are harder to convert. So if you can't at least make $20,000 a month with organic, you're not ready for ads. Sorry. Sorry to say it. You're not ready.

What makes you think, if you can't convert easily using organic, what's going to happen when you go to, that's college ball, what's going to happen when you go to the NFL? You're gonna get slaughtered, absolutely slaughtered. So I always say, you know, make 20 grand a month. That's one high ticket sale week. You can't make one sale a week, purely organic in your spare time. You're not going to be able to do anything with ads. It's just not going to convert.

Then once you get to that level and you've really refined your audience, and you understand the objections, you understand how to speak to your audience. Now you run ads, and now it becomes a lot easier. That's how I grew. That's how I grew.

So hope this was helpful. And again, you can always go to getclients.com for more value, or you can apply to become a client and let us blow your business up like we have for so many. Teach you how to fix a lot of problems, raise your prices and grow and stop fiddling around arguing with Facebook. Sorry, I'm getting all passionate over here. All right. So again, go to getclients.com apply to become a client. If you're interested, we'll work with you. And if not, then just keep eating up these podcasts episodes like candy, and, you know, give me a rating and tell people about it and all that jazz. So anyway, see you all in the next episode.

Why Persuasion Always Flows From Authority May 17, 2021

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Do you want to create authority in your business?

Maybe you have just started your business, or you've been struggling and find yourself stuck and unsure what to do to create authority…

You might think you're wasting your time because you don't have a degree or tons of experience. Maybe you worry that people won't buy from you, or they'll doubt your ability to get them the results they want…

I've been there too.

I created this episode to show you how to build true authority without a degree or years of experience.

If you've been stuck in the endless cycle of inactivity, unsure how to build authority in your business, this episode is for you.

In this episode, I am going to cover:

What steps I took to build authority in my business
How you can create authority without having a degree or years of experience
What you can do to start building authority in your business today

If you got value from what you heard here, please be sure to subscribe and rate this podcast! Bonus points for you if you write a review! ;)

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Click here to get Digital Millionaire Secrets, FREE!

Want Dan’s Wall Street Journal bestselling book for FREE?

Interested in having Dan’s team personally work with you to grow your business?

Want to learn the 5 Keys to Scaling ANY Digital Product, Online Course, Coaching Offer, or Mastermind?

Click here to Visit our Corporate Website: GetClients.com

— TRANSCRIPT —

Why does persuasion always flow from authority? And what does authority flow from? That's what we're going to cover in today's episode.

All right, everybody. One of the biggest things I hear from people trying to sell online, trying to build a list, trying to grow their business is I don't have any authority, or I'm not an authority. Why would people buy from me if I'm not an authority? How do I build authority? Et cetera, et cetera, et cetera. Well, that's what I'm going to cover today. So if you've ever seen the movie, catch me, if you can, it's the story of and in the book, of course, Frank Abignail, who is a 16-year-old kid who was able to con his way into many things.

One particular thing was pretending to be an airline pilot, so he could fly free all around the world. So how he was able to do this was he went to, I believe it was at an airport or a section of the airport where there was a secretary for the Pan-American airlines. And he asked the secretary, says, you know, I'd like to speak with somebody in the purchasing department, and the secretary says, okay, and goes and gets the clerk. So the clerk comes out and says, how can I help you? Now? Frank says, my name is John Black. I'm a copilot with the company, meaning Pan-American Airlines. And we're based out of San Francisco. I've been with the company for seven years, and I've never had something like this come up before. And the clerk says, well, what's the problem? And Frank says, well, we flew in yesterday, and we're going out today. Yesterday, I sent my uniform to my hotel to have it dry cleaned. Now the hotel and the cleaner said they can't find it. And I have to be on a flight in four hours. So the clerk says, well, don't you have a spare uniform?

And Frank says, well, yeah, I do. But it's back home in San Francisco, but I'd never get it in time for my flight. So the clerk says, hold on, hold on. A few minutes later, he comes out, and he says, my supervisor says, you need to go down to the Well-Built Uniform Company on Fifth Avenue. They're our supplier. I'll call them, let them know you're on your way. And so Frank goes down to the Well-Built Uniform Company on Fifth Avenue, and he gets a free, or maybe he bought it. I don't know, but he obtains a Pan American Airline pilot uniform.

And so he takes that uniform, and there was a, I don't know if they still do it, but there was this sort of courtesy between airlines, where if you were a pilot of another airline and you needed to get somewhere they would give you, it was like a professional courtesy. They'd let you sit in the cockpit and get a free ride to another city. And he never went on a Pan-American. I don't believe he went on a Pan American flight because that would risk him getting caught because, you know, the pilots would know each other. So he went on any other airline other than Pan American. And he was able to do that simply by walking into an airport, going up to, you know, a terminal or, or another airline and saying, Hey, can I catch a leg to so-and-so, and he'd be wearing his uniform. And that's how he was able to con his way into free flights.

And just so you understand, Pan-Am estimates ages of 16 and 18. Frank was able to fly more than a million miles for free. He boarded more than 250 commercial airlines and traveled to 26 countries around the world. And he, I mean, he did this all for free. And what he did was by obtaining that uniform, it gave him authority, and he, obviously, this is unethical, and he abused that authority to get free flights. But the point remains that the only reason he was able to pull it off is because he gained instant authority by having that uniform. So what does this mean for you?

So what it means is that persuasion, the ability to persuade, always flows from authority and authority, always flows from education, because let's think about it. What are the only two ways you can get an airline pilot uniform? Either one, you, you spend tens of thousands of dollars. You go to flight school, airline school, or pilot school. You get your pilot's license. You work your way up, get your commercial pilot's license, and you become an airline pilot, or you do something shady, and you con your way into it. And you steal one. Okay?

Just like if you go and you get a lab coat, and you walk into a hospital, I guarantee you, nobody will question that you're a doctor. And what are the only two ways to get a lab coat? You either go to schools again, spend tens, probably hundreds of thousands of dollars to learn how to be a doctor in eight, or how many ever, ten years in college and medical school, and you become a doctor, or you go obtain or steal or buy or whatever, a doctor's uniform.

And so what this means is if you're going to build authority in your space, in your niche, there are only two ways to do it. You either lie, which of course, that's the easiest way. If you say I've made $10 million and you didn't really make it, or I've won all these bodybuilding competitions, or I've got a hole in one 17 times buy my golf course. Sure. Of course, if you lie, you will have that authority. But let me tell you, I mean, I don't need to go through the reasons why you shouldn't lie. Somebody will find you out, it'll ruin your career, and you know what it's wrong, you know? So I'm not going to waste any more time arguing the ethics because I think anybody listening to this podcast, I would hope, you would ever do something like that.

But the point is, there's only one more option. And that is to educate yourself. The only way to get authority in your space is to educate yourself is to invest in your education and learn things you need to learn to have that authority. Okay?

So if I go out and I say, let me give you just an example, right? Let's say that, and I'm going way back early in my career.

I remember I had a student that said to me, well, you know Dan, you know, I'm pretty good at running Facebook ads. I think I can get people results. You know, I've done it for my own business, and I want to help other businesses. And, you know, I just don't have any authority. Righ?. And I said, well, that's because you don't have the education to have the authority. So he goes through my, and this was a course I sold, you know, years ago. So he goes to some of my course, he learns. And one of the things I said, in that course, it's like, listen, if you're not confident in your abilities, go out and get confident in your abilities, work with someone, work with a friend, work with somebody for free. Make sure that you are able to get the result, educate yourself, invest in your education experiment, do the things required to do the thing. And once you can obtain a result by getting educated, that gives you the ability to show off that result. And there's your authority.

And so to give you an example, when I first started years ago, I had an agency. And the reason I had an agency is because I had a bar. I had a bar that I had to learn Facebook ads to grow that bar, to get business for that bar. And I successfully grew it. And then I sold it for a nice profit, but when I was done with that, I was like, well, I got to create a new business. Right? So I decided to start a marketing company. And I had only worked with myself. I never worked with anybody else. So I started helping out my friends that owned local businesses.

And I thought, well, I want to make sure it's not a fluke. I want to learn the different things that can happen in this situation. I went out, and I did the thing, and I did it for free, and I mastered it. And then, I don't think anybody's mastered anything, but you get what I'm saying. I got good enough at it to where I felt I could charge. And so, you know, by doing that, I was able to get results for people, whether they paid me or not was irrelevant, I got those, the results. And then I showed off those results. And then I charged for those results. And as well, I went out, and I got the education I needed. I read books, sales books that, you know, books on copy. And so the point here is when you're thinking of starting a business, you get in this infinite loop of inaction where you say, well, I'm not confident in what I do, but which means I'm not confident enough to invest in how to sell what I do.

And you just get stuck in this never-ending loop, and you never take any action. Because if you did, you could break that cycle. I invested in education for myself before I was confident in the product because I knew that if I invested in learning how to sell it and learning how to market it, it would help me understand how to make it great, better. And it would also encourage me to get good at it.

You know, if you own a marketing company, you're going to be better a year from now than you are today. And you're going to be better three years from now. If you own a weight loss company, you're a personal trainer. You know, you're going to be a lot better in a year or two or three than you are today because you're going to learn more. You're going to work with clients. You're going to between the education to get your personal training certificate and working with clients. You're going to get better and better and better.

But imagine if nobody took action because they weren't that great yet. You have to be willing to do the thing. And you have to be willing to invest in learning how to do the thing. You know, an airline pilot that's been flying for 30 years is going to be most likely a better pilot than somebody who's taking their very first commercial flight straight out of flight school. But that person that invested in flight school, when they first invested, they didn't know how to fly.

So don't get stuck in the infinite loop of inaction because you say, well, I don't have authority, or maybe you are good at the thing. Maybe you are good at the thing, but nobody knows it. And you're like, well, you know, I can't do this. I can't do that cause I don't have authority. Building authority comes from educating yourself on the things required to build authority. And so don't use that as an excuse to remain in a constant state of inaction.

I hope this was helpful. And I'll see you all in the next episode.

Is Calling Out a Poor Mindset the Same As Degrading Poor People? May 03, 2021

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Are you offended by wealth and those that have acquired it?

I've noticed the topic of "poor mindset" is gaining more attention, but is that attention moving this topic of conversation in the right direction…

I'm not so sure.

See, "poor mindset" is frequently associated with actions or, lack thereof, that would hold someone back from achieving wealth. These attributes of this mindset have been observed to be accurate time and time again.

Calling attention to those actions or, more importantly, calling attention to the actions that could be taken to elevate someone from a "poor mindset" to a "rich mindset" is becoming offensive...

Why is this topic gaining such negative attention, and what is the true intention behind calling out the actions of a "poor mindset"?

That's what I'm going to share with you today!

In this episode, I am going to cover:

How a meme caused controversy in a marketing Facebook page
What your thoughts on that controversial topic can indicate about your mindset
Why I share my insight into building wealth despite potential backlash

If you got value from what you heard here, please be sure to subscribe and rate this podcast! Bonus points for you if you write a review! ;)

— SUBSCRIBE & FOLLOW —

Click here to get Digital Millionaire Secrets, FREE!

Want Dan’s Wall Street Journal bestselling book for FREE?

Interested in having Dan’s team personally work with you to grow your business?

Want to learn the 5 Keys to Scaling ANY Digital Product, Online Course, Coaching Offer, or Mastermind?

Click here to Visit our Corporate Website: GetClients.com

— TRANSCRIPT —

Is calling out a poor mindset the same as degrading the poor? Ooo, it's going to get a little controversial in this episode. Let's go.

Oh, all right. I haven't done a controversial, polarizing episode in a while. Let's see how this works out. All right. So the funny thing I was checking out the Click Funnels group, which if you're not familiar with what the Click Funnels group is, there's a software called Click Funnels. They have a Facebook group. It's got like a ton of people in it like, I dunno, two, yeah, 263,000 people, huge group. And it's a marketing software. So like obviously, you know, this group is, I mean, the group is really for people who are trying to make more money. And so I find what I'm about to tell you quite odd, but I saw this meme posted in the group, and I don't normally do podcast episodes on memes and drama in Facebook groups, but I found this to be something worth talking about.

So this person posts in there and says, which side are you on? And there's this meme, And it says rich versus poor, which side are you on? So you have the rich side on the left and the poor side on the right. So let me read you the meme. And then I'll comment on why there was so much backlash to it and what it really says on a higher level. So it says rich versus poor which side are you on? So I'll read the left side, and I'll read the right side. So first I'll read the rich, and then I'll read the poor. Okay.

So success is an obligation; success is evil. So rich says success is an obligation. Poor says success is evil. Invest money, spend money. You know, the rich say use debts for investments. The poor say use debt for spending. Rich is think with both. Poor is think with one or the other. Rich is having some financial strategy. Poor is, has a budget. Rich is expands. Poor is contracts. I'll just read through this real quick. Makes things happen. Things happen to them. Reads and studies. Refuses to study. Responsible. Blames others. Focuses on the future. Focuses on the past. Thinks in solutions. Thinks in problems. Buys time. Wastes time. Multiple flows of income. Single flow of income. Net worth driven. Income-driven. Pay self first. Pays others first. Goal-driven. Work driven.

Okay, so that said, there was a lot of backlash, and I'll be honest with you. I don't quite understand some, like three or four of these. Like, I don't get what that means by expands, contracts. I mean, I get what it means, but it's, it's not specific enough for me to comment on to any level. So there are a few of these I'm going to skip over, but there was a lot of backlash over this, and I've seen this lately. I've seen, you know, people really reacting super, super aggressive and negatively and hostile to any sort of, you know, any sort of criticism of a poor mindset. Which, I think we can all agree, is the indication of a poor mindset.

But here's what I want to say. You know, you have this, these communities full of people trying to make more money, but they're also full of people that are offended by wealth. And if you're offended by wealth, you will never obtain wealth. If you think that being poor is outside of your control, you will never not be poor. I mean, telling yourself that you can't control it. So then you're not going to take the actions to try to take control over it.

And I find the idea that you can't improve your mindset is, or that we, that we are now offended by the concept of improving our mindset, it's quite disturbing. So let me go through a couple of these points here and try to, and look, I've been rich, and I've been poor. I've been poor, and I've been rich. I've been really, really poor, and I've been really, really rich. So I kind of know both sides of these. So let me just take a few.

Rich versus poor, investments versus spends money. Look, nobody is trying to say poor people are bad because of whatever. They're trying to say that, look, if you spend money on things that don't bring you a return, like packs of cigarettes. And I mean, look, I live in St. Pete, and I know a lot of people in the service industry. I used to work in the service industry. You know, people like, I know a lot of people, like a lot of people, that will work at a bar they'll make $200, and then they'll go out and spend $150 of it at another bar after work or on their night off. I mean, it's, you know, and because they love their fellow hospitality members, they'll tip big, and they'll do this, and they'll buy shots. And it's like, I get that. But man, you know, if you just keep spending, I mean, imagine if you would've just put a hundred dollars a week into Bitcoin three years ago or into a stock. I mean, these are the things that no matter how much offended by them, no matter how much you try to call it class warfare or whatever, it doesn't make it any less true.

If you invest your money, it will turn into more money. And if you spend your money on crap, it will not, period. There is no that's truth. That's a fact. And rich people tend to invest their money a lot more than poor people. That's why they're rich versus poor. Nobody's trying to call anybody a bad person. We're just stating facts because, look, I was poor, and I used to spend my money all the time on crap. And now I invest my money. I mean, it's a simple thing.

Use debts for investment versus use debt for spending. Again, when I was poor, I had the mindset of, Hey, I'm going to finance this couch because I really want this couch instead of that couch. And so they have financing, I'll finance it, or, I want this TV. Whereas now I'm like, well, I could buy, I'll give you an example.

I just sold my house. Right? Hopefully, we close, you know, knock on wood. But I have a lot of choices. I could spend four or 5 million on a palatial house, or I could spend 1M or 1.5M on a still a nice condo and take the rest of it and invest it into crypto or funds or whatever. So that, you know, in five or ten years, I can literally take care of not only myself but my entire family for the next 50 years. And in my head, I'm like, why am I going spend, I can get a great place for 1.5 million, or I can get an obnoxious place for four or 5 million. I can totally afford a four or $5 million house without blinking, but why? Why? My money can be spent better used elsewhere.

I'll be just as happy in a 1.5 million. I mean, you know how many people would kill for a $1.5 million home? That's a nice home. And well, I mean, I guess it depends on where you're at. In New York, it's probably like a shack, but you get what I'm saying. So nobody's trying to say that poor people are bad. Most of us came from poverty, came from being poor. We changed the way we thought about things. We decided to build a business, and we learned a lot of these principles. And these principles allowed us to grow wealth exponentially.

And when we point out these principles, there is backlash. And that's because when you are poor, and I have been poor, you get angry because other people have more than you. You get depressed because you feel like it's all out of your control. You get upset because you feel like you've put in the effort, but you don't seem to get any output. You don't seem to get any result, and the anger and the resentment build inside of you until it clouds the way you think so much that you get angry when somebody is trying to encourage you. This is a group of people that are trying to basically get rich. That's the community. We're trying to make more money. We're trying to build million-dollar businesses. And there are people who are literally rich giving advice to those trying to get rich. And they're saying you hate poor people.

And look again, I get it. I used to have this mindset, but if you're somebody that has this mindset, you got to understand, if you ever do get rich, you will change the way you think. And honestly, that's the only way to get rich is to change the way you think, because nobody who has millions of dollars cares to single you out as somebody who doesn't and say, you're terrible. Like we don't wake up in the morning, jump in our a hundred thousand dollar vehicles and go, I need to make fun of some poor people today.

Like we don't care. Nobody cares about that. But when you give advice, true advice, and look, you need to rise above, okay? If you're in a group of a hundred people and everybody's shouting and yelling and saying you hate poor people, that one person, and this is why we still do it, because look, I'll be honest with you. When I give advice, and I see people saying, well, you hate poor people. You hate poor people. And it's like, dude, like I know, man, I used to be poor. And so when I look back, I say, if there are a hundred people that are angry, that I or anybody else is trying to give advice on how to better your situation. And 99 of those people are angry and yelling and screaming. And, but just one, just one goes, man, that makes sense and begins to take the actions that we all took to get where we are. It's worth it.

If you can save just one life, I guess, I guess is what I'm saying. It's worth it. And so I encourage you. If you're somebody listening that likes to give advice to people who are in the shoes you used to be into, don't be discouraged by the people, the vast majority, the masses that get angry, because sometimes there's that one person that really did listen to you, really to take it to heart and make a change in their life. And even if it's just one, it's worth it.

And if you're the type of person that is angry, that has a criticism, or whatever, bottom line is, truth is truth. Fact is fact. If you are offended by wealth, you will never have it. If you believe things are outside of your control, you will never take the actions to take control over those things. And nothing is going to change that whether it's 50 years ago, 50 years from now, a hundred years from now, nothing will change that.

And so you have two options. You can tell yourself the story that, you know, it's not your fault. And maybe it isn't your fault. Maybe you're right. Maybe there are things that put you at a disadvantage, but guess what? The people that grow, the people that achieve the greatest things, achieve them despite their disadvantages. Because at the end of the day, if you had a completely clear path, if nothing was in your way, then success wouldn't be that special. It just wouldn't. It would be easy.

And look for some people it is. Some people have massive advantages. I mean, trust, fund babies, whatever, people that were in the right place at the right time. Yeah, they do. But what, what does it, what good does it serve you being angry that some random person over here had more advantages than you? Like, I get it. I totally get it.

But at the end of the day, you will never achieve that thing you want to achieve. If you don't set that aside and work and look, if you don't want that thing, that's fine too. If you're happy if you're content where you are great, but if you want more, but you're offended by what it takes to get more, you will never have it.

All right. I hope you enjoyed this episode. I'll see you in the next one.

If You Struggle With Ads, It's Because You Care About The Buttons Apr 26, 2021

>>> CLICK HERE to Book Your FREE Strategy Call with my Team!! <<<

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Do you struggle to get your ads to perform?

There are so many options to choose from when it comes to ads, and I get questions every day about how someone can improve their ads. I hear questions like this…

"Should I put more towards my ad budget each day?"

"Should I try a lookalike audience or create an audience based on my pixel?

The list of questions is endless, but my response is always the same…

"Let me see your ad."

See, when you don't have a great ad, the technical things and all the options in your ads dashboard don't do much to improve the ad's performance. The technical aspect of advertising is constantly changing, but the one thing that has remained constant over decades is the need to have a great creative first.

We have to focus on connecting with the audience first. We have to learn to use humor, be more persuasive, and have a great offer.

Think about Billy Gene. He's been called the G.O.A.T of video ads because he creates persuasive, humorous ads that connect with his audience. He relies on his creative ability instead of the buttons in his ads dashboard to make his ads perform.

We often focus so much on systems that we forget to build the skills that make those systems work. The bottom line is no matter how great your product or service is, if you can't sell it, it doesn't matter how great it is.

In this episode, I am going to cover:

Why ad creative is more important than the technical aspect of the ad
Why you need to focus on building your skills to create a great ad first
Why it's crucial to learn ad skills yourself instead of outsourcing those tasks

If you got value from what you heard here, please be sure to subscribe and rate this podcast! Bonus points for you if you write a review! ;)

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— TRANSCRIPT —

Are you struggling with ads, Facebook ads, YouTube ads, whatever ads? It's because you care far too much about the buttons that you press. That is what we're going to talk about in today's episode.

All right, everybody, I'm going to get real with you. I'm going to get super, super, super real because I can't be any other way. I have no desire to create some sort of; "It's just a simple system that you can blah blah blah." Like, I just I've outgrown that. And so I gotta be real. I gotta be completely real with you. If you're struggling with Facebook ads, if you're struggling with YouTube ads, let's just talk about Facebook because that's what everybody always complains about.

I've worked with hundreds and hundreds and hundreds and hundreds of people on Facebook ads, people that low-level, high-level, beginner level, and it always comes back to the same thing. You care about the buttons, right? Somebody makes a blog post and talks about lookalike audiences or lookalike audience stacking, or an iOS, dah, dah, dah, dah, and you freak out, and you just go nuts on the buttons, right?

I mean, the question, I'll get a question from somebody that says, you know, "Well, Dan, should I do $5 a day, should I do $10 a day? Should I split it out amongst multiple this, audience that? Should I stack audience lookalike audiences? Should I do an audience on my pixel? Or should I upload an email list? Should I combine them?" And like all these technical buttons pressing things. And then I say, "Well, you know what, let me see your ad." And I look at the ad, and it's terrible. And I'm like, why are you worried about what buttons you're pressing if you don't even know how to make a great creative? Because I'll be honest with you. Take my boy, Billy Jean, right? I love Billy Jean. He's a really great friend of mine.

And I remember having conversations with him about his ads. And it's so funny because his ads are so effective. You know, if you ever see the Oompa-Loompas ads or the ad he did with where he was doing a scene out of Wolf of Wall Street, these are really creative, really funny ads. And I remember talking to him about some more the techie stuff. I said, "Hey, man, do you ever get into like the real, crazy tech stuff? You know, the stacking and the lookalike audiences and this and that? And he's like, "Nah, not really. The ads are so good, they just, they take care of all that." And I'm like, "Yeah." And it was refreshing to hear because oftentimes, we make this thing too complicated with advertising. We don't realize that at the end of the day, it doesn't matter what buttons you press. If you don't have a great creative, if you're not entertaining, if you're not, you know, persuasive or funny, or polarizing, none of that button stuff matters.

I mean, yeah, maybe there are some cool things you can do in the YouTube dashboard or the Facebook dashboard that work a little bit better than the other. And I've seen people say that. I've seen people say, "Well, I tried this, and it worked a little bit better, but then it stopped working. Well, then I try this ..." But you know, the one thing that always works no matter what?

A great ad. A great ad. Like, think about that, you know, think about that. People are putting effort into the wrong things. They're trying to learn. You know, they put so much effort into learning the technical, which the technical aspect changes every couple of weeks, but you know what doesn't change? Being funny, being persuasive, being entertaining, having a great offer, that does not change. And hasn't changed for decades upon decades, upon decades, upon decades, yet people don't put the effort into that. They're like, well, let me throw up an image of a cat and then let me stack 17 lookalike audiences at $3 a day because I read it in this blog post and blah, blah, blah. It's like, yeah, or you could just have a really great ad.

I remember one time I had an ad that was I don't use it anymore 'cause it was for a product I no longer sell, but it was called "How To Get Better Results For Your Clients." And it was specifically for people who had Facebook ad clients. And, you know, I had this ad, and I taught something, and it was just really great value. And then I said, "Hey, if you'd like to learn more about this stuff and you got value out of this, go watch my webinar."

And it was one of my best ads. And I recall, and this was kind of funny. I made a mistake in the ads dashboard, and I literally accidentally ran one of the ad sets with just like 18 to 45 United States. And I forgot to put in any lookalike audiences, any interests. I literally just ran it. If you had two arms and two legs and you lived in the United States, and you were between the ages of 18 and 45, you got served this ad. And most people would think that would be Facebook ad suicide. You know, and I just did it 'cause I wasn't paying attention. I was quickly creating audiences, and I missed that one. And I remember, you know, like a week or two later looking at that ad and going, wow, this one's doing really well.

And the reach was high. And I was like, this is interesting. So I went in, and I looked at it, and sure enough, I'm like, wait a minute. This can't be right. And I literally saw that you know, I didn't have any targeting whatsoever. It was just a really great ad. I let that run for quite a while. Now I tried to replicate that several times and I was unable to make that a thing, you know, because again, my offer is not a wide offer, but for some reason, that one ad just did really well. It connected. And you also have to remember that a lot of these ad platforms, they have built-in optimization where if a certain type of people start reacting and engaging with it, you know, it shows it to more of those type of people. So you sort of have a built-in targeting if you have a great ad.

Anyway, the point is that in 10 years, in five years in 20 years, we're probably not even going to have Facebook ads. Probably 20 years, right? There'll be some new platform. I heard that Apple is now going to do ads. You know, there's going to be new platforms. There's going to be new ways to advertise, but you know what the difference between the advertising now and then, or advertising now, and 20 years ago in terms of creatives, not much. If you go back and you look at some of the Coca-Cola commercials and just, you know, creatives from before there even was a Facebook. You will see a lot of striking similarities. And the problem is that we often try to focus so much on systems that we forget to build the skills that make those systems work.

You can come up with the greatest script for a play, but if the actors can't act, it just doesn't matter. You can come up with the greatest screenplay for a movie. But if the people you cast are terrible performers and actors, it doesn't matter. You can write the greatest song ever known, but if the person performing it is not a good singer or performer, it doesn't matter. It's still going to be terrible. And I want to encourage all of you to try to put at least twice, preferably10 times, but at least two to three times the effort. Gosh, I shouldn't say that. I should at least say five. Yeah. Let me redact that. Try to put at least five times the effort into learning the little technical stuff into the art of having a great ad.

I mean, learn how to be better at copywriting. Learn how to be funny. Go watch stand-up comedy, go read books about how to connect people. Go put in the effort, because if you don't put in the effort and you just say, well, I want a template, I want a this, you don't care enough about your business to deserve what other people, who do care, get as a result. I learned, I personally learned the skills I needed to learn to make my business grow. I didn't sit there and say over and over, well, I'll just outsource it. Well, I'll just let somebody else take care of it. Because ultimately, you are the master of your own destiny.

And advertising, marketing, sales, all that, if you can't, you might have a great product, but if you can't sell it, it means nothing, right? If you have an engine that runs on air or water, but a big oil company buys, it puts it in a desk and seals it, and you can never sell it doesn't matter how great or innovative it was. If you can't sell it, it doesn't matter. We put effort into creating great products, but you've got to put effort into the ability to sell them because you will, you know, "I can hire an agency. I can hire this guy or that guy." That's great, but they come and go. If you learn how to do it, if you understand how to make great advertising, then you are the master of your own destiny. You will wield that sword forever.

I mean, look at some of the greatest companies that have come out quickly. They literally are; I mean, I don't know how else to say it. You know, Steve Jobs. Steve Jobs built Apple. Do you think Steve Jobs ..., what would have happened if Steve Jobs said, Oh, I'll just hire somebody else to sell Apple. No. Steve took control and learned his market. He learned how to position. He did. He was the one that did it. He was the one that made people want to buy.

So I hope this has been helpful. Don't forget to subscribe to all that jazz, and I'll see you in the next one.

My Decision on Moving To Puerto Rico for the 4% Tax Rate Apr 21, 2021

>>> CLICK HERE to Book Your FREE Strategy Call with my Team!! <<<

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Are you considering a move to Puerto Rico?

You might be aware of the benefits of relocating to Puerto Rico, especially if you have a substantial income. Now, I’m no CPA, so you’ll have to get your tax advice elsewhere, but I decided to take a trip and check things out for myself.

I’ve had tons of questions about this, so I’m going to share the pros and cons of my experience as I toured a few places on the island.

I spent about two weeks there, taking in the sights and evaluating a few places I might consider moving to. While two weeks is certainly not enough time to see everything the island has to offer, at a certain point in my trip, I saw more of the inside of my hotel room than I would have liked…

Let’s just say, after that, it was time to head home. I’m going to share what I experienced and share my opinion.

If you’re seriously considering a move there, I suggest you take a trip yourself, take it all in and decide for yourself!

In this episode, I am going to cover:

What COVID restrictions are like in Puerto Rico right now and how it impacts both locals and tourists
Where I visited, stayed, and considered living on the island
What COVID taught me about living in Puerto Rico full time
AND… to move or not to move, my final decision!

If you got value from what you heard here, please be sure to subscribe and rate this podcast! Bonus points for you if you write a review! ;)

— SUBSCRIBE & FOLLOW —

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Want Dan’s Wall Street Journal bestselling book for FREE?

Interested in having Dan’s team personally work with you to grow your business?

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Click here to Visit our Corporate Website: GetClients.com

— TRANSCRIPT —

In today's episode, I'm going to be sharing my experience, going to Puerto Rico and checking the area out for potentially moving there for the Act 60 tax benefits. And should you do it? Should you move to Puerto Rico? So you only have to pay 4% tax as a successful entrepreneur. That is today's episode.

All right, everybody, I have been getting tons of comments and emails and questions because everybody knows that I recently went to Puerto Rico to check out the area, to check out the real estate, to check out, you know, Hey, can I live here? Because if you haven't found this out already, there are some amazing tax benefits to moving to Puerto Rico. Now I will preface this by saying, look, if you're not making a decent amount of money, well, this really isn't even a question. You know, and I don't want to get into too much detail 'cause I'm not a CPA. But there is, I guess it's a law or an act called Act 60, where if you basically move to Puerto Rico and you establish residency there, you have a close connection, closer connection there than you do to the mainland United States. And you live there more than six months out of the year, and you do everything, right. Obviously, you contact a qualified CPA for this, but if you do everything right, you only basically only pay 4% tax.

Now that is substantially low. Now keep in mind, it's not a 4% tax in the traditional 4% tax. Like for instance, I got my tax rate down to 6.5% last year, but I also had to do some things that were really creative. Obviously all legal, but you know, like I bought a yacht and like a lot of people buy jets, right? They'll buy a jet because they, you know, if your CPA comes to you and says, listen you know, you gotta spend $2 million on a jet or a boat or whatever, or you got to give it to the IRS, and you sit there, and you think to yourself, well, let's see, I could give the money to the IRS where I know it's going to be spent terribly.

And it's just going to be wasted on $15,000 toilet seats for a government building, or I can get a jet. I can fly anywhere anytime I want. I can charter that jet. I can do business events on that jet, and I can further grow my business and my lifestyle with that. You're going to choose the jet. Okay. However, if somebody, you know, if your CPA says to you, Hey, listen, you can move to this place. And if you do, you get a 4% tax rate, and you don't have to buy any jets. You don't have to buy any yachts. You don't have to do anything creative. You just have the rates. Then you're like, Oh wow, that might be interesting. And that's what I said. And so I want to be clear that this episode is going to be very, you know, look, I'm not telling you to move there or not move there.

I'm not telling you to like it or not like it. I can share my experience. My experience could be different than your experience. You know, I have some friends that live there that love it. John Lee Dumas, Alison Prince, they live there in the absolutely love it. Whereas I have other friends who have tried it, and they hate it, and all in between. So I'm not saying it's good or bad. I'm saying you have to know what's good for you. And I can explain why I liked or didn't like it and what my reasons are. And hopefully, that'll help you. And potentially, if there are any deal-breakers, save you a trip.

Now, in another episode, I think I might go a little bit deeper into what happened to me while I was there 'cause I did actually get COVID while I was there. And I got stuck quarantined in a hotel room, which was, I'm kind of glad it happened because it allowed me to see not just what would happen in that country if you know if everything was going great, but as well, what would happen in that country if everything went wrong. And so that definitely gave me some perspective. So let me just go through and listen; keep in mind if you're from Puerto Rico, please don't take any of this wrong. I mean, look, like I said before, different strokes for different folks. There are things I liked and didn't like. That doesn't necessarily mean I'm throwing any shade at Puerto Rico for the things I didn't like. It just means I didn't like it. You know, just like there's probably stuff about the United States that somebody in Puerto Rico doesn't like, so I'm just going to in no particular order give my sort of limited assessment 'cause I was only there for a couple of weeks.

So when we flew into Puerto Rico, there were a lot of COVID restrictions you had to, you know, do all the crazy stuff. However, you know, I go to the airport, stand six feet apart, do this, do that, negative test, blah, blah, blah. And then, of course, you get on a plane, packed to capacity in a little metal tube for three hours, you know, sitting shoulder to shoulder, breathing, recycled air. And of course, that has to be where I got COVID. I just find it ironic that we go through all these precautions, and then, you know, you do that, just seems kind of pointless. But anyway we fly in, and you know, the area, 'cause we, we went to, we went to three main areas. We went to Condado well, we went all over San Juan, but that's the main city, right?

That, and it's very similar to Miami. In fact, if you were to knock me out, fly me to Puerto Rico, drop me in San Juan, I wake up, and you say, Hey, we kidnapped you and brought you to Miami. I probably wouldn't question you for like 15 minutes. I'd probably be like, yeah, I'm in Miami. It's very, so if you've ever been to Miami, that's pretty much as close as you're going to get to San Juan. And I don't like Miami. I've never liked Miami. I'm a St. Pete guy. I love St. Pete. I love Tampa. I can't stand Miami, just a multitude of factors, the traffic, and the way everything's laid out. So I did not like San Juan just naturally, 'cause I don't like Miami. Now I will say that when I was there, it was a very bad time for me to go.

So it's hard for me to give a good assessment, especially of San Juan, because I was there at the most inopportune time, meaning it was obviously COVID, Spring break, and Easter all wrapped into one. So I know that the locals were probably already had their patients tested. Now we did have a lot of people from the United States, less than, just partiers, just kids and partiers that were coming over to San Juan, throwing chairs in the streets, getting into fights, just acting like fools. And of course, that made, you know, people that don't behave like that, like me, look bad. And there's, I did feel an, I don't want to say an anti-American sentiment there, and maybe there is, maybe there isn't. More of an anti-American tourist sentiment, and rightfully so when, you know, a bunch of kids come over during spring break and trash their city, like I get it, you know?

So anyway, the point is that tensions were a bit high. Now I will say, and this is temporary, obviously, but COVID restrictions over there are pretty insane. I mean, like really insane. Like I was walking down the street with my mask on, and I never walk down the street, in the open-air with my mask on because that's, I don't know, to me, I find that a little ridiculous, very ridiculous that you would ever walk down the street by yourself with a mask on, odd. But, you know, they're, Oh, they're real mask crazy here. So I wear a mask. It's like an inch under my nose. I'm walking down the street by myself and a police officer; they got police officers everywhere, literally yells at me to pull up my mask. They're that nutty about it. And literally, when it comes to curfew, they will have police officers just go around everywhere, making people get off the street.

It's pretty. And coming from Florida, where I live, where we have zero restrictions, our governor has even outlawed the vaccine passport. And it's funny because we have like no restrictions. We're wide open. We've been open for months, and we have better numbers than a lot of states with higher restrictions, lockdowns, and high vaccine rates. And that's. I don't want to get into that. That's not the subject of this podcast, but anyway. So coming from that to this, it was a bit scary. It was a bit almost unsettling. It was very unsettling and scary. It did not sit well with me at first. It was very shocking. But again, you know, this is temporary things, obviously, you know, when COVID is gone, that'll be gone. So you can't evaluate it based on that. That said, that aside.

Now at first, I had a little bit negative view of how things were done there, but then we met a very nice bartender at the Vanderbilt who kind of explained and put things in perspective for us. And I was very grateful to have spoken to her because, at first, I was kinda like, man, these people, these locals don't like us, you know? But she basically gave me a book to read, and I wrote it down. I forget the name of it, but basically, it explained how there was a lot done to Puerto Rico by the United States in the past. Like testing things, testing drugs, and I don't want to get into it 'cause I'm sure that's a political conversation, but essentially I can see where they would have a little bit of, you know, chip on their shoulder based on that.

And she did put it into perspective for me. As well, she showed me that, you know, the government pretty much doesn't know what they're doing. They flip flop every few days on restrictions. And so what they're doing is they are basically saying, well, look, you know, you can only have this many employees, which is like half or less of the employees that they did have before, but then they like open things up. And so they're understaffed, they're overworked, and it's just kind of a mess over there. And again, this is all related to COVID. So if you're really truly considering moving there, I would take everything I just said with a grain of salt because, again, it's temporary.

All right. That aside, there is a saying that, you know, Island time, right? They say people move slowly in the islands, in the Caribbean, and that is true. However, I've been all over the Caribbean, not all over. I don't want to sound like I've been all over, but I have been to several spots in the Caribbean when I was a kid, as well as recently on my yacht. And I will say, and I live in Florida. Now, I will say that there are levels to the slowness, okay? The United States pretty much makes fun of Florida for being slow. We're on, you know, they call it Island time here too, or peninsula time or Florida time. And everybody in Florida is always late. Literally, we're always late. It's just a thing here in Florida. We are probably considered one of the slowest, if not the slowest State in the United States. If you come down, if you live in New York or LA or Chicago, and you come down to Florida, you are going to be like, what? Like, everybody moves, slow here. You know, people don't show up for appointments on time. It's just how we roll in Florida. We're, you know, the beach, and we're just whatever, right? You go to The Bahamas, and it's even slower. It's slower, right? And even as a Floridian, I have to get used to it, you know? 'Cause, it's really slow. Now you go to Puerto Rico; it makes The Bahamas look like Manhattan. I mean, it is slow.

I remember when we were at the Vanderbilt. And I was like, you know, what would be really nice? I want to get up this morning. I want to go to the top deck where they have the big pool area and the view. And I just want to have a cup of coffee. I don't eat breakfast. I fast till about one or two in the afternoon. I've been doing that for over a year. So, you know, I just want a coffee, so I get up and go up there. And I go to the hostess, give her my room number, wait, go sit down, have coffee, check out, and go back to my room. Now this whole process, because there was, there's a wait time, right? I had to wait to get seated. I had to wait to have a server come over. I had to order. I had to wait to get my coffee. I had to get my coffee. I had to wait to get the check. You know, there are several stages waiting. I kid you not, and again, this could be just because of the tourist time, the Easter and all that, but it took two and a half hours for this entire process, two and a half hours.

And I go back to my hotel room, and I'm like, the days like gone. I'm like, Whoa, you know? So I drank hotel room coffee for the rest of the time we were at the Vanderbilt. And I did have some interesting experiences there. And again, a lot of this is probably because there was just so much going on, but I ordered room service, and I was standing in my room, and the guy comes up and calls me a curse word. You know, I'd say it. You know, I don't have a problem with that. I just don't wanna get the little mark on my podcast episode, but he comes up and calls me a curse word, basically calls me an a-hole because I didn't have a mask on, in my own room. And he was like, there are unvaccinated people walking around. It's terrible. And I just, thinking, you know, at such a nice hotel, you know, you order room service and the guy comes up, I just thought it was odd, you know? But they're big on that over there. They're very big on that stuff. But I just thought it was odd, you know, I was like, okay, whatever.

And then I order an Uber, and I go up to the Uber, and I say, Uber, you know, I show them the phone, and you don't need to speak to somebody to take an Uber, you know? And he looks at me, and he says something in Spanish, and I say, "Oh, no Espanol." And he like flips. I think he flipped me off, some kind of hand gesture, and drove off and canceled the ride. And this happened several times. And, you know, at first, I got a little mad. I was like, man, Holy moly. But then I started to think, you know, well, there's probably a bunch of Americans over here acting a fool and probably just lumped me in with them. So I was trying to be really non-reactionary, you know? But essentially, I started thinking about it. I'm like, you know, this would happen in Miami. You know this is something that would happen in Miami. So I can't really hold it against the country, you know? It's just that type of city, so I was like, all right, we gotta get outta here. I can't deal with this anymore.

So before we actually left San Juan, and we did go to other places, and then we went to Old San Juan, which was actually really cool, kind of reminded me of like a Spanish version of St. Augustine. Really compressed, kind of historic city with lots of shops, but very, I don't know, very claustrophobic. It was too compressed. I, you know, from a visiting standpoint, yes, absolutely could totally visit, have a great time, but I was there not to visit. I was there to consider living there to get that 4% tax rate. So I had a different mind frame.

And so we went to Palmas Del Mar, which Palmas Del Mar was very nice. Palmas Del Mar is where a lot of Americans live. There's a lot of Americans there. So you know, you have a community of people that, that are like-minded, right? In other words, a bunch of rich Americans who don't want to pay taxes, let's just call it what it is. And look, they say, don't move to Puerto Rico if you're just moving there for the taxes. And that is true. Unless you love the country, you should not move there because you'll hate it. You'll hate it if the only reason is for taxes.

Really it's so true, but I go there, and I hang out with my good friend, Alison Prince, and I was supposed to hang out with John Lee Dumas, but he got COVID. Well, or he may not have gotten it. He was sick. He thought maybe he had COVID, but he was sick, so he just wasn't feeling well. Well, we're driving down the streets, you know, Alison was showing us around. We're driving down the street, and he's out walking his dog. And I'm like, Hey man. And he's like, Oh, Hey, Dan. And we were chatting for a minute. And he lives up. Just to give you an idea of what it's like to live in Palmas Del Mar. It's sort of like living in a golf community, kind of. There are these houses sort of in this mountainous sort of kind of thing.

There's nothing, that's all it is, right? There are houses, that's it on these long roads, very nice houses, beautiful houses, overlooking a beautiful view, but that's, it, there's nothing around it. You have to travel 15 minutes down to get to like one restaurant, you know? And I didn't explore Palmas that much, but if you have a family, you got a bunch of kids, there's a lot of stuff to do for kids. But you know, if you've got a family and kids and you want to grow up in a nice, you know, you want to take them and have them grow up in a nice, quiet place with schools that accommodate, you know, very American. You know, like they have an Academy there. And again, the community is full of people from America that are moving to Puerto Rico.

So it's, you know, if that sounds good to you and you don't need nightclubs, you don't need bars. You don't need a bunch of movie theaters. You don't need a downtown area. You're okay with just a few small things, you know, like a community house. You know, a couple of restaurants, a few restaurants, and again, this is me barely scratching the surface there. So I could be completely off on all of this, this is just what I saw, a little beach area, you know, a big beach area, but then it's good for you. But if you like to have a lot of options, like, I'm a downtown guy. I love downtown St. Pete. I love it. You know, Palmas was great, but I couldn't see myself living there. I just couldn't. I'd probably go nuts. I can't see myself living in San Juan just because I don't like that style of a place like Miami. So that was an easy no-go.

But, most people, when they move to Puerto Rico from America for the Act 60, they don't live in San Juan, right? At least the people that I know. They live in like Palmas, or Rincon or Dorado. And I didn't go to Rincon, but I did go to Dorado. So when we got back from Palmas, and I said to myself, ah, maybe if I was older and my kids were in their, you know, my kid was, I don't have kids, but my kid was older maybe, right? Maybe, but right now, my kid is only three. I got stuff to do, you know? I don't have four kids, you know? I just, it just, wasn't my vibe, you know. Maybe when I get a little bit older, and I want a little bit quieter, totally. The first thing on my list, but right now, no. I'm still, you know, I'm only 34, man. I'm still hopping up and down and running around, and, you know, I like options.

And so we go back, and we go back to the Vanderbilt and keep in mind, you know, look, I was being annoyed by tourists from America on the streets, acting a fool, myself. So, you know, it was, and again, I don't like those types of cities. So I was struggling in San Juan. And it was hard because, you know, there weren't a lot of English-speaking cab drivers. So, you know, I remember we went to, and this is what got it. This is what did it for us. We were at the Vanderbilt. And my good friend, Todd Snively, who lives right down the road, invited us to go to dinner.

And Alice, who is with me, bought a brand new pair of Versace heels, brand new, right? And she wanted to wear them to dinner. So, and she'd never had Versace heels before, I guess. And I don't really know if that's a big deal, but I guess for her, that was a big deal. But I don't honestly know what Versace is, except it's a brand. But I don't know; clothes are not my thing. But anyway we decide, okay, we're going to take a cab because she can't walk in those heels, right, because she'll A: They were like white Versace heels. She doesn't want to ruin them. She'll kill her feet. I mean, I know that much about heels. And it was like a 15 to 20-minute walk. So we want to take a cab. So we go out and, you know, Todd arrives at least 15 minutes early.

And we say to the front concierge, okay, we'd like a cab. And they say, okay, it's going to be 45 minutes. And we're like 45 minutes to get a cab? Are they building the car? Like, what do you mean? And that's it, 45 minutes. And so we were like, Oh crap. So we had this reservation, so she says, "Well, I'll just walk." I go, "Are you sure?" She said, "Yeah, I'm sure. It'll be fine." Well, it wasn't fine. We got about halfway there, and her feet were tore up from the floor up, and she had to take the heels off and walk, and then I had to go up and get band-aids for her, and it's just this whole thing. And Todd felt terrible. He's like, "I could have brought my car." And it was like, "Nah, we didn't know it was going to take 45 minutes. When does it take 45 minutes to get a cab in a city, in a major city?"

So after that, man, I was just like, I can't do this. Look again, I'm not throwing shade, but I like to move quickly. And I'm from Florida. And I just, I can't move that slow. I just can't. We're like; we're getting out of here. So, oh no, no. And then we go back up to the room, and we find blood on the sheets. They had changed the sheets, and there was blood on the sheets. And, you know, we were just like, okay, we're done. So we get, we check out, and they were very nice about it. I told them about our issues, and he said, okay, we'll let you out. And they didn't charge us anymore. They didn't charge us anymore. And they gave us credit. It's very nice. They were good management. I've got to say Vanderbilt management was very good.

And one more thing to know, that that bartender I said earlier was, she said, keep in mind, a lot of the people that work here are new to the service industry. They've never worked in the service industry before. This is like, you know, we're getting out of lockdown. This is their first time doing it. And now they're getting inundated with American tourists all at once. It's just a little much for them. I said that makes sense. That makes sense. Anyway, I just want to throw that in there.

So we said, okay, we gotta get out of here. So we decided to go to the Ritz Carlton in Dorado Beach. So we drive over, we get to the Ritz Carlton. Ritz Carlton is fantastic, right? I mean, this is like heaven on earth. It's heaven on earth. I mean, it's so nice. It's like being in ..., Man. I can't even describe how nice it is. Right? It is really nice. I mean, this is where really, really, really, really rich people go and live because there are some residences there as well. And I'm sitting there, and of course, I'm only there, we're on day one. So I'm like, this is amazing. This is where I want to live. This is it. And I like committed to living there. I was like that into it. It was so nice. And you know, so we're staying there and everything.

I go to the gym, beautiful gym, I run into Jason Capital and, I'm like, are you Jason Capital? And he's like, you're that Dan Henry guy. And, you know, and so we started talking, so we decided to have lunch. And the next day we have lunch and we, you know, we're talking marketing and all that stuff. And he was, by the way, super nice guy, super smart guy, very gracious, you know, awesome dude. Awesome dude. We shared some knowledge, and then, you know, we're talking about real estate. And the real estate market, there was nuts. Like, if you want anything, it's like four or $5 million. Now, of course, I can afford a four or $5 million house, especially if I'm paying a 4% tax rate. But man, I don't, like I could put that in Bitcoin. Like I don't need another ..., you know, buy a million or two and put the rest in Bitcoin. Like I just, I struggle to spend that much money on something I truly don't need when there are so many investment vehicles that can multiply my money. So I was struggling a little bit with that, but I was like, ultimately, long-term, it's probably more money, yadda, yadda, yadda.

But then, you know, I was like, all right, I gotta, I can't just get caught up in how nice everything is. I've got to go around the town, right? So we go around, we were looking at real estate. And again, if I was going to live in Puerto Rico, I totally would live in Dorado Beach, either at the Ritz Carlton residences or just in the Dorado Beach area. But everything, the market is nuts. I mean, I'm talking about places that were purchased for $750,000 two years ago, put on the market for 4 million, and they're getting it. I mean, it's nuts, it's nuts. The market is nuts. I was talking to some real estate agents there, and they were just like, this is just crazy. So that was rough. That, you know, that I was like, man, I don't know about all that.

And then, we start going around the town right, outside of the Gates of Durado Beach, which is like this community. And there was not much to do there in terms of downtown. There's no downtown. There are no movie theaters. There are no shops really at all. It's just this sort of like community. And there's like an awesome walking and biking trail and, you know, there are restaurants within, it's an odd thing to describe. Imagine a beautiful place where there are some restaurants, there are some nice residences, a golf course, a beach, and it's all at 10 out of 11, out of 10 nicest possible place you could ever live on the planet earth, but that's it there's nothing else, right? And when you venture outside of that, there's you know, Dorado is not, you know, compared to Dorado Beach, it's a very rundown town. And I don't mean that in a bad way. I just mean compared to Dorado Beach, it's nowhere near as nice, you know? And the shops, there's a little shop area, but not really. There's one movie theater, and I'm just sitting here thinking to myself, man, I don't know, I might move here and go nuts.

You know, like there's nothing to do. Now, if you go over to, and I believe this is where Tai Lopez lives, he lives in St. Regis over in what's it called? The, oh, what is it called? Oh man, it's escaping me. It's escaping me. Now I've got to open my computer and..., Rio Grande! Rio Grande, okay. Is it Rio Grande? Yeah. Rio Grande. And yeah, it's Rio Grande, and so that is basically like an undeveloped Dorado, and I didn't go there. This is just what I was talking about. But basically, it was like, Dorado where, you know, there were nice places, very nice real estate, but not as much, you know, even less of the developed aspect of Dorado Beach. And what I got from the real estate agents was, that's what they're trying to do there. That's what they're trying to do.

They're trying to turn it over the next several years into Dorado Beach, but the real estate there is super cheap. Like you can get a mansion there for like nothing. So I was like, well, maybe I should go over there. But then, you know, I was told by some people like, well, yeah, you can, but you think there's not a lot here in Dorado. There's nothing in Rio Grande, like nothing. And I was like, ah, you know, and it just kept coming.

And, and here's, I want to wrap this up, cause this is a pretty long podcast, but here's where I want to sort of land the plane here. And, again, I want you to understand, I only spent a couple of weeks there. Well, actually, let me tell you about this COVID thing before I ever land the plane.

So we go back, and we're supposed to, and this is where things went really south for me. And I realized really what it would be like to live there and not know Spanish. And if you're gonna move to Puerto Rico, you've got to learn Spanish. Gotta learn Spanish. Well, we're supposed to fly back. Now. I didn't realize that we didn't need a COVID test to fly back to the U.S. I didn't realize that. So there you have a doctor that's at the Ritz-Carlton that comes to your door. So we schedule COVID tests. He comes, gives us COVID tests. We're positive. We're fricking positive. Now I had no idea, right? Like I was lifting weights, hitting PRS. Like I was fine. And I just thought the food was a bit bland at the Ritz. I realized I had no taste or smell from COVID.

But we test positive, and all of a sudden, it turned into a nightmare because I'm paying like three grand a night at the Ritz, which, I was like, all right, it's fine. You know, I'm rich. Why do I work so hard? Why do I do all this stuff? If I can't enjoy a $3,000 a night hotel? Well, and I was trying to get over my limiting beliefs and, you know, thinking back to when I delivered pizza for seven years, Oh my God, three grand for a hotel? And I was like, wait a minute. This is why I work so hard. If I can't, why do I work so hard to build up a multi-million dollar company if I can't spend three grand a night at a hotel? So, you know, and obviously, we were only there for a few nights because or not, well, actually it was more than three grand. It was like five grand, but then it turned into three grand 'cause the Easter weekend ended. But anyway, so we're there, and keep in mind, think about this.

We had to quarantine in this room. Now you might say, because I've seen some comments on social about, "Oh, poor you, Dan. You had to quarantine the Ritz Carlton." Okay. Let me paint a picture for you. You're at a hotel where all of a sudden, now, keep in mind you're paying three grand a night. All of a sudden, you have no room service, or sorry, you have no housekeeping. You have no real food, only the room service menu. You have no clean sheets. Nobody can clean your room. I understand you can clean it for you. You can't leave the room. You all the things, and keep mind, a hotel does not have normal stuff you find at home. So all the stuff they put in there, it runs out. You have no laundry service. You see what I'm saying? Like it gets real bad, real quick. It gets real rough real quick. Okay? Yes, sure, the room architecturally is nice. But past that from a practical standpoint, it kind of becomes a nightmare, and it was a small Villa. And when I say Villa, it was basically the size of a large hotel room. It wasn't like this whole thing, you know?

And so I struggled to get exercise. I mean, I was doing bodyweight stuff and all that. And plus I was like, well, I got COVID. Maybe I should chill out. You know, it was challenging. Now here's the other thing I have to take medicine when I eat because I have an issue with my pancreas. So if I don't take these pills, when I eat and you can get them over the counter, their digestive enzymes. But if you don't take them, then I have like insane pain, right? Like bedridden pain. Well, I ran out of these pills. Now we tried to like, keep in mind, we couldn't communicate with anybody past hotel staff because nobody spoke English. I mean, we would try to get Uber eats because we wanted something different, and it was all in Spanish.

And like, it was just challenging. And you know, so we ... I lost my train of thought. Oh yeah. So, there we are, and I don't have my pills, and so I can't order them on Amazon because they don't get there anywhere near in time. There was a shop, locally that was a shop. I had to call a real estate agent that was gracious enough to show us around and say like, Hey, can you call up the shop and speak to them in Spanish? And you know, he did. And so we overnighted the pills. I'm like, all right, we figured it out. We overnighted the pills to the room. Well, guess what? Four days go by. We don't have the pills. And I'm just in terrible pain, right? I can't taste anything, the food that I do eat like I'm barely eating, and it was bad.

And so what we did was we scheduled, you know, we were trying to schedule our flight back and, you know, we had to get another test, and the doctor says, he's going to show up at nine. He shows up at one. He says we'll get our results. And it was, and eventually we, you know, they say that it was a 14-day quarantine, but then we find out, no, they changed it to 10. And so we're like, wait a minute. We're at ten days, and we're getting out of here, screw this. We're gone. Okay. I can't deal with it anymore. So I basically told the manager, listen, I'm out. And so we got on, we got on a Southwest plane because they don't require a negative COVID test. And according to the CDC, ten days is fine. So I said, well, look, I'm outta here. So we got on the plane, came back, and that's where I sort of said to myself, okay. So if something happens right, and I don't speak Spanish, I'm screwed. Like literally, I'm screwed. And that put it into perspective for me.

And then let me land the plane here, when it was all said and done, yes, beautiful country, some amazing people, some very, not so amazing people. But that's any country, that's any city, that's any place on earth. Overall, if I was older, especially retirement age, it probably would be the number one place I would want to live, especially if I'm only paying 4% tax. However, at this point in my life, no, I can't do it. I'd rather pay the taxes. And again, Jason Capital. He lives at the Ritz. He loves it. Okay? And then he spends the other six months in, I think, California. So, you know, again, and he's my age, and he loves it. It's different strokes for different folks. For me, I can't do it. It's just not my style. Okay?

So I hope this podcast has sort of given you some food for that. And I know it wasn't very detailed. And I know I was only there for a couple of weeks, but hopefully, it gives you a little bit of information so that if you're, if there were any deal breakers in there, you don't spend thousands and thousands of dollars to get on a plane and go check it out for yourself. If there weren't any deal-breakers, let me just say that you should, if you're considering it, you don't take anything I'm saying for anything. Go over there and check it out for yourself. See if you like it. Don't go during Easter and Spring break. That was bad on me. I didn't even look at the calendar but do go look yourself.

But here's, here's the final straw. You know, I talked to my ex-wife, and I said, "Hey, would you consider moving out here? I'll buy you a house. I'll move you out," et cetera, et cetera. And the conversation had gone back and forth about that potentially being a thing. And then she says, "Well, I tell you what. I don't really know if I want to do that. How about I fly out one week per month," right? I'll take Bruce, and we'll come out there for an entire week, once per month. And I was like, all right, I can deal with that. But then, after all that happened, and I was on the flight back, I said to myself, wait a minute, what is the reason I'm considering moving to Puerto Rico?

I had to be honest with myself, to make more money, to have more money. The one thing I don't need more of. The one thing that I have an overabundance of, a complete surplus of, in my life. Why? Because nobody likes paying exorbitant. And trust me, I don't like paying, I like paying taxes, but I don't like paying an exorbitant amount and an unreasonable amount of taxes. And with the new administration that that's in, whether you like them or don't like them there, if you're an entrepreneur and you're successful, they are going to take it to you in an even more unreasonable way from a tax perspective. So nobody likes that because you work hard for your money, blood, sweat, tears, you do things at 99% of the population is not willing to do not mentally strong enough to do, that don't have the willpower, and then they punish you for it.

So that's a whole different conversation. But at the end of the day, even after all of that, I still have a lot of money. And I think I took that for granted because, at the end of the day, the reason I was considering moving there was to save more to essentially have more money. And then I said to myself, well, that means that I'm going to see my son a lot less granted. One week a month is, I guess, a reasonable amount of time, but I'm going to see him a lot less than I do now for what? For money. I'm going to see a lot less than I do now and live in a place that I'm not really that comfortable, for what? Money. One thing I have enough of.

And if you're considering moving to Puerto Rico for the 4% tax rate, you probably have enough money as well. You probably have an abundance of money in your life as well. And I said to myself if I want more money, why don't I just make more money? Do the best I can on taxes. I have a great CPA and see my son live my life. My feet city in the world is St. Pete. So I came back, and I said, that's it. I'm, no, I love St. Pete. This is where I'm comfortable. This is where I like to live. I love my son. I don't want to see him a second less, especially for money. I'm not moving to Puerto Rico. That's where I landed the plane. That's where I made my decision. And I've been literally looking. I've been going and seeing condos in downtown St. Pete and looking at what I want to buy and I'm committed. So that right there, ladies and gentlemen, at 41 minutes and 27 seconds is my assessment of Puerto Rico and my determination to stay in the United States.

Now keep in mind, please, because I had a couple of people message me. They were very sensitive about my, you know, minor criticisms that I mentioned. Keep in mind if you are from Puerto Rico, I understand that, you know, you love your country. Everybody loves their country. I get that, but look, I'm not throwing any shade. I'm not trying to be negative at all. It is not for me. And that is the opposite for other people. For some people, it may be for them, but for me, it's not for me. That's not to say it's bad. And, I was, I believe, in this podcast, I was very clear on why I fought or understood some of the negatives that happened. I can only relay my experience. I can only tell you what happened when I was there. That's it.

So whether you're from Puerto Rico or you're not from Puerto Rico or whatever, you know, please take this podcast with a grain of salt because I was only there for two weeks. It's impossible for me to give an accurate assessment of Puerto Rico without going there, I would say, for at least a month or two, you know? So take the information, put it in your brain, scramble it around and spit out whatever type of egg you like. But for me, based on everything, I'm not going to go there. However, when I get older, definitely gonna take a second look, hundred percent. Plus, it'll probably be a little bit more developed in certain areas by that point.

Alright, well, I hope you guys enjoyed this episode, and please subscribe, tell other peoples about the podcast, yadda, yadda, and I'll see you in the next one.

Why Brilliant Marketing Always "Connects the Dots" Apr 14, 2021

>>> CLICK HERE to Book Your FREE Strategy Call with my Team!! <<<

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Are you leaving your prospects feeling confused and scratching their head?

Think about your favorite brands…

There is a story behind that brand, a narrative you follow along with as you consume their content. More importantly, they tell a story that you either relate to or aspire to be like.

You might recall a series of ads for Dos Equis. "The Most Interesting Man in the World" was often found living a life of luxury and envy, jet-setting around the world with beautiful women, doing things most of us only dream of.

I remember reading an article about this ad campaign. The VP of marketing for the company stated business had nearly tripled since the introduction of that campaign!

Why?

Those ads clearly connected the dots for the audience. Every ad they consumed followed a narrative. Sales went up because the audience could relate, or they aspired to be more "interesting" themselves.

All marketing is essentially storytelling. Brilliant marketing is storytelling that connects the dots for the consumer. It brings them on a journey, allows them to immerse themselves in a narrative. That's what encourages consumers of your marketing to become clients.

If your marketing isn't producing the kind of results that you want to see, ask yourself how well you're connecting the dots!

In this episode, I am going to cover:

Why your funnel and your strategy don't matter as much as your narrative
How to tell a great story and connect the dots for your audience
Why you must remember you are a storyteller first and a business owner second

If you got value from what you heard here, please be sure to subscribe and rate this podcast! Bonus points for you if you write a review! ;)

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Click here to Visit our Corporate Website: GetClients.com

— TRANSCRIPT —

In today's episode, we're going to be talking about why brilliant marketing always connects the dots, what that means and why, if your marketing isn't doing so well, you're probably not connecting the dots anywhere near as good as you could or should be to get your customer to buy. That is coming up.

All everybody, this, this episode I'm going to be super passionate about because it's something that, you know, a lot of people don't realize there is this, this thing that happens called connecting the dots when it comes to marketing. Now, what is marketing essentially?

Marketing is basically storytelling. I mean, let's be honest here. Every great product has a story. Every great product sells through a story. I mean, right down to Coca-Cola and, and to, you know, whiskeys. I mean, look at you know, "The most interesting man in the world," Dos Equis, you know, I don't always drink, but when they do, it's Dos Equis. It's like all great marketing is story-based. It has a narrative always. So what makes a good narrative? And how do you know if your narrative isn't that good?

So here's the thing. It doesn't matter what funnel you choose, what method of acquisition or marketing you use. There's still an underlying narrative in all of them. And when you go from funnel to funnel or strategy to strategy, and they always, you know, fail, it's not because those individual strategies don't work. It's because your underlying narrative is no good. Okay?

So let me give you a perfect example. I recently watched the Snyder cut of the Justice League and just to catch anybody up. When the Justice League came out, Zack Snyder was the director, and his daughter had committed suicide, and he couldn't finish the movie. So they brought in a director from Marvel's neck of the woods, called Joss Whedon. His name was Joss Whedon, and he finishes the movie. But what he does is he takes the same story, the same story that was written and put in place by Zack Snyder. And he reshoots a bunch of scenes.

He re-edits, you know, he basically does his own thing. Well, the movie comes out, and it's trash. It's just complete crap. It is a steaming pile of manure. It is the worst, and it was critically just completely bashed. Nobody liked it. I mean, find me somebody that liked Justice League that is an actual comic book fan or comic book movie fan. Nobody liked it. It was garbage. So you know, these petitions come online for years to release the Snyder cut, let Zack Snyder finish his movie. So fast forward to four years later, the studio says, well, you know what, let's do it. And it's probably because COVID happened, and there was nothing else going on. So they're like, all right, fine. We need to make some money. Let's release the Snyder cut. So they contact Zack Snyder, and they say, Hey, finish the movie.

So Zack Snyder finishes his version of the movie, and it gets released on HBO max. And it's called the Snyder Cut. That's what it's called Justice League, the Snyder Cut. And so I watched it the other night. Now, keep in mind, this movie is four hours long, four hours and two minutes. And you know what? I loved every single minute of it. And it was, I didn't do it in breaks. I watched the whole thing from beginning to end. It was a masterpiece. It was incredible, one of the best superhero movies I have ever seen in my entire life. And if you look online and you see the critical acclaim, you will find that most people say the same thing. People love it. So why did most people hate the original one by Joss Whedon? And why do most people love not just love but are just completely blown away by this Zack Snyder version, even though it's the same story?

Well, I will tell you why. It is because even though it is the same story, Zack Snyder connected the dots in the story much better than Joss Whedon. Joss Whedon's version was disjointed. It didn't make a lot of sense. There wasn't the right character development. We didn't really care about certain things, whereas that did not happen in Zack Snyder's cut.

And so what that proves is that it's not necessarily about, just about the story, but it's about how well you tell the story and specifically how well you connect the dots with your narrative. So bringing that over to marketing, you know, I was speaking to one of our staff today, a copywriter at my company, and she sent me over some emails to look at, and I was looking at them, and I was coaching her on copywriting, by the way, people that work for me as a copywriter, literally you can't pay for that.

It's like it's a masterclass. It's like a personal masterclass in copy because what I do is I literally read the copy, and I Voxer back and forth and give my opinion and critique and all that. And that's how I make great copywriters anyway. So she says, you know, she sends something over. And I noticed she mentioned an analogy that was in a popular book. But she didn't mention the fact that I read in the book. She didn't mention the book. She didn't, she only mentioned half the analogy, and then she moved to something else. And I said, so this is good in concept, you know? And it was talking about the letting go of the vine thing from I believe the book was Traction. I could be wrong. I think that the book was Traction.

Anyway, I said, listen, number one, you got to set the premise, right? Like the point of the email, I said, number two, you mentioned something from a book, but you didn't finish it; you didn't finish the flow, right? You made a point after it, but you didn't actually flesh out the story from it. And you didn't mention that I read it in a book or any of that, you know? And the email was actually about delegation. And so, you know, I said, listen, this is how I would do it.

And I said, I would start it off and say, you know, I just got done with a screaming match with one of my employees. We had been working on something, and nothing was right. Nothing was getting done. And we started shouting at each other. And it was one of the worst moments in my entrepreneurial career. I didn't freak out. I didn't fire the person. We just calmed down because we realized that this was a miscommunication issue. And ultimately, it was my fault. It was my inability to delegate. Things were just crazy. The business was growing, and I did not know how to delegate. And so I went home that night, and I was frustrated. I was stressed. My chest felt like it was a rubber band. I sat down in my living room, and next to me was a book. A book that I bought about three months ago but never actually picked up. And that book was called Traction. Right. So pick it up. I open it.

And within five minutes, I instantly regret not picking it up sooner. And I remember this one analogy, and then from there, we talked about the analogy of letting go of the vine. We flesh it out. We complete the analogy and like, Hey, I read this part in the book. And then we would make the point, and because she wasn't tying it to the product that well, I said, listen, when you make the point, you say, listen, once I learned to delegate, things went so much smoother. I was able to be hands-off and let my team do their thing. And that's one reason why it's so important that when we work with our clients and getclients.com, a little passive pitch there that we not only teach them delegation, we not only teach them how to manage and hire a sales team, if they need it, how to you know, really systemize their business so they can step away.

But we also do one of the most important things, and that solving the problem at its root. We teach them how to develop a business that doesn't actually take massive amounts of delegation. So not only do we help them with delegation, we show them how to restructure their business to not need so much delegation, not so many moving parts. And we do that by showing them how to raise their prices and work with fewer clients and make more money. And then, you know, if you'd like to become a client and learn and work with us on that, you know, you click here to book a call, all that jazz.

And so that, that's how I helped her. What, what happened there was, we connected the dots, right? Just like Zack Snyder connected the dots way better than Joss Whedon in this email, the dots were connected. Why did I tell that story? You know, why was I so stressed? I picked up the book. I, you know, talking about the bands across my chest. You have to make sure that the person listening to the narrative can feel themselves in the situation. You can't just say I was really bad. I used to be really bad at delegation. And then I read this book and I, blah, blah, blah, blah. No, you've got to tell a narrative, right? You can't just give tips. This isn't a fricking Buzzfeed, Top 10 blog posts, fricking thing. This is a copy. This is narrative. This is messaging. This is marketing. And so I worked with her on that, and she was very grateful, and we worked on some other stuff. And it was a good little session. But the point here is that if your marketing is not working, it's probably because your narrative sucks.

You know what I mean? And that's why I pride myself with, you know, when I work with clients and my team worked with clients, we don't just show them what to do and how to do it in this script and this strategy in the funnel. I mean, yes, we do all of that, but the reason we get such great results with our clients, like crazy results, right? People scale; it's just like a rocket ship is because we focus on one thing that most other coaches and consultants, and programs don't focus on. And that's how to get really good at this stuff, how to tell a great narrative, how to be amazing at it.

I used to own a bar, and I always used to tell my bartenders, you are an entertainer first, a bartender second because if you don't entertain, people will not stay. They will not drink, and you won't have the opportunity to bartend. And I tell business owners and entrepreneurs the same thing. I said you are an entertainer first. You're a storyteller first. And then you're a business owner because if you can't tell a great story and you can't tell a great narrative, you'll have nobody around to buy your product. Therefore, you won't be a business owner for very long.

And so I really focused on the performance aspect and really getting people good at this stuff, so that any funnel wore any strategy. And that's a distinct difference between my company and others. And that's also why we are definitely not the cheapest. We are probably one of the more expensive, but we also get far better results than most. We work far closer with our clients, and we work to get them really good at this stuff and really understand how to market their product at a high, high, high level.

And, and that's why we do it. And that's why I love it. And of course, if you're interested in becoming a client, you can always go to getclients.com and hit the little button there, become a client and book a call, and we'll take a look at your business, and we'll see if we can help you. We'll see if we can help you fix the narrative and make it better and make those dots connect. Because when the dots connect, you can turn those dots into dollars. That's when your customers buy when the dots connect. And it just imagine if you could finally get those dots to connect what it would do for your business. You know, most people, hem, and haw over the price. Well, the price is nothing when the dots connect because your revenue spikes, it gets lost in your P and L, you don't even notice it.

So anyway, that's, that's my rant. And by the way, just so you understand, I kind of did that thing in this podcast, kind of did the narrative thing. So anyway, if you haven't seen the Snyder Cut of Justice League, you owe it to yourself to take the four hours and go watch it. It is absolutely amazing.

And I hope you enjoy this episode. Do me a favor, share this podcast, tell other people about it. I would appreciate it if you shared it if it's helping you for sure tell people about it in Facebook groups, whatever. It would mean a lot to me because it's sort of like a passion podcast for me, not just a sales tool. So anyway, love you guys. See in the next episode, don't forget to subscribe.

Why Most Entrepreneurs Don't Understand Effort Apr 12, 2021

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So often, we think of effort as “giving it all you’ve got.” We hear phrases like “I can sleep when I’m dead” and “Just grind it out.”

Sure, that’s effort, and it might get you off the starting line, but will that kind of effort take you the distance?

No.

The truth is that kind of effort is really just brute force. Think about linebacker Clay Matthews charging down the field. He does a lot of heavy lifting, but the game could never be won by brute force alone. That kind of effort will leave you scratching your head, wondering why a certain funnel or software didn’t work for you the same way it worked for someone else.

Real effort is more about working smarter, not harder, like Tom Brady, as he skillfully looks for the right place and time to throw the ball. That well-placed, well-timed, skilled effort can take you the distance.

Learn skills before you put systems in place. Be intentional with your time and put effort in the right place at the right time, and you’ll see true growth.

Bottom line, if you’ve been working in your business for a while now, and you’re not successful yet, it’s because you’re putting your effort into the wrong things.

In this episode, I am going to cover:

Why effort is often easily mistaken for brute force
How applying the right kind of effort at the right time will grow your business
How to know if you’re misplacing your effort in your business

If you got value from what you heard here, please be sure to subscribe and rate this podcast! Bonus points for you if you write a review! ;)

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— TRANSCRIPT —

Hey, everybody, in today's episode, I'm going to talk about why most entrepreneurs truly and deeply do not understand the concept of effort. And this is over $20 million in personal entrepreneurial income speaking. So definitely pay close attention to this episode.

Alright, everybody. So let's talk about efforts, and I'm going to get real, real scientific on this one. So recently, you may have been listening to the podcast and heard that I had some; I've been the victim of fraud. Yeah. I had somebody try to purchase my home. They wrote bad checks to escrow. They committed check fraud. They tried, what we think it was, tried to commit wire fraud by sending tons of different wires and all this.

But here's the thing. I've been thinking about this. I talked to my realtor about it, talked to my lawyer about it, and I've been thinking about it. And I honestly don't think that, and you're probably like, what does this have to do with effort as an entrepreneur? Don't worry. I'm getting there. Trust me. So the thing is, I looked into the people that went to buy my home, and I looked into all this, and they live in a very, very, very, very, very modest home that they just got out of foreclosure. I'm talking like a $150,000 home, which around here in these parts is actually super; it's like a shack. I mean, this is a very, very expensive place to live compared to the rest of Florida. And if you're listening to this from like California or something, you're probably thinking, is it a hut?

You know, but the point is that I noticed something about these people was they wanted to see the home, like way more than normal. In other words, they came several times. Once they had the home under contract, they came several times. They, you know, like literally it was odd, you know? They wanted to be in the home a lot, and they even had excuses. Like they were, you know, bringing a designer and a builder, you know, check it out and get quotes yet, they tried to stiff the home inspector.

So it's like, you know, I thought about this. And I thought, what if these people were so desperate to feel wealthy, to feel what it's like to be successful, that they orchestrated this, this entire scam to be able, 'cause I mean, they're over here, and they're picking out cabinets, and they're saying, we're going to change this.

And Oh, you know, and it's like, I don't understand. 'Cause there's no end game for anything else, right? They're not; they're going to get caught. They're not going to make any money from this. I mean, one of the things that my realtor and I were talking about was, you know, what's their end game? Like, like they're not, there's no way they can get an advantage here. They can't make any money. They're not, they're just holding up the property, and we don't understand the end game. And I said I understand the end game. They're so desperate to feel wealth and feel success that they're playing this out like a movie, like a play, so they can just feel what it's like. And you know, they've gone to great lengths. I mean, apparently, the buyer said she was a lawyer, yet when we called the Florida bar, no such person.

So here's what this has to do with effort. You see, many times in life, people will become so desperate about a thing that they will, in their desperation, put in massive, massive amounts of effort to just like, you know, half-court shot. And it's odd because when it comes to actually accomplishing that thing in real life properly, it's the same, if not less, effort. I mean, think about what these people went through for this. Think of like; she put up a website that said she was a lawyer. If you go online, I'm not going to tell you her name 'cause I'm not going to do that. But there are websites. I mean, you can tell it's fake, but I mean, to go and put up a website to go do this, go to all the things they went through.

It's odd. It's super odd. You know, because that's a lot of effort. Imagine that if they put that much effort into growing a business or actually making a little bit of money, you know what I'm saying? So I see this in entrepreneurs all the time. They will sit there, especially online entrepreneurs. They'll sit there, and they'll put all this effort into something out of either desperation or overthinking something or doing something that just does not matter, but they won't put effort into the things that do matter.

Let me give you an example. I will see; this is like a real thing. I will see somebody literally build out an entire funnel for their business. They'll hear something. They'll read a blog. "Oh, well, we built a webinar funnel, but now we heard that challenges work better." And so they go and literally waste three weeks and build out this new thing, and then they hear this, and then they build this out.

And what you don't understand is that what makes those things work is, all the same, right? The stories you tell, the messages, what I call your core content, your core stories. That is what makes those things work. Let me give you an example. When I made a million dollars in a day, I did a two-day virtual event, and I pitched on the second day. Now, what was that two-day virtual event? That two-day virtual event was basically a two-day webinar. It was a webinar that I had done over and over and over and over again for like years that was stretched out, added to broken up, and enhanced. And I mean, it was lots of value. I mean, most of my webinars have lots of value, but it was essentially a long version, a long, more detailed version of what I would do on a webinar.

And think about that for a second. What really made that work? Was it the fact that I did an event versus a webinar versus a challenge versus a blah blah blah blah? No, it was because I put in effort in my core. My core stories, my core messaging. It didn't matter if I wrote; I mean, a lot of the stuff I taught was in my book. What's the difference between a book, a documentary, a webinar, a two-day virtual event, a challenge? Not a thing. It's the same content. It's just in a different deliverable, a different format. And what happens is in online entrepreneurship, when we're creating ads and email sequences and webinars and events, and blah blah blah, we are so focused on the delivery and not on the content that we forget that what makes it work is the content. It's irrelevant. What I mean, I've seen people use the same core content to use in multiple different types of funnels or strategies.

And it always works where others will try strategy after strategy, and they will never work. And why, because they're focused on the strategy and not on the core content, right? Somebody will literally, we have sales calls where a customer will be like, well, I need to learn this funnel. If I don't learn this funnel, I'm not joining. And it's like, dude, you know, you don't need that funnel. You need to develop like skills before systems, right? And we don't, maybe I could make more sales at my company if I lied to people and said, "Yeah, sure. We'll cover that. And blah blah blah," but no, I don't. I tell people the truth. The truth is you're full of crap. You don't know what you're doing. If you did know what you're doing, you wouldn't be on this phone call. You don't need to do this insane thing that you think you need to do because you read in a blog or you saw somebody talk about it on stage.

You need to develop the core content, the core skills, the core messaging that can be used in any of those things. And a lot of times when we tell people that, and we tell them the truth, they'll go, Oh, you know, and sometimes they don't, and that's fine. But I'd rather work with the people who are receptive to that and who don't live in this fantastical world, where they think that a certain funnel is going to actually help them just because, you know, it's a funnel.

No, it's your core messaging. So the point here is that when you're trying to be an entrepreneur, we always think about effort as I got to give a lot of effort, and not about, am I putting in the effort to put in the right effort, right? Am I putting in the effort to truly understand my effort? Because that is true effort. When you put in the effort to understand the context of effort and how your effort should be used, that is true effort. True effort is not going, you know, just a hundred percent, full tilt, full time, man. I'm not going to sleep. Dude, I sleep like crazy. Like I know, I need sleep because sleep helps me make good decisions. So I'm not going to not sleep, you know? Oh, I'll sleep when I’m dead. Grind it out. Blah, blah, blah. Yeah. Okay. You're like 20, and you read a book, and you watched Gary V for five minutes, that's you? Okay. Go back, go back to the spring break. Okay?

The bottom line is that proper effort is effort. Not just brute force. Okay? You got to work. And I know this is an old saying, you can't work. You gotta work hard or sorry. You got to work smart, not hard. But to go deeper on that, you have to work hard enough to where you can think about how to work, how to put the effort in, how to put the right effort in. I always say after years of doing this and thousands of clients and millions, that look, at the end of the day, if you've been working in your business for some time and you're not successful yet, it's always because of one simple fact, you're putting your effort into the wrong thing, that's why.

I've never ever met a person, a client, a colleague, friend, whoever came to me and said, I can't succeed. I've been doing this forever, yadda, yadda, yadda. And I look at what they're doing, and there's never been one single instance where I've ever said, or sorry, where I've ever not said, Oh, well, you don't need to be doing that. That's unnecessary. It's always doing things that are unnecessary, always, constantly. Okay. That is the major theme I see with every entrepreneur is they're putting their effort in the wrong place. It's much easier to do it the right way than to, just out of desperation, use brute force.

So I hope that helps. And of course, if you need further help, you can always apply to become a client at getclients.com or just visit getclients.com. There's a ton of free videos and stuff on there, and you know, all kinds of cool stuff. So anyway, I hope this helps. I'll see you guys in the next episode.

How To Deal With Debilitating Stress As An Entrepreneur Apr 07, 2021

>>> CLICK HERE to Book Your FREE Strategy Call with my Team!! <<<

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Do you deal with debilitating stress as an entrepreneur?

I recently dealt with a situation that caused me so much stress I could feel the tension creeping through my skin. The pressure in my head and ringing in my ears so intense I felt like Mike Tyson had just pounded me to the pavement with his famous leaping left hook. Focus was out of the question.

Then I remembered this quote:

"It's not that stress kills us. It's our reaction to it." - Hans Selye.

I knew the stress was overtaking me, so I decided to change my reaction to it. Instead of sitting in the stress, I decided to pour my energy into something positive that would take my mind off the situation and get my body moving!

Movement is a great way to refocus your mind and work the effects of the stress out of your body. I took three walks that day. My focus and productivity improved, and I was able to get back to work!

The next time you feel stressed out, get up, get your body moving and clear your mind so you can get back to work!

In this episode, I am going to cover:

How stress can destroy focus and productivity
How moving your body can reduce stress
How to get more done while you're working out your stress

If you got value from what you heard here, please be sure to subscribe and rate this podcast! Bonus points for you if you write a review! ;)

— SUBSCRIBE & FOLLOW —

Click here to get Digital Millionaire Secrets, FREE!

Want Dan’s Wall Street Journal bestselling book for FREE?

Interested in having Dan’s team personally work with you to grow your business?

Want to learn the 5 Keys to Scaling ANY Digital Product, Online Course, Coaching Offer, or Mastermind?

Click here to Visit our Corporate Website: GetClients.com

— TRANSCRIPT —

How do you deal with massive debilitating stress on those really, really bad days as an entrepreneur? That's what I'm gonna talk about in today's episode.

All right, everybody. So how do you deal with debilitating stress as an entrepreneur? Now, the subject of today's episode isn't necessarily going to be about how you deal with it on a regular basis. I can talk about that on a different day, but what I'm specifically talking about is those days where it's really bad, those days where you are so stressed out that you cannot concentrate on your work. So you're sitting down, maybe you're trying to write some emails, or maybe you're trying to communicate with your team or plan, or you're just thinking, you're just trying to strategize whatever it is you're doing in your business, and you just cannot concentrate. Well, this happened to me yesterday. I released another podcast episode talking about this weird issue with my house. And it was, well, we come to find out is the person that was trying to purchase my house is literally a known scam artist.

They don't have any money. They, we literally looked them up and looked up their house. I mean, they literally put a cash offer in on a 2.5 million-dollar home. And they, their home that we found that they have is about $150,000 and just got out of foreclosure. I mean, all kinds of stuff has happened, but basically what happened was and I have like the best lawyer in town. He literally jumped right on it served them papers. You know, we're suing them for escrow, you know, pressing criminal charges for check fraud and just it's this whole thing. But, you know, the reason why I was so stressed out is because I'm leaving tomorrow to go to The Bahamas and Puerto Rico for two weeks. I got a Millionaire Cruise to do, plus I'm scoping out Puerto Rico because I may want to move there just say, you know, for act 21, act 22, all that.

And my house is torn apart, right, like literally torn apart because we had to get everything out by April 1st to go to a storage unit. So that when I got back, I could go into this new home that I was putting an offer in on. Well, because this offer fell through because it was fraud, you know, and they're trying to do a wire fraud. At least that's what I thought. And I'll tell you my theory here in a minute, why I don't think it's actually wire fraud, but you know, because of all this, I now can't sell my home, so I have to relist the home, and that means I have to have it all clean. I have to have everything put away, and I have to have it done before I leave, which is in less than 24 hours, because, you know, that's two weeks that my realtor will be able to show the home while I'm gone.

And so it's, and plus fires at the business and all kinds of stuff. And, you know, just, we're trying to create entities for things that we're doing. And the IRS has been shut down for like two weeks or, not the IRS. The Florida State has been shut down for like two weeks. They don't get back to anybody. It's just a mess. And so I was literally trying to sit down and write email sequences, you know, which is something I like to do. I like to sit down and write because one thing I'm doing right now is I'm redoing our whole email strategy, and I'm writing all these email courses, 'cause I'm going to be honest with you. I'm ranting right now, but I have not been the best at my email game lately. And when I say lately, I mean the past four years.

So I decided to up my email game. When you subscribe to my list, you get a 30-day course on how to be a digital millionaire now. I'm doing other courses like five to 10 to 30-day courses. Like basically, you get an email course, and then you get a little bit of a break. Maybe I'll. I don't know, just to be honest, maybe I'll pitch you something, I don't know. And then, and then after that, you get another free course, and then I might pitch you something and then, you know, you get another free course. And that way, when you're on my list, it's always value. It's not just; that's the strategy that I'm doing now.

So with that said, I'm sitting down trying to write one of those free email courses, and I just can't concentrate. The stress, I could feel it in my skin, you know? So I normally do a 30 minute to one-hour walk every day. Well, I'd already done it that morning. So I decide all right, I've got a better idea, 'cause I'm stressed out. So I grabbed my phone, go out, and I start taking a walk, and I literally walk three times, like I do like three walks, four total for the day I got like 30,000 steps in, it's ridiculous. And at one point, I did a sprint, and as I'm walking, you know, I'm power walking, and I'm letting, you know, my stress is just sort of leaving me. And, you know, obviously, I'm focusing on walking, not getting hit by a car so that that's taking my mind off of it and just but the activity is likely releasing endorphins or whatever.

I don't know. I'm not a scientist, but I know it's helping. The physical activity is helping my stress. So I take my phone, and I start writing the email sequences in my phone. You know, and I'll clean them up later and pop them into the email sequence, but I just grabbed my phone, the diction, and I just start writing email sequences in my phone. And not only do I get like a ton of emails written, but you know, I got all this activity in and lowered my stress level. I felt way better. So if you have those days where you're just super, super stressed out to like, to where you can't even concentrate, go for a walk, literally go run if you have to. Run, sprint, and then walk. Sprint, and then walk, grab your phone, do some work on your phone.

Guys. Our phones have become so massively useful these days. I mean, I put in air pods so that, you know, my diction can be heard clearly, and I just speak my emails into the phone, and I got really good at it. Like, I'll literally be like, you know, in today's email, blah, blah, blah, new paragraph, or, period, new paragraph. Blah, blah, blah period, new paragraph. Blah, blah, blah, period, new line. Blah, blah, blah, quote. And you get pretty good at it. And so that's what I did. And by the way, I'm going to do another episode on my theory of why these people tried to steal my, or not steal my house, but why they did this to me. And, I'm going to try to have a little empathy here for them, while at the same time knowing that they need to be off the street, but I'll do another episode on the psychological aspects of how far somebody is willing to go to feel wealthy because that's honestly what I think it is.

Because I was looking into the people that did this to me, and I have a theory, and the theory is sound. And so I'll talk about that in the next episode. And it's a big mindset thing.

So anyway, I hope this helps. Just go out and walk. Do some work from your phone. Just try to keep your head up 'cause you don't want to mess up your neck looking down, you know, try to keep your chin up and look at the phone as you walk. You'll look like an idiot walking down the street, and people will be like, what is this person doing? But don't worry about it. You're going to be rich. They're not. So don't even worry about it. All right, guys, see you in the next episode.

Why Successful Entrepreneurs Aren't Soft Apr 05, 2021

>>> CLICK HERE to Book Your FREE Strategy Call with my Team!! <<<

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What do you think it means to be “soft”?

If you know me, you know I’m going to give it to you straight, and if you follow me on social media, you may have seen a recent post that said this…

“PSA: I’ve never met an extremely successful entrepreneur that was soft. So if you’re soft, may wanna think about that.”

I asked if people agreed.

What I found was that the interpretation of “soft” varies wildly. The truth is its failure to share honest feedback and constructive criticism in order to avoid hurting feelings or offending someone.

When you do that, you do them a disservice.

Now don’t get me wrong. It’s not about having a lack of empathy, cutting people down, and being rude. I don’t aim to hurt or offend when I share feedback.

However, I know honest feedback is what you need to grow your business, and that’s why my clients come to me.

In this episode, I am going to cover:

What being “soft” really means, and how it will affect your business
Why I believe it’s important to give my clients honest feedback, even if it seems harsh
What I learned about the importance of feeling comfortable in life and business

If you got value from what you heard here, please be sure to subscribe and rate this podcast! Bonus points for you if you write a review! ;)

— SUBSCRIBE & FOLLOW —

Click here to get Digital Millionaire Secrets, FREE!

Want Dan’s Wall Street Journal bestselling book for FREE?

Interested in having Dan’s team personally work with you to grow your business?

Want to learn the 5 Keys to Scaling ANY Digital Product, Online Course, Coaching Offer, or Mastermind?

Click here to Visit our Corporate Website: GetClients.com

— TRANSCRIPT —

In today's episode, I'm gonna talk about why most entrepreneurs are soft and why I've really never met a successful one that is soft. That's what we're going to break down in today's episode. So prepare to get offended today on the Dan Henry show.

All right, everybody, before you get all bent out of shape, yes, today's episode is why most entrepreneurs are soft. And let me first define what I mean by soft, okay? Soft is not about tone. It's not about language. It's not about using empathy. You need empathy. That's a human thing, and you should not be rude to people. These are basic, just default human things. Soft means that you abuse empathy, you abuse tone, you abuse being nice just as somebody can abuse it the opposite way and be mean, you know what I mean? But when you rely solely on giving and wanting empathy to grow a business, you're soft, man, you are just soft as a three-week-old banana, and your business will be rotting like a three-week and smelling like a three-week-old banana as well.

Let me give you some examples. I often have clients come to us at getclients.com, they say, Dan, you know, I've joined program after program, after program, after program, and I'm not getting results. And these programs are very nice, the owners are very nice, but I'm just not getting results. And I've come to you because I know you'll tell me how it is. I'm done with the encouragement and the motivation. You know, not that we don't give that, but I'm saying, you know, I'm done with that. I just need to know what to do. And that's where we shine. Because at my company and me as a consultant myself, you know, I like to tell people, look, here's what you're doing wrong. Here's why you're thinking about it wrong. Here's why this is a waste of time, or here's why you're focusing on the wrong things. Here's how to grow your business because most entrepreneurs don't grow their business simply because they're focusing on things that don't matter.

I mean, if I had to sum it up, that would be it, you know? Or their perception of things is just skewed. They're always looking for the easy way. They're always looking for the template. They think that it should be easier and they shouldn't have to deal with this. And then let me tell you something. When you become an entrepreneur, you absolutely step into a new category of human that is not normal. You're not normal, and you're not allowed to have the excuses normal people have. Normal people can say, I'm so tired 'cause I have three kids and da da da. Okay, great. Well, guess what, there's somebody else with three kids that is tired as well, and they're still doing the work, and they're going to beat you. They're going to build the business faster. Okay? Or they'll say, well, you know, I'm just so scared. I have so much fear. Okay, that's fine. And again, we should definitely work on dealing with that. But at the end of the day, there's somebody else, a competitor of yours, that doesn't have that fear or that does have that fear and is doing it anyway.

And so the thing is, look, I understand having empathy. I really, really do. But when that is, all you rely on is pure empathy, pure understanding, pure kindness, and you don't have any substance behind it. It's not helpful. It's not helpful at all. Okay? And when you're an entrepreneur, you automatically, it's like being a fireman and saying, you're afraid of fire. Then don't be a fireman. If you want to be a fireman, but you don't like fire. You probably shouldn't be a fireman. If you're an entrepreneur and you don't like hard work, you don't like doing things that make you uncomfortable. You don't like these things, well, then you should probably not be an entrepreneur. And that's the thing is, look, I can be very nice, and I can be understanding and all that jazz. But when it comes time to tell you what to do and how to fix things, I'm not going to be nice. And I'm not saying I'm going to be mean, but I'm not going to be nice. I'm not going to not tell you something or give you bad advice because that advice is brash frank or, for that matter, harsh. I'm going to tell you the truth. And if the truth hurts your feelings, well, so be it because facts don't care about your feelings. The facts are the facts. And look, if we're talking politics, we can go into this whole facts and truth and my truth and all that stuff.

But we're not talking politics. We're talking business. And guess what? All that doesn't exist in this world, the facts are the facts. There's no "my" truth. When it comes to your mortgage company, all right? You're not going to call the bank and say, my truth is that I'm doing a great job. I'm working so hard at my business. Please don't take my house. They're gonna be like, Oh, that's great. You gotta be out in 30 days. Like they don't care. All right? When your merchant company shut you down because you're not compliant, when Facebook shuts you down because you're not compliant ain't no truth but the fact that they shut you down, period. If you don't solve the problem, you're screwed. There's no skewing of facts here. Okay?

So the thing is, is that, you know, I like to prepare my clients for the real world. The real entrepreneurial world and the real world is not nice. It's harsh. It's mean, and it's unforgiving. Business can be unforgiving, and I'm not going to give somebody bad advice simply to save their feelings 'cause that's a massive disservice, and I've seen programs that do that. They go out there and they just nice and here's a t-shirt, here's your little hat and decoder ring and they're happy, but they're still broke. And that's the thing, you know if I could go back in time and talk to myself and I had the choice between, you know, being nice for the sake of being nice and telling myself the truth like, dude, what are you doing? You know, do this, do that, stop thinking about it this way, stop being lazy. Then I would do the second 'cause that's what I know would help me.

I mean, I made a post recently on this, and a lot of people got all up in arms about it, and I said, successful entrepreneurs, aren't soft. You know? And I had a bunch of people go, Oh, Dan, you're so mean, my feelings. But then they posted examples of entrepreneurs that I either knew personally or knew of. And every one of those entrepreneurs are not soft. In fact, some of them are known to be rather harsh. They just have a, I mean, just because you have a feminine or a nicey nice brand doesn't mean that you're soft at all. Being hard doesn't mean tattoos and, you know, cutoff t-shirts. Just like being soft doesn't mean rainbows and butterflies and little stuffed animals, and that's not what those things mean. Those are superficial things.

What it means is that when the truth needs to be told, you tell the truth. It means you don't get offended by the truth. It means that if you even, and even if you let the truth hurt your feelings, you deal with it, and you take action. And when you're not taking action, somebody should tell you, dude, you're not taking action. You absolutely will get nowhere in life, let alone business, by constantly being offended, constantly taking things personally, constantly thinking that life should hand you things on a silver platter. Okay? Like I said, if your business is not growing, the bank doesn't care, your bill collectors don't care, your car payment, and nobody cares, you know what I'm saying? Like it just doesn't make any sense. And that's called being soft.

My clients who get the best results take criticism well, and look, I've had a ton of people tell me things I was doing wrong. I had Perry Belcher one time call me an idiot right to my face because I told him something I was doing. And he said, you know, you're an idiot. And here's why. And he told me, I said, you know, wow. I said that's super insightful. Thank you. Now I don't call people idiots. I don't. That's Perry's style. You know, I don't personally call people idiots, but I also don't get offended when somebody who's really smart and I'm asking for advice does it. And he was using it as a term of endearment anyway. A lot of this has to do with the, you know, differences in dialect. But the point is is that if somebody is telling you something, just to be nice, and they're not telling you the truth, you're soft.

And if you're afraid to tell your clients the truth because you're afraid they'll be offended, your clients soft, and you're soft, everybody's just soft. Okay? And the thing is, when you do become successful, you realize this, and you try to do something about it and continue to do something about it. That said, look, if you're listening to this episode right now and your little feelings are hurt, look, I get it. Because when I was coming up, my feelings got hurt a lot too. It really, they really did. And it was hard for me to navigate that. It was hard for me to sort of understand what was going on in my head. And here's just to give you some advice. Here's what I did.

Number one, I did try to work on being less offended. I did try to work on, you know, taking criticism better and not letting my feelings get the best of me. And the second thing I did, this really helped me, was I stopped trying to make it a prerequisite to like someone to get value from them. There's plenty of people that I've got value from that I don't necessarily like or resonate with, but I've learned things from them that are extraordinarily useful. And I will continue to learn things that are extraordinary. We're human beings. We're all so different. You can't expect the whole world to be able to appease you and say the right thing in the right word at all times to make you feel comfortable at all times. Oh, got to feel comfortable. Everyone's got to feel comfortable. I feel uncomfortable all the time. My whole life is a constant soap opera of uncomfortableness. Like the thing is, my mindset shifted when I realized that I didn't have to be comfortable to succeed. I didn't have to be comfortable to get value because, ultimately, I can. I have to give other human beings grace and the ability to not always say the right thing or the perfect thing.

And I have to understand that I'm trying to accomplish goals that are very big and require a lot of uncomfortable situations. And once I started accepting that, I really got a lot farther in my life and in my business because I didn't have to make it this rule that I must be comfortable to accomplish something, receive value, or learn something. Okay?

So I hope this rambling that I'm doing here today is helping you and also maybe giving you some insight into why I'm a direct person because I really care about my clients. And I know that you know, if I just tell them something to make them happy or make them feel good, it's not necessarily going to make them money, or it could cost them a lot of money. And it's much better to tell them the truth so that they make money because let's face facts here. The name of my frigging website is getclients.com. It pretty much kind of revolves around the idea that I help you make money. So, you know, I generally try to give advice that helps you do that, not stops you from doing that. So hope this episode was useful. I'll see you guys in the next one.

How I Dealt With Someone Trying To Steal My House Mar 31, 2021

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What do you do when things go wrong?

You might know I’m in the process of selling my home. If you have ever moved, you know there’s a lot of work that goes into it, and it can be a lengthy process even when things go well.

I had everything worked out, and I was right in the middle of packing when I got a call from my realtor...

“Hey, we have an issue…”

Those are not the words you want to hear when you’re selling your home. What followed was something I never expected to hear, and my situation changed from selling my home and moving to dealing with a situation outside of my control.

So, what could I do?

Well, I realized I had two choices. I could freak out and focus on the negative or reframe my thinking and move forward.

Let me share how choosing to reframe my mind and move forward helped me deal with someone trying to steal my house.

In this episode, I am going to cover:

How to make the best of a negative situation
How changing your mindset can help you overcome obstacles
How to change your thinking and keep moving forward

If you got value from what you heard here, please be sure to subscribe and rate this podcast! Bonus points for you if you write a review! ;)

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— TRANSCRIPT —

In today's episode, I'm going to be talking about how to deal when everything goes wrong. I'm going to tell you a story that just happened to me. Someone tried to steal my house. So I'll tell you what that means here in just a second.

Hey everybody, so interesting story today. As you all know, I'm selling my house, and I got it under contract. We had a buyer, you know, make an offer, and everything was good, you know, cash offer, all that. So I started packing up, I hired movers, I threw away a bunch of stuff. Like I made all these preparations. And you know, I'm going on a trip. I have to go to The Bahamas for a millionaire cruise event. And then I'm going over to Puerto Rico just to check it out, see if I like it because, you know, not so much a fan of US taxes anymore. And you know, you only pay 4% over there if you do act 21 and 22. That's a conversation for another time. But the point is, is, you know, I had a plan and, you know, everything was syncing up.

I was looking for a new home; I was gonna put an offer in on a new home. Obviously not going to pay cash because, you know, money is so cheap right now. So everything was lined up. Everything was synced, and it was a lot of work to get everything packed up and, you know, find a home that I can put an offer in. It'll close after mine closes, yadda yadda, yadda, yadda really put myself out. Plus, we had an offer come in right after the offer that we accepted, and they were like, Oh, you know, we're ready to go, we can't believe we missed it, yadda, yadda. So, you know, we go through, we go through an inspection, everything's good. All of a sudden, I get a call from my realtor, and she's like, Hey, we have an issue.

I said, okay, what's the issue? And I'm in the middle of packing. My whole house is just torn apart, you know? And she says, well, the check that the buyer sent to title for escrow bounced, like it bounced and like, Oh, okay. And that's illegal as far as I know. Or at least it's really bad. And so apparently the buyer says, okay, well we're gonna wire money, you know, we'll just wire it. It'll be fine. So she was supposed to wire $50,000. She wires $50, $50. Oh, I'm sorry, I clicked the wrong thing on my phone. Well, that was four days ago. Still no money. Oh, I'm just going to wire the full 2.3 million. Oh, no, I'm going to wire a hundred thousand. Nothing, nothing, nothing, nothing. And we're like, okay, so now we are in default, the buyers in default.

And I'm pretty sure this is some sort of scam because as we start looking and I don't want to go into too much detail, because maybe some of the things we found were not accurate or not the same person or whatever, but we found some very disturbing things online that definitely point...

You know, we look up the person's home, and it's this modest, like maybe $150,000 home. And it just doesn't make sense. Like why would somebody that owns a $150,000 home, you know, put an offer in on a $2.3 million home. And they just bought that $150K home. It doesn't make sense, right? And that home was in foreclosure last year and got out of it. So none of this is looking good, and I'm trying to stay positive. I'm hoping maybe it's a mistake, and they're just having banking issues, but 99% chance there's...

And I don't get the scam. I don't know what the scam is. Like, I'm trying to think, why would somebody do that? The only thing I can think of is that because they know that I'm leaving to go on a trip, and maybe this is some sort of really dumb way to stake out a house, but what they don't know is I have somebody staying at my house while I'm gone that's armed. So they'll be in for a rude awakening if they try to break in. But, you know, so the point is the end result here is that everything has gone wrong, and here's why.

Now I have to put the home back on the market unless miraculously, they pull through, and I lost a buyer because the other buyer that wanted to make an offer already bought another home. I can't show it for at least a week 'cause I'm literally in the middle of packing because we have an escrow dispute. It makes things kind of weird with relisting. Trying to figure that out and, you know, cross all of our I's and cross all of our T's and dot our I's, but I'm leaving on this trip. I can't make an offer on another home because I am going to do financing. And I mean, I can afford to buy two homes, but I don't want to get into a situation where I don't get the loan approved in time. Because down here in the St Pete market, everybody's buying cash, everybody. And so if you come in with a financing offer and somebody else comes in with a cash offer, well, you're not going to get the home.

And I refuse to pay cash for a home. I'm sorry. Like, I can literally take the cash I would pay for a home, pay 3% on that for the home, and then put that cash into something that pays like 16% per year. Why on earth would I ever buy a home cash? It makes zero sense. So that's what I'm dealing with.

Now, here's the thing. Everything's going wrong. I literally don't have a place to live. There's nothing, hardly anything for sale in the St. Pete market. The market's crazy. Literally, my home will be completely empty. It'll all be in storage. When I get back from Puerto Rico, I will be coming home to an empty home with no buyer with no new homes. So this is a bad situation, right? But here's the thing we used to live in caves.

We used to have to hunt for food. It's really not that big of a deal. When you really look at it, I can have one desk I can pop up. I can literally, you know, just do my thing. I can spend most of the time at the office, whatever. Like I'll get through it. I will get another buyer. It's a hot market. I'll find a new place. It will be fine. And a lot of people would flip out. My realtor is flipping out. This woman literally looks like she is about to throw herself off of a bridge. She is flipping her lid, and I get it. It's, I mean, she's got a fatty six-figure commission that she missed out on. I mean, we're already gonna, if this doesn't go through, I've already contacted my lawyer. I've already sent over documentation.

We found a document when we got proof of funds. I mean, I hope this is a mistake, but you know, one of the things that we got was proof of funds was literally an extra zero in between or an extra digit in between commas. There was four instead of three. So it looks forged. Is it forged? Was it some sort of computer mistake? Maybe. I try to give people the benefit of the doubt. Absolutely. But it does not look good at this point. It looks like somebody is trying to literally defraud. I don't get that. I don't get the scam. Honestly, I don't understand what their end game is or if they're just crazy, or hopefully, they're just really important, and I feel like the rules don't apply to them, and they can just be like, Oh, you'll get your money when you get it.

I can understand that 'cause I know a lot of rich people, and a lot of rich people are like that, unfortunately. But hopefully, it goes through, but if it doesn't, we've already got a lawsuit already in the works. Like my lawyer's like ready to go. We're just waiting to see what happens. By the time you hear this episode, I'll probably have already figured it out. So I'll give you an update.

But the thing is, when things go wrong like this, the only thing you can do is to move forward. Do the best you can say, okay, that's the situation, what do we do now? How do we move forward now? Because any other action, any other reaction is nonproductive to your benefit, period. I mean, you can freak out about it, and don't get me wrong. I freaked out for five minutes. I was like what the dah dah dah! Then I was like, well, there's nothing I can do about it. I just have to move forward, sell the house, dah, dah, dah.

Again, imagine you were living in a cave, and you went out, and there were no tigers or bears or whatever they ate back then, to kill, and it's like a week, two weeks. And you're like, Oh my gosh, I'm so hungry. And then you find one, and then you have to kill it with your bare hands. And then you're like, Oh my gosh. There's no therapist to help me deal with the fact that I killed an animal with my bare hands and survived. And you know, it like, that's way worse. So you know, I try to remember the caveman theory, right? We used to be cavemen.

So whatever you're complaining about right now probably isn't that bad. Just deal with it. You know? So when everything goes wrong, and I'll end the episode with this, you have to remember that if everything went right and you succeeded, well, you didn't really do anything. You were handed life on a silver platter. And that rarely happens. The people that I respect are the people that make things happen when things don't go correctly. When things don't go according to plan, because the thing about it is, is life never goes according to plan. And when you give up because things don't go according to plan, well, I mean, you get what you put in. And the thing about it is that we are not defined by how we react and how we succeed in times of triumph when things are easy. We're defined by how we react in times of struggle.

And if you really want to know somebody on a human level, it's when things are all going wrong and how they deal with that situation that shows their true potential. Not when everything's going right. Anybody can succeed when everything's going right. It's when things are going wrong that you're tested. And so, to me, I view it as a game. To me, I'm like, all right, everything's going wrong. Cool. I'm in expert mode, man. I'm in the final. I'm at the boss mode at the end of this level. Like, let's go, you know? So I view it like that.

But anyway, I hope this episode was helpful. And of course, if you need help growing your business and making more sales, raising your prices, all that jazz, especially if you're dealing with struggle and you need a team that's done multiple eight-figures and can help you every step of the way, go to getclients.com. You can apply to become a client, or if you're not ready for that yet, you can check out some of our other free, amazing resources until you get comfortable., and then you can book a call and let us help you scale your business to the moon.

To the moon, as Elon Musk would say, you know, right? We'll just fly past Dutch coin. So, all right, guys, love you. See you in the next episode.

Hey, Dan here. And if you enjoyed this episode, make sure to visit getclients.com for more free resources on how to grow your online business. And if you love this show, don't forget to leave me a five-star review. See you in the next episode.

How To Catch A Buyer In A Lie Without Being Rude Mar 29, 2021

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Have you ever gotten an outlandish claim or objection on a sales call?

I've heard some objections on sales calls that made me a little suspicious that a potential client was lying, but recently one of my sales reps shared an objection he got on a call that seemed really outlandish.

It might not happen often, but when it does, if you don't know how to handle that objection, you might lose a sale, and the potential client might miss out on a product or service that could really benefit them.

I've learned how to handle these calls in a way that allows me to get to the root of the objection and build a solid rapport, and I'm able to do that without being rude.

So let me share how you can overcome these objections and build rapport the next time you are faced with this situation.

In this episode, I am going to cover:

Why outlandish claims are usually an untrue superficial objection
How to frame your questions to get to the real objections
What happens when you ask for clarification on an outlandish claim

If you got value from what you heard here, please be sure to subscribe and rate this podcast! Bonus points for you if you write a review! ;)

— SUBSCRIBE & FOLLOW —

Click here to get Digital Millionaire Secrets, FREE!

Want Dan’s Wall Street Journal bestselling book for FREE?

Interested in having Dan’s team personally work with you to grow your business?

Want to learn the 5 Keys to Scaling ANY Digital Product, Online Course, Coaching Offer, or Mastermind?

Click here to Visit our Corporate Website: GetClients.com

— TRANSCRIPT —

Everybody knows that buyers are liars, and they use these extravagant excuses to get out of making a purchase. And the question is, how do we deal with that without being rude? And not deal with that in a way to force somebody to buy something, but deal with it in a way where we can get to the bottom of what their actual objection is so that we can see if our product or service is a fit for them, without letting them talk themselves out of something that they could really use. That's what we're going to cover in today's episode.

All right. So how do you deal with buyers and prospects on the phone when they're clearly lying, or at least you think they're lying? Let me give you an example.

We had a sales meeting at my company this was last week, and one of my sales reps says I dealt with some really weird objection. And I said, okay, what's the objection? He said, well, you know, I had a customer say that they were nervous, they've been burned before, et cetera, et cetera. Because they spent a hundred thousand dollars on an e-commerce coaching program, and then it turned into a Ponzi scheme. And so that's why they're nervous. And I was like, okay. Now look, maybe this actually happened, like maybe this actually happened. It sounds odd to me because I don't understand how an e-commerce coaching program would turn into a Ponzi scheme and why it would cost a hundred thousand dollars. It just sounds odd. And there's nothing in the news about it. You know? I don't know. It sounds weird.

Maybe it's true. Maybe it's not, but it sounds like BS. So this is what I said to my rep. I said, listen, here's how you deal with this. First of all, I would say, well, listen, you know...

'Cause he's actually, he's not selling for my company, my program he's selling for a program that is owned by another company that I own 50% of. So it's like a partner company of mine that teaches e-commerce coaching. And so, and by the way, my buddy who runs it, he's done like 90 million with e-commerce. It's crazy. So I just help him sell it, and I recommend it and all of that. And he's helping me grow my e-commerce store, which is awesome.

So here's the thing. The bottom line here is that you know, we need to find out if that's a real objection without being rude. So I say to him, I said, why don't you just say this? Why don't you just say, well, you know, look, Dan's been in business for X amount of years. He's never ever been involved with, promoted, or had any association with anything that turned out to be a scam. Why would he start now? That's the first question I'd like you to ask, but that, that aside, I want to be able to address what you have going on the best way possible. So when you say that you invested a hundred grand into another program, it turned into a Ponzi scheme, what was that? I imagine that would be in the news, right?

And then they go, Oh yeah. Oh yeah. Well, what was it called? Let me look it up real quick. Cause I want to be able to make you comfortable. And I want to show you the differences between what you dealt with, and that's terrible, what you dealt with. I can't imagine what it would be like to lose a hundred grand. So you show empathy. And you say, but I'd really like to check it out real quick if you don't mind so that I can really just answer your question and put your fears to rest the best possible. What was the name of that program? Let me look up real quick.

Now, what's probably going to happen here is either A: They're going to say, this is the name. He's going to look it up. He's going to see that it was run by somebody who probably had a criminal record and this and that. And he can say, Oh, well this, you know, check out Dan, check out Dan's companies, but that's probably not what it is. It's probably not even true. So they're probably gonna say, Oh, well, I don't remember the name. You don't remember the name of a company you gave a hundred thousand dollars, and then they scammed you out of it, and it turned out to be a Ponzi scheme? Oh, well, you know... Listen, John, what's really going on here, right? Let's find out if this is really a fit. I mean, and then you can move into a real objection. And as you ask this, what'll end up happening is the prospect they'll know that they were lying, and they'll move on to another excuse or objection until you get to the real objection. Now, keep in mind, this is not high-pressure sales.

This is not trying to sell somebody something. I'm not telling you to do this, to try and sell them. I'm telling you to do this, to try to find out what is holding them back. And most people, when they're on the phone, they don't actually tell the truth. You know, that old saying, buyers are liars. They don't actually give you the real reason. And if you found the real reason, you could, A: figure out if it really is a fit. And if it's not, you can tell them so and say, Hey, you know, no worries. B: If they do sign up, you could better help your client by truly understanding what's going on with them and not just making it this stiff transaction, but really understanding what they need help with. And C: it also allows you to end the call early, if they are just completely being ridiculous or trying to funnel hack you, or trying to just be a tire kicker, and you can get off the call, right?

But, the point I'm trying to make is when somebody gives you an outlandish claim of why they don't want to join or why they're concerned, you frame your questions as the benefit to them. You don't say, well, let me look that up. Like, who is that? That sounds combative would say, listen, I really want to help you out here. And I want to put your fears to rest. So what's the name of that? Let me look it up real quick. And let me see if I can show you some differences between what you'd be dealing with us and what you dealt with them. Can I have the name of that? I imagine it was in the news. Can I look that up real quick?

And from there, you either get to do what I just said and actually draw a comparison and show the difference and say, well, look, you know, this guy has no presence online. And, you know, Dan has a presence online, a huge presence. And as you can see, he's never had any scams or any dah, dah, dah, you know, so you can actually answer the question versus not just blatantly saying, Oh, well, that's not going to happen. You know? And then if they are lying and they can't give you an answer, then they'll either, you know, admit that, and hang up, or they will give you the real objection, which you can really address and really get down to the bottom of their problems so you can help them. And whether that's help them find somebody else that you recommend, whether that's help them make a good decision to, or to not join your program.

The point is when you get an outlandish claim, ask for clarification. Ask for details, but do it in a way that benefits them. Because you will often find either you will get the clarification you need to draw the comparison or to answer their question and put their fears at ease. Or you will sort of politely back them into a corner of, ooh, you're lying. And then again, you either, you know, you get to the real root of the problem. And keep in mind, don't get angry if somebody lies to you on a sales call; we're all liars, right? Like when we go to buy, we get into lie mode. It's okay. They're nervous. They're thinking about making a big investment in what you offer, give them some grace, okay. Be patient, and try to find the real root of the problem. And they'll not only buy from you, but they'll also respect you, and they'll become lifelong fans.

I hope you enjoyed this episode. If you need more help growing your business, you can always go to get clients.com, and I'll see you in the next episode.

Why Angry Customers Can Be Your Best Clients Mar 24, 2021

>>> CLICK HERE to Book Your FREE Strategy Call with my Team!! <<<

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How do you handle angry customers?

At one point, I didn’t think twice about turning away customers that seemed like they would be difficult to work with. Maybe they were angry in the sales call or making comments that seemed somewhat insulting.

Then that thought would pop into my mind. This might sound familiar to you...

“You know what, I don’t have to put up with this.”

Maybe you would just hang up, or maybe you politely let them know you’re just not interested in working with them. Whatever the case, you let the sale go, and you decided it wasn’t worth working with that person.

I totally get it, and I’ve done it myself. Don’t get me wrong, some clients really are just difficult to work with, but when I tried a different approach, I learned that there’s usually more behind the angry tone and seemingly insulting words.

Let me share what I did, and show you how those angry clients can, sometimes, become your best clients.

In this episode, I am going to cover:

How you can lose a great client if you end a sales call because someone seems angry
How to see through what they say and get to the real issue
What happens when you turn an angry client into a fan

If you got value from what you heard here, please be sure to subscribe and rate this podcast! Bonus points for you if you write a review! ;)

— SUBSCRIBE & FOLLOW —

Click here to get Digital Millionaire Secrets, FREE!

Want Dan’s Wall Street Journal bestselling book for FREE?

Interested in having Dan’s team personally work with you to grow your business?

Want to learn the 5 Keys to Scaling ANY Digital Product, Online Course, Coaching Offer, or Mastermind?

Click here to Visit our Corporate Website: GetClients.com

— TRANSCRIPT —

In today's episode, I'm going to be going over why angry clients can actually be your best customers?

All right. So how many times have you run into a situation where, you know, you're dealing with a potential customer, and they're just angry, or they're upset, or they seem like they would be difficult to work with. And then you just say to yourself, you know what, I don't need this, you know, I can pick and choose my clients. Boom. Right? And so you let them go, and that's fair. That's totally fair. Or you have a guru or a company that is teaching you how to sell, how to run your business, where they're like, you don't have to take on any client, you can say no. And, you know, you don't have to deal with that stuff. And that's fine too. All right. And I used to think that way I really, really did, but that all changed. I'd say about a year ago when I started realizing that angry customers can be some of your best customers.

And let me tell you a quick story to illustrate that. By the way, this has happened. This is just one example. This has happened multiple times, but I was on a call with somebody once who was very angry and what they were saying about the program, just about everything did not make any sense. And I knew it didn't make any sense. And I was about to hang up and just be like, whatever, dude, you know, I don't need this, but then I thought, you know what, let me try something. Because as I thought about it, I thought about how angry they were, I thought about my relationships in the past. I thought about times when people in my life, my friends, my family, girlfriends, whatever were just saying things that made no sense because they were upset or they're angry.

And, you know, one of the biggest forms of, in my opinion, being a good partner is the discipline to not listen to what your partner or your friend or family member is saying. But what's behind the words that they're saying, you know, and realize that they're only saying that because they're upset. And if you converse with them and you get to the bottom of what is the real problem, not only will they not be upset, but it just developed such a bond 'cause they realize that you saw through what they were saying and you didn't attack it on the surface level. And so what I thought about was, all right, let me see why this person is upset. And so I didn't even listen, I didn't even acknowledge the, you know, somewhat insulting things that were being said on this call.

And I just got to the bottom of it. I said, well, it sounds like you're very angry. Now let me ask you. Let's figure out exactly what's going on. And so I asked multiple questions, and I found that this person, the reason this person was angry, had nothing to do with my product or my program at all. It had to do with their past experience. And when I broke that down and went through that with them, not only were they happy and they bought, but they bought my upper level. They went from my regular program to my mastermind, which was five times the price. And they were very happy with that decision. And they became like a fan. And as I kept doing this, I noticed that when I did this, when I listened to what was behind the words, and I didn't get caught up in what they were saying, I turned them into fans.

'Cause, they're like, wow, this dude understands me. Whereas maybe other people told them to screw off, you know, I got to the bottom of it. Now, don't get me wrong. There have been times where I got to the bottom of it. And I was like, no, this person's just a jerk. And that's fine. I say no. But you know, this works in multiple scenarios rather than just them being angry. Like when somebody says something, especially on a sales call, they're in an emotionally heightened state because they're considering separating themselves from their money. Or if they're angry, they're upset. They're not going to be thinking clearly; they're not going to be articulating themselves clearly. And when you can understand that, and you can ask questions that get behind those words and get to the root of the problem. Not only does it make you look like a really great coach, you know if that's what you're selling if you're selling coaching great.

If you're selling a service, it just makes you look like a really great person to do business with, but it changed the dynamic. And remember when you're on a call, and you're selling, at least if you do it our way, we essentially sell before we get on the call, we close on the call, but it's essentially a mindset call because if somebody is difficult on the phone, there are only one of two options. They're either going to decline to work with that person, which is totally fine. Or you're going to firmly set new expectations and fix their mindset on the call. Basically, for lack of a better term, you're going to show them that you're not going to take their crap, right? And, once they realize that, and they buy, they become even better customers, sometimes, than the people that were just naturally easy to work with because you've proven to them that you can listen beyond what they're saying.

And you got to the root of the problem. And, and they probably hung up the saying, I can't believe that guy didn't tell me to screw off. You know what I mean? And it just develops massive respect, like massive respect. And the other thing is, you know, a lot of entrepreneurs, it doesn't matter what you sell. You could sell a service. You could sell a consulting program. You could sell high-end machinery. It doesn't matter. Entrepreneurs take things personally on sales calls. When somebody challenges their product, they take it personally. You shouldn't take it personally because that person is, you've been with your product for years, right?

Like, imagine you're out at dinner with your wife, and you've been with your wife for 20 years. And you know that your wife is this amazing person she's given a charity. She's, I dunno, spent months over in Africa building wells or something. I mean, she's just like Mother Teresa, right? And then you go into this restaurant and she accidentally, you know, I don't know, does something like, doesn't scoot her chair in far enough, and some other couple walking through, you know, the guy, like, you know, calls her rude or something. And then you get all like upset. And you're like, this woman is Mother Teresa. And what you don't realize is that, yeah, you've spent the last 20 years with your partner. You've seen all those things that she's done, but that other person hasn't. Not that they should call anybody rude just for not moving a chair. But the point is, is that you can't expect your customer to be aware of all the great things in your product, your program or your service because they haven't been there this whole time, but you have.

And so those challenges being taken or being given for your product, we tend to take them personally, and you have to learn to let that go. When you learn to let that go, you learn to do better business with people, close sales that you wouldn't have closed, and reframe people's and clients' minds to come into the relationship a lot easier to work with being a lot more coachable, making the whole thing smoother to do business with. Then you create lifelong fans. So that is my suggestion. Next time you get a difficult customer, challenge yourself. Don't just say no. Try to turn them into a fan. Try to turn an angry customer and fan. When you can do that, now you're really getting good at sales. And if you need any help, you can always go to getclients.com and check out some of our stuff. You can apply to become a client, and we'll teach you how to do this stuff. We'll teach you how to grow your business book calls, and close sales, and scale to the moon. So hope you enjoyed this episode. I'll see you in the next one.

The Greatest Cold Pitch I’ve Ever Seen In My Life Mar 17, 2021

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Usually, I’m not someone that believes in cold pitching.

What’s cold pitching?

That’s when someone reaches out to somebody unannounced and tries to sell a product or service without any previous interaction with you. To me, that feels spammy, so I just don’t do it.

I get cold pitches all the time. Most of the time, they show up in messenger, some are creative but still fall short, and I’ve even gotten gifts at times as an incentive to buy something! It has never enticed me to buy something.

Until recently…

I got a cold pitch that was so good I couldn’t resist! This time, this pitch was so good I agreed to work with the guy!

I want to share what happened and why this was the greatest cold pitch I’ve ever heard!

In this episode, I am going to cover:

What is cold pitching, and why I never do it myself
Why this cold pitch caught my attention
How this cold pitch is going to help me grow my business

If you got value from what you heard here, please be sure to subscribe and rate this podcast! Bonus points for you if you write a review! ;)

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— TRANSCRIPT —

In today's episode, I'm going to talk about the greatest cold pitch I've ever seen. That's what's coming up.

All right. So I am normally not one for cold pitching. And what I mean by cold pitching is, you know, reaching out to somebody unannounced and pitching them your services without any sort of previous interaction. You know, my business has primarily centered around attraction marketing, meaning I put awesome stuff out, people see it, they love it. They reach out to us to become clients. That's essentially what we do. I very rarely, well I don't. I've never actually reached out to someone and said, Hey, we can help you. Hey, you should buy my stuff. I've just haven't done that. It's just not me. You know? So generally, I just don't like cold pitches, mostly because they come off very spammy to me. Some of them have been good, you know, especially the ones where people like send you gifts in the mail and all that jazz.

But the greatest cold pitch I've ever seen in my entire life happened to me recently. It's very interesting. So I post on Facebook, and I say Hey, I don't even remember what I posted, but I basically was saying, you know, has anybody tried doing like a sort of a music video or a song or something like that, or for a YouTube intro. And I was just sort of brainstorming. And this guy, Joey Yak who is like a professional rapper, and what he does is he makes like, he like writes rap songs for people. I start getting tagged like crazy, right? Just getting tagged tag, tag, tag, tag, and people are going nuts over this. And like, did you see the rap song that the guy made you? I'm like, what are you talking about? So eventually, I see it. And this dude, Joey, he films this video, right? And he's super intense. I mean, the guy is super intense. His energy is enormous.

And he's just like, did Dan Henry asked me to make him a banger. You know, I think he did. He's just going nuts. And he literally writes a rap song, fully produces it with lyrics and everything. And it's like, he went on my about page on getclients.com and he like, read my story. And then you wrote this whole rap song based on my story. And then he puts it in a video, and then he's like, listen, you can have this, but you got to film it like this. And he scripts out a music video for it and filmed some scenes from it. And he's like, you got to go up with a pizza box and put money in it and, you know, open it up, and then you throw it, blah, blah, blah, blah, blah. And so basically, without me ever talking to this dude, he writes me a rap song, records it, you know, produces it, creates a video with a pitch and a not even a pitch, just like, Hey, here's the song I made for you.

And part of a scripted music video where he literally filmed part of it, acted it out, and handed it to me. And he was like, listen, you can have it. It's yours. If you need any help, let me know that was it. And I'm like, holy crap. I'm like, that is the greatest literally, I was like, that's the greatest cold pitch I've ever seen. So I reach out to him, and I'm like, dude, this is really cool. This is really cool. You know, we could use this as a YouTube trailer, this and that. But then I was like, you know what? And I gave him an idea for something else that was stewing in the back of my mind. And I wanted to film this music video, a parody music video based on something I'd seen in a movie. I won't let the cat out of the bag just yet.

But you know, I said, could you rewrite this song, change the lyrics, have it to do with what I do for a living and all that. So he's like, yeah. So like an hour later, he messages me back with the whole song done, like in an hour. And I'm like, this guy is crazy talented. So he messaged me back, and he's like, he's like, yeah, this is it. Boom. And so I go, Hey man, I'm like, this is great. We should film a music video with this. And so he's like, Hey man, I work with this guy. He's got like a red camera. And he films, you know, music videos for like Seven Dust and these big bands. And we fly all over the country filming videos. And I'm like, well, you know, can you film this music video? And he's like, yeah.

And so he like scripts it all out and I'm like, all right, sold. So I pay him a decent chunk of change to do this. We get it all scheduled. He flies out with his cameraman. And then a behind-the-scenes guy, we get some models because the video requires some models. We hire some models, and we get them on the boat. We go out, and we film this video. The video comes out just amazingly awesome and hilariously funny. And it comes out, and I'm like, this thing is too good to just release it as an ad. We gotta, like pump this up. So then I go, all right, this is amazing. So then I go, and I reach out, and I find somebody who's good at these, you know, viral contest things. And so we decided to use the software called UpViral with a guy I know in the industry is the Wilco is the owner of the software.

He created the software, and I said, you know, finally gonna use your software. So I hire this guy. That's really good with it. And we're doing this whole, like, sort of viral launch thing where, you know, the world premiere of the music video is going to drop on a certain date, and you'll get points, right? So like, you go, and you sign up for the contest, and you share the contest, you do some other little tasks, and you get points. And then when the video goes live, you get points for like, you know, sharing it, tagging your friends in it on Facebook, and then, I think it's going to get released on YouTube as well. You go on YouTube, and you leave a comment, you subscribe to the channel, you get points for that. We have all these like little tasks that you can do to get points.

And the biggest one is filming a reaction video to the music video and posting that on your YouTube channel that gets the most points. And so we're going to be giving away a ton of prizes. I may even give away like a day charter on the yacht or something. I don't know yet. I might do it. I might just do it. 'Cause, that would be like the most awesome grand prize, you know, but there'll be plenty of chances to win. There'll be random winners. There'll be winners for the most points. There'll be winners for, you know, just all kinds of different categories. So there'll be plenty of winners. And the idea is to just make this video when it drops go super viral. And that's just, and I know it'll go viral in the industry, but I want to see if I can make it go really viral.

And so we'll probably also reach out to some influencers in the industry and see if they're willing to, you know, post it when it goes live, stuff like that. And you know, it just all snowballed into this huge project and this huge thing. And then I decided, well, what better time than to get my new High Ticket Selling webinar done, which is a webinar that we're, we're basically taking our approach to high ticket selling for like courses and coaches. And we're going to apply it to not just courses and coaches, but agencies, web designers, accountants, virtually anybody that has a service, a product, an event, you know, anything that we could sell for a premium price. And we're launching that. And so I decided to make that the launch from the music video, and it just snowballed all from this, this amazingly, just creative cold pitch.

And I was just super impressed by that pitch. And so for those of you who are, who really, and like, it's a risk, right? Like I could have said, no. I could have said like, oh, I don't like rap music or something, forget you. And then he, all that time and effort he spent into that could have gone away. And maybe he's done that before. Maybe he sent stuff to people, and it just didn't work out. But let me tell you something. One thing I learned about life is this fortune favors the bold. Fortune favors the bold 100%. You absolutely will get nowhere in life, playing it safe and trying not to, you know, oh, that'll be a waste of time, fortune favors the bold, and it worked out for me. I'm going to hire him for several more videos. We're going to do some crazy, funny videos for my Plan Tomorrow company and my, How To Think company when it launches all that stuff.

So, anyway, I just thought I'd share that with you guys. It was really, really, really a hilarious time and a great time. And it all came from that amazing, amazing cold pitch. So hope you enjoyed this. My voice is starting to go, I've been recording podcast episodes all day, but I will see you in the next one.

Why My Last Webinar Didn’t Convert Well And What I’m Doing About It Mar 15, 2021

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What do you do when your webinar doesn’t convert as well as you would like it to?

If you’ve been following me for a while, you know I don’t do live webinars very often. In fact, it’s been a few years since I’ve done a webinar like this.

The truth is, live webinars are very time-consuming, and if you are busy like I am, you know sometimes it’s hard to find the time to fit in the production of one live webinar.

So how can you refine your webinar without having to do it live multiple times?

Let me share the process I use to gather the information I need to refine my webinars without blocking out huge amounts of time out of my schedule.

In this episode, I am going to cover:

What my most recent webinar conversion rates were
How I collect the information I need to improve my webinar
And, the process I use to make sure my webinar will convert consistently

If you got value from what you heard here, please be sure to subscribe and rate this podcast! Bonus points for you if you write a review! ;)

— SUBSCRIBE & FOLLOW —

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Interested in having Dan’s team personally work with you to grow your business?

Want to learn the 5 Keys to Scaling ANY Digital Product, Online Course, Coaching Offer, or Mastermind?

Click here to Visit our Corporate Website: GetClients.com

— TRANSCRIPT —

Why my last webinar didn't convert very well and what I'm going to do about it. That's what I cover in today's episode.

All right. So I have recently kind of on the down-low, done a live webinar. And let me just set the stage for you on this. If you've been following me for any length of time, you know that right now, my business is primarily, you know, higher-end coaching. We don't really sell courses anymore. We sell, you know, an actual high-end coaching experience. But I started a new company recently called Plan Tomorrow, and I'm very excited. We just launched the Plan Tomorrow Daily Planner, which is my productivity planner that I created. And that's been going very, very well. But we give away a free, or the plan is any way to give away a free productivity class with the planner. And, you know, the idea is that it's a really nice class. And at the end, we ask them if they would like to purchase our new, Legendary Productivity program.

And so, you know, we have this planner, and then we have sort of a backend online course to go with it. And this is a lower ticket item. It's not a high-ticket. It doesn't include actual coaching. It's an online course. And so in the past, I've, you know, I've done 8 million with, you know, lower-ticket online courses, but it's been a couple of years since I've actually done a webinar to a low-ticket program. And so, you know, I was thinking, Oh man, you know, it's been a while since I did this, plus it's a personal development course. It's not an exciting topic or a sexy topic. It's productivity. So I'm thinking, you know, all right, well, how well is this going to go? I don't know.

You know, I was a little nervous. But at the end of the day, I decided, you know, look, if it doesn't convert that great if I'm rusty on this stuff, then I'll just make it better. And that was my mindset. I'll just make it better. So, the webinar was on Tuesday, and I didn't really tell anybody about it. We had a very small waiting list for the planner, and we just sent it out to them. And there weren't even that many people on. Normally I have hundreds and hundreds of people on my webinar. I was looking at like 800 people or something. And there was maybe I don't like 50 people on this one, and I wanted it that way 'cause I wanted to test it out. Well, the webinar was Tuesday at 1:00 PM. I still had some slides to finish. The order page wasn't finished.

I thought, okay, I'll get up Tuesday morning, tighten that up. And we'll do the first one. I'll try it out. And so on Monday, we filmed a music video on my yacht. That was very exhausting. I was literally sunburnt. I looked like a lobster. I was sunburned like crazy cause we were on the boat for hours filming. And so I go home, and I'm just exhausted, right? I go to sleep, and I normally get up at 7:00 AM, set my alarm. I wake up, and it's 12:50 PM. The sun had kicked my butt so bad that it made me literally sleep through my alarm all the way up to almost one o'clock. I wake up, it's 12:50 PM, and the webinar's at one. So now I have 10 minutes from the moment I opened my eyes to the moment I go up to do the webinar.

So I grab a cup of coffee, go up there, I'm messaging our operations manager, like get this order page together. Holy crap. You know, so I get on there. Literally, I had a slide that said insert personal story here. And I was like, Oh boy, I was like, this is going to be fun. So I do the webinar, and traditionally to a warm list, my conversion rate on a webinar is anywhere from 30% to 40%, my best-converting webinar ever was 50%. Granted, there was a long lead-up to that webinar launch. So people knew the product was coming so that, you know, that's why it was so high. But on this particular webinar, I did it, I ended the webinar, and it converted at 20%. Now a lot of people in this industry would love to convert webinars to 20%. That's pretty good.

But for me, just because I've been doing it so long and all that, I wasn't happy with that. And yeah, I could chalk it off to the fact that I got up 10 minutes before the webinar that some of the slides weren't done, that I was groggy that, you know it's a personal development offer and those are harder, blah, blah, blah, blah, blah. But at the end of the day, I don't use any of those as excuses.

So here's what I did at the end of the webinar. I asked multiple questions, like, I went hard, right? Like, you know, what concerns do you have, what questions do you have? And I started getting all the objections that people were giving me, and I wrote them down, and I went back, and I had some of my team on, I talked to them about it.

I thought about it. I thought about it. And I ended up reworking a lot of the webinar. We're doing it again on Friday. And I'm gonna email it to a little bit bigger portion of my list. And then try it one more time. And if I can get the conversion rate up to at least 30%, then I'll do it again. I'll blast the whole list, make sure it maintains, then I'll put it on autopilot. That's my plan anyway. So, you know, traditionally, what have I done to make a webinar that doesn't convert as good as I'd like it to convert? What have I done to make it better?

Well, I generally will do. If it's a high-ticket webinar, I'll do what I call a no-call survey. If it's a low-ticket webinar, I'll do a didn't buy survey. And, you know, I'll send out emails to the people that attended and didn't buy, and I'll get them to fill out a form. And when they fill out that form, it asks very specific questions. This is something we teach our clients, but it's a very specific set of questions, and it's designed to understand why they didn't buy. And to go deeper than well, I didn't have the money and all that universal objections, but that's what it's designed to do. And so ultimately, what I've done in the past is, 'cause I'm not a live webinar guy. I don't like doing that, right? Some people will do live webinar, after live webinar, after live webinar, after live webinar. And they'll ask, you know, they'll look at the objections at the end, or they'll send out, you know, questions at the end, and then they'll just keep making it better and better.

And that's cool, you know? But I've got a lot going on in my life right now. I mean, I've got a kid, I've got, you know, investments, I've got new businesses I'm starting. So I've always been more of an automated type of person. So what I like to do is I like to put it on automated, or I might do it live a few times just to get the major things hashed out from didn't buy surveys. But then I put it on autopilot. I let it run for, you know, a couple of months, and I automate that didn't buy survey, and I let those questions collect. And then I order them in the frequency in which they appear. I look at the objections in a spreadsheet because it's all automated as a Google form, goes to a spreadsheet. And then I go back, and I make another version of the webinar based on, you know, those objections.

And then I let it run for a little bit. I just do the process again. That way, I don't have to kill myself doing live webinars. And it all automats. Now the question here, you know, if you did it live every single week and you did a didn't buy survey every single week, yadda yadda, would you maybe attain that information a bit faster? Well, yeah, but I just don't want to live that type of lifestyle. Like I don't want to constantly do live webinars. It's just not me, man. You know, maybe it's just because I'm from Florida, and we just kinda like to not, we don't live by a schedule, you know?

But so that's what I intend to do to make it better. Granted, it's from a base, but it's still pretty good, 20%. I'm going to do it again on Friday, see how it comes out. And hopefully get that up to at least 30%, which would be awesome. Cause if you're converting at, you know, 30% on a warm audience, you should be able to convert at 10% on a dead cold audience, which means on something like an auto webinar, you could convert at anywhere from two to four, maybe 5% if it's like really great. And so I would rather convert it like 3% than 10% all day long and never ever have to show up anywhere.

I built my whole wealth on that because I have other stuff to do, you know? So that's what I intend to do to fix it. I hope I hope this gives you a little behind the scenes of the business and what I intend to do. I hope it's helpful. And if you need help growing your offer, whether that's an online course, a service, a done for you, a mastermind, et cetera you know, let us know. You can always book a call at getclients.com, and we'll see if we can help you. All right. See you guys in the next episode.

Insane Objections: I'm Just At The Idea Phase, Once I Get My Idea I'll Join Mar 10, 2021

>>> CLICK HERE to Book Your FREE Strategy Call with my Team!! <<<

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Do you know what it takes to build a successful business?

I can’t tell you how often I see people struggling to build their business, thinking they need to figure it all out themselves before they hire a coach.

It’s a common misconception that a business coach is someone who only helps you sell your product or service.

The truth…

A coach is someone who is there to guide you through the entire process! They have the skills and knowledge you might be missing to help you build your business quickly and efficiently.

Far too often, people struggle through the creation process alone, missing the critical elements required to see success.

Let me share why you should seek coaching, even if you are still in the idea phase of building your business.

In this episode, I am going to cover:

What happens when you create your business without guidance from a coach
How coaching can help you save time and money
How your offer and your message affect your business

If you got value from what you heard here, please be sure to subscribe and rate this podcast! Bonus points for you if you write a review! ;)

— SUBSCRIBE & FOLLOW —

Click here to get Digital Millionaire Secrets, FREE!

Want Dan’s Wall Street Journal bestselling book for FREE?

Interested in having Dan’s team personally work with you to grow your business?

Want to learn the 5 Keys to Scaling ANY Digital Product, Online Course, Coaching Offer, or Mastermind?

Click here to Visit our Corporate Website: GetClients.com

— TRANSCRIPT —

In today's episode, we're going to be covering yet another insane objection. This is one that I get a lot. It's called. I'm just at the idea phase. Once I get my idea, I'll join. That's what we cover in today's episode.

All right. So here is an insane objection that I get a lot or that my company gets a lot. And just to be clear, every once in a while, I'll do a podcast episode where you know, the theme is insane objections, and they're objections that a customer might give you that just don't make any sense. And, and I'd like to break those down and talk about them.

This one is one from my offer that, you know, may not apply to everybody, but I think just understanding, you know, how we work through it will help you regardless. So the objection is I'm just at the idea phase. Once I get my idea, I'll join, or a similar objection is, you know, I don't have an offer yet. You know, when I figure out my offer, I'll join. Now, as a company, we help people to you know, create online courses, a coaching program, sell their service. Let's say you have a done for you service, and you want to charge high ticket and really provide a good service, but you're struggling to figure out, you know, how to put together the messaging for your offer, regardless if it's a course, coaching, consulting, an event, service, you know, maybe you're even a tax accountant looking to give tax guidance. Regardless of what it is, most of what makes these things work and makes people want to buy from you is your offer and how you articulate that offer.

In other words, messaging. Now, when people come to us, a big objection that we see over and over again is, you know, well, I'm just figuring out my idea. So like, let's say you have an online course, or you have a consulting offer, or maybe you're going to do this event that you want to charge people to come to.

What have you, you may be thinking, okay, well, what should the offer exactly be what should the messaging be? What, you know, what should my idea really be? And the funny thing is with our program, we literally have an offer creation coach, like part of the program. And one of the biggest, you know, most important aspects is getting your idea solid, having a solid well-crafted offer, and having the messaging behind that. And that's what makes things like Facebook ads and emails and webinars and all that work super easy. If you have the right offer and the right messaging, all that other stuff becomes super easy. It's when you don't have the right offer, and you don't have the right messaging, the things like ads and emails and webinars become very difficult. And let me give you an analogy as to why.

Imagine you went and you wanted to build a house, okay? You're going to need to hire an architect to design the house. And then you're going to need to hire a contractor to look at those blueprints and actually build the house. So the problem with most entrepreneurs, and I imagine you could, you know, you could still translate this to other industries, but the problem is entrepreneurs and, and internet marketers, especially, they want to build a house without hiring an architect. They literally just want to go to a contractor and say, build me a house. And they don't want to hire the architect. Now, what do I mean by that?

Well, if you come to me and you say one of two things, you say, Hey, Dan, I'd like to join, but I'm not going to hire you to help me craft a great offer, craft great messaging, and make sure my idea's good. I'm going to go do that myself. Something that I have no idea how to do otherwise, I would have already done it.

And I'm going to figure that out first, then I'm going to come to you, and we'll get to work. This makes no sense because, well, every single time we have somebody do that, they come in, like alright, I got my offer. And then we look at it and go, well, it's kind of, it's kind of trash. We got to fix it. And then they go, wow. I see that. I see what I did wrong. Thank you so much. I wish I would have joined sooner. Yeah, you know, I mean, because we have the architect and the contractors here, you know? If you really are dedicated to building a business, then you need to hire somebody to help you. It doesn't have to be my company, but the point is, you got to hire somebody from the beginning because you need an architect.

You need somebody who is going to help you develop the offer from the beginning. And, I understand, you know, it's nerve-wracking to spend a bunch of money on getting a consultant or a coaching program when you're not even sure what your offer will be. But, you know, again, would you build a house without hiring an architect? You know, no, you wouldn't.

Now, the second thing that we also see on the flip side of this is people will say, Oh, no, I got my idea, it's great. It's awesome. You know, it's good to go. And then they join. And then we look at it, and it's not awesome. It's not great. And we have to fix it anyway. Almost every single person I've ever had come into either my mastermind or just our main client coaching program has always had an issue with their offer.

Even people that were already at a million dollars, I've literally had people already had a million dollars come in and say, you know, Dan, I'm stuck at like, you know, a hundred grand a month. You know, we've made about a million, but I can't scale to two or three or four. And then we look at it, well, there's definitely an issue with the offer, blah, blah, blah, blah, blah. And that makes everything else a lot easier. And it makes scalability a lot easier because, again, most people want to tell you that scaling is about a technique, a system, this, and that. And it's really not. It's about how well, and this is an unpopular opinion. Nobody wants to say this, but it depends on how well you do things.

The things that have made me scale more than anything in this industry are not so much doing things differently, they're doing things better, but everybody wants to focus on systems instead of skills. And that's why most people will remain poor. I know that you don't want to hear that, but that's the truth. Okay. You can't just, I mean, look at all the people that they, Oh, you know, we're going to do challenge funnels. That's the flavor of the month I'll do just do challenge funnels. And then the next month it's, oh, no, let's do virtual events. And then the next month, it's oh, no, we're going to do a three-video series. And it's just for years, you know, it started out with the three video series. At least this is in the internet marketing space. First, it was three video series. Then it was webinars. Then it was, you know, challenge funnels and probably a bunch of stuff in between, summits. And the thing about it is it's the same people that are doing all of these different methods are still in the same spot.

You know, some people are doing great, but here's the thing, the skills that make all those things work are the same, a good offer, good messaging. So if you have a bad offer and bad messaging, you're going to do all those things. And they're still going to suck. If you have a great offer, great messaging, you can do all those things, and they'll probably all succeed very well.

The point is that the most important thing is your offer and the messaging. And if you're not willing to hire somebody to help you with that, your house is going to fall down. Cause what happens if a contractor builds a house with crappy plans? The house falls down. It doesn't matter how good the contractor is. The house falls now. And so, you know, one of the things we do on sales calls and in our marketing is we tell that analogy.

We say, listen, would you not hire an architect to build your home? Would you just go right to the contractor? No, because the house would fall down. And then we give some examples as to some people who, I can't tell you the amount of clients that have joined the program and said, you know, Dan, I waited a year to try to figure out my offer, and I couldn't figure it out. I finally joined, you guys figured it out in one call, and now I'm at like, you know, 50 grand a month or a hundred grand a month or whatever. I mean, you know, or, and even if you're just a, more of a newbie super even 10, 15, 20 a month, I mean, the point is is that this is an insane objection because it makes no logical sense.

It is only set out of fear, not out of logic, because if it was, there's no reason for a human being, an entrepreneur, to say, I don't want to hire you to help me figure out my idea, my offer, or my messaging. I only want to hire you to help me sell it. Either you have a brain injury, or you're not actually speaking out of logic. You're just fearful. And I get it. I totally get it. Fear can control all aspects of your life. It can prevent you from getting married. It can prevent you from finding love. It can prevent you from moving up in your career. It can prevent you from investing in yourself, give you a perfect example of fear.

Everybody was afraid of Bitcoin. And so nobody, you know, you know, tons of people did not invest when it was $500 when it was $10,000. Now it's fricking 55 grand. So, you know, and I've invested in Bitcoin at multiple points, even at like 53, because, and you know, when it dropped down to 42, I wasn't scared because I knew it's a normal pullback, and I kept going up. I didn't let fear rule my life and cost me things. Just like, you know, recently I spent about $15,000 developing a music video for this new webinar we're doing, because we're expanding to not just help, like course creators and all that. We're expanding to help, you know, agencies and done for you services and, and professional services. And so we filmed this over-the-top music video, and I spent like 15 grand on it. And you might say, well, Dan, you could have filmed something with your iPhone. You didn't need to do that.

Well, I want it to go viral. I want it to really blow up. And so I don't mind spending 15 grand on it because look, let's say I've spent 15 grand on that. It doesn't do well at all. Well, now I know, but let's say it works. And so now I go, Ooh, I'm going to do more of these. I'm going to do more of these funny, you know, over the top things. And you know, but if I never did it, cause I was afraid, I might miss out on something amazing. And there have been tons of times in my life where I early in my life, where I haven't done something cause I was afraid. And then, you know, as I grow, I do more and more things that I'm afraid of, and they work out great because what's often on the other side of fear is greatness.

And so I encourage you to not let fear rule your life, especially when it comes down to money. I mean, money always replenishes, right? I mean, look at what we got going on. You lose your job. You get a check from the government, right? If you have a job, if you blow your money at the bar, you get a check two weeks later. If a pandemic hits, you get a fricking check. Money always replenishes, but time doesn't. If you don't take steps to grow your business now, because you're afraid of investing, because you're afraid of putting your idea out there because you're afraid of criticism, blah, blah, blah. Well, you're going to lose that time, and time never comes back to you ever. You miss your son or your daughter's first baseball game because you were busy working your second job.

You never get that baseball game back ever. It does not return to you, your daughter's dance recital, your kid's graduation, your anniversary that you could have gone to The Bahamas, but you didn't quite have enough money, whatever it is, those moments are gone forever. They do not come back. Time is literally the most valuable thing in the world because it cannot be reproduced. It cannot be moved. It cannot be replaced once it happens, it happens, and it's gone, period. It is finite. And so I encourage you not to let fear rule your life, but this is one objection that we hear a lot.

And I hope by listening to this episode, you can get some ideas for how to overcome it with, you know, with your business. And you know, what, if you're somebody that's considering my program or working with us in any capacity and you've thought and, you've had this objection. Maybe this podcast episode will give you a little bit of insight into why that's the best time to invest when you have an idea. And it doesn't have to be with me. Look, I'm not trying to sell you on me on my company. If you need help, get help from somebody. It doesn't have to be me.

I think we're the best in the world at it. But hey, the point is, is that the deeper issue here is that you invest in something, in someone, in some company to help you grow your business, if not us, then somebody else. Because if you're not doing that, you're letting fear rule your life. And you know, if you want to hop on a call with my team and see if we're a good fit to work together, here's what I'll tell you. If we aren't a good fit to work together, we can recommend somebody that we think would be a better fit. We do it all the time. So I think you just need to make that step or take that step and stop letting fear rule your life because I stopped letting fear rule my life, and my life has changed dramatically. So I hope you enjoyed this episode. Don't forget to subscribe, and I'll see you in the next one.

How to Stop Complaining and Start Winning Mar 08, 2021

>>> CLICK HERE to Book Your FREE Strategy Call with my Team!! <<<

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Do you find yourself frequently complaining about your situation?

You might not notice it in yourself, but we can all see it in those around us, right? It’s natural to complain to some extent, and in some cases, our society and social circles even facilitate it.

Now, think about this…

What does complaining do for you?

It might help you blow off a little steam, but it’s doubtful. Most of the time, complaining highlights the negativity and leaves you feeling worse than you did before.

On top of that, when you complain, instead of working to solve the issue, you have wasted mental and physical energy that you could have used to overcome the problem or create a solution.

Let me share how you can find out if you are someone who frequently complains and share what you can do instead!

In this episode, I am going to cover:

How to find out if you are a habitual complainer
What happens when you invest your time and energy into complaining
How to change your mindset to stop complaining and focus on finding solutions

If you got value from what you heard here, please be sure to subscribe and rate this podcast! Bonus points for you if you write a review! ;)

— SUBSCRIBE & FOLLOW —

Click here to get Digital Millionaire Secrets, FREE!

Want Dan’s Wall Street Journal bestselling book for FREE?

Interested in having Dan’s team personally work with you to grow your business?

Want to learn the 5 Keys to Scaling ANY Digital Product, Online Course, Coaching Offer, or Mastermind?

Click here to Visit our Corporate Website: GetClients.com

— TRANSCRIPT —

Hey everyone, in today's episode, I am going to talk about how to stop complaining and start winning.

All right, So if you listened to a previous episode, I talked about how to understand whether or not you should take a customer complaint seriously, and by taking the wrong ones seriously, you could actually negatively affect your business. And you know, I got to thinking, I was like, you know, some people might listen to this episode and think, Oh crap, you know, I might be one of those habitual complainers. And so, what I'd like to do in this episode is go over how to fix that. Because to be honest with you, when I was younger, I was a habitual complainer. Okay?

I was constantly complaining about everything. I was, you know, blaming everyone else. I didn't take responsibility for anything, and I just, I wasn't getting anywhere in life, wasn't getting successful, and I fixed it. So I'd like to share that with you.

So first of all, you have to understand that you know, human beings, it's natural to complain. It is all right. It doesn't make you a bad person. It doesn't make you this, you know, terrible human being. It's just a natural thing that happens. There are tons of natural things that happen, and society sometimes can tend to facilitate that. And so first you have to understand that you're not a bad person. You know, there's nothing wrong with you. But you can definitely improve this aspect of your life so that you can have more success, right? Because when you complain, you have to understand that it doesn't help you. Even if your complaint is legitimate, it still doesn't help, right? If you're sitting there saying, oh, life is unfair, and life sucks and all this. Well, that's great. Maybe life is unfair. Maybe it does suck. But complaining about it doesn't help you solve problems.

The thing is, success is about solving problems, right? The more problems you solve, the more successful you become. And if you stop solving problems, then you are never going to be successful. If you continue solving problems one after another, you will eventually become successful.

It reminds me of that movie, the Martian with Matt Damon. And I remember, you know, if you haven't seen the movie, basically he gets stranded on Mars during a NASA mission, and they have to go and pick them back up because they left him there. And you know, so this whole movie is just, he almost dies. He has like grow his own food on Mars. Like he literally grew potatoes on Mars in Martian soil. And I don't remember the exact specifics, but he survived. And by the time they got him, he was like a twig.

But he survived. And at the end of the movie, He, you know, they show him years later, and he's teaching a class for new NASA recruits, and he says, you know, when you get up there at some point, everything is going to go south. And you can just accept that, hey, this is it. This is how I end. And you can die up there, or you can start doing the math, and you just start solving problems. You solve one problem, and then you solve the next problem, and then you solve the next problem. And if you solve enough problems, you get to come home. That was how the movie ended. And I remember hearing that and just thinking, wow, like that is so freaking true. Because in entrepreneurship, it's the same thing. If you keep solving problems and you keep solving problems, eventually, you get to become a millionaire.

Honestly, I mean maybe not a millionaire, maybe high six figures, whatever you get to become successful. But if you stop solving problems and you just accept that life sucks and everybody hates me, and it's not fair, then you will never become successful. And that's the thing. Life isn't fair. All right? Life is not fair. If two people are in a race, right, and they're racing around the track, and they're about to start the race on the same line. And then, for some reason, somebody walks up and says, hey, you, you have to go 20 yards back, and you have to start from there. And that's it. It's done deal. You have to do it, right? If you just quit and you say, well, that's not fair. Therefore I'm not going to race. You're not going to win the race. It's impossible for you to win the race. It's impossible.

But if you walk back there to that line and you say yourself, well, you know, this isn't really ideal, but I'm just gonna run faster. I'm going to run harder, and I'm still going to beat that guy. And you run your little booty off, and you may have a chance to win. Maybe you don't win, but maybe you do. Okay? Maybe you do. And you see, the thing is you have a chance. You do have a chance. And if you just quit, you have zero chance. At least you have some chance. Okay? And you know what? Maybe you don't win, but it doesn't matter because you will still learn. You will still get better. And eventually, you will win. You will see success if you just keep going and keep solving problems. So here's what I'd like you to do next time you find yourself complaining.

First of all, I would start asking friends, colleagues even. Say, Hey, I got a question for ya. You know, I'm trying, I'm really trying to improve my life and, and just, you know, really step it up. Could you tell me, do you think I complain a lot? And if you have friends that are honest, they'll tell you. And I remember doing this. I remember asking some of my friends do I complain a lot. And the response I got from all of them was pretty much the same. It started with cackling and laughing their butts off. And I was like, okay, I'm going to take that as yes. And they said, yeah, yeah you do.

And I tried to brush it off by saying, oh, well, you know, I'm just blowing off steam. It makes me feel better. But in the end, that was energy I was expelling. That could have been put into solving problems. All right? And so the first thing you need to do is be aware, okay? You need to say, all right, I need to identify when I complain. So I'm going to observe myself for a day, and I want, you want to try to catch yourself when you complain, all right? One thing you can do as well, if you have a partner or friends, whoever that you live with or hang out with a lot, you can ask them. You can say, Hey, would you do me a favor? Would you tell me when I start complaining? Will you call me out on it? And when you do this, you can start to realize how much you actually complain.

And the next thing is you have to take responsibility for what you're doing, right? There are two forms of responsibilities, right? Let's say you're complaining about something, and there's a legitimate complaint. You also have to realize that even though your complaint might be legitimate, the act of complaining excessively, especially, is that really going to solve the problem? All right? You know, I've hired and fired a lot of people in my career and you know, who I always look for. I look for the person that, when they are in an unfair situation, still step up.

For instance, let's say there's a team effort, and let's say somebody's not pulling their weight. I remember this happened one time, there was a project that we had going on, and there were three people in the project, and one person was just not pulling their weight, not pulling their weight at all, and the two other people were pulling their weight.

And one person was complaining about it and just really complaining, came to me complaining, complaining as if I didn't notice it myself, but they were complaining. The other person decided to pick up the slack and basically do two people's jobs and didn't complain. You could tell he wasn't happy, but he didn't complain, and he got the job done. And when I noticed that, I rewarded him by giving him a raise and some other things I won't discuss, but I rewarded him. And the thing about it is when you have the ability to take responsibility for your own thoughts, your own actions, that's one thing. But when you have the ability to take responsibility for someone else's screw-ups, even though you shouldn't have to, even though it's not fair, but you do it anyway now, that is a mindset that will get you extremely far in life.

Extremely far. All right. I mean, imagine you are on a team of a sports team, and you wanted to get, I don't know, you wanted to get to the Superbowl, and somebody wasn't pulling their weight, and so you could complain, or you could run faster, right? You could work harder, and let's say you did that, and you just squeezed out the win. Now you get to go to the Superbowl. But if you just complained, you're definitely not going to the Superbowl, right? So you can actually create successes in your life by picking up the slack of other people, even though it's unfair, even though you shouldn't have to, you just do it anyway because you're either a doer or you're a complainer, right? So you have to take the second thing at first, be aware. Second, take responsibility for both yourself and for others.

All right? Now I'm not saying that if you buy a car and you drive it off the lot, and the car breaks down, you shouldn't complain and get your money back. I'm not saying that. We gotta use a little common sense here. But what I'm saying is that when things are not ideal, right? Like if you spent five grand on a course and one of the lessons is two hours, and you're sitting there complaining that the lesson is too long, and therefore you don't watch the lesson. Well, now you're not going to learn this stuff. So you could just stop being such a freaking lazy complainer and just watching anyway, okay? Solve the problem, period. And you'll learn this stuff, and you move forward. Okay. When I went to college, I mean I dropped out, but when I went to college, you know, I had a really good GPA. I had a 4.0, and I hated most of the classes, but I did it anyway.

And so when you have the ability to take responsibility for your actions, take responsibility for somebody else's actions, pick up the slack and do things you really don't want to do anyway, you open up a whole new world of possibilities for yourself. Because you have to remember that most people, 99.9% of the people on the planet, are not willing to do that. And so, if you simply are willing, you now open yourself up. You open the door to a whole world of success that 99% of the population has closed themselves off from. All right? And so take responsibility and just remember, these are just thoughts. They're just thoughts. Take a positive action, right? Put away the negative and take a positive action.

So the third thing is, and this is ties in, focus on the end result. Try to think about what you really want, and ask yourself, what action will get me what I want. Will complain and get me what I want, or will doing this thing get me what I want. If doing this thing gets me what I want, even if it's unfair, even if it's not ideal, even if it's hard, even if I shouldn't have to do it, I'm going to do it anyway. Will it get me what I want? And not that all 100% of the time. It's going to be that and not complaining. So you have to ask yourself, do you really want it? If you really want it, you'll stop complaining, and you'll start doing.

And then the other thing is you have to reverse your thoughts, right? So if you're thinking this lesson is two hours long, I don't have time to watch this. I don't want to sit here for two hours and learn this. Reverse that and say, you know what? I've had a hard week. I'm gonna relax. I'm going to sit down, I'm going to open my laptop, and I'm going to enjoy this lesson. Okay, I'm going to grab a nice cup of chamomile tea. I'm going to put on some very low soft music just so that you know, it's nice in here, a nice environment and I'm going to listen to this, and I'm going to have a great time because I'm learning something that is going to make me money or help me lose weight or make me happy or whatever it is, right? And start focusing on the positive and not the negative.

It's like I get up every morning at 7:30. My personal trainer comes in, wakes me up every morning at 7:30, and I don't like leg day. I hate leg day, right? Just because I dunno, I just don't like it. Most people don't like leg day, but every Friday, I do it because when I wake up, instead of thinking, oh, I hate leg day, I'll say, oh, this is the last day. And then I get two days off cause I work out Monday through Friday. I take Saturday, Sunday off. So I'm thinking, oh one more, just one more, and I'm done, and I get two days of rest. Okay. Or Oh man, I get to see if I can bump up my squat today, right? Yeah. In the back of my head, maybe, oh, I hate leg day, but I just reverse it, and I think about a positive. So whatever your negative thought is just 180 degrees, reverse it, right? And focus on whatever the opposite of that negative thought is because the opposite of the negative thought is a positive outcome.

So to recap, be aware of your negativity and your complaining. Enlist your friends to help you become aware. Then commit to taking responsibility for your complaining, for your own actions, for your own shortcomings. Take responsibility for other people's shortcomings and pick up the slack, do it anyway. And as well, focus on number three, focus on what you really want. Focus on the end result, on the end goal. And ask yourself what action will get you there? Is it complaining, or is it doing something? And then finally flip your negative thoughts.

If you can do these four things, you will start becoming less of a complainer and more of a doer. And when you're a doer, that's when you get things done. And I understand, you know, it's hard and man, people can be so freaking unfair. They really can. You know, I remember when I used to play league pool. Man, if you're a pool player, you'll know that there's a lot of unfairness that happens in, you know, when you go to these like bar tournaments and stuff like that, it just happens, right?

And I remember there was one time we were playing, I don't remember exactly what had happened, but they give you handicaps. And because of some weird technicality or because I had taken our, sorry, the guy that I was facing had taken more than 60 days off from playing, he had his handicap drop, and this guy was a really, really good player. And so one of our teammates was complaining about it, and he was supposed to face him.

He was complaining. He's like, this is bs. This guy is really good. He's played semipro tournaments. This is a technicality. While, this guy who's not even that good, you know, didn't have a fair handicap yet, and it was not fair. It absolutely was not fair. But here's the thing, no matter what, nothing was gonna change that night. It wasn't going to get corrected. There was no way that that handicap was going to get changed. We were where we were. And so I thought to myself, all right, this is an unfair situation, but how can we solve it? How can we still squeeze out a win? And so I walk over to the guy. I said, hey, if it's okay with you, cause you could tell that the guy that he was supposed to face was annoyed by our teammates, negativity, and complaining, and just tell he wasn't into it. And he's rolling his eyes.

I said, hey listen, my buddy here is, you know, complaining. I'm the same rank as him. How about I play you instead because I'm not going to complain. Let's just play. Let's just have fun, if that's okay. And the guy said, okay, fine. So what I decided to do was I thought, all right, how can I beat this guy? And so what I decided to do was just try to play a very safe game and constantly hook this guy and frustrate him and get him to a point where he was super frustrated. Because I'd watched him play before, and I noticed that he got frustrated a lot when he did have trouble. And so instead of me trying to actually win the game, I would play safe on him, which is legal in pool, bar pool, you know, what they call APA.

And I would just intentionally frustrate this guy, a much different strategy than what I would normally play. And he got so frustrated that he started, you know, one stroking and just not really paying attention to what he was doing and just being very frustrated. And I actually ended up pulling out the win. And so, you know, when I look back on that experience, I think finding a solution, like the energy that you put into complaining, could be energy that you could simply put into finding a solution and just solving the problem, right? Because the pot of gold at the end of the rainbow is only available if you go to the end of the rainbow. But if you sit at the other end and you complain, and you moan, and you cry about whatever, and you never even attempt to find the gold, you will never find the gold, it's 100% chance you will fail, right?

If all you do is complain, you have a 100% chance of failure and a 0% chance of success. But if you just get over it and try anyway, there is at least a chance that you will succeed. You know you have the choice between taking action and doing something hard or picking up the slack, or complaining. You want to choose action because action will get you everywhere, and complaining will get you nowhere.

Again, understand complaining gets you nowhere. Action gets you everywhere. And if you have the ability, I'll say it one more time. If you have the ability to do things, even though they are unfair, you will unlock a door to a world that 99% of people are unwilling to open, and all the gold will be there waiting for you with literally no competition, no one in your way. You can just open the sack and start filling it with gold, sling it over your shoulder and laugh all the way to the bank. All right, so I hope this episode has helped you, and I hope you can do what I did and fix that habit of just constant negativity and complaining and turn it into action. All right, I love you guys. I'll see you in the next episode.

How to Know if You Talk Too Much on a Sales Call Mar 03, 2021

>>> CLICK HERE to Book Your FREE Strategy Call with my Team!! <<<

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“If you are talking more than 10% of the time, you’re talking too much in your sales calls.”

If you think you might be talking too much during your sales calls…

You probably are.

Remember, your job is to ask questions. Allow the prospect to say things that help them to reach a conclusion to buy on their own.

If you talk too much, you miss important information that your prospect might have shared with you if you allowed them to speak.

Let me share what you need to look for to know if you are talking too much during your sales calls and what you should be doing instead!

In this episode, I am going to cover:

How much should you be speaking in your sales calls
What to say and how to say it when you do speak
How to review your calls to find out if you are talking too much

If you got value from what you heard here, please be sure to subscribe and rate this podcast! Bonus points for you if you write a review! ;)

— SUBSCRIBE & FOLLOW —

Click here to get Digital Millionaire Secrets, FREE!

Want Dan’s Wall Street Journal bestselling book for FREE?

Interested in having Dan’s team personally work with you to grow your business?

Want to learn the 5 Keys to Scaling ANY Digital Product, Online Course, Coaching Offer, or Mastermind?

Click here to Visit our Corporate Website: GetClients.com

— TRANSCRIPT —

How to know if you talk too much on a sales call. That's what we're going to talk about in today's episode.

All right. How do you know if you talk too much on a sales call? Well, you probably do if you're listening to this episode. I had an issue happen recently where, you know, I noticed one of my sales reps' close rate was going down, and I went and listened to some of her calls. And lo and behold, I find that she's having these immensely long conversations with prospects, and she's just going on and on and on almost to the point where I can tell the prospect is getting tired of just listening to her talk. And you have to remember when you're on a sales call everybody's there to make a decision. You're not there to have a chit-chat. And, sure, there is a short time at the beginning of the call where you want to build rapport. Absolutely. But you can't just make it this big, long a BS session.

Okay. And I noticed this with my clients, and I noticed this with, you know, people that come to me to learn high ticket sales. They're always talking, talking, talk, talk, talk, talk, talk, talk, talk, talk, talk. And so let me just sort of break this down when you're on a sales call, and you are trying to figure out what's important to the customer. And you're trying to, I hate to use this word, but persuade the customer. You have to realize that the customer is far more likely to buy when they persuade themselves. Meaning your job is to ask questions that allow the prospect to say things to themselves that make them go, wow. I really do need to make a change. Wow. I really do need this product. The second you try to persuade them to buy your product, you've already lost. And in order to allow your prospect to think and say things and talk so that they can convince themselves, you have to shut up, and you have to let them talk.

When I ask somebody a question, I say, well, why is this important? What's important about this to you? What's your motivation for getting to this revenue or whatever the question is. And they answer me. I say, okay, got it. And then I ask the next question. I don't provide commentary. I don't sit there and BS with them. I listen, I shut my mouth, and I listen and sure. I'll talk a little bit in the beginning, to get a little rapport going. But ultimately, I shut, and I listen. I don't go, Oh yeah, blah blah blah. You know, plus think about this. The more you talk, the more opportunity you have to say something stupid and to lose the sale.

If you ask the right questions, like for instance, let's say they give me an objection, and they say, well, I just, I don't think, I think it's too expensive. I just, I can't, you know, it's just really expensive. Okay. Now, most reps would sit there and try to defend why their product is too expensive or not, or not too expensive. Instead, always ask them. 99.9% of the time, when somebody gives you an objection, you should be asking for clarification. In other words, you should be shutting up, ask a question and shut up. Well, does that mean that you think the product is not worth it, that you won't get a return? Or does that mean that you don't have the money right now? Oh, well, no, no, no. The product's totally worth it. I know I get a return. I just don't have the money.

So you see what happened there. Now we've identified that they actually do think the product's worth it. And they just said something that, you know, they just said that because it's just something that you say. And so when you ask for clarification, you find out, okay, they don't have the money. Now, when you begin asking questions like, well, if it's something you want to do, do you have any ideas on how you can get the money? And you can go down that path and actually get potentially to the sale. But if you sit there and you say, well, you know the programs worth it, you're arguing with your prospect over something that isn't even a concern for them. You just took one thing they said and went ham on it instead of asking for clarification, in other words, allowing them to talk. For instance, there's another one.

Well, you know, what's the difference between you and your other competitors? You know, I've taken courses before. I've had coaches, and they weren't that good. What's different about you? Well, let me ask you, what didn't you like about your last coach? Oh, well, you know, there was only one call a week, and I just didn't think that was enough time. Oh, okay. Well, we actually four calls a week. Do you think that if you had 400% more calls to get help, you would do better? Oh yeah, I would. Wow. Okay. See how that conversation went. I didn't sit there and go, well, I'm different because blah, blah, blah, blah, blah, blah, blah. Cause I don't even know why they're asking that. I don't even know why they're saying that.

Yeah. So instead of me yakking and opening my mouth, flapping it all over the place, I ask what he didn't like about their last coach. Now, if they tell me something like I couldn't call him personally on the phone and have dinner with him and his family. Sorry, ain't no amount of money. You can give me in this world. They don't print enough money for you to get my phone number or have dinner with my family and me. So I would, at that point, say, Oh, that makes sense. Got it. Well, we don't offer that. And that's not something I'm willing to do, but thank you for the call. Have a nice day. And now I don't sell somebody that's having these insane expectations that I'm not nor willing to meet.

But if I say, well, what didn't you like about your last coach? And they tell me a specific reason. And that specific reason is something that in my program, I know is totally different. I mention that, and then they go, Oh yes, I guess I would get more results. And now that objection has been completely handled, and they're either going to buy, or they're going to move on to another objection. And then you just handle that. But the way you handle it is by shutting your fricking mouth. Don't laugh. Don't talk. Don't tell a story unless you're literally telling a story of a client that in that way quickly addresses their objection. You know? Well, I don't think you have anybody selling e-commerce. Actually, we have a few clients selling E-Commerce. One of them did X, X, blah, blah, blah. You know, now that you know that, does that make you feel more comfortable?

And again, I even ended with a question. So that's the thing. I hear people, and they're just going on and on like a school girl on prom night. Shut up, let your prospect talk. Because when you let them talk, you learn what their actual issue is. And most of the time, they don't tell you what their actual issue is the first time around. They don't articulate it. Do you think all these people that want to buy from you have level 1000 articulation skills? They don't. They're normal people. They're not going to articulate exactly what their issue is or what they're feeling the first time. So instead of you yakking, ask. Ask and let them talk. The more they talk, the more you will learn. And then you don't have to talk that much.

You can respond to the real issue and make the sale. So the next time that you're on a sales call, and it didn't close, go back and listen to it, and ask yourself how much did I talk? Transcribe it, look at it. Look at the paragraphs. Were you talking more than 10% of the time? If you were, then you're talking too much. I aim for more like 5%. I am to barely talk. I should not be talking hardly at all. I should be talking in, in short little, teeny, tiny segments and listening, let your prospect talk. And by the way, you should be listening to them anyway. You should not be, be talking. And, you might say, well, Dan, why are you being so aggressive? Why are you saying that we're yakking, and we're, we're flapping our gums?

It's because you are. And if you're offended by that, you shouldn't be in sales anyway, because sales is not for the weak of heart. Sales is not for people who get offended but look; you're a salesperson. That is a tough industry. Or if you're selling your own product, it's tough. You're asking for five, 10. I close 55,000 over the phone all time, all time. I closed three last week. And you know why? It's not because I'm this amazing salesperson. I mean, I have worked extremely hard to become very good at high ticket sales. And that's why I've taught hundreds of people to be good at high ticket sales. But ultimately, it's not because I was born this amazing salesperson. It's because I know how to shut up and believe me, I like to talk a lot.

In fact, that's the number one thing that most people say about me, is Dan never shuts up. All my employees, my friends, my family, Dan never shuts up. Dan never shuts up. Yeah, but when it's time to make a sale, you have to shut up. So if you're sitting there saying, well, Dan, that's just not me. I'm a talkative person. That's not who I am. Well, change or go and get in a different industry. There's a time and a place, and on a sales call, that time and that place is for you to shut your mouth because you're talking too much. You're not listening to your prospect. You do not understand what's important to them because you're too busy yacking.

By the way, you're probably wondering what happened to the rep of mine that I had this conversation with. Well, I told her essentially the same thing I told you in this podcast. She acknowledged it. She went back, and she reduced the amount of that she did probably by 80%. And lo and behold, I started seeing the sales come in one after another, from her. And she says, wow, Dan, I didn't realize how much easier it was to make sales by shutting up. So it does work.

So if you think you talk too much, you probably talk way too much. Think about that the next time you get on a call and try to let your prospect talk, and try to ask questions that allow them to talk and close your mouth so that you can hear. All right. I hope this is helpful to you, and I'll see you in the next episode.

How to Leverage Controversy to Get More Social Media Reach Mar 01, 2021

>>> CLICK HERE to Book Your FREE Strategy Call with my Team!! <<<

----

"If you make enough noise, all eyes will be on you. Make sure you're selling something."

You might have noticed that I've stirred up quite a bit of controversy recently, and I'll be honest…

In a way, I did it on purpose.

Let me explain.

I did not set out to create controversy, but I did decide to capitalize on it.

There will always be controversy to deal with at times in your business, there are only so many ways you can handle it when it comes, so I chose to make it serve me.

Let me show you how I'm leveraging this controversy and share how you can learn to do the same.

In this episode, I am going to cover:

What are the three choices you have when dealing with controversy
Why you should expect to deal with controversy at some point in your business
How to leverage controversy to help your business get more social media exposure

If you got value from what you heard here, please be sure to subscribe and rate this podcast! Bonus points for you if you write a review! ;)

— SUBSCRIBE & FOLLOW —

Click here to get Digital Millionaire Secrets, FREE!

Want Dan’s Wall Street Journal bestselling book for FREE?

Interested in having Dan’s team personally work with you to grow your business?

Want to learn the 5 Keys to Scaling ANY Digital Product, Online Course, Coaching Offer, or Mastermind?

Click here to Visit our Corporate Website: GetClients.com

— TRANSCRIPT —

In today's episode, I'm going to teach you how to hack the social media algorithm to get more reach and attention, especially before you launch a new product.

Okay. So this is gonna be an interesting episode because I've stirred up quite a bit of controversy recently, and oh gosh, I'll admit it. I kind of did it on purpose, but I will explain all of that. All will be revealed in this exclusive interview with myself. So, first of all, let's set the stage here. You know, it is not getting any easier to get reach on social media, whether that be Facebook, Instagram even really any social media platform. Now here's the thing, social media platforms and they all have different algorithms, but ultimately it comes down to one really simple way to look at it. If your content is engaging and it's getting tons of engagement, and people are engaging on the platform, that's good for the platform because people are staying on the platform. Because they're engaging and not going somewhere else and doing something somewhere else, which means they're buying advertising, or they see advertising, and they're generating revenue for the platform, right?

Because if you go on YouTube or Facebook or Instagram and you just go, Oh, that's cool. And then you leave, well, that's fewer revenue dollars for that platform. So the more you stay and engage, the more they like you because you're making them money. And unfortunately, in this world, one of the most engaging things is controversy and polarity. There are other things too, like, you know, like comedy and things like that or news, but one of them is, and probably the easiest, the one that you can control and you can pretty much fabricate out of nowhere is controversy. And so when you have a post or something going on your profile, your platform that is controversial, lots of people engage. They comment, they argue, et cetera. And the platform goes, Oh, this person's content is very engaging, something's happening.

So let's show more of their stuff. Let's start showing more of their stuff the next time they post. And I noticed that dramatically. I mean, I have hundreds and hundreds of comments sometimes on my posts. And then, you know, when I go to post other things, people will always say, well, Dan, I see you everywhere. Well, yeah, 'cause I make sure that I push the algorithm here and there. But here's the thing is, I always say, if you make enough noise, all eyes will be on you, make sure you're selling something.

So recently, and I'll break this down. We're about to release a new ad, and I'll just give you the whole background here. We're expanding the company a bit. We're doing a whole new website design for getclients.com. We're building out a whole new webinar. We're widening our audience a bit because, for a long time, we've only helped coaches and course creators, but people who are in other types of businesses, like maybe they're an accountant, or maybe they have an agency, or maybe they're a web designer, or maybe they shoot music videos for a living, or maybe they provide some sort of done for you service or whatever. Like we've had them trickle in here and there, and using our same system, we've been able to get them the same results because, you know, the principles of marketing are the same. It's just how you apply them. And so we created a new program called High Ticket Selling, which I released to my students a few weeks ago. And we started selling people into that, that aren't just, they're not specifically a course creator or a coach, but maybe they sell tax planning or maybe whatever. Really it works for anybody that has a transformational product. It wouldn't work if you were necessarily e-commerce unless you had an e-commerce product that was transformational and expensive or could be expensive. So not a fidget spinner. Ultimately we teach people. We're moving to teach people how to raise their prices, create a red carpet experience for their customers and, sell for a much higher price over the phone and still dominate the competition. So that's how we're widening our audience, and we need something to sort of kick that off and let everybody know, Hey, this is what we're doing now. So what better than a viral music video?

So we're filming a music video on March 1st on my yacht, and we're going to do this big funny thing. And I'm sure that if we just released it as is, it would be fine. It would go somewhat viral, and it would be great, but I want to get the algorithm warmed up as much as possible prior to that. So, you know, and I didn't actually mean to do this. It just happened. I've been posting pictures of people on my boat recently because look, when you have a boat, anybody that has a boat takes pictures on their boat, right? And it's funny because when I take pictures of my boat because it's a 60-foot luxury catamaran, $2 million yacht, some people get kind of butthurt about it. And it's like, so if I have a crappy boat, it's okay to post pictures. But if I have a nice boat, you can't do that. You know? So, so I post pictures of the boat, and for weeks I was posting pictures, my family, my mother, my father, videos and images of them saying, you know, Oh, how great it was. You know, I like literally had tons and tons of content out there from my family, right?

And then one day I decided to have a Superbowl party, and I invite some, some friends of mine. Some employees, a photographer that I use and, they invited some girlfriends. I had a few guys on there as well. There's probably like, I don't know, seven girls, maybe five guys. And we had a nice Superbowl party. And at one point during the party, the girls asked to take a picture, and they said, Hey, Dan, come here in the picture. I said, okay, I didn't even think of it, right? I just got in the picture and took a picture. And so I posted it, not even thinking about anything, right? Just not even really thinking about it. And then, all of a sudden, I start getting these negative comments and these people going, " I don't know, Dan. Dan must be going, Dan Blazerian now." And, "You know, he used to be professional and, now he's doing this whole thing with women and yachts."

It's like one picture where prior to that, all the pictures are of my family, my mother, you know, my sister. And I think it was because the women in the picture happened to be attractive and, I guess thin, you know? And, look, St. Pete and Tampa is a very healthy city. There are tons of like health clubs and stuff. And I don't know. Maybe it was just that the girls who happened to be on the boat that day were all in shape, so whatever. And everybody freaked out about it. And I noticed this and I went, Ooh, okay. All right. People are kinda going nutty over this. So I said, all right. Let me press here. You know, 'cause I knew that if I did and look, let's face it, this is completely irrational, right?

I've seen comments where people are accusing me of all kinds of sexist stuff, saying, Well, you said this. And it's like, no, I didn't. I never said that. Somebody else said that who looked at a picture, who said something to somebody else and, then all of a sudden, you're assuming I said that. But that's great because people are just going completely out of their minds over this. So I decided to stoke the fire. So I made a post after this, and I said, Hey, I'm going to be hiring some models or some girls for the music video shoot because the music video we're doing is a parody of another video, which requires, you know, a few girls to make the video make sense.

And so people like freaked out about that and, I knew they would, and so that's why I posted it. I already pretty much knew who I was going to hire, but you know, people are like, Oh, well, they should get paid. And it's like, well, yeah, I know they should get paid. I never said they wouldn't. But again, like, this is what happens online people, their intelligence drops like a fricking rock, and they don't realize that there's so much context outside of a picture or a ten-word post, you know? How do you know what it's for, you know? You don't know if a person is paying or not paying, or if it's a music video that's about this or about that. You have no context.

So, but people make judgments and, then when people make those judgments, other people defend, and it goes crazy, and you get hundreds and hundreds of comments. So I stoked it that way. And then I did another post where I was like, "What's wrong with having attractive women in an ad or music video? Are you hot phobic?" And I knew that would really just drive people nuts. And again, I'm not going to lie to you. I do it on purpose because I think it's super silly to react negatively to one single picture in the first place and make assumptions that are just absolutely ridiculous. So if you're going to be ridiculous, I'm going to at least going to leverage your ridiculousness to increase my reach and grow my company and get my message out there. You know?

So that's the thing, people will do absolutely ridiculous things to try to hurt you. And it's sort of like, I envisioned Steven Seagal in my head, "Redirect the energy and use it against them," you know? And it's like, okay, fine. If you're going to be ridiculous and you're going to just be super hyper-sensitive, and you're going to take things out of context, fine. Help me get paid. Okay? Help me hack the algorithm. Let's go. So, you know, I make these posts, it increases the reach because everybody's arguing and, the irony, and the funny thing about this is that they have no idea what a video is about or whether or not I'm paying. And of course, I'm paying models. I'd rather pay models, so they show up, you know? But I know they're going to make these assumptions because people just don't use their brains. A lot of times, when they see posts, they just make assumptions.

And those assumptions create debates and arguments and comments and engagement and reach. And I know that if I do this, it's going to increase my reach, so the next time I post something, more people will see it. More people will talk about it, and when I do finally premiere that video, there'll be a lot of eyeballs and attention on it. I'm even thinking about doing some sort of like world premiere thing, or maybe doing a contest where like, we give like a monetary prize randomly to people who share it or something. I dunno. I'll figure it out. But yeah.

You know the point is that look, you're going to have controversy because we live in a world now where everybody's offended by everything. They're offended by the air, the humidity, the molecules. They will find something to be offended by. And so you have three choices.

You can let it get to you. You can engage, and you can just let it get into your head, which is dumb because, you know, they're being ridiculous. They don't even know the context. Why are you taking their opinion seriously?

Or you can completely ignore it, which is what I do most of the time. Or you can leverage it, and you can leverage it to hack the algorithm to get more reach. And look, you might say, well, Dan, don't you feel bad about that? No, I don't because they're going to do it anyway, right? If they don't do it on my post, they're going to go on somebody else's posts make assumptions, and I mean, do you know how many comments I responded to where somebody said, well, you're saying this, or you did this. And I go, actually, I didn't. And they go, Oh, Oh, well, in that case, you know what I'm saying? So they're going to do it anyway. So it might as well be on my profile.

I might as well get the engagement from it because, you know, and keep in mind that what is the goal here? The goal is to spread our message, right? And you can't spread a message without making one person super-happy without making another person disgruntled, right? That's the thing about polarity. If I teach people how to grow their business and make more money, I'm going to make people who are anti-business, who are anti-wealth angry. Now, if I go and I say I'm going to help people lose weight. I'm probably gonna make some people who don't want to lose weight angry because they think there's something wrong with that.

I mean, I remember seeing a story about a woman who had a bunch of kids, and she was like a fitness person. She's like a fitness model. And she, I think she went on, I don't remember the details, but she was on the cover of a magazine. And she had like abs, and she looked really good, and it was within, I don't know, six months or a year of her having kids. And she just really worked hard to, you know, to get that body after having kids. And she got completely just ridiculed for it because, you know, they say, Oh, that's unrealistic. And it's like, well, yeah, it's unrealistic if you don't go to the gym. But if you go to the gym every day and you work your butt off, it's realistic because it just happened. She's not a robot. She's not an Android. She did it. So it's obviously realistic. She did it, you know?

And so for me, it's like, I already know people are going to go crazy over things that are going to take them out of context. They're going to make assumptions, and so if they're going to do it, you might as well do it on my post so that I can get more engagement so that I can spread my message so that I can help more people. Okay? Because ultimately that's the thing, I'm going to take something negative, and I'm going to turn it into a positive, and I live my whole life like that. I call it the 180-degree rule. Almost anything negative you can turn into a positive. And so if people are going to hate on me and they're going to comment, and they're going to say stupid stuff, cause they take things out of context.

Fine, but if you're going to do that to me, I'm going to leverage you to make more money. And there's nothing you can do about it unless you just shut up and don't talk about me, but you can't do that because you just can't help yourself. You just can't help yourself, and I know you can't help yourself. And I know that if you're one of those people and you're listening to this podcast right now, even though I'm telling you I'm literally doing it on purpose. And I'm literally telling you, you're helping me grow my business. You're still not going to be able to resist the urge to continue to do it. And then you're going to say, well, no, I'll go and comment on his post and say, see, he did a podcast episode where he said, he's doing it on purpose. This is all a sham. Why would you follow this guy? Why would you give him money? It's a sham. He even said so. He even admitted it. Okay, good, go do that so that people go listen to the podcast episode and learn this technique so they can help grow their audience and their business through polarity and controversy and hacking the algorithm. Please go, you know, go frolic amongst the social media world and do said thing. And even though I'm telling you this, and I'm telling you that it's going to help me, you're still going to do it. You're still gonna do it 'cause you just can't help yourself. It's human nature.

And I think that on a side note, on a serious note, there is a little bit of comedy in this, in this episode. But ultimately, I think at the end of the day, we just need to give our fellow humans more grace. Because at the end of the day, think of all the hate and think of all the controversy and, all the bad byproducts of people feeling bad and, and wasting their time, arguing with people and being insulted and being called names because, you know, they took something out of context or made an assumption that just isn't true. Or they were super sensitive about something. I'm sorry. But if you have a lingerie line and you hire models to model the lingerie, and then you cry women objectification. Well, what about the women that volunteer for that job, 'cause that's how they pay their bills and they work hard and, they work to be a model, and that's their career? Like, what do you say to them? Like, I mean, and I'm not saying right or wrong, what is objectification or what isn't.

Look, I'm a business, I'm an entrepreneur. I'm not a social psychologist, or I'm not a political figure. So I don't know the answer, right? Like, I don't know where the line is. Like, I try not to get super deep into that because that's above my pay grade, right? Like, I don't know a lot of those things, but I can tell you that it's an issue. I can tell you that if you say you can't do this, it's going to hurt people. It's going to hurt the market. It's going to hurt people who do that for a living. You know? So I will just say this, all that said, please try to give your fellow humans a little bit more grace, try to give them the benefit of the doubt. Try to understand that they probably don't mean what you think they mean and what you're assuming probably isn't the case. Maybe it is, but you don't know. And instead of accusing and labeling and calling names, ask for clarification and ask it in a nice way. And also, let me just, one more thing for those of you that follow me and are fans of mine. I really want to ask you, and even though I know it helps the algorithm, and I know it helps hack.

Please don't name, call people that are ridiculous. And I get it. They're ridiculous. I've seen so many comments where people say, Oh, you know, you're being like Dan Bilzerian now, and I'm going to stop following you because it used to be all about family for you, Dan. And now it's not. Which look, I know it's ridiculous because I get it. I posted one picture. There were some girls on the boat, and people made assumptions. And all of a sudden, I'm Dan Bilzerian. Even though there were dozens and dozens of photos of my family, I know it's ridiculous. I know it's stupid. It is dumb. It is absolutely stupid. But that doesn't mean that when somebody comments that, if you're a fan or a follower of mine, you should call them a name or cuss at them or whatever because when you do that, you're basically saying, Hey, I have just as little class and, I'm just as ignorant as you are just in a different categorical way. And it doesn't make you look good.

And I could choose to say, yeah, do it, give them hell. And yes, that would increase the algorithm even more and, or would hack the algorithm even more and give me even more reach. But ultimately, at the end of the day, I do have a line. I have a moral and ethical line. And so I just want to tell all of you who are fans of mine, please just don't be rude to people. Like you can be assertive, but don't sit there and tell people that they're, you know, a piece of this or that, or cuss at them or call them names just because they're being a bit ridiculous. And they're taking things out of context. That's not to say that they're not being ridiculous. They are, but you can still treat them with respect while being okay with disagreements. And so I just want to say that.

That said, guys, I hope this was helpful. That this podcast was helpful, and don't forget to subscribe, and I'll see you the next one. And don't forget that video is coming soon! So stay tuned.

The Single Most Compelling Reason Why Everyone Needs a Coach Feb 24, 2021

>>> CLICK HERE to Book Your FREE Strategy Call with my Team!! <<<

----

Have you thought about what could help you take your business to the next level?

There's been an ongoing debate in the business world about the need for a coach. Some say you don't need a coach because you can learn everything you need to know from courses, books, and Youtube.

Sure, those are all great places to gain the knowledge you need to grow your business, but...

What happens when you get stuck or, even worse, when you aren't aware of the things holding you back?

When all the courses, books, and Youtubes fail to answer your questions about your specific issue in your business, that is where a coach can best serve you.

Let me share the things you might not know about why you need a coach and how that coach can help you when you need it most.

In this episode, I am going to cover:

Why your emotional approach to your business may cause you to be short-sighted
How a coach can see into your business in a way that you are not able to
Why you are doing yourself a disservice when you refuse to get coaching

If you got value from what you heard here, please be sure to subscribe and rate this podcast! Bonus points for you if you write a review! ;)

— SUBSCRIBE & FOLLOW —

Click here to get Digital Millionaire Secrets, FREE!

Want Dan’s Wall Street Journal bestselling book for FREE?

Interested in having Dan’s team personally work with you to grow your business?

Want to learn the 5 Keys to Scaling ANY Digital Product, Online Course, Coaching Offer, or Mastermind?

Click here to Visit our Corporate Website: GetClients.com

— TRANSCRIPT —

What is the single most compelling reason why everyone needs a coach? That's what we're going to talk about in today's episode.

So should you get a business coach or any coach for that matter? This is a debate that's often had, especially in the business and the online marketing and entrepreneurship world. You see, a lot of people have this belief or argument that you don't need a coach. They're just trying to sell you something. You can watch YouTube videos. You can read books. And yeah, you can watch YouTube videos, and you can read books, and you can definitely learn things from there, but that's not the reason why you have a coach or a consultant or somebody to, you know, or even being involved in a mastermind, right? Here's why sure you can learn new things from them. And that's what everybody focuses on. They say, well, what am I going to learn? What am I going to learn? And well, you can learn a lot. That's not the single most compelling reason, the simple, most compelling reason. And I'll expand on this in a moment, is to have an outside non-emotional set of eyes.

And let me paint a picture for you. I was recently watching a UFC fight, and I'm super into UFC, and I do jiu-jitsu, and you know, I've been trained in jiu-jitsu for years, so I'm just really into MMA. So I was watching Kamaru Usman versus Gilbert Burns. Now just to set the stage here, Kamara Usman is the welterweight champion. He has been for a while. He sort of a, you know, calculated. I don't want to say slow. He's a balanced fighter. He's not like going off the chain freaking out, you know, going super hard. He just a very smart fighter. And Gilbert Burns is the number one contender.

He's very, very violent, very rapid, very fast flurries, brute force, speed, and strength. And that's how he's worked his way up. Now when they started fighting in the first and second round well, primarily the first round, Gilbert looked like he was really taken it to Usman. Like he was just his speed, his power. He, you know, it seemed like he was potentially on his way to a title. And he looked really good, and it looked like Usman was going to have some trouble. Well, when it was going back to his corner, again, his coach, who's not in the ring, he's not getting punched, his eye isn't swelled up. He's looking at the fight from an outside view. He sees the complete picture. He sees everything. Remember, you know, Kamaru, the fighter, is only seeing what's in front of his face.

He's only seeing punches being thrown. He's right there. He doesn't see the whole picture. He doesn't see everything around him. He's focused on Gilbert. He's focused on his opponent, and he's getting kicked and punched and floored. It's not like he has time to think about things. You know, it's largely reaction at that point. And so he goes back to his corner, and his coach says, remember, your jab is why you're a champion. Use your jab, and he coaches him on using his jab. Now the jab is not what is normally considered the most sexiest or the most entertaining of techniques. It's a jab, right? When people think of a knockout, they think of a wild right or a hook or kick, or just a plethora of techniques that you normally see a flying knee, perhaps a plethora of techniques that you normally see that would end a fight.

You very rarely hear people like, Oh, this is jabbing. You know, it's, it's, it's generally used by a lot of fighters to set things up, but it can be very dangerous if you, if you really, you don't know how to use it and, and don't get me wrong. I'm not a professional boxer. I'm not a professional MMA fighter. These are just things I know from being in that world and also being a fan for a long time. So he says that to him. So Usman comes back out, and he starts systematically using the jab, like really focusing on the and the entire pace and direction. The fight turns around. Gilbert gets stuck one after another here and there, and it starts slowing him down. And then he gets hit with a jab that puts him on his butt. And for the rest of round two, he's completely discombobulated.

He is his entire attitudes change, all that, that speed and ferociousness and velocity that was looking like it was going to give Usman trouble, that was gone. And at one point, it looked like he was not going to make it out of the second round, all from a jab, from a jab. So he makes it out of the second round. The third round in, his coach, again, says to jab, focus on the jab. He comes out, same thing, jab, jab, jab, really messing Gilbert up. And then, finally, just 34 seconds into the third round, he hits him with a jab that just puts him on his butt, knocks him out. And they call the fight, and Usman retained his title from a jab.

Now think about this for a second. Think about what this means. If his coach would not have seen what was happening and not coached him, and if Usman did not listen to his coach, that fight could have gone a completely different way. I'm going to tell you again, I'm not a professional fight caller, or I'm not a professional fighter, I'm an amateur fighter at best, but based on what was happening in that first round, if things would have continued to go that way, it definitely looked like he could have lost that. That's what I was assuming. I thought we were going to see a new champion, but when he came back in, he listened to his coach. He didn't do things wild and sexy. He jabbed, and he won.

Now, here's why a coach has an, especially in business, a coach has the ability to see things without emotion, without all the head trash that you have in your brain. And this is why I have a coach. I have coaches. I have a speaking coach. I have an investment coach. And I always say a coach without a coach or consultant without a consultant is a hypocrite. You know, and here's the thing is when you're in your business, and I've said this a million times, it's way easier for me to help come up with marketing ideas or problem-solving with somebody else's business than with my business. Because when you try to come up with a solution to a problem to your business, you have your entire life to think about you have the history, all the emotional things that have happened in your entire life that have just caused you to have sort of a cloud over your thoughts and really close your eyes and think, think about the last problem that you had. Close your eyes for a second, and think of all the things that ran through your head when trying to solve that problem. Probably many of them didn't have a lot to do with that problem.

Or they were feelings where they were emotions, or they were, you know, Oh, well, when I did this, that didn't work. Well, you know, I know, but then there's this, and there's just so much extra going on because it's your life, your business, your baby, your emotions that it's hard to make a clear decision, just like when you're in the ring. And you know, I've been in the ring before I've been to competitions. I've been at tournaments where I'm listening for my coach because maybe I don't see something. I'm right there. I've got sweat in my eyes. I've got, you know, somebody's on top of me or whatever. And just like those fighters, they can't see the full 30-foot view picture. But the coach in the room, in the corner, looking at the entire fight, he can, he or she can see all those things.

And so when they coach you, it's because they have a different perspective. They have a much more logical and non-emotional perspective. They're not the ones that just got punched in the face. They don't have sweat in their sweat or blood in their eyes. They're not angry because the other guy talked trash in the middle of the fight. They have a clear head. And so in business, when we give advice, and we're the consultant, we're able to give advice without all that extra stuff in there clouding our vision. And when you receive advice, you're receiving it from somebody with a clear head who's already been there. Who's already done that and is able to coach you without letting that get in the way and cloud their judgment. And that's what it comes down to the cloud of judgment when you're in the stuff.

And that's that metaphorical sweat is in your eyes. It clouds your judgment, and you need to have somebody there a second set of eyes that can give you the perspective that you need because their judgment is not clouded. It's the same thing for me, you know, I go to make an investment. I remember one time I got very emotional about this investment. It was an apartment building. I thought it was great. And when I had my investment advisor look at it, and he ran the numbers, and he's like, this is not great, at all. But I was so excited, and he's like, I know you want to own your first apartment building, but this is not a good investment. And so I listened to my coach, and I did not buy that. And then I ended up putting my money in something else a little bit later, and it produced very well with a lot less headache.

So this is why you need a coach. If you're in business and you don't have a coach or a consultant, or you're at least not in a mastermind or something. You're just trying to do it on your own. It's you're doing yourself a disservice, a massive disservice, and I get it. You can read books, you can buy courses, understandable, and maybe there are some things that the coach will teach you that you didn't know. Or maybe you know everything. Maybe even that coach doesn't have anything new that they can necessarily teach you. But at the end of the day, that second set of eyes is worth its weight in gold.

Now at getclients.com, we have a ton we can teach you. I mean, we've made it our life's work to master getting clients for course creators, consultants, mastermind owners, software creators, professional services, agencies. You know, we even have a client that we help who shoots high-end music videos. We help them get and close clients. I mean, if you need clients, that's what we help you do. And so there's a ton we can teach you. But more importantly, when you're in our group, we're able to give you that second set of eyes so that when you have blood and sweat in your eyes and the left eye's puffed up and it's almost closed, and you can barely see out of it. And the other guy is talking trash and, and things going to take your belt and he's kicking me in the face, and you're not thinking clearly we're here to give you that clear-headed direction and guidance on how to solve the problems in your business and grow your business. So that right there, I believe, is the single most compelling reason why everyone, including myself, needs a coach, if not multiple, just like fighters have multiple.

So that said, you know, if you're interested, you can go to getclients.com. We have a ton of free information to help you decide if we're right to work with you. That includes my best-selling book, Digital Millionaire Secrets, you know, webinars, training that we have, you know, podcast episodes like this. Blog posts and YouTube videos and all that good stuff. So check out getclients.com, and you know, hopefully, we can help you. And even if you don't choose to work with us, choose to work with somebody. Get a coach so that you have that fresh set of eyes. I hope you enjoyed this episode, and I will see you in the next.

Why You Must NEVER Believe Your Prospect Has No Money Feb 22, 2021

>>> CLICK HERE to Book Your FREE Strategy Call with my Team!! <<<

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Have you ever heard the saying "Buyers are liars"?

We have all been the buyer at one point in our lives, and most of the time, when we are faced with a larger purchase, we get uncomfortable.

So we make excuses, and we "lie" about why we can't make the purchase.

Why?

We all work hard for our money, and we don't want to part with it!

If you let those words dictate your belief, you will lose the sale. 99% of the time, when somebody says, "I don't have the money," it's just not true.

Even if they initially believe that to be true, the potential client usually can and will find the money once you can show them how the investment makes sense for them.

Don't let that "lie" be a reason you don't make a sale! Let me show you what to do instead.

In this episode, I am going to cover:

How to move forward with a sale even if the prospect says they have no money
How to reframe your thinking instead of losing the sale
How knowing the difference between selling and closing can help you make the sale

If you got value from what you heard here, please be sure to subscribe and rate this podcast! Bonus points for you if you write a review! ;)

— SUBSCRIBE & FOLLOW —

Click here to get Digital Millionaire Secrets, FREE!

Want Dan’s Wall Street Journal bestselling book for FREE?

Interested in having Dan’s team personally work with you to grow your business?

Want to learn the 5 Keys to Scaling ANY Digital Product, Online Course, Coaching Offer, or Mastermind?

Click here to Visit our Corporate Website: GetClients.com

— TRANSCRIPT —

In today's episode, I'm going to talk about why you must never believe your prospect has no money because they do.

All right. One of the biggest issues I hear is, Oh, my clients, or my prospects, or my audience doesn't have the money. And look, this is just the biggest lie ever. It's a lie on your part. It's a lie on their part. Everybody's lying okay because that's just not true. And I could go through example after example.

We've got a client named Bruce. He said that to me when he first came on as a client, and he said, "You know, I sell to musicians, but I only want to sell my stuff for like a couple of hundred bucks 'cause my audience doesn't have any money they're musicians." And you know, our response was, "Well, do you know why musicians don't have any money? Because they spend all of it on being a musician." The truth is everybody has money, or they can get it. It's just the way it is. We actually got him to raise his prices, like 10X his prices, and he's made hundreds of thousands of dollars with his offer to musicians. So, and it's not even like a make money offer or anything like that. And so, you know, that just goes to show you, but I digress.

The point I'm trying to make here is when you're on a sales call or just when you're thinking about your audience, you cannot accept the fact that they say or that you think they have no money for two reasons.

Number one, the second you believe they don't, you have lost the sale. So whether they do or they don't is completely irrelevant because if you believe they don't, then even if they do, you'll lose the sale. All right. That's number one.

Number two. Let me tell you a quick story. This just happened to me the other day. I was online, and somebody messaged me, a guy named Jesse. He's been following me for years, literally years. Since I owned a bar like, I mean, this is like ancient history in Dan Henry land. He's like, "Man, I've been following you since he owned a bar," this and that. And I said, "Oh, that's cool, man." I remembered him because I remember him commenting on my posts like five years ago. And he's like, "You know, I've been thinking about your program," and I go, "Well, I'll tell you what, since you've been following me for so long, I'll take the call with you." So, and I'm not going to say his last name, 'cause I don't want to call him out like that. So we'll just say Jesse, say his first name.

Great guy. Awesome, awesome, fun. Very nice guy. But you know, he gets on the phone, and he tells me that he owns a software and that his software is and I'll keep the specifics out for his privacy, but it's a software, it's a tool that teaches people how to create a specific type of business. And they use the software to facilitate that business. And so he says, "You know, I wanted to join your program cause I've been stuck. But you know, you doubled the price. You went from five grand, ten grand and, I've just, haven't been able to get over that." I said, "So how long have you been thinking about it?" He replies, "Oh, I've been thinking about it for a year. I just couldn't get over the fact that you raised it by five grand."

I said, okay. And so I asked what he did, and he told me about the software, and I said, "Well, let me ask you a question. How much do you charge for this?" He says, "It's like 150 bucks a month." I'm like, "Holy moly, 150 bucks a month. I said, well, are your people getting any results?" And he said, "Yeah, one of my guys, one of the people we taught you know, last year they did a million dollars with their business, and they took home about two to two-fifty. I said, "Let me get this straight. You helped somebody make a net quarter-million dollars, 250 grand in a year, the first year. And you charged them 150 bucks a month?" And he's like, "Yeah." And I'm like, "Bro, no. You should be starting 10K for this. 10K per year, easy, easy, you know?"

And he's like, "Wow. You know, I just can't get my brain around that." I'm like, "Kind of like how you can't get your brain around a measly $5,000 price increase for my program?" And he goes, "I guess so, man." You know, so I talked to him, I said, "Well, what's your revenue at?" And he tells me. His revenue's good, it's really good. He was like at six figures a month. And I said, "You know, bro, like you're at six figures a month, and you're number one, hemming and hawing over five or ten grand. Number two, you're even considering that versus my higher-level program, which is 55,000 per year. I don't understand, you know, how much have you spent in the past? How long have you been in business?"

He says, "Oh, I've been in business for four years." I asked, "Well, how much have you spent on learning how to grow your business?" He says, "Oh, about 40 grand." I said, "40 grand? So you spent ten grand a year on growing your business and on learning great business." And he's like, "Yeah." I said, "Well, has it grown?" He replied, "Well, no, not really." Oh, shocking. And so I talked to him, and I got some more information. I said, "All right, look, I was going to sell you this $10,000 offer today." And he's like, "No, yeah, I want it. I want it. I got the money. I finally got it." I said, "No, no, no. If I sell you this $10,000 offer, I'm going to be enabling you. I mean, it's like your crack head, and I'm just giving you a crack rock. I mean, you're at six figures a month. You need higher-level help. So here's the deal. I'm going to sell you my $55,000 per year mastermind, or I'm gonna not sell you anything. Because if I sell you the 10K program, will it help you? Yes. But it'll also be enabling you to spend pennies on your business when you expect mountains of gold in return."

And so, you know, again, this is a guy who literally took a year to get over the fact that there was a $5,000 increase. So you might be thinking, as a salesperson on the other end of the phone at this point, there's no way this guy's going to buy 55 grand, no way, no possible way. Right? Because he's hemming and hawing over five grand. And so he says, "ell, he says, I get what you're saying. So you could really teach me how to sell this for 10K?" I said, "Absolutely. This is what I do. Like, I've done this a million times over. I do this all the time, another day at the office. Absolutely." So he says, "Okay. Maybe if there was like a really good payment plan, but there's just absolutely no way I could pay the 55 K today." And I said, "Okay."

And I, to be honest with you, when people say that to me, I don't even acknowledge it. I don't. I pretend you never said it because you're lying, okay. Buyers are liars. Okay. Buyers are liars. I'm a liar when I'm a buyer. If I go to buy a new car and somebody is like, well, you can get this one instead, but it's this much more. I'll probably say something like, oh, I don't have the money, which is total bull crap.

I just don't want to spend it on that darn car. You know? And I don't want to admit that, that I just don't want to, you know. So all buyers are liars, and I'm not trying to say that my prospects are liars. I'm trying to say that all of us as human beings when we're presented with buying something, we immediately start lying. You know, because it's just such a weird thing to buy something and give a bunch of money to somebody, no matter what you're getting. And you just as a sort of knee-jerk reaction, you just start lying about stuff. It's an old saying in sales. Buyers are liars. You know, how do you know when a buyer's lying? When his lips are moving. You know, there's all these jokes. But the thing is, jokes aside, it's true.

And so he says, you know, pay plan da, da, da. I said, "Listen, the reason why we have such high performers in this group, why everybody's at the utmost quality in this mastermind is that everybody sends a wire for 55 grand. There are no payment plans. There's no funding. You got the money, or you don't. I mean, I guess you could get funding, but the point is that you either have the money, or you don't. We don't do payment plans." And he goes, "Okay, I see." And I said, "Listen, you're going to be really mad when we raise it to a hundred grand because that's what we're doing. We're raising it from 55 to a hundred, not like in the next couple of weeks or anything, but it's happening this year. We're raising it to a hundred grand per year."

And he goes, "Wow." You know, so he asked a few more questions. I tell him a few more concepts. I say, "Well, listen, you know do you hike?" And he says, "Well yeah, I used to," I said, "Okay, would you hike to the top of Mount Everest without a guide? Or would you hire a guide to take you up there to know the right path?" He says, "Oh, I would absolutely hire a guide." I said, "Well, why, why would you hire a guide?" He said, "Well, because if I don't, I'm probably going to fall. I'm probably going to go up the wrong area on the wrong path. I'm gonna fall and die." I said, "What makes you think that's any different with your business?"

You know? And I just sorta go through a few of these beliefs, busting analogies, and all of a sudden out of nowhere. And again, this is the same guy that literally took a year to get over five grand. The same guy who said there, no way he could afford 55 today. No possible way. He goes, "Okay, I'm in." Not only does he say, okay, I'm in, but he literally wires the money 10 minutes later. I've never had somebody wire the money that fast. People usually take a day or two. You know, they go to the bank, yadda, yadda, yadda. My assistant Alice sent him the wire instructions. He must've done it online literally ten minutes later, and we received the wire. Ten minutes, that's the fastest anybody has ever wired money from the guy that said he didn't have any, couldn't afford it, and hemmed and hawed for a year over five grand.

Now, what is the moral of the story? And keep in mind that this guy's awesome, right? He's a really nice guy. He's a great entrepreneur. He just had this one little sticking point around money and investing in himself. And I helped him get over it on the call. But the point is that buyers are liars. And if you sit there and you let what somebody says with their mouth dictate your belief, you will lose the sale. If somebody says, I don't have the money; you don't say to yourself, Oh, they don't have the money. I guess they can't make the sale. You say, how can I show this person that this investment makes sense for them? Because 99% of the time, when somebody says, I don't have the money, even if they think they don't have the money, they really do, or they could get access to it.

You know, I often say, well, let me ask you a question. Let say the offer is ten grand. I say, if I give you a brand new Lamborghini for ten grand, would you buy it? Yeah. Would, could you get the money? Yeah, I would. Okay. So you can get the money for a fancy car, but you can't get the money for business coaching that you need to grow your business and take care of your family? Oh, you're right. See what I'm saying right there. Boom done. Okay?

So the thing you have to understand is that you can't believe they don't have the money because if you do, you've lost your sale. And if you have a sales team, you can never let your sales team ever utter the words. They didn't have the money. They don't have it. I don't want to hear that. Okay? And maybe here and there, people actually don't have the money, right? Or maybe the logistics are too heavy for them to get or access the money, or maybe they have no credit, and that's fine. And those things do happen. But they're so rare compared to the people that say that they don't have the money and actually do have the money. They're a fraction of that. And so there's just no reason to even acknowledge that. That's a thing because you will immediately get in the mindset of, I don't need to make this sale because the person didn't have the money in the first place. Therefore it's an excuse not to close.

But we got this guy in, and he wired the money, he's in, and I'm going to help him. He's got a great offer, a fantastic offer. I'm going to help him grow his business. I've actually helped some people grow similar businesses to his, so I knew I could get him results. And there you go. And so I look forward to helping him really skyrocket his business and raise his prices.

So I hope this episode has helped you understand that when people say they don't have the money, 99% of the time, that's just not true. And you simply need to get them comfortable with making the investment. Remember, selling and closing are different. Selling is the art of persuading somebody to buy something. Closing is the art of helping someone to become comfortable with the idea of separating themselves from their money to purchase something they already want.

So I hope this was helpful. And remember, if you need help growing your business, whether you're a professional, you're an accountant, a lawyer, you're a consultant. You sell an online course, a mastermind, a service, web design done for you, SEO agencies, tax planning. It doesn't matter what it is. If it's a service that enriches somebody else's life in some way, we can help you grow it. You can go to getclients.com and check us out. So hope this helped. And I'll see you in the next one.

Insane Objections: Can I Talk To One Of Your Students Feb 17, 2021

>>> CLICK HERE to Book Your FREE Strategy Call with my Team!! <<<

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Have you ever had a potential client ask to speak to an existing client or student?

Trust me, I know it feels a bit insane to hear someone ask that question. There are two things you have to keep in mind here:

First, understand there are a few simple reasons you hear that question.

Second, know there are also some simple ways to answer this question without making your prospect feel uncomfortable or belittled.

Remember, we are all prospects or potential clients at various times in our lives.

If you handle this situation with empathy and tact, it’s almost a guarantee that you will end the call with a new client.

Today, I want to share how I handle this objection with about a 99% success rate!

In this episode, I am going to cover:

What you need to understand about why your prospect is asking this question
How you can reframe their question to help them see the illogical nature of this objection
What you can do to offer an extra level of comfort as they move forward with their purchase

If you got value from what you heard here, please be sure to subscribe and rate this podcast! Bonus points for you if you write a review! ;)

— SUBSCRIBE & FOLLOW —

Click here to get Digital Millionaire Secrets, FREE!

Want Dan’s Wall Street Journal bestselling book for FREE?

Interested in having Dan’s team personally work with you to grow your business?

Want to learn the 5 Keys to Scaling ANY Digital Product, Online Course, Coaching Offer, or Mastermind?

Click here to Visit our Corporate Website: GetClients.com

— TRANSCRIPT —

In today's episode, I'm going to be talking about insane objections, and this one is a doozy. Can I talk to one of your clients, or can I talk to one of your students before I buy? I'm going to cover why that's an insane objection in today's episode.

All right. So every once in a while, I'm going to be doing some episodes on insane objections, and what are insane objections? They're objections that are well insane, insane in the membrane. Anyway, the point is that they're objections that I believe customers ask without really thinking it through, and they don't realize how silly the question or the objection is. And so what I'd like to do in today's episode is to go over the objection: Can I speak to one of your clients first, or if you sell like an education product, one of your students first before I buy. I hear this one a lot, and honestly, the way in which you handle it is pretty simple.

So they asked that question, I said, "Well, you know, what do you expect to learn from talking to one of my clients?" And then they'll say, well, you know, whatever, it doesn't matter what they say.

And so I say, "Okay, well, let me ask you a question. Before you booked a call today, you saw several testimonials from clients. These clients covered what you just said. They, you know, they said they got results. They said this. They said that are you concerned that these testimonials are not true, snd that's why you want to talk to the people in them?" And, you know, they'll either say, "Well, maybe, you know, blah, blah, blah," or, they'll say "No, no, no, no, no." And you know, during these questions about why they're asking this sometimes, a lot of the time, the client or the prospect will just say, "You know what? Nevermind," because they'll realize how silly of a question that is. It's just insane.

And here's the real reason why, and I'll say this to the prospect, I'll say, let me ask you something, let's say you hire me and you become a client, and you pay me a lot of money to get you a result. And all of a sudden, I get you a result, which is what you paid for. And then every other day, I'm hitting you up saying, Hey, will you talk to this new client? Hey, will you talk to this new client? Hey, will you talk to this prospect? I mean, is that really what you're paying for? You know, it would that make you comfortable? Would you like to basically pay me for you to be a free sales rep for me when I need it?

And you know, they'll say, well, well, you know, they either say no. And then again, they'll realize how, why it's an insane objection, or they'll say, well, I don't mind talking to, you know, some of your clients. I said, well, good, because we get about like six a day that we onboard. So, I mean, you want to talk to six people a day? Do you have time to talk to six people a day? Well, no. Okay.

So again, I just keep asking these questions not, and you know, you use a nice, friendly tone of voice. You don't try to mock or belittle the prospect. But you make it, you know, you ask them, and you reframe the question in a way that shows them deep down without you saying it. Their question is kind of insane because who wants to do that? I mean, I would be, you know, I'd be pretty upset if I hired somebody to do something for me or teach me something. And then they constantly hit me up to, I mean, I don't mind if you hit me up for a testimony or a case study that that's fine because then you know, your prospects can see that and I don't have to talk to anybody, but if you're constantly asking me to get on the phone with your prospects, I'm going to be like, dude, like, that's not that wasn't the deal. Like I'm busy, you know?

And so as you cycle through these questions, the prospect is saying to themselves, wow, this is pretty silly. Why would I ask that, and probably I'd say about 75% of the time they let it go. They just forget about it. Most objections fizzle. They fizzle out. And then they move on to whatever their next objection is, or they buy.

Now, let's just say that you're in the 25% where they just won't let it go. They're like, well, you know, I just, that's just not how I work. That's just not how I buy things, because, you know, I need to talk to your client, you know? And they're just pressing it. Now we're starting to bleed into the area of maybe they're not the right client for you because, you know, if you drag them in, you have to drag them around. And I don't want to work with anybody that's, quite frankly, a pain in the butt. And if you're asking me to speak to one of my clients on the phone repeatedly, you just won't let up. Let's be honest. You're probably a pain in the butt. You really are. I mean, it's just, it is what it is. Cause I don't do that. You know, I mean, I don't nag my clients. So what I say is, listen, how about this? If you're concerned, and again, most of the time, when I say what I'm about to say that it fizzles out anyway, they let it go. They don't actually say, okay, I'm going to do that.

But here's how, here's how we ended. I simply say I tell you what, you've seen the testimonials, you've seen the case studies, right? We normally have zero refunds. Like we don't give out refunds, but here's what I'll do for you. If you join today, right now, I'll let you in the client group, and you can go, and you can look at all the people that said all these amazing things, and you can network with them in our client group in our community. If you find that a single person, just one single person said something or gave a testimonial or gave a case study, and you find that that wasn't true. I will not only refund your money 100%, but I'll let you keep the program, or I'll let you keep the service, whatever, free of charge. I'm confident that everything you have seen has been 100% accurate. So does that sound good? Are you opposed to that?

And then they'll say, Oh, you know, 99% of the time when you do that, they're like, okay, I get it. I don't need to talk to the client. Everything's legit, or it's not even that they think it's legit, to be quite honest with you. It's just them stalling. They're just trying to make a decision they're trying to, and here's the other thing you've got to guys got to understand. It may sound like in this episode, I'm a little bit harsh on the prospect, but to be quite honest with you, you do have to have a little empathy for the prospect because we're all prospects at times in our life. And when you give somebody else money, it doesn't matter how great the value is. It is an emotionally disturbing experience to give somebody money. It really is. I mean, you know, separating yourself from your money to get something you want is, is an emotionally disturbing experience.

I wanted that yacht that I bought, a $2 million yacht. I wanted it, and I love it. I've been on it so many times. I love it. It's great, and you know, I knew that between the charters and the business events, and then the tax savings, and this has all come true, I basically get the yacht for free. And that's, that's, what's, that's what has happened. But even still, I wired $2 million when I bought that boat cash. Now I got a recapture loan on it, which we just closed on this week where I get most of that money back, and I put it into investments, and those investments pay for the maintenance on the boat.

It's really cool. It's like, I got, I'll do another episode on this, but I basically made the boat pay for the boat just by knowing how to leverage the power of money. Anyway, the point is that initially, to buy the boat, I did have to buy it cash. And so even knowing all that, it was still emotionally disturbing to wire $2 million for a frickin boat, even though I knew all of those things, and it wasn't as emotionally disturbing as, like the first time I wired a $500,000 down payment from a house, that was really tough. But again, you know, you get used to it, but the point is that when you have a prospect on the phone, no matter how sold they are, it's still is ugh! Nobody likes to spend their money. So try to understand that, and know that a lot of the objections they give are not real. They're just sort of saying things cause they're uncomfortable. They want to get comfortable.

And so again, by repeating back, you know, are you saying this, are you saying that, would this make sense to you? Would you like me to do this to you? Do you want me to call you every day? You know, it allows them to understand how silly the objection is. If it keeps going, then you simply say, well, look, I don't know what your concerns are whatever, but why don't you just buy and if you get in the group and there's a single person that lied or said something misleading and they tell you that, I'll refund you and you can keep the program, I'll put it in writing. And then it's like, you know, at that point, if they still have that objection, then it's a complete lie.

Then it's just, they're just trying to get you off the phone or something, and you need to call them out on it. You say, listen, I've given you everything you've asked for. I'm not going to bother my clients. Just like I wouldn't bother you. I've told you I'd give you your money back. Let's be real here, dude, like, are you just saying this to get me off the phone? Like, if you're not interested, if you're not interested, just tell me I'll hang up the phone. You know what I mean? Or, you know, I'm not going to work with you because, honestly, we're already having friction on the phone here. Lord knows how much friction we'd have when we worked together. However you want to go from there, but 99% of the time, when I go through that process with somebody, it takes care of it.

So I hope this was helpful. And again, if you, if you guys sell an online course, a coaching program, a mastermind, or a service. If you're an agency, a tax professional or an accountant or something like that. Any sort of professional service or product, information product, consulting, done for you professional service, my company, at getclients.com can definitely help you grow that business, adjust your offer, adjust your pricing, adjust your sales and marketing. And you can, of course, check us out and getclients.com, and we will help you grow, especially in the area of selling. So that's it. I hope you enjoyed this episode, and I'll see y'all in the next one.

Why Scaling is the Art of Making Decisions that Cost You Money Now, but Make You Money Later Feb 15, 2021

>>> CLICK HERE to Book Your FREE Strategy Call with my Team!! <<<

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Scaling your business is one of the most misunderstood things out there, quite frankly.

People tend to think that scale is all about selling more, doing more advertising, more everything.

The truth…

It's much more complicated than you may think. Scaling actually starts with the processes and operations of your company.

You scale by working through the bottlenecks and logistics. That's what prevents you from selling more while maintaining or improving the quality of the product and your reputation.

There is so much more to scaling than people realize.

So I'm going to break it down and focus on the core of what makes scaling difficult, especially when your business is in its early stages.

In this episode, I am going to cover:

The Devil and The Food Truck and how this applies to your business
What you have to give up now to make more in the future
The question to ask yourself before you get involved with another offer

If you got value from what you heard here, please be sure to subscribe and rate this podcast! Bonus points for you if you write a review! ;)

— SUBSCRIBE & FOLLOW —

Click here to get Digital Millionaire Secrets, FREE!

Want Dan’s Wall Street Journal bestselling book for FREE?

Interested in having Dan’s team personally work with you to grow your business?

Want to learn the 5 Keys to Scaling ANY Digital Product, Online Course, Coaching Offer, or Mastermind?

Click here to Visit our Corporate Website: GetClients.com

— TRANSCRIPT —

In today's episode, I'm going to talk about why scaling is the art of making decisions that cost you money now but make you money later.

All right, everybody. Today I want to talk about why scaling your business is one of the most misunderstood things out there, quite frankly. People tend to think that scale is all about selling more and more and more and more and more and more advertising, more this, more that. And, you know, I could go on for hours about the actual logistics of scale and how, you know, I mean, we've done 20 million, you know, well, over $20 million and you know, very rarely do I say to myself, "Oh, I just can't make more money because of the advertising, or I just can't get more leads that just can't get more sales." It's never really that it's the processes and operations and the bottlenecks and the logistics that prevent more selling from happening in a way, which doesn't decrease the quality of your product or your reputation. And so there's much more complication to scaling than people realize.

And it would be a very long conversation to get into it. But for me to simplify this for you, it's one core piece. And especially for those of you who are a bit newer in your business, scaling is the art of giving up money now to make more money later. Let me see if I can explain this with an analogy I call the devil and the food truck.

So let's just say that you're in the middle of the desert, right? And the devil appears, and you know, you've been in this desert for weeks, no food, no water. You're literally about to just fall down and die of dehydration. You're walking around feeling like a piece of beef jerky. Okay. Devil appears. And he says, okay, you see way out there in the distance. You see that food truck, and, boom food truck appears. And he's like; there's a food truck all the way out there with, you know, water and food and, and it'll last you months. Plus, the truck has fuel in it. You can drive it out of the desert, get out of the desert. Okay. That's awesome. But then the devil says, listen, you've been hungry, starving, thirsty for days. And he makes a plate appear in front of you with like a porterhouse steak and big glass of and lemonade, maybe a beer, what have you just, you know, right there, right in front of your feet. Literally, your toes are touching the edge of the plate. And he says, it's going to take you about an hour to walk all the way down that desert and get in that food truck. And if you do get all the food in the food truck and get to drive it away.

But if you stop to eat this meal that's in front of you right now, you're going to miss the food truck. What do you do? Now, some would say it's quite easy of an option to just walk, skip over the food that's in front of you, walk the hour and get in the food truck. But when you're hungry and you're thirsty, and literally all you can think about is food. And you feel like you're going to die if you don't eat or drink something. It's a lot more difficult. It's easier said than done to give up that food in front of you and make that hour walk to the food truck.

And a lot of entrepreneurs, they a ton of entrepreneurs, they eat the food in front of them. And let me see if I can make you understand how this applies to you.

Let's just say for a moment that you are focused on growing your business, and you sell a product, right? And somebody comes along and says, "Hey, I'd like to pay you to do this other thing. It's like, sort of outside of what you do," or "I'd like you to speak at this event." Or "I'd like to do a joint venture with you," or "I'd like you to become a partner in this other company." Now, if you're an experienced entrepreneur and you've been running companies for a while, and you've already scaled companies, you know, maybe you would be able to handle a situation like this a lot better than somebody who hasn't, but most people listening to this podcast right now, you're probably in the beginning of your entrepreneurial journey. And I can tell you that those opportunities, as great as they may sound, are absolutely the plate of food in front of you and your product, your long-term vision, is the food truck.

I remember when I first got started, you know, I had a goal, I was going to create an online course, and I was going to sell it. And that was my goal. And a lot of time needed to go into me really figuring that out. And I ended up getting distracted quite a bit by people who, you know, wanted me to do this thing. Why don't we do that thing? Oh, well, Hey, I know you don't normally do this, Dan, but I'll pay you this to do that. Yeah. You know, and just all these things that were, may have made me money right then and there, like, so, Oh, here you go, here's money. But now that takes up time that could have gone towards me building that business that will long-term make a ton of money. And, you know, I eventually decided like I'm going to focus, period. And then I, you know, I grew an eight-figure company.

I'll give you another example that happened recently for the past, I dunno, six months we've been diligently, diligently working on this new company that I'm starting called Plan Tomorrow. And we sell a really awesome and unique productivity planner called the Plan Tomorrow Daily Planner. And it is unlike any other planner you've seen it's. First of all, it feels higher quality than any planner I've ever held in my hands, but it's just, it's structured in a way for people that really want to get things done. And they don't want a complicated planner that they have to learn how to use. They can just get right to work. And it also comes with some productivity training, it comes with the free productivity class.

So there's a lot that had to be done in that. We had to like develop, you know, a system for productivity. We had to design and write all the pages of the planner. We had to come up with like 90 something productivity tips that we put throughout the planner, sprinkled throughout the planner. We had to create a course that we give with the planner. I mean, just a lot of stuff, right? Now, those planners are only going to sell for, you know, they're going to be an under $40 product. So it's not like the margins are astronomical with that, but when you have an e-commerce company and a physical product that you build up, there's an exit play there. 'Cause I exited a software that I was a part-owner in, and that was great. I mean, there was, you know, you exit company, you can make a lot of money.

And that's the weird thing about what I do. You know, I own basically a consulting company and I can't, I can't really sell it because it's me, right? But I can take all that cash, and I can dump it into creating companies that I can sell. And that's what I'm doing with this. So I spent, oh man, I'll probably a hundred grand creating this company so far. I haven't made a dime from it. I haven't sold a single planner. And that's mainly because my planners got stuck in customs, but I just heard that they finally got released, and they're arriving at our warehouse tomorrow. But the point here is that during all that time that I was building all that, I could've done other things. I could have done events. I could have done JVs. I could have built relationships that made me money. I could've done a lot of stuff, but it didn't. And there was money that was offered to me.

There was money I could've made a lot more money than I made by not doing it, but I chose to instead of taking the plate of food in front of me, the money now, I chose to have some discipline and walk that hour to the food truck, because I'll tell you right now all that time, I spent really building this out and making it good, not just making it, oh, let me throw together a planner and sell it, no. This thing is legit, and a lot of people are excited about it. We have a huge waiting list. I'll probably sell out the first few days I launch it. I don't know, but you know, the point here is that in five years, if I build that company up to, you know, whatever, I mean eight figures, and I sell it for an eight-figure exit. You think I'm going to look back and go, Oh, I wish I didn't spend all that time laying the foundation, laying the groundwork, and focusing on that company. I wish I would have done that JV. I wish I would've spoken at that event. I wish I would've done it. No. You know what I mean?

And so when you scale, whether it's scaling your company, whether it's expanding your company, whether it's creating a new company, whatever it is. There's no way to scale without giving up something right now. You're never going to get to the food truck unless you step over that plate of food and start heading straight forward. So next time you see an opportunity come along, I always ask myself, is this temporary money or is this permanent money?

Permanent money is money that will bring in money constantly for years. Temporary money is a one-shot deal. So a live JV launch. It's why I don't, and everybody tries to get me on these JV launches. Oh, you know, it doesn't matter what it is. You know, Tony Robbins, Russell Brunson, this person, that person. Get in on the launch, get in on the launch. No. I'm not going to do it, man. I'm not. I'm busy doing my stuff. I'm just not going to get in.

Now, if I personally use the product and I love the product, I might consider doing some sort of promotion. Or if there's an evergreen thing where I could make commissions off of it forever. And it's a tool or something I believe in, fine, maybe. But you know, Oh, we're doing this event, will you speak at it. I mean, I spoke at Funnel Hacking Live cause I knew that they're going to market that content for years. So it made sense. You know what I mean? But I've spoken at events before that I shook my head and went, why did I do this? You know?

Anyway, so the point is that you really got to decide is what I'm going to do going to make me a little bit of money now, and that's it, or are these efforts going to pay off for years to come. And ultimately, regardless of either one, is this time that could be spent building something for the future? And that's where the discipline comes in. If you really want to scale to eight figures, it ain't ads. It's discipline. It ain't sales. It's discipline and its focus. Steve Jobs said focus is not about what you choose to do with your time. It's about what you choose not to do.

So I just want you guys to think about that and remember that sometimes when you have a big vision, and you want to do big things, you have to give up the little things in order to make those big things happen. I hope you enjoy this episode, and I'll see you in the next one.

How to Join the 3AM Club and Boost Your Productivity Feb 10, 2021

>>> CLICK HERE to Book Your FREE Strategy Call with my Team!! <<<

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Have you ever gotten up before the sunrises and noticed how incredibly calm and quiet it is?

The world is still asleep, no dogs barking or phones ringing. It’s just you in the stillness. I know it’s tempting to go back to bed.

But, if you get up and get to work on your business, you are a member of the 3 AM Club.

Members of the 3 AM Club find themselves capitalizing on this small chunk of distraction-free time. They are plowing through things that have been on the back burner for far too long.

Some are even creating and building new products and services!

When your mind is rested, clear, and focused, you can be so much more efficient and productive, so grab some coffee and let’s get to work!

In this episode, I am going to cover:

How getting up early allows you to be notably more productive in the early hours of the day
How to safeguard your productivity throughout the day
How a high level of productivity can provide you peace of mind in your personal life

If you got value from what you heard here, please be sure to subscribe and rate this podcast! Bonus points for you if you write a review! ;)

— SUBSCRIBE & FOLLOW —

Click here to get Digital Millionaire Secrets, FREE!

Want Dan’s Wall Street Journal bestselling book for FREE?

Interested in having Dan’s team personally work with you to grow your business?

Want to learn the 5 Keys to Scaling ANY Digital Product, Online Course, Coaching Offer, or Mastermind?

Click here to Visit our Corporate Website: GetClients.com

— TRANSCRIPT —

In today's episode, we're going to be talking about what it's like to get up at 3:00 am and work on your business.

Hey, what's up, everybody? It is about six 30 in the morning. And I fell asleep last night at about eight-thirty, sorry, seven-thirty. I fell asleep at about seven-thirty last night. I had my son. His mother dropped him off around six, and I don't know what it was. I was just extra tired. I think it was because I had just done a millionaire cruise with one of my clients Phil Bohol. He booked a Millionaire Cruise one-on-one for any of you that doesn't know what that is. It's I do one-on-one consulting days on my yacht. It's like a 12 hour day. We just sit down and really dive in. For him specifically, we spent the day basically writing his webinar. I basically wrote his whole worked with him to write his whole webinar, which is his main marketing content to get clients for his company.

And so that's like 12 hours of, you know, of talking and consulting and thinking, I guess I was just really tired because the next day, which was yesterday, I went to bed at seven-thirty, which is pretty early for me. So I woke up at 3 am, and I was like, man, I am like, ready to go, should I go back to bed? You know? And I was like, Nah, screw it. Let me get up. So I got up, had a cup of coffee. My son's right now; he's still sleeping. He probably won't get up to like for another hour or two, but I went upstairs and sat down, and I just realized how calm it was, like nobody's messaging me. And I don't deal with that anyway. I don't let people message me when I'm working on something, you know, because I'm a huge productivity nerd and I don't do that, but there's just something about the fact that nobody can message you nobody's awake, and there's something that unlocks in your mind.

Plus, when you get up in the morning, your brain is clear, you haven't, you haven't filled it with a bunch of muck or gunky yet. It's completely clear, and it's rested. So that's why I like to get stuff done early because I don't give my brain time to get gunked up with stress and things from the day that I'm thinking about, you know, I just like to get to work on something that that I want to work on. So I decided that I was going to get up, I went up here, and I sat down, and I started working on all kinds of stuff that I've been, that I've not had time to get done recently. One of them was reviewing an investment contract and choosing, you know, what type of investment style I want for this particular strategy we're doing, which is a self-directed insurance company.

And then I went and went through the document where I'm basically writing the copy for our new website. We're completely rebranding and doing a new website for getclients.com. And I had to go and write the copy for pretty much all the main pages. And so I did that as well as worked on one of my new webinars for my new Legendary Productivity program, which is a program that teaches you how to have insane productivity. So I worked on that a bit. I did a few other things, and it's like 7:00 am. You know, it's about to be 7:00 am. And I got pretty much everything I needed to get done for the day done. So now I get to work on other stuff like recording this podcast episode, writing out plans for new YouTube videos, or plans for just other stuff in the company.

And I just, I'm sitting here thinking like, man, like, this is really great. Now I don't know if I'd want to do this all the time because I just don't want to live a lifestyle where I get up at 3:00 am every day and I have to be to bed at seven-thirty because you know, I understand there's something to be said for being productive and getting things done, right? Obviously, because I'm a huge productivity nerd, and I'm even developing a whole productivity course, but one thing is not to miss life, not to restrict yourself so much that you can't enjoy life. In fact, to me, the entire point of being productive is so that not just so that you can get things done, but so that you have time to enjoy life and smell the roses, right?

That's, you know, it's easy to be productive when all you do is work, but to be productive and still be able to enjoy your personal time, that's true productivity. And so that's what I really wanted to focus on in our new program that we're releasing and in my life. And so I believe that these, you know, 3:00 am days are good when you have a day where you're really tired, and you're like, man, I could go to bed early, and you go to bed early, you get up basically in the middle of the night, and you just go. And then that night you're going to sleep very well. And you're probably going to go to bed a bit earlier than normal, but when you do go to bed, you're going to really be well-rested. You're going to get up at whatever normal time you get up seven.

I normally get up at seven, and you should be able to get right back into that groove. But I wouldn't do it all the time because, for me, I still want to go out to dinner. I still want to, every once in a while, go have a drink with some friends or go out on my boat and have a little party on the back dinner. I'm not going to go to bed at seven-thirty every night. I'm just not going to do it. So doing it here and there, maybe once a week, once every two weeks, will just boost your productivity, catch you up on things that perhaps, you know, you've been slacking on a bit, or you just have been too overwhelmed to do. And it's just; it's sort of like a vacation from your daily grind, you know? Because throughout the rest of the day, and I've done this before, and throughout the rest of the day, you just find time for more things. Like just staring out the window and looking at the trees or in my case, I look at the Bay here, the ocean, and just taking a moment to appreciate it because you just never do any other time, you know, because you're just grinding, grinding, grinding.

So if you want to join the 3:00 am club, I would recommend that you pick one day every week or every two weeks and not even pick a day, just allow yourself to be open to if you feel tired and it's early, go to bed, don't try to stay up. Don't try to say, well, I really wanted to watch this show, or I really want, or even I really want to get this thing done because I guarantee you, if you go to bed early, get up at like three, and you do that thing is going to get done in a quarter of the time. Trust me. I just blew through a ton of stuff today.

So that is a little tip I'm giving you guys if you want to join the 3:00 am club. I just think you should visit the 3 am club. I don't think you should establish a permanent residence there, but that is up to you. That's just my personal take on it, and I hope you enjoyed this episode. Don't forget to subscribe and make sure you share, and I'll see you in the next one.

How to Write a Book that Attracts Clients in Just One Week with Dana Derricks Feb 08, 2021

>>> CLICK HERE to Book Your FREE 30-Minute Consultation Call with Dana!! <<<

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Have you ever considered writing a book?

I knew I wanted to write a book, and I knew that book could help me grow my business.

Looking back now, I realize I underestimated just how helpful that book would be, though.

Writing a book used to be a significant project that would take years to complete, and it was an exhaustive process dealing with the publisher forcing you to do things a certain way, even if it was clear those things wouldn't benefit you or your book.

At the end of that exhaustive, generic process, you were left holding your book with no real direction on what to do next.

Let me let you in on a secret…

It doesn't matter where you're at, whether you're relatively new at what you're doing or if you've been in the game forever. If you're in business, you should have a book.

Your book can be your best salesperson. It can bring you more potential clients and help improve your closing rates exponentially!

Let me introduce you to Dana Derricks, author of One Week Author.

Together we will show you how you can avoid the generic approach to writing a book, streamline the process and share how you can put that book to work for you as you grow your business.

In this episode, I am going to cover:

How your book can be the best salesperson for your business
What are the key points to remember when building a marketing system around your book
And… How you can work directly with Dana and his team to have your book funnel built!

>>>CLICK HERE to Book Your FREE 30-Minute Consultation Call with Dana!! <<<

>>>Click Here to Get Your Copy of Danas Book, One Week Author!

If you got value from what you heard here, please be sure to subscribe and rate this podcast! Bonus points for you if you write a review! ;)

— SUBSCRIBE & FOLLOW —

Click here to get Digital Millionaire Secrets, FREE!

Want Dan’s Wall Street Journal bestselling book for FREE?

Interested in having Dan’s team personally work with you to grow your business?

Want to learn the 5 Keys to Scaling ANY Digital Product, Online Course, Coaching Offer, or Mastermind?

Click here to Visit our Corporate Website: GetClients.com

— TRANSCRIPT —

Dan Henry (00:00):

Hey, everybody, in today's episode, we're going to be speaking with Dana Derricks on how to write a book in just one week.

Dan Henry (00:13):

All right, everybody. I have a very special guest today. Mr. Dana Derricks, a good friend of mine, and he's made multiple millions in entrepreneurship and online marketing. And he's a 13-time author. The guy knows how to not only write books but make money from books. And I'm excited to bring him on because, you know, one of the ways at getclients.com that we get clients is through my book, Digital Millionaire Secrets. So I know the value of a book, a well-written book, and especially a book that can grow your company and get you more clients. So I'm excited to bring Dana on and talk about, you know, exactly how to write a book quickly and a bunch of other stuff about, you know, marketing and making money with books. Dana, how are you doing?

Dana (01:20):

Dan! I'm doing awesome, man. Before I say anything else, can I just give you a quick shout out on how awesome the intro is? Oh, like the coolest thing ever,

Dan Henry (01:28):

Thanks, man. I was like, well, I gotta make an intro that that gets people on their toes and just isn't like some elevator music, you know? So that's awesome. But yeah, man, so you have a new book out called One Week Author, and you're absolutely crushing it. So I'd like to, you know, and probably a lot of people that follow me, know who you are, but just in case there's anybody that doesn't if you could just give a quick background on you know, what you've done and why people should listen to you from my audience that would be great.

Dana (02:05):

Yeah, definitely. So long story short, I've been in the internet space for the last 12 years full-time, and I have kind of built up a little bit of a marketing empire. I guess on number one on copywriting. I'm one of the best copywriters that are out there. I've written copy for Dan for just about any of the big, huge names in internet marketing you can think of. I've written 13 books, as Dan has said, and I've discovered a lot when it comes to books that I'm excited to share with you guys. And I've made for myself several million dollars over the past few years, plus many millions for clients and students. So I've been doing this a long time, and I've seen a lot. I've seen pretty much everything, probably much like Dan has. And Dan and I kind of are in a similar spot where we're, we are younger than some of the OGs in the space, but we do know what the hell we're talking about.

Dan Henry (03:04):

We're like middle-aged, ha.

Dana (03:05):

Yeah, we are, we're like a midlife crisis, on the verge of, or something like that in this space. But yeah, no, so that's me. And I'm excited to hang out with Dan and you guys.

Dan Henry (03:17):

Awesome. Awesome. And, you know, I, it took me about 30 days to write my book. And so I'm super interested to see how, you know, your approach to doing it in a week. But before we get into that, let's talk a little bit about what kind of money can be made from books. Because if you look at our space, you see guys like Russell Brunson and, you know, just I mean, Tony Robbins, you know, a lot of guys who lead with a book. And so do I, you know? And basically, you buy the book, you get a lot of great value out of the book, the book teaches you something, and then if you want more help, you buy a product or sign up for a service or do further business.

Dan Henry (04:04):

And a lot, a lot of books are like that. You know, I mean, I'm pretty sure a Rich Dad, Poor Dad has some sort of offer, you know, after you read that book, I think they have some sort of coaching offer. So a book can really bring a lot of money in for your company. Our book, I think we've done six or 7 million directly from people buying the book and then signing up for our coaching program. So let's talk a little bit about what you've seen and what's possible in terms of a book growing a company.

Dana (04:41):

So you're living proof. A book is one of the best selling tools, in my opinion, that there is. In my opinion, a book is the best salesperson on earth. It's a better salesperson than me. There's a number of reasons for that. And like mainly is it can be everywhere. It can be a million places at once. It can be delivered instantly through audio or digital. And so that is why I am so sort of heavily invested in books. And that goes back to something. I got a nugget out of one of Dan Kennedy's books. And back when I was doing, you know, kind of just my copywriting gig, and that was he said that he would not entertain sending out a proposal or even discussing a potential project, a copywriting project with a client unless they had read at least a copy, one of his books.

Dan Henry (05:41):

Right. Well, we tell people that too. We say you either have to read the book or at least watch our webinar otherwise.

Dana (05:47):

Yeah. You guys see why right? So as soon as I read that, I'm like, Oh, geez, that like that's money in the bank. So I'd already written a book. So then I basically made that a rule. I would not get on a call with any potential client had they not read my book. And so that really like doubled my closing rate right there because all the heavy lifting was done. So you guys are kind of living in that now with Dan, but as far as the potential to make money on the back end of books, Dan's proving just how lucrative that is. But if you just look at it from a generalist kind of like scope, what are all of these big names in our space have in common? Like all of them, they have a book, and most of them have many books, right? So I don't think that it's fair to say that the only reason they're successful is because of their books. But I do think that they wouldn't be where they are, had it not been for their books.

Dan Henry (06:42):

Oh yeah. I mean, you mentioned double the close rate. We actually did a study on we took everybody that bought our program, and we looked at, okay, did they read the book or did they watch the webinar or did they do both? And so we separated hundreds of sales out by people who just read the book and people who just watched the webinar. And we found that the people that read the book closed 300% higher. They were 300% more likely to buy if they read the book versus the webinar. So they were like three times easier to close. And it, you know, the authority that gives you. I mean, if you think about it, Dana, if you want to go like really deep on this and you talk about like, God, right? Like the omnipotent, most powerful being in the universe, when he decided that he wanted to persuade the human race, what did he choose?

Dan Henry (07:39):

What tool did he choose to do that? He, he wrote a book. So, you know, and, and it just goes to show you that, like you said, the best sales letter ever is a book and people who take the time to open a book and read it. They are a different class of buyers, usually, than somebody who doesn't take the time. So yeah, I think a lot of money can be made with a lot of authority, not just money, but authority, reach, impact when you have a book versus just like a YouTube channel or an ebook or a PDF report or something like that. A real book is, it makes you a real player. Can we talk about it? I want to get to this whole one-week thing. I'm fascinated by writing a book in a week. Is there anything else that you want to cover before we jump to that?

Dana (08:27):

No. I think just as long as everybody is of the mentality, which it seems like you do need a book, it doesn't matter where you're at, whether you're, you know, relatively new at whatever you're doing, or you've been in the game forever, and you don't know how a book can possibly benefit you. I bet Dan would agree. You should probably have a book if you're in business.

Dan Henry (08:47):

Right. And I mean, even if you were like a lawyer, right? I mean, it doesn't have to be just for people who sell courses, and coaching could be anything. You know, e-commerce software. I mean, everybody, you know, everybody, I would recommend at some point, everybody has a book. Now, we can talk about this, and I'd like to talk about this after we talk about how to write it in a week, but there is a certain way to sell your book. And it's not just throwing it on Amazon or giving it away for free. The way that I, Dana, Russell Brunson, even Tony Robbins do it is, you know, you, you have the book either for sale or the book is free, and then you just pay shipping. And when they buy the book, there's a thing called an upsell or a bump or a one-time offer.

Dan Henry (09:38):

And you build it into this. This funnel is what we call a book funnel. And what that does is it allows you to make some extra money besides just the cost of the book. It allows you to get clients, both people who are willing to pay for something small right now so that you can do a lot of things like break even on ad costs. I mean, we, for the most part, break, even on our Facebook and YouTube advertising, when we sell the book because there's a couple of other products they can buy after the fact. And then, you know, they get those products, they get the book, and they end up becoming a high ticket client. So you know, I think that that's important to talk about as well. And we can talk about that after writing the book in a week, but let's go ahead and dive into that man. Like, how do you write a book in a week?

Dana (10:28):

So I've got to, for context, I have to say as Dan said, it took him 30 days. Dan is a unicorn, like 30 days is lightning fast, okay? Just for context and just be like putting that out there. So most people take years to write their books. So I actually stumbled across my method of getting my book done in a week, sort of an accident. So I wrote my first like four books, the old fashioned way sitting down in front of a word document and just typing and it took me about six months. And I'm a professional writer, by the way. So and that's not slow. That's not like overly fast, but that's not slow compared to everybody else.

Dan Henry (11:14):

Someone in my family, they get paid, they're professional writer and author. And when they get a publishing deal, they give them like two years to write the book, and they pay all their expenses. I mean, that's, that's a normal traditional publisher, but like two years to write a book. I mean, that's like normal.

Dana (11:30):

Yeah. I mean, I don't know about you, but I don't like waiting around two years for anything like that.

Dan Henry (11:37):

In two years, I'll figure out a better book to write like,

Dana (11:40):

Yeah. Oh yeah, I'll be so over that topic, I'll be like, Oh man, like, I can't even remember two years ago. It seems so long. So anyway, so I, like Dan, I don't like flying. And so when I would take cross country trips, I would hire a driver, and then I would just kinda get some work done and whatever. So I was on a cross-country trip, and I was trying to think of how I could justify, you know, all that time. It was like a 36 hour, one-way trip. And I came to realize, okay, I'm going to write a book during that trip. Like, that's how I'm going to justify this. So I had the book outline, done hopped in the truck. I get about an hour into the trip. I'm writing my book, and I start getting car sick. So then I have to close my laptop. And then you know, a couple of hours past that I start losing cell cause getting to the sort of the rural areas. And so now I'm just sitting in this truck with my driver. I know you guys, well, people might be thinking of a private driver that is like a chauffeur, no. Like private driver for Dana is like call up the local school and ask if any bus drivers are free this week and like hire them, right?

Dan Henry (12:59):

That's like when you give guys a six-pack to put a new roof on your house.

Dana (13:05):

Oh, a hundred percent. Yup. So you know, three hours into this trip, I'm not able to work. So now I'm like, Oh great. This is going to be awesome. I've talked about the Packers for two hours with the driver. There's nothing left to say. And then I realized, okay, like, what can I do right now? Like, what am I capable of doing? And I realized, well, I'm talking, I can talk. And although I didn't have cell service, I had my phone on me, and I had my outline. And I'm like, why don't I just try to talk the book? Like, why don't I just try that? It's all I can do. So long story short, throw on my headphones, talk to my book based on my outline. And six hours later, I looked up, and I said, Tim, to the driver, I'm like, dude, you will not believe this. I just got my whole book written, essentially all the content written in six hours. Like I just did something amazing. He looks at me, he's like, well, that's cool and keeps driving. And I'm like, all right.

Dan Henry (14:00):

He probably thought you were nuts.

Dana (14:02):

Yeah, for sure. But that's how I really came to realize like there's a faster way to writing books, and it didn't sacrifice quality cause we still, you know, go through some edits and proofreading and all that. But and it's based on it's it took me whatever, however, many, six books or something like that to figure that way out. But it's really based on science. Like you can, the average professional person that types for a living are gonna type anywhere between 50 and 70 words per minute. Whereas an average human being that talks, they're going to talk about three times at about 150 words a minute. So it's just three times more efficient to talk as opposed to type, and that's how I kind of discovered that piece of it.

Dan Henry (14:47):

Yeah. I totally agree. Actually, believe it or not. That's how I wrote my book. I wrote it in the car, going back and forth. I would just speak the, well first I outlined it and then once it was outlined, I spoke, and then I just had somebody else clean it up, and then I checked it, and then it went to the actual editor. So my part was relatively minuscule compared to what went into the book, but it was written by me. It wasn't like it was a ghostwriter or anything. It was written by me. So yeah, that's awesome. So six hours and you wrote the meat of the book. I imagine that you know, you still had to edit it and clean it up and all that, but tell us more about that. Tell us more about the whole process.

Dana (15:36):

Yeah. So also like what Dan and I were able to do in getting our books done so quickly is also think about it this way, too. We didn't take away from any other like there was really no opportunity costs for us to write our books that way, because we were already stuck in a car, right? Like, so I want you to think about that as well. Like this thought of, you have to clear your schedule for a week or something and spend all day every day, getting your book written. That's not the case. Like, you know, like find where and how you can get a two for one. If it's going for a drive, if it's, you know, walking on the treadmill, going for a walk, if it's whatever it is, like there are opportunities where you can cost nothing in terms of time to get this done.

Dana (16:23):

So that's, that's one piece. And then the other to answer your question, there's a lot more that does go into it. But there is a, you know, a round of editing, it's so much easier to edit when it's on paper, then, you know, try to make it perfect when it's coming out of your head. So if you think about it this way too, if you guys have ever typed a paper or typed anything really, as you're typing, unless your eyes are closed, you're editing along at the same time.

Dan Henry (16:51):

That's a great point.

Dana (16:53):

Right? I can't sit there and let something look bad as I'm going through.

Dan Henry (16:59):

And it sacrifices the actual genuine quality or at least the upper-level quality of the material, like we get so caught up in, in what it reads like that we forget the actual story. And I think when you speak the book first, you are more wrapped up in the story, and then you can always clean that up. But if you don't have that initial heart and meat there, it's not going to come across as good because you're doing the superficial part before you do the big picture part.

Dana (17:29):

Exactly. A hundred percent. And that alone you guys, is why it takes other people years to write their books. And it takes Dan and me, you know, weeks. So there's more that goes into it. There's if you're not using a publisher, which I haven't used a publisher for any of my 13 books, there are amazing resources that you can go to go and get the rest of it done. So you can go and hire proofreaders. You can go, and you know, get the graphics made for it. You can go and get books formatted, like get the templates. So it looks like a book. You can go and get them fulfilled. So they're printed and shipped out to your customers or to you or whatever. Like there are all those resources available for you that you don't like the days of getting an expensive publisher to help you or even having to have a ghostwriter. Those really aren't; it's not a thing anymore because following the system I laid out in my One Week Author book, it's really all you need in terms of getting all those pieces put together so that your book is done and you're really happy with it.

Dan Henry (18:36):

So let's talk about that for a second. Your One Week Author book, if somebody were to buy this book and I'll give you guys a special link where you can get that book here in a second. But what is the main thing if they read your book at the end of that book that they're going to know and know how to do and be able to execute on?

Dana (18:58):

The main thing is they're going to, anybody, all of you that are going to read it, you're going to walk away, not only empowered on how to write books. And most people say, Oh my gosh, like I have a problem, Dana, like not only am I going to be able to write the book I've wanted to write, but now I have, you know, two or three that I'm I'm going to knock out this year. So not only are you going to be able to do that and get your books done, and they should be, you know, doing what they're supposed to do, and that is boost your business, use them as a sales tool, marketing tool. But also, it's actually a new way to think about creating content, right? So it's very common in a lot of fields. Like if you look at any court, any courtroom, there's a person doing what they're sitting there typing and transcribing what's going on, right? If you look at a lot of different medical fields, the doctors are getting things transcribed all the time. So it's a new, more efficient, like, again, it's three times the speed. It's a more efficient and effective way to get content produced, not just books, but any content.

Dan Henry (20:06):

Awesome. Awesome. Yeah. So let's go ahead and tell everybody where they're going to get that book. If you go to oneweekauthor.com/dan, you can get that book. And that'll also let Dana know that I referred you to get his book from this podcast. That's oneweekauthor.com/dan. And that's where you can get the book. I would definitely pick it up. But let's go a little bit beyond that, Dana, let's go a little bit beyond the writing of the book, and let's talk about marketing the book. So let's say the book's done, and we have a funnel, right? And that funnel is designed to not only sell the book but also make some extra money from the sale of the book. Offset, add cost, create a client from that book buyer. What would you say are the biggest points to remember when building out that system and as well, and I'd like to talk about this next, you know, is it really worth it for the person who wants to sell that book to bother with you know, doing that themselves? Or is it a bit faster if they have somebody else do it and they can focus on what they do best, and that's, you know, writing the book and, you know, making the impact and making the sales, not necessarily getting tripped up in all the, creating the funnels and this, and then that so can you, can you talk about like the main things to remember when building out this marketing system, using a book?

Dana (21:43):

So, the first and main point, you guys are going to get this in One Week Author. So I throw a lot of rocks at the publishing industry in traditional publishing because they are pumping out a lot more books now than they ever have. So the supply of books has just skyrocketed, and the demand and consumption of books haven't followed suit. So, in other words, the marketplace is getting flooded with books. So with that being said, a lot of the things that they say to do are just not true. They're just trying to sell you their publishing service. So one of the things that they make you think is like, once your book is done, you've got it in your hands. That's the finish line. You got your book done. You're an author high five, see you later. And that's not the finish line.

Dana (22:29):

That's actually the starting line. So now, congratulations, you're an author. You have now entered the beginning of the race. So with that being said, you need to market your book. You need to sell your book. You need to get people to read your book and consume your book. Otherwise, it's just another thing to put on the shelf. That means nothing, right? So there, as we said earlier, it doesn't matter where you are in your business. You can be a small, local business. You can be a big-time, whatever thought leader influencer. It doesn't matter. You need a book. I'll give you a couple of examples of each. So I've got a client that's is a physician in a small town in Alaska. And he sells a unique procedure that has to do with STEM cells. And he does a really fine job.

Dana (23:19):

He's a tremendous thought leader in the space. One thing that he has some difficulty with is being able to translate his high level of knowledge in sort of the technobabble or you know just his expert-level knowledge and translate that into a way that's dumbed down for his potential client, or excuse me, his potential patient so that they understand what the heck's going on. Cause they don't need the whole gory details of the ins and outs of how you know, medically it does this and that they just want their knee to feel better, right? Or their shoulder to not be in pain. So what we did for him, we got his book written, he followed my system. He actually flew out to my office, and I walked him through it. And his book now is the main selling tool that he uses for his prospective patients.

Dana (24:15):

So, in other words, he just hands the book out, and they come back, and they do the consult. And before they'd have a hundred questions, it was kind of difficult for him to try and translate his very, very high level of knowledge in that medically into selling them on the procedure. Now, the book does all of that. He can do that multiple times. Like the book can be multiple places that he can't, they come into for the consult, and they don't have those questions. They were already answered in the book. They just say, Hey, how much is it? How do I, you know, where do I write the check? And so at a local level, that is, I mean, that should be the way people sell things. And then there, I have tons of examples, but I mean, we've got like even I've got an attorney that does trademark has a trademark service.

Dana (25:08):

He followed my system, got his book done, and now he's built a funnel. We've helped him build a funnel to acquire new clients and new prospective leads. So those are a few applications. And again, as Dan said, I can translate this to like the book itself is not where you make money. Okay. That's another misconception that the publishers lead us to believe. The book doesn't need to make money. All the book needs to do is indoctrinate your potential leads so that they buy your thing a lot easier. As Dan said, the likelihood of his leads converting went up by 300% if they consumed his book. For me, it doubled, right? It's happening all over the place. So that's really what the book should be doing. And the funnel is actually one of the most critical pieces because how are you going to get your book out? Like throwing a book on Amazon, doesn't do the trick anymore. Right? As I said, there's an abundance of supply, and it's saturated. So you have to get the funnel, you have to know what should go, where within the funnel, so that people that land into your funnel convert into buyers, and then you simply follow up with them and get them to buy whatever your next thing is. And so that is kind of a few examples of it, but that's really what this whole process should look like.

Dan Henry (26:29):

Awesome. Awesome. So that is, you know, that is a great way to explain it. And I think, you know, your example of the doctor, I mean, it really shows that no matter who you are, no matter what business you are in, you absolutely can benefit from a book. So let me ask you this, Dana, a lot of people come to me and they say, Dan, is there anybody you know that can just build out this marketing system, build out this book funnel for me, and if so, who do you recommend? And I generally don't recommend anybody because I don't know anybody that I personally know that would do a good job and actually do it right, except you. And I'm wondering, do you offer a service where you would build out their book funnel for them?

Dana (27:30):

Great question. If you asked me that about two months ago, I would say no. So just for context, guys, I'm not in the book space. I just happen to have 13 books that I've written and therefore built 13 book funnels for myself and make millions of dollars off of those. I'm in the marketing space, okay? So the reason I wrote One Week Author is that everyone asked me, how did you write 12 books? How did you write 12 books? So finally I'm like, fine. This is how, and then I also get asked all the time, just like Dan does, how do you market your books? How does the book, like, what do you do with that book funnel? And so, because enough people have asked, I have opened, I did write the One Week Author books so that you guys can see how I write books so quickly and how Dan writes a book so quickly.

Dana (28:18):

And now, people have asked for my team and me to build their book funnels for them. And for the first time, I am opening that. Before, we would only do that as a kind of courtesy to some of our best, highest paying clients. But now, I do want to help more authors, more people that want to leverage books. I'm very passionate about this subject. So we do have a done for you offer where we will build your book funnel for you from scratch. And this is not one of those Donnie, the funnel builder from up the road or in that Facebook group that, you know, is going to use some crappy template that he found. This is like from scratch, modeled off of our own book funnels that have already been tested and perfected. Plus scouring, many of our clients and colleagues to know what actually works. So we'll build that for you. My designers will actually build that from scratch for you, and it'll be yours. And then our team of copywriters will also come in and create and craft the copy from scratch based again, off of what works, what we've already tested and perfected so that you have literally a marketing machine built. And so all you have to do is send some traffic to it and watch as people buy your book and then come banging at your door for all your other products or services.

Dan Henry (29:36):

Now, Dana, based on what you just said, if you were to ask me, you know, Hey Dan, what do you think Dana frickin Derricks would charge me to build my funnel, the copy, all of that? If I was just casually sitting around, I'd probably be like, and I don't know 50 grand, you know? I mean to do all that where it's done, ready to go, I'd probably think at least 50 grand. Tell me that you're at least upwards of that or what, come on. Let's just let the cat out of the bag. What do you charge for that?

Dana (30:06):

Well, if it was for Dan, I probably would charge 50 grand, but for everybody else, you know, I feel like you're going to yell at me if I go too low, but I think for your audience, and by the way, once we are at capacity, I don't have a ton of, I'm not going to do, you know, 500 of these or something. But once we hit capacity, I'll just shut it off. The link won't work or something like that. But for your audience, I hope this is okay. I want everybody to be able to just say yes to it. And again, you may not make millions of dollars off of it. That's okay. But if you can sell twice as many of whatever you're selling right now, that's a huge win.

Dan Henry (30:56):

Which is easy. Easy.

Dana (30:57):

Yeah. Oh, something would have to go really wrong if it didn't sell.

Dan Henry (31:00):

And so whatever price you're about to say, I probably will yell at you for it, but just know everybody that whatever that price is, it will likely go up once he gets a flood of customers. So don't hold us to this, but what is it right now, Dana?

Dana (31:15):

You know, I think I want to be nice to everybody and let them all be able to afford it. So I was thinking like ten grand.

Dan Henry (31:23):

Ten grand? Ten grand, and you will...

Dana (31:28):

Is that bad?

Dan Henry (31:28):

I mean, it's not bad for them, but I don't understand why you would only charge ten grand. I mean, you've made millions and millions, and you've written 13 books, and you're one of the best copywriters in the game. And you're going to build their book funnel out. You're going to write the copy. You're going to have it ready to go to send traffic to for ten grand. I think that's grossly undercharging. I mean, I would charge probably a hundred grand personally, but I won't do it. So look, anybody listening to this podcast right now. I'll tell you what I'll do. This is going to be for a limited amount of people because I think very quickly, Dana, you're going to see how many people take this off, and you're not going to want to charge ten grand anymore. But here's what I'll do. If anybody would like to book a call, can they, at least for now until you get too busy, can they speak directly to you or maybe to one of your guys if you're busy but likely to speak to you about this?

Dana (32:25):

Yes. And 99% of the time, I always charge it some sort of deposit, just so that I don't get on the phone with someone that is not serious. But Dan and I have, I'm not going to say threatened, but we probably have made it known to you guys that if you do not have $10,000 and you're not going to have like your card in your wallet with you, and your partner, isn't like available to say yes to it. Do not schedule a time, please. Dan will not be happy if he hears that something like that happened.

Dan Henry (32:58):

Yes, please, please don't waste Dana's time. This is, I already think he's undercharging. So but this is for serious people who really want to grow. I mean and don't want to deal with it. And look, let's face facts here. You're going to spend more than ten grand trying to piece all this crap together anyway. So I think this is an amazing offer. Let's do this. I'm going to make a special link. Okay? It's going to be, getclients.com/talktoDana and that's here's what this special link is going to give you. It's going to give you an opportunity to book a call with Dana, to talk to him about having his team and him build your book funnel for you. And on top of it, if you book this call and I'm going to throw out a special offer, Dana. And this is from me to you, and you're going to have to let me know whoever buys so I can send this to them.

Dan Henry (33:48):

But I have, in my mastermind, and I don't sell anything on creating books, right. Or book funnels or anything. But in my mastermind that people pay right now, $55,000 per year to be in, I did do a two-day event called Brand Authority Profits, where I showed my whole strategy to how I did my book. And what I will do is this, and that was just like a casual event. It wasn't like a course or anything. It's just a casual event where I just shared behind the scenes of over two days of how I wrote, and it's very similar to a lot of stuff we talked about here today. But I had a very specific advertising and launch strategy that went behind it. And you just said, Dana, that once the book funnels built out, what do you need to do?

Dan Henry (34:36):

You need to send traffic to it. So here's what I'll do the section out of that two-day event. I'm not going to give you the whole thing because that wouldn't be fair to the people that pay 55 grand. But it's an hour and a half of training. It's a 90-minute section of that event. It's high quality recorded. It's not just like a, you know, camera set in the room, but it goes over my entire advertising and launch strategy for the book that I did for Digital Millionaire Secrets. It covers how to build hype, how to launch, split testing, or, you know, ongoing social media advertising on Instagram, Facebook, YouTube, podcast. Some high-level strategies where I talk about Facebook ads, Youtube ads, email marketing, podcasts, interviews, summits, some Dream 100 stuff. I don't, you know, I don't go show the Facebook dashboard or anything. I just talk about upper-level strategies for that, but here's what I'll do. For anybody that goes to getclients.com/talktodana books a call with you and decides to take you up on your done for you book funnel offer for $10,000. I will send you that launch and advertising session that I did at this event. I'll give it to you absolutely free. You don't have to pay $55,000. I will just send it to you for free if you become a client of Dana and have Dana build your book. How's that for an offer, Dana?

Dana (35:57):

That right there, my friends, is worth the 10K alone. So I would highly recommend saying yes to this before Dan changes his mind and forbids me from charging, right?

Dan Henry (36:08):

Yeah. As soon as you up the price, though, or as soon as you're done with the people that came from this episode, we'll cut that off. So if you're listening to this episode, I would book that call immediately because I'm only going to do this for as many people, I don't know the exact number Dana, but you can only build so many book funnels. So when you decide to cut it off, I'll cut this offer off. But there's nobody I would recommend to build you a book funnel other than myself or Dana. And I won't do it. And Dana will because Dana has a different business model than me. And so, you know, Dana is, and he's going to build it just as good as I could, and I wouldn't recommend anybody else besides us to. So you're getting a really great deal here, but even if that's not what you want to do, even if you're not ready for that, go to oneweekauthor.com/dan and at least get the One Week Author book, and that'll get you started. And Dana, I imagine if they were to take you up on this $10,000 offer to build it for you, do you give them any additional training or any tips on how to write the book beyond the One Week Author book?

Dana (37:14):

Yes, definitely. So first of all, I would highly recommend to anyone that's listening, and you're kind of thinking, okay, I'm not sure if this is right or not. So first of all, stop thinking and go. Go to that link and get the call scheduled, okay? Before they're gone, there's only so much time in a day that I can schedule calls. I already have very little availability. And then there's only so many we can sell at that price. So if you, that is you, if you already have a book written, but you don't have a good funnel or a good process to get buyers in, okay? That's you. That's you if you don't have a book written yet, but you know what book you want to write, and you can get it done in the next month, that's you, or even two months, okay? Go grab, lock your funnel in. And that's also you if you don't have a book written, but you don't even know what the book might be, but you know, you need a book, and you'll figure out the rest, that's you. Go lock in your spot, okay. And then as far as, I don't even remember your question now, Dan,

Dan Henry (38:08):

I don't remember the question either, but that, what you just covered, was fantastic. Oh, I said, well, you give them some, any additional tips or training on writing the book if they were to need it past just the One Week Author book.

Dana (38:19):

100%. Yes. So I actually have a system, my book writing system. That's kind of what the One Week Author kind of talks about. Obviously, you can't get everything inside of a book. So, and some of that stuff's constantly changing anyway. So I've got a resource that if you take me up on the 10K done for you book funnel, I will also give you my entire like resource for getting your book written in just days instead of months or years. So you're going to get that as well.

Dan Henry (38:49):

Awesome. Awesome. And I'll just leave everybody with this concept. You know, there's, if you really think about expenses 'cause oh, $10,000, it's a big expense. If you really think about it, right? And I know this because I've been in the business a long time. When you take the time and the going back and forth and trying to get this person to do that, learn this person. I got to hire this person to do that. It ends up costing you a lot more than that anyway, especially in time. But think about this. What is the highest cost that you have in your business? It's simple. It's not knowing how to make a million dollars. It's opportunity costs. If you have a book and a book funnel, that's cranking, and it's bringing you, not just clients, but clients that are basically fans before they ever buy from you, and they're just in it to win it.

Dan Henry (39:41):

And they're 300% more likely to buy when they read that book. If you have that in place, I can tell you beyond a shadow of a doubt that not having that will cost you far more than $10,000 in opportunity costs Because think about it. You know, if you were to save $10,000 or a hundred thousand, it doesn't matter what the number is, but you lost the opportunity to learn how to make a million. How much does it actually cost you? It cost you almost a million bucks. I mean, I would gladly pay if I wasn't in the position I'm in wherever I've already done it. I would gladly pay a hundred thousand dollars to have it all done for me because I know I can make at least a million dollars in the first year from that minimum. So by not paying that a hundred thousand dollars, I'm costing myself 900 grand.

Dan Henry (40:32):

I'm not saving myself a hundred grand. And so Dana's willing right now to do it for 10. So, we're going to talk about that, Dana. But I thought you were gonna at least say 25, to be honest with you, but ten kind of threw me off my chair for a second, but that's okay. I would go book that call because, trust me, it'll cost you a lot more to not book that call, especially if you have a product or a service ready to sell. Trust me; the book thing can blow it up. I'll tell you this. When I had that million-dollar day and I, you know, I did a zoom, and I spoke for two days, and I pitched on the second day and made a million bucks in a day. Virtually every single person at that zoom meeting read my book. And they mentioned that when they bought so, food for thought. Anyway, Dana, thank you so much for coming on. Once again, guys, book your call with Dana at getclients.com/talktodana and as well, you can get the One Week Author book at oneweekauthor.com/dan. Dana. Thank you so much for coming on today.

Dana (41:43):

My pleasure, man. Thanks, everybody.

Dan Henry (41:44):

Alright, everybody, don't forget to subscribe to the Dan Henry show, and I will see you in the next episode.

Why Audio is Taking Over the Education World Feb 03, 2021

>>> CLICK HERE to Book Your FREE Strategy Call with my Team!! <<<

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How do you consume educational content?

Traditionally throughout history, knowledge was passed down from one generation to the next through storytelling. Over time we progressed to manuscripts and then books.

Using audio and video is still relatively new when you think about the history of humankind.

Until recently, I considered video to be the best way to share knowledge, and it is how I have shared nearly all the content I create.

Then it hit me…

Today, as a society, we are almost always on the move. Think about that for a minute.

When was the last time you were able to properly consume a video while working out, driving, or cooking dinner?

Sure, you can listen to a video while you drive, but you can’t be looking at the screen every time you hear, “Now look at this.”

How well are you able to see the video on your phone while it’s bouncing along to the rhythm of your feet pounding the treadmill?

That is why I know audio is taking over the way we educate ourselves and, I want to share how you can use this to help grow your business.

In this episode, I am going to cover:

Why using audio-only will eliminate distractions for the consumer
How audio-only content will streamline the process of content creation and delivery
Why creating audio-based content is excellent for hyper-creative people and even those that are camera shy

If you got value from what you heard here, please be sure to subscribe and rate this podcast! Bonus points for you if you write a review! ;)

— SUBSCRIBE & FOLLOW —

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Want Dan’s Wall Street Journal bestselling book for FREE?

Interested in having Dan’s team personally work with you to grow your business?

Want to learn the 5 Keys to Scaling ANY Digital Product, Online Course, Coaching Offer, or Mastermind?

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— TRANSCRIPT —

In today's episode, I am going to show you why audio is taking over the online education world and what you could do to leverage it.

Hey everybody, Dan Henry here, and it's a beautiful Thursday morning as I'm recording this. And I'm excited because I want to talk about why audio is taking over the educational world. Recently, there has been a new social media app that has come out called Clubhouse, and I think it's caused an awakening, and it's inspired me. And here's, I'm going to tell you my whole master plan, okay? So the world of audio is it's always fascinated me. I actually went to school for audio engineering. And to me, audio is, in its most pure form, the fastest, most frictionless way to teach somebody anything. And if you're good at explaining things, you don't need a whiteboard or fancy graphics or to be on camera. You know, that stuff that can help keep people's attention. But if you're really good at explaining things, and you're good, as my father would say, a good orator, then you will be able to keep people's attention and still just use audio.

And we see that in Clubhouse, it's this app where it's all audio, there are these rooms. People are talking, teaching, dropping knowledge, and people are staying in these rooms for hours, absolute hours. I mean, I've seen rooms go for days, and people are just, just stuck listening, and they can't turn away. And that inspired me because one of the companies that I'm starting soon here is called howtothink.com, and, you know, I sat down, and I thought about it. And let me just tell you sort of my plan. And then I'll show you how I switched gears. Once I realized how much audio is taking over the education industry and why it will allow for faster growth.

So my plan with howtothink.com was you get daily mentoring. And I was planning on doing it audio-only for the beginning, but you get daily mentoring from me on how to succeed at anything in life by changing the way you think. So daily mindset mentoring, you know, two, three minutes, audio clip delivered to the how to think app on your phone every single day, so that you can start your day. Because if you start your day poor, you're gonna have a poor day. If you start your day good, you're going to have a good day. And so that morning mentoring session, as short as it may be, will really help you develop a good mindset and a good frame for that day, but as well over time, chip away at that enemy within. That enemy inside yourself that is keeping you from greatness and giving you these limiting beliefs. We're going to chip away at that every day with a little bit of mentoring from how to think.

And so that was the plan. Then, you know, I thought to myself, well, perhaps I can add extra courses, extra content into the app that, you know, maybe they'll be upgrades and things like that. Solo masterclasses, maybe there's a solo masterclass on investing or a solo masterclass on developing confidence, et cetera, et cetera. And I thought you thought about it in my head. I was like, man. This is going to take so long to create all these videos. We're going to have to create all these masterclasses, and we'll put them in there. And you know, I want to fly some guest experts out to do masterclasses with a guest expert. And I'm thinking, all right, I'm gonna have to fly them out. And then we're gonna have to set up all this lighting, and you know, there's going to be so much to do. And then I thought about it. I was like, Whoa, Whoa, Whoa, wait a minute. Wait, wait, wait one, darn tootin' second. What if everything was audio? Think about that. And I talked with my team about it, and everybody's ears perked up.

And I said, think about this for a second. People are on the go right there. Their phones are glued to their face. They're constantly on the go. They got AirPods in, you know, even when you have time to sit down and watch a video, you're not fully paying attention. For instance, for me, every morning, I take a morning knowledge walk, and I listened to an audiobook, and I've learned a lot of what I know from listening to audiobooks, audio-only. Some of the best information ever perpetrated in the world, maybe perpetrated, wasn't the right word. But most of the best information we have in the world, almost all of it came from books. I mean, how do we pass down knowledge for hundreds of years? Through books, and only recently do we have things like YouTube videos, but for the most part, knowledge has been transferred in our society, in our civilization, and in our species through books.

And that's the thing is, if you can teach somebody something with your words and you don't need illustrations, you don't need video. And you're good at that. You give that person a lot more access to the information because it's a lot easier to learn when it's audio-only. It's a lot easier to, you know, I'll be sitting there, maybe I'll cook myself something, or I'll be on a walk, or I'll be at the gym. I can't watch video lessons at the gym. That's a distraction nightmare. But I can, and I do whenever I'm at the gym, whenever I walk in the morning, I always listen to things. That's how I learned things so quickly. And it's all audio-only. And so I thought to myself, well, you know what, whether it's me, whether it's guests if all the additional courses and upgrades and all the content at how to think was 100% audio only how quickly we could grow that content?

How much more content could we put out? How much more help could we give, and how much more opportunity could we give to people to easily access that information more frequently. And, you know, maybe I would have had this idea a year ago and said to myself, wow, you know, people like video, blah, blah, blah YouTube, blah, blah, blah, but with Clubhouse coming out, and I mean, you know, how much audible and things like podcasts are growing, I really don't think that that would be a negative. If anything, it would be a positive because it gives you, again, more access and more frequency to learn than video. And so I made a decision that all the additional courses, any upsells we do, anything is going to be 100% audio-only. And that will allow me or my team and I to produce far more content.

If you say, Dan create a course on investing. What's your approach to investing? Or Dan create a course on how to build massive confidence. What would, you know, what would you say? Well, I would probably say it's going to take me a couple of weeks. I'm going to have to map it out, and then I'm gonna have to schedule it for my video guy to go into the office. And we're going to have to set everything up. I'm gonna have to get my haircut, you know, we're going to have to film it, and then it's going to have to get edited and then, you know, uploaded. And it takes a while to upload because of the video of a blah, blah, blah, blah, blah.

Or I could sit down and I can outline the course out. I can grab my microphone that I have right here, that microphone, and I can teach. I hit stop, and I upload it. And it's done. I think about that. Would you rather get more help from me or from anyone and have it audio-only as long as it's very well explained, of course. Or would you rather wait and get far less content, far less help, but have it be this fancy-schmancy video?

I mean, funny story, I recently was looking at a condo in downtown St. Pete, because I believe after all this craziness is happening in this country and just tax situations and all that I've considered, you know, potentially looking at like Puerto Rico or moving out of the country. And I don't know if I will or not. I like it here, but, but I don't know if I want to buy another home.

And I'm, I'm actually selling my existing home because it's worth so much more than I paid for it right now. I need to cash out, but I think I'm gonna rent. And, you know, there's this place that it's a $12,000 a month. It's super overpriced, but it looks amazing. I posted about it on social media. It looks absolutely stunning. And I thought, Oh, I'll rent this place because it looks so good. We can film all the, how to think videos from here. We can film all this stuff, and it'll just look absolutely amazing. And people will be like, wow, what a great looking place. And, you know, I thought about it. And I was like, man. I was like, am I really going to spend $12,000 a month on this bougie looking condo just so I can record videos when I could really just do the whole thing audio, and it would be fine? And, you know, I was just like, wow, what are you doing? I still might rent it anyway. I really liked the place, but I'll definitely negotiate.

But the point is that I believe audio is the future because it's just far more accessible than video. It's easier to access. It's easier to access more frequently, and that's what I'm going to be doing at how to think so I can serve you more, better, faster, and in more frequency. Now, some parting thoughts here, how can you use audio to grow your brand, grow your business and use it more? Well, I would suggest looking into your creative bucket and asking yourself, is my bucket overflowing, or is it empty? Because if your bucket is overflowing and you have a lot of creative ideas, and you can't get them out, and you end up forgetting them, or what have you, because you're wanting to make videos.

You're wanting to make YouTube videos. You're wanting to, you know, produce this content, but you have so many ideas, and there's just not enough time to get them out, consider going audio-only. And that could be in the form of, you know, a podcast. That could be in the form of going and building a following on Clubhouse. That could be in the form of, you know, maybe you develop, instead of you develop your next online course that you're going to sell. Instead of developing it as a video course, you develop it as an audio course. And start looking to be able to serve more and more frequently. And don't, don't restrict yourself just because you believe that it needs to be video. And that, you know, all that friction is necessary in order to produce content, because I don't think it is.

You know, I recently asked on my social media, do you guys prefer video or audio? And everybody said video. And then I said, by the way, imagine you could learn how to do this, this and that while you're on the go, while you're at the gym, while you're driving. Would you prefer video or audio, and everyone said audio. And that just goes back to, you know, a thing that Steve Jobs said when he was building Apple, his engineers said, well, you know, people want this. People want to be able to change out their CD ROMs. And they want to be able to change their hard drives. And Steve Jobs looks at his engineer, and he said, people, will want what you tell them to want.

If you create an experience and you say, this is, what's so great about this experience, and this is how you get it. And this is what it looks like. People will want it. So you gotta be careful when you ask your audience, you know, what do you want? Because most of the time, they don't know what they want, but if you show them something that they could want. They see the value in it, they see the benefit in it, and they see how it could benefit them the way it's set up, and you're good at making that argument. People will want it, period. So I hope this has been helpful. And I'll see you in the next episode. Don't forget to subscribe.

How to React When Things Are Out of Your Control Feb 01, 2021

>>> CLICK HERE to Book Your FREE Strategy Call with my Team!! <<<

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How do you respond to situations that are out of your control?

When you have no way to modify the situation, and the outcome is completely out of your hands, it can be frustrating and even scary.

The truth is you have two choices.

You can break down, let the frustration of the situation break you down, and make you focus on how much you can not change.

Or…

You can focus on what you can do to make the best of your situation.

Understand, it is up to you to see that you are never without a choice. You can choose to let the negative hold you back, or you can choose to make the most of what you have and keep pushing forward even if it seems like the odds are against you!

In this episode, I am going to cover:

How to think about your choices when things seem to be out of control
How looking at your options can show you another path to take
How changing your focus can help you to gain control again

If you got value from what you heard here, please be sure to subscribe and rate this podcast! Bonus points for you if you write a review! ;)

— SUBSCRIBE & FOLLOW —

Click here to get Digital Millionaire Secrets, FREE!

Want Dan’s Wall Street Journal bestselling book for FREE?

Interested in having Dan’s team personally work with you to grow your business?

Want to learn the 5 Keys to Scaling ANY Digital Product, Online Course, Coaching Offer, or Mastermind?

Click here to Visit our Corporate Website: GetClients.com

— TRANSCRIPT —

In today's episode, we'll talk about how to react when things are out of your control.

All right. So sometimes, in life and business, things get out of our control. We can't do anything to change them. We just have to wait, or we just have absolutely no way to modify the situation. And so, how do you react? Do you sit there and just freak out? Do you sit there and woe is me, or do you do something a little bit different? Well, I'll give you an example from my life recently. We are launching a new company called Plan Tomorrow. I designed my own productivity planner because all the planners that I've seen on the market are just, they're just full of fluff.

It would take a week to learn how to use them, and that's not very productive. So I was like, I need to make a simple planner for, you know, entrepreneurs, CEOs get done type of people, get it done type of people, people that just want to be productive. And so I developed it and, you know, we made a waiting list. We put some content out, showing the planner. People are freaking out over it, they love it, and we have a huge waiting list for this. But there's a problem. My planners, which are on a cargo ship from China, are stuck off the coast of California in Customs. And because of all, I don't even know the because completely, but, you know, I guess there were some issues with the freight forwarding and this and that. And because they're so backed up right now because of COVID and all this security stuff, it's just. We have absolutely no idea when customs is going to release them.

And so we have 2,500 planners sitting in customs. We have another 7,500 planners sitting in China right now, waiting to be shipped. And we don't want to ship them yet until we figure this shipment out. And we were ready to launch at the first of the year. You know, we're like sitting here, and I'm not going to launch the company and start selling this thing, and you buy this planner because it's a custom planner. It's a bougie, you know, really, really nice planner. It's not going to be cheap. It's probably the heaviest planner you've ever felt and the thickest. It's really, really nice. And I wanted to make it like a luxury, quality item. And so with that quality, you know, I'm not going to let you buy this planner, and then you gotta wait a month and a half to get it.

I'm not going to sell it until those planners are sitting on the warehouse floor right down the street in Clearwater, Florida, at the distribution center that we engaged with. That's when I'll start selling them because I want people to get their stuff right away when they buy it. And so right now we've gone through, we've talked to everybody. There's nothing we can do. All we can do is wait for the customs office to get to it. And Lord knows when that'll be, so what am I doing right now? How am I reacting? How am I solving the problem? Well, here's the thing. There's nothing I can do. Yeah, I'm still creating YouTube videos and content, and even this podcast episode right now, I'm telling you about the planner. You can go to, you know, I'll leave a link in the show notes where you can go to get on the waiting list.

But it's getclients.com/planner. That's a little waiting list for it. The eventual website will be plantomorrow.com. I think that's just like, it's got like a preview page for Shopify right now. But, you know, the marketing's ready, everything's good to go. So what have I done?

So what I've done is because I cannot launch this yet, because I'm waiting for those planners, I've taken my focus, and I have engaged some people to build out some additional things. Cause, you know, in the beginning, I thought, well, I don't need certain things for this company, right? I can start selling now, and I can add things later. Like there's all kinds of stuff you can do. You can do extended email sequences. You can do chatbots. You can do, you know, Harmon Brothers style video. I mean, there's all kinds of stuff you can do.

And so I've begun engaging people and other companies to help with those things to get that done since we have time. The other thing is I've started to work on my next venture, which is howtothink.com. You know, I was going to put that off a bit before I really dug into it. But since I can't really do anything right now for the planners, and since my current company, getclients.com, is doing really well. And, you know, I mean, we're doing stuff with that too. I've got, I mean, the operations of that company are tight now. And you know, we're doing a complete website redesign and email sequence redesign. So it's, you know, all that's going well operationally. My focus was supposed to be on Plan tomorrow, but look; planners are where they are.

So I'm working on what I can work on in the time being. I'm working on howtothink.com. We're flying a developer out next week to sit down and wireframe the entire app out. And just in case you haven't heard yet, howtothink.com is a, you know, I normally to help mentor people, we charge a five-figure investment at getclients.com, and that's because we have quality products. So I wanted to be able to put something out, not just for entrepreneurs and business people. But for people that just want to succeed at things in life, because over the course of my life, you know, and I don't talk about this that much, but, you know, I've been able to do some pretty cool stuff, you know, in a short amount of time.

Including I won some martial arts tournaments. I was able to, you know, work, do some pretty cool work in the music industry. I got to work on some records for some popular music artists. And you know, I built out my entire studio, and I've just done a lot of little things besides become a multimillion-dollar entrepreneur, investor, speaker, and bestselling author. I mean, that's all cool stuff too, but I've done a lot of little things that, you know, people still want to learn to do, like playing guitar, and building something, and just losing weight. I lost like 30 pounds recently. So in all of that, there's an engine that runs all of that, and that's your mind. You know, the way you think about things and how you position your mindset is what makes all those things actually happen. It's you know, yeah, you can learn tactics and techniques and you can all that. But if the engine isn't solid when you pour gas in it, it's not going to run, and the engine is your mind.

And so, and by the way, if you're saying, "Oh, well, here Dan goes about mindset. I don't need mindset help". Well, then you, my friend, are the person that needs the most mindset help of all. You know, I always try to elevate my mindset, and I always see flaws in my mindset, and accepting that you have flaws in your mindset constantly is actually a sign of a strong mindset, believe it or not.

But anyway, I digress, the point is howtothink.com will be an app you can sign up with a membership where you'll get daily mentoring from me on how to succeed at anything in life, by changing the way you think, and I'll teach you how to develop a winning mindset. And we're starting this out for just $7 a month. You'll get a daily message right to your app or your phone on our How To Think app that we're developing. And it's going to allow you to have that just a few minutes every morning to get some mentoring for the day. And I honestly believe that if you just take two minutes every day to listen to those messages, it's going to help radically transform your life and help you develop a winning mindset. So, because you know, and I'm not going to teach you what to think. I'm gonna teach you how to think, and there's a huge difference. A lot of people try to tell you what to believe, what to think. No, this is how to think, how to evaluate your beliefs, how to get to the next level. And so no matter what you do, okay?

And so that's a passion project of mine. I don't need to make a bazillion dollars off that I want to help the most people possible. And you know, we're going to start out at $7 a month, which I think is good. And I may, you know, maybe I'll raise 10 or 20. I don't know whatever I need to keep the company running and develop a quality product. But the point is that I want to help more people. And at this point in my career, I think I can, and I know I can. And that's the purpose behind How To Think. So that's something we're developing over the next 60 days. Hopefully, we're going to launch in 60 to 80 days is my goal. At least I'm going to launch to the first 500 members. And if you want to become one of those first 500 founding members and lock in that $7 a month rate, then, you know, go to howtothink.com and sign up for the waiting list.

But that's what I'm doing. So I'm taking my focus and putting it where I can to do what I can to move my goals further ahead because right now, all I can do is wait on those planners. And I apologize to anybody who's waiting for them. Unfortunately, I'm at the mercy of our government, and that's never a good thing when you're waiting on the government. So hopefully, they get their stuff together, and we get our planters soon. And of course, we'll let you know as soon as that happens. I love you guys. And I hope this was helpful. I will see you in the next episode.

And that's me pressing the wrong button on my RodeCastro Pro see in the next one.

How to Become Smarter by Creating a Second Mind Jan 27, 2021

>>> CLICK HERE to Book Your FREE Strategy Call with my Team!! <<<

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Is your mind operating with stock programming?

Let me explain.

The beliefs we are raised with are often carried into our adult lives. These can be beliefs about religion, politics, money, really any aspect of life.

Those beliefs come from our parents, friends, family, and experiences as we are growing up. They are meant to guide us and protect us from harm.

This is the stock model of our minds.

While some of those beliefs serve you, some could be holding you back from reaching your full potential.

Let me share what I call the Second Mind.

Learn to challenge your beliefs and upgrade your mind!

In this episode, I am going to cover:

Where the minds’ default programming comes from and how it can hold you back as an adult
Why it’s important to challenge your beliefs and make them your own
The Second Mind technique; what it is, and how you can use it to upgrade your mind

If you got value from what you heard here, please be sure to subscribe and rate this podcast! Bonus points for you if you write a review! ;)

— SUBSCRIBE & FOLLOW —

Click here to get Digital Millionaire Secrets, FREE!

Want Dan’s Wall Street Journal bestselling book for FREE?

Interested in having Dan’s team personally work with you to grow your business?

Want to learn the 5 Keys to Scaling ANY Digital Product, Online Course, Coaching Offer, or Mastermind?

Click here to Visit our Corporate Website: GetClients.com

— TRANSCRIPT —

In today's episode, we're going to talk about how to become smarter by creating a second mind.

All right, so what could I possibly mean by creating a second mind? So here's the deal. When you grow up, when you go through life, you have a set of beliefs that are instilled in you from your interactions with your parents, your environment, your friends, your family, things you see on TV, music, movies. You've watched things you've heard people say, and these beliefs become your default programming, the default beliefs in your mind, and what happens with most people, they go through life, and they never ever challenge their default beliefs, sort of like buying a brand new motorcycle and never changing the pipes, never changing the grips, never doing one thing to it. I don't think I know a single motorcycle owner that hasn't done some sort of modification or upgrade to their bike. And it's the same thing with your mind. You know, your mind requires upgrades.

It requires you can't just go with the stock programming. And the reason why you shouldn't do that is because it's not yours. It was given to you. It was just put in your brain. It really wasn't yours, especially the first 20 years of your life. And when you go through life, and you don't challenge those beliefs, you don't grow, you don't learn, and you do not become smarter, or at least as smart as you could have become. And when you challenge your beliefs, you create new opportunities, new ways to grow and think better. And so I have a little technique that I created, and this is a practical technique.

This isn't woo woo, I call it the second mind, and how it works is this whenever I'm dealing with something, or I have a belief, no matter how strongly I believe that thing, I close my eyes, and I go, okay, I believe this thing I create a second mind. And that second mind challenges the first mind and says, "Are you sure? Why do you believe that? What evidence do you have? What about this? What about that?" And then I take that mind, and I go, and I try to find evidence to argue it.

Actually, one thing that I'll tell you that I did back in college was I took a debate class. And I talked to my teacher one day, and I really wanted to, we had like these, you know, competition debates and I really wanted to win the debate. And I asked her, I said, "You know, what's your number one tip for winning this?" And she looks at me, and she says, "Listen, the number one thing that will...", like, there are all kinds of debate techniques, but she said, "The number one thing that will allow you to be a good debater is to learn to let go of bias. To learn to be non-biased because if you're biased, then all those debate tactics don't really work. Like you won't be able to work them. You have to learn to remove bias."

And I said, "Well, how do you do that?" And she says, "It's simple, practice arguing with people," or not argue she didn't say argue. She said, "Practice debating people on a particular belief from both sides." I said, "Well, what do you mean?" She says, "Well, for instance, let's say you are a Christian, okay? Or you believe in God, right? Or you're a Republican or your Democrat, whatever it could be anything. Let's say you're a Republican. When you're in the presence of other Republicans, argue from a Democrats' perspective. And when you're in the presence of Democrats, argue from a Republican perspective and try to win."

I said, "So let me get this straight. If you're a Republican, or if you believe in God, you're supposed to argue with some random person about, you know, that God doesn't exist or that, you know, whatever those conservative-liberal views are, you're supposed to argue?" She says, "Yes. Now, listen, I'm not telling you to do that if you don't personally want to do that, but you asked me, how do you win the debate? That's what you asked me." I said, "Yeah, that is what I asked you." She says, "Try to argue something that you at your core do not believe in and try to win the argument from the other side. And once you do that, you will learn to, at least in the context of the debate, learn to let go of bias. Learn to use actual debate tactics. Then whatever your actual bias is, you can then use your new-found power, your new-found debate technique, to better argue that what you believe because if you don't understand the other side's perspective, then it's going to be very difficult to argue it."

So if you don't understand why somebody would say God doesn't exist, then you're not going to be able to properly argue that he does exist and vice versa. You have to be able to argue the other side. It's sort of like that old saying you shouldn't tell your kids not to smoke pot unless you've at least tried it once that way, you know what it's like. There's a lot of arguments like that, and so I, that was one of the things that reminded me of. And I thought it was very interesting and so I tried it, and I got kind of addicted to it.

I would go to these parties and, you know, I would do stupid stuff. Like if I loved Marvel and you know, or I love DC, I'm a DC guy. I would argue that Marvel was better. And then if I was around, you know, Marvel people, I would argue that DC was better. And then I would do things with the politics. And I would do things with just whatever the topic was. I would find somebody, and I would debate the other side. And it really helped me understand how to properly, not just debate, but think. And that's what eventually led me to the second mind concept was that, Oh, and by the way, I did win the debate. I did win the debate after she told me to do that.

But this is what led me to the concept of the second mind is, here's, what's going to happen. You have a belief, and you create a second mind that debates your first mind's belief, whether or not the second mind wins, here's what happens. You validate your belief and learn how to better argue it, or you discover that that belief is false, and you adopt a new, better belief.

For instance, I used to think that people wouldn't buy a consulting from me for more than a thousand dollars. Well, I had that belief for a long time, and so I never charged more than a thousand. I never even tried to learn. And then I thought in my mind, like, you know, I, in my second mind said, "Well, maybe you can, you know, what makes you think you can't?" My first mind said, "Well, because I just know it." And my second mind, "So what do you mean you just know? You can't just say that you just know it. Have you looked it up? Have you tried, have you consulted anyone? Have you talked to anyone that charged more than you? Have you had conversations?" And my first mind said, "Well, no, I kind of just like, thought that," and my second mind went, "Well, that's just absolutely just ignorant. Like, basically you have that belief, but you just have it. You never, like actually went out and tried to do your due diligence on that belief." And my first mind went, "Oh, I guess so." Right?

Cause here's the thing. When you have a belief, and you've never challenged that belief, you've never actually gone out and put effort into making sure that's true. It's kind of a lazy belief. You know what I mean? Because you're just like accepting it. And so I went out, and I spoke to people that charged more than me, and I developed friends in the industry, friends like Myron Golden and Alex Harmosey, and I learned through that, that I could charge more. And now I charge anywhere from 10,000 to 55,000.

And I don't, you know, I don't sell anything for a thousand dollars. I haven't in years, and we have more customers, we get better results. And our clients love our programs more. And I charge 10 to 50 to, you know, 55 X the price. And I never would have learned how to do that. If my second mind didn't challenge my first mind, which then allowed me to go out and do that due diligence, do that research, develop those relationships, have those conversations, and learn how to do it. And you know, what, if I did do all that, and it ended up that that belief was true. Well, now it's a solidified real belief, not just a default belief, default programming, and I know how to better argue it. So the second mind will allow you to not only challenge your existing beliefs and learn and become smarter, but it'll also allow you to argue your beliefs that you have.

You know, I mean, if you want to debate someone on, and trust me, I think it's 100% okay when someone disagrees with you. You shouldn't say somebody is evil or a bad person because you don't share the same views. I'll just go out and just say that. But if you're a Christian and you want to better argue the existence of God, you know, understanding how Atheists' debates will help you debate that better and spread your message and flip that around. You know, if you are an Atheist and you feel the same thing if you feel that you, 'cause I've read these articles about how they feel that they need to, you know, liberate religious people from what they believe, whatever you believe.

I'm not saying you should believe one or the other. I'm just saying whatever you do believe at the end of the day when you create that second mind, and you challenge that belief, politics, religion, business, whatever it is, it doesn't matter. You, you always win. Cause you either learn how to better debate your belief and you solidify that belief, and you validate it, or you learn something new, and you change your belief. And that's why when I have conversations with people, and they disagree with me, I always listen because I'm like, all right, well, I either want to know what I'm missing so I could potentially change my belief, or I want to know what you have to say so I can better argue my belief the next time I come into this situation.

And so I always try to be mindful of creating a second mind, closing my eyes and having the second mind talk to the first mind, and challenge my beliefs constantly because that's how you grow. That's how you develop a winning mindset, and you grow by constantly challenging your beliefs, not in a way that, well, you know, doubt, self-doubt. I'm not saying to self-doubt. I'm saying to have an intelligent conversation with yourself about what you believe because if you have a belief, it's not, to me, it's not really yours until you challenge it. It's just your default programming.

So if you'd like to learn more about mindset and about how to develop a winning mindset, you can get on the waiting list at howtothink.com, a new company that I've started. And I think you're going to enjoy that very much. We're going to be doing daily mindset mentoring for just $7 a month that the first 500 founding members when they launch. So get on the waiting list. It's howtothink.com. And I think you'll really, really enjoy that. So see you in the next episode.

How to Find The Cheat Codes to Life (They Are Everywhere) Jan 25, 2021

>>> CLICK HERE to Book Your FREE Strategy Call with my Team!! <<<

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Do you want to learn the secret behind the wealth that I have built?

I'm frequently asked how I have been able to achieve so much at my age.

See, I learned I needed to learn from those that had gone before me.

In every aspect of life, there are people who have done what you want to do. They have created a road map if you will. All I needed to do was look for the pitfalls in their map and avoid them.

It’s a cheat code of sorts.

We each have a limited amount of time on this earth. Why waste time making the same mistakes others have made when we can learn from them?

Learn to find the cheat codes that others have left behind and make the most of what you can learn from them!

In this episode, I am going to cover:

The systematic approach to finding the cheat codes in your area of interest
How to find cheat codes that can save you years of trial and error
How to know whose advice you should follow and whose you shouldn’t

If you got value from what you heard here, please be sure to subscribe and rate this podcast! Bonus points for you if you write a review! ;)

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Want Dan’s Wall Street Journal bestselling book for FREE?

Interested in having Dan’s team personally work with you to grow your business?

Want to learn the 5 Keys to Scaling ANY Digital Product, Online Course, Coaching Offer, or Mastermind?

Click here to Visit our Corporate Website: GetClients.com

— TRANSCRIPT —

In today's episode, I'm going to teach you how to find the cheat codes to life, and believe it or not; they are everywhere.

All right. If you ever play video games, what's one of the coolest ways or the fastest ways to win at a video game? It's to go on Google and find the cheat codes, right? You find the cheat codes you put in the cheat codes, and now you get all these power-ups, superpowers things to make the game easier to play. And I get it. Sometimes, you know, people don't like to use cheat codes. They like to play the game as it is, but let me just tell you, when it comes to life, we only got about 70 or 80 years on this planet. And if you can get a cheat code to life, you should absolutely take it. And here's what I mean. There are cheat codes everywhere, because look, when you are, and this is why it's difficult for us to quickly evolve as a species is because maturity happens through age, right?

Just like a whiskey or a wine can only achieve a certain taste or quality through aging, so as with humans. When you are, you know, a kid, most children are only so mature because they just haven't been around on the planet long enough to experience situations that increase their maturity. When you're in college, and you're a young kid, and you know, that 30 or 40-year-old friend of yours or uncle or whatever, is like, Hey man, you know, let me give you a piece of advice, you never listened, right? We never listened. Ah, yeah, whatever, we think we know it all. And then when we get into our thirties or forties, we're like, wait a minute. That was true. And now I feel like it's my duty to tell a 21-year-old this same thing, because man, I wish I would have taken that advice when I'm 21.

And we get stuck in this infinite loop where, you know, we make all these mistakes, even though we have people telling us not to make them, but we're very resistant to that. And so here's something that I started doing a long time ago that really allowed me to skip a lot of mistakes and discover that the codes to life because, you know, where I'm at right now in my community, I'm the youngest person in my community. Most people in my community, you know, where I live, these are all anywhere from two to $5 million houses. They're all like old doctors. They've been, if they've got either old money or old businesses, they've been around for a long time. I'm the youngest one.

Whenever I go looking at some of these condos, like, I'm looking at a couple of condos right now. They're in the $2 million range, nobody in my age bracket. I'm 34. Most people can't afford that, at least down here. And so, you know, I'm finding that if I want to live in a building with, you know, more young people in a younger community, it's challenging because there are just no young people living there. And, and I keep getting asked by realtors and things like that. They say you know, how did you achieve this? How did you build this wealth so quickly? And I said, well, it's not really me. I just listened to people that had already done it. And I decided to actually take that advice prior, instead of waiting 20 years and figuring it out for myself.

And this is what I mean by that because there has to be a systematic, you can't just take people's advice that are older than you. That's a terrible, terrible way to look at it.

So let me give you a structured, systematic way to look at it and how to really find the cheat codes to life. What you want to do is you want to look for people that have done things in the realm of what you want to do and have achieved goals that you have that are much older than you. And you want to look back, and you want to find interviews from those people, talking about what mistakes they made. And then you want to find mistakes that you hear appear in multiple, multiple interviews from different people that have achieved that goal. And let me give you one particular example.

I used to think the debt was bad, meaning just pay cash, right? Because when I grew up, I had that belief instilled in me. Oh, just pay cash, don't spend money you don't have. You know, all this terrible, terrible advice that I later found out was terrible. But I didn't understand that debt could be a good thing. It's not always a bad thing. Let me give you a hardcore example.

I would listen to interviews where entrepreneurs would say; I wish I took on debt. I wish I took on debt. I wish I took on debt. I didn't understand how to use debt properly. And I'll give you a perfect example. There was an opportunity for me to purchase a home cash. And I thought, well, you know, I could buy this home in cash, and I don't owe anything. But I thought about it. I listened to some of these interviews. And then I went out, and I talked to my financial advisor, and I said, help me understand this. Why would I not buy this cash? And so he says to me, well, think about it in terms of math.

If you buy a house in cash, what are you saving? You're saving about 3% because that's what interest rates are right now, right? So you're saving 3%. Now, if you were to not pay cash and you were to take that same amount of money, and instead of paying cash, you got a loan. So now you're paying 3%, but you take that same money you would have bought, or that you would have put into the house, and you put it into an investment fund. Like a managed real estate fund or a debt fund or something that pays, say 15%. Well, now you're not saving 3%. You're making 12. So what that means is if you take that same amount of money and you put it into a fund that pays you 15% a year, you can take three of that 15%. And that pays for the 3% that you would've paid on the money for the house. And so when you buy a house in cash, you're not saving 3%, you're losing 12%.

That's what's happening. And I didn't realize that cause I would always listen, Oh, you don't want to have debt. And so that's what I started doing. And you know, when I bought the yacht for Millionaire Cruise, I did have to buy it cash just for the purposes of the deal. But we're doing a recapture loan where I basically, it's like a reverse loan, so there will be a loan on it. And, you know, I found a fund that I can put my money into that literally has such a good return that I take that money. I put it into that fund. And the return I get from the fund pays for the payment on the boat. So we found a government-backed contract for a food service company, a company that literally pays, it's like a six-month loan, and it pays 16%.

So let's just do the math here. Let's say I took just 1 million, right? Let's just take it to 1 million. And I put it into that. That's going to give me a $160,000 return in six months. Now the payment on the boat is about ten grand a month. Well, that means in six months, I will have paid for 16 months of the boat payment. So let me run that back for you. $1 million. Okay. Let's do the math times 16%. It's $160,000. And I get that in six months, and that is 16 months' worth of payments on the boat. And now that I have that money back in six months, I can put it into another fund. So I'm basically using, and you know what I pay on the boat is like three, 4%.

Now, obviously, I have access to these deals. I'm in investor networks. These aren't deals you can just shop for online. But the point is that understanding money, the movement of money, and understanding debt allowed me to create situations where instead of me buying something cash and just, Oh, I saved 3%, three or 4%. I was able to leverage that money to do other things, to pay those things. Like I use my money to pay off my money, right? You can use money to create more money. And the main way to do that is leveraging debt. Understanding that if you take on a debt that costs you a little bit, but then you give that money to where somebody else is in debt to you for way more, there's a difference. And that difference puts you in the positive.

So the point is, I'm not trying to get into investment advice. I'm not giving you investment advice in this episode. But the point is that my mind told me not to do that. But when I found that cheat code, I did it by constantly listening to other entrepreneurs who were 20, 30 years older than me, who said, one mistake I made when I was younger was I didn't understand how to use debt to grow my money and pay for things and leverage it faster. And I wish I would've considered it sooner. And so that, and I heard it over and over again by people I respect. And so I, okay, that's the cheat code, use debt. So now that I know what the cheat code is now, I got to go figure out how to do it. So I went, and I found the experts, and I learned how to do it. And I did it, and it's working out great.

The point here is, I would have never even gone down that road, let alone learn how to do it, let alone did it and benefited from it if I didn't accept that as a cheat code. If I didn't change my belief by finding people that were older than me, who just from a biological standpoint have been around 20, 30, 40, even 50 years, my senior who have achieved things that I want to achieve. And when asked in interviews, you can find them on YouTube. You can find them in articles. People will ask them, what's some mistakes you've made, right? Just listen to them because I guarantee you those mistakes they made are mistakes you are either making currently or you will make. And if you just listen and open your mind and you go, I am making that mistake. I need to actively look into not making that mistake and not put it off.

That's the main thing that I did and continue to do that allows me to continually grow my wealth at such a high rate at such a young age because I get addicted to changing my mind. That's what I get addicted to. So that is just one way to find the cheat codes in life. Look for people who are 20, 30, 40, 50 years, your senior, who've done what you want to do, who mentioned mistakes they've made, and you hear them over and over again. And then go figure out if you're making those mistakes and how to correct them and make it a priority. And if you do that, the cheat codes of life in all categories, not just business, personal, you know, relationships, everything, those cheat codes will come to you, and they will come to you in droves.

So that's my recommendation to you to find the cheat codes of life. I'll talk in my next episode about how to become smarter by creating a second mind. So don't miss that one. See you guys in the next episode.

How I Am Creating a New Company in 60 Days Jan 20, 2021

>>> CLICK HERE to Book Your FREE Strategy Call with my Team!! <<<

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I've been on hundreds and hundreds of coaching calls with entrepreneurs, startup entrepreneurs, small business owners.

You would think that on these coaching calls, the majority of the questions would be marketing and business-related.

Surprisingly, those are not the questions I get.

Most questions I have been asked are mindset related questions.

At times I have seen people struggling with one issue or another in their business, and they don't realize that the struggle is because of a mindset issue.

This is not unique to entrepreneurs. It is a universal issue that everyone struggles with.

That is why I am creating my new company, howtothink.com.

In this episode, I am going to cover:

Why I am creating howtothink.com, and what it can do for you
What the enemy within is, and how you can learn to overcome it
And... how to get on the waiting list for howtothink.com and be one of the first 500 users!

If you got value from what you heard here, please be sure to subscribe and rate this podcast! Bonus points for you if you write a review! ;)

— SUBSCRIBE & FOLLOW —

Click here to get Digital Millionaire Secrets, FREE!

Want Dan’s Wall Street Journal bestselling book for FREE?

Interested in having Dan’s team personally work with you to grow your business?

Want to learn the 5 Keys to Scaling ANY Digital Product, Online Course, Coaching Offer, or Mastermind?

Click here to Visit our Corporate Website: GetClients.com

— TRANSCRIPT —

In today's episode, I'm going to go over how I'm creating my brand new company, howtothink.com, in just 60 days.

Hey, everybody, in today's episode, I get to announce a brand new company that I'm starting, why I'm doing it, and how I'm going to try to do it in 60 days. I don't know if I'm going to make that deadline, but even if I don't quite make it, it'll still be pretty darn fast. So why am I creating howtothink.com? What is it, what's it about, and how am I creating it in 60 days?

So I've been on hundreds, and hundreds of coaching calls with entrepreneurs, startup entrepreneurs, small business owners, you know, because my current company getclients.com, that's what we do. We help entrepreneurs grow online businesses. And specifically, we help them either sell their advice online or sell their products services for a premium price. So whether you're an agency or a coach or a course creator, you have a mastermind, you know, we help you do what we've done and grow that business online.

And so that's who I primarily have spoken to, and the reason I'm setting the stage for that is because one would think that on these coaching calls, the majority of the questions would be marketing and business-related. However, it doesn't matter how much I've charged, right? I mean, you know, I charge regularly $55,000 for consulting, you know, direct consulting with me. And you think even at that high of a price point, you know, even at that level, you'd get like really technical marketing questions or advertising questions or what have you. And I can say beyond a shadow of a doubt that 99.999999999% of the questions I get are not marketing. They're not advertising, and they're not even business-related.

They're almost all either mindset questions, or the root of the problem ends up being mindset. And this is just something I've seen over and over and over again, you know when somebody asks a question and I really really dig down into what's going on, what's driving them to ask that question.

It comes down to things like patience or not understanding how hard they have to work at something, or, you know, not believing in themselves. I mean, these are always at the core root of almost every single issue in business. And I started to notice this. And so I started to really, you know, the one thing that my clients and just my friends and everybody has always said, they said, you know, Dan, you just have this insane mindset. You know, you've developed this crazy mindset to get all this, to do what you've done in such a short amount of time.

And I never really thought about it, cause I've always thought, well, I just work hard. And my team is great. And I have a great team. I have great employees, I've grown, I've got, you know, great customers. And I don't, I try not to take all the credit because it wasn't for my team, my customers, and just, I mean, a certain amount of luck, right?

I mean, if it wasn't for the internet, if it wasn't for social media, perhaps I never would have grown what I've grown. So, you know, I try not to take all the credit, but I will say that every time I have achieved something great in business or overcome a major challenge, it always has come back to me, correcting, tweaking my mindset, which allows those technical and practical things to flow, or to be executed easier. It's sorta like your mind's the engine, and if the engine is not running, then, you know, the nice wheels and the paint job and all that, it doesn't really matter because the car doesn't go anywhere. And if you don't have confidence and you don't have perseverance, none of that business marketing tactics stuff's going to work.

And so I thought about this, and I was like, all right, this is something that everybody needs help with. And it's universal. Like, it doesn't matter what business you're in, or even if you're not an entrepreneur business person, maybe you want to be an athlete, or maybe you want to be a songwriter. It doesn't matter what it is. It all comes down to the same core mindset traps, the same mindset issues that need to be nurtured.

And so I thought, you know, I really want to create a company that gets me to the next level of personal fulfillment. I want to do something bigger than just teach people to make money. Or at least just teach people marketing funnels and all this. You know, I want to serve at a higher level. And so I opened up my computer, and I went to GoDaddy, and I said, all right, this is just fate. You know, I'll check it. And if it's available, then it's meant to be. And so I type in howtothink.com, and the domain is available as a premium domain for like three grand. And I go, holy moly bought. I said three grand I'm in.

So I buy howtothink.com, and I started thinking of, you know, what I'm going to do with it. And I get on coaching calls, and I really opened my mind, and I try to try to understand the root problem. I called some friends of mine who are, you know, they work heavily in the mindset space. And I just spent the last several months really diving deep into how I can help people build and shape a better mindset so that they can achieve anything in life by changing the way they think because that's what did it for me. And that's ultimately what has helped my clients. I allowed them to think about things in a different way, which allowed them to take all the things I taught them or things even that they already knew how to do and execute them and actually make them work.

And so what I decided to do was create a company wherein contrast to what I currently do, we currently, you know, we charge a premium price to become a client at getclients.com. You know, we're definitely not the cheapest. And, you know, if you're the best, nobody expects you to be the cheapest, if you are the cheapest, nobody expects you to be the best. So, you know, we definitely, it is a serious investment to work with us, but I wanted to be able to help more people in a way that would do my part to change the world, even if it was small and not just, you know, help the few, but also be able to help the many.

And so, my plan for howtothink.com is to offer daily mentoring. So basically, you can absolutely succeed in anything you want to succeed at in life if you know how to change the way you think. And I want to provide daily mentoring where you sign up to howtothink.com; we're going to start it at $7 a month. It'll probably go up from there, but we're going to start it at $7 a month, at least for the first 500 members. And I'm going to sit down, and I'm going to record daily. It's going to be audio-only. And I'm going to record daily mentoring sessions for people who want to just really develop a winning mindset so that they can win at any game. And right now, I'm going all out. We're going to have a web app, an Android app, and an iOS app all developed all at the same time. So that when we launch, you can download it on your smartphone.

You can download it on your iPhone, Android, web, what have you, and take it with you. Take that mentoring with you and be able to, even if it's just two to three minutes a day, just two to three minutes a day, that's all it takes because the real truth is your limiting beliefs and the things in your mindset they're given to you by your environment.

You grow up, and you know, these beliefs you have, they're not really yours, they've instilled in you. And you can either choose to just leave them there, or you can choose to change them, or at least challenge them to develop a more winning mindset. And, you know, I call this the enemy within, right? Like everybody has an enemy within. And that enemy is the thing in your brain gives you, that self-doubt, that imposter syndrome, that procrastination, all the things that prevent you from winning. It's not you; it's your enemy within. That's who's doing it. And if you don't fight this enemy, if you don't conquer this enemy, that enemy within will ruin your life and will prevent you from success. But you can't just get rid of it all at once.

I learned a long time ago that you have to chip away at it slowly. Cause if you try to get rid of it all at once, the enemy will resist. It'll brace, it'll flex its muscles, and it'll fight you tooth and nail. But if you just slowly chip at it, and you just shave a little bit off each, and every day, the enemy within doesn't notice it. And it becomes weaker and weaker, and weaker, and weaker until it's barely there at all. And you can achieve your true potential.

And that's why howtothink.com will offer daily mindset mentoring from me, and maybe some guests we'll see, to chip away at that enemy within. To chip away until it's gone and you can achieve your true potential. And that's my goal.

And yeah, I get at seven bucks a month I probably won't make anywhere near as much money as I do with getclients.com, but that's okay because this isn't necessarily about money for me. I mean, it is, I got to pay staff and all that, but it's not the big picture in this. The big picture in this is to grow this to a huge movement where we have, you know, hopefully, hundreds of thousands of users so that, you know, when I die one day, that will still be there, and I will have passed on what I know about achieving, you know, several lifetimes of success by my thirties. And a lot of it's what I've learned from books. A lot of it's what I've learned from other people and just going through the hard stuff in life and being around people who are massively successful. And so that's the goal.

Right now, if you go to howtothink.com, you can get on the waiting list, you sign up, you confirm your email address. And when we launch, we'll let you know. I plan, I hope, and pray that within 60 days, it'll be ready for a beta launch to the first 500 users for seven bucks a month. I'm super excited about it because, you know, I'm just excited that this is not just about, oh, I'm going to teach people to make money. You know, I'm ready to serve at a higher level.

And I think it's been aching at my soul for a while. And I think my enemy within has told me, Oh, Dan, you know, you can't go general. You know, you gotta stay niche. And I don't believe that anymore. I believe I've done enough in the industry I'm in to spread my wings and fly higher. And that's what I want to do. And that's what I'm ready to do.

So I hope you will come with me on this journey. And the next few podcast episodes that I have that I'll be releasing will be, they'll be a lot more on mindset. And I hope you enjoy them. And I hope when we launch howtothink.com, you will become a part of the community. I can't share everything that we're going to be doing cause some of it's like top secret, and it's really cool and some stuff nobody's ever done before. So you'll see when we launch, but I'm super excited, and I hope you are too. So stay tuned because I'm going to put out some pretty different content here on both my YouTube channel and my podcast. I hope you enjoy it. And I'll see you in the next episode.

How to Leverage the Hidden Power of Money Jan 18, 2021

>>> CLICK HERE to Book Your FREE Strategy Call with my Team!! <<<

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Do you know how to leverage your money?

I’m not talking about leveraging in the way you might be thinking.

Money can have incredible power over us. That power can cause us to make some costly decisions in both our businesses and our personal lives.

Let me ask you a question.

If you are at a low point in your business, sales are down, and you are feeling stuck, what would you do?

Would you double down on your business, invest everything you can into learning the skills you need to keep moving forward?

Would you cut back, wait to invest in yourself and your business, and do your best to keep scraping by, hoping things will be better next month?

If you chose the second option, there’s a good chance you won’t have your business much longer because the money is leveraging YOU!

I’m going to show you how money can leverage you and what you can do to take your power back so you can leverage money instead!

In this episode, I am going to cover:

The most common limiting beliefs when it comes to money
How allowing money to leverage you can cause you to make costly mistakes
How you cantake back the power money has over you

If you got value from what you heard here, please be sure to subscribe and rate this podcast! Bonus points for you if you write a review! ;)

— SUBSCRIBE & FOLLOW —

Click here to get Digital Millionaire Secrets, FREE!

Want Dan’s Wall Street Journal bestselling book for FREE?

Interested in having Dan’s team personally work with you to grow your business?

Want to learn the 5 Keys to Scaling ANY Digital Product, Online Course, Coaching Offer, or Mastermind?

Click here to Visit our Corporate Website: GetClients.com

— TRANSCRIPT —

Hey everyone, in today's episode, I'm going to talk about how to leverage the hidden power of money so you can make super accelerated progress and success through life and business.

So here's the thing about money. Money has power. It has immense power now you may be thinking that in this episode, I'm going to talk about how to like leverage money or, you know, leverage loans or how to turn money into more money. But that's not what this episode's about. You see, money has this incredible power over us. It controls us instead of us controlling it. And when I realized that money controlled me and it really should be me controlling it, that's when I really started to make a massive shift in my life. I'll give you some examples.

My personal trainer and he also works at my company, Brandon. Every morning he comes to my house at seven-thirty, we lift weights, and then we go to the office, and he works at the office. And several months ago, probably like five or six months ago, he got injured, and he messed up his back.

And keep in mind, this guy is also a professional undefeated MMA fighter. He's trying to get to the UFC. His whole life, he has dedicated everything to martial arts, everything to MMA; the dude has, I mean, he's gone on he's fought at literally like the top promotions right under the UFC. And he's an incredible fighter, and he puts absolutely so much effort into his MMA career.

And he got injured one day. He messed up his back, and he wasn't sure, you know, what was going on, but it stopped him from getting, he can't, he can't take fights. He can't even train. He literally cannot train MMA. He hasn't trained in six months. And so I said to him like six months ago, I'm like, "Dude, you need to go get an MRI." And he's like, "Yeah, but an MRI, so expensive. And you know, I think if I just go to physical therapy, everything will be fine. Like, I know people that have..." You know, Blah Blah Blah. I'm like, "Yeah, but you gotta know for sure what's going on. What if you have a really bad slip disc or something? Like, you know, you really have to know." And he's like, "Oh, I think I'll be fine." I'm like, "Okay."

Keep in mind, though, like his whole life revolves around MMA, and this injury is stopping him from doing MMA. So this morning, I come in, and I had another talk with him last week about it. I said, "Dude, you really need to get an MRI. It's been like six months. You're not getting any better. You haven't fought. You have barely trained. Every time you try to go train, it hurts more, and then you can't train again for another couple of weeks." And he's like, "Yeah, yeah, you know, you're right." So he finally, you know, this morning, he says, "Hey man, I got the MRI." I'm like, "Really? Well, what happened?" He says, "Well, I have two slipped discs; both are bad. Ones really bad, and it's literally touching the nerve." And I'm like, "Oh, I told you you should've got that MRI."

So now he has the MRI, and he's able to go to an orthopedic surgeon next week and get a recommendation on whether you know surgery or a different type of physical therapy or whatever. And now he can actually, now that he knows what's going on, he can actually start making real progress towards fixing that so that he can get back to his MMA career.

Now think about this for a second. This MRI cost him 500 bucks between going to the doctor, getting the prescription, and going and getting the MRI done; it cost him 500 bucks. And he said to me, "Man, it was really tough spending $500 in one day." I said, "Spending $500 in one day? So you just don't like the idea of spending 500 bucks in one day?" And he's like, "Yeah, it was tough." I'm like, "Well, how much have you spent on physical therapy over the past six months?" So he calculates, it's like 1500 bucks. I'm like, "So you spent 1500 bucks over the course of the past six months on treatment that may not have even been the appropriate treatment, but you've just spent $500, you know exactly what's wrong." He's like, "Yeah, I guess that doesn't make any sense at all." I'm like, "No, it doesn't."

Money has so much control over your life over our lives. And in Brandon's case, just the idea of spending $500 in one day was just; money had so much power over him that he literally delayed it for almost six months just because he didn't like the idea of spending $500 in one day. That is how much power money has over us. Keep in mind again, this guy has dedicated his entire life to this thing that this injury is stopping him from achieving, but money has so much power that it delayed him from getting that MRI over 500 bucks. That's crazy.

And so I said to him, "Brandon, if you had like, remember, remember your last fight?" He hasn't fought in a long time and, and he won his last fight. He's won all his fights, he's undefeated, but he like really smashed the guy the last time. And I said, "Do you remember how good you felt when you got out of that ring, and you had won?" And he's like, "Yeah!" I'm like, "Let me ask you something, what would happen if a wizard came up to you right after that fight, and he said, Brandon, you must give me $500 right now. If you don't, your MMA career is over. If you do, you can continue. What would you say?" And he's like, "I'd give him 500 bucks." I'm like, "Alright, so what's the difference between that and this?" He's like, "You're right. There is no difference."

You know, that's the thing, guys. You have a business, right? That you want to grow or you want to start a business, but you'll pay $70,000 to go to college to learn how to make 50 grand a year from somebody who probably makes less than that. And that's okay because commercials and your parents and all these narratives in society tell you to go to college. Yeah, go to college, but you won't pay five or ten or even 20 or 30 grand to an actual millionaire that can teach you how to do exactly what you want to do. Hell, that's literally insane that somebody would care so much about their business, but they won't pay somebody who knows what they're doing to show them what they're doing, or they won't pay for a good accountant. Right? Like I know people that make a ton of money. They could save a ton of money if they had a better accountant, but they don't because they're like, oh, that accountant's so expensive.

Well, yeah, but if that accountant saves you $50,000 and that accountant costs 10, you've made 40 like it's math, brother. Like, you know what I mean? So the thing is, is money has such a hold over our lives that it stops us from getting what we want in life because we're so scared and we're so freaked out at just those numbers, right? Like I remember, I've spent multiple times, I've spent 30 to $40,000 on a mastermind, and it was a lot to write to send a wire for 30 grand. But you know, I've gained so much, even masterminds that I was in that I didn't particularly like, I gained a relationship out of that mastermind that turned into a lot more money than I spent on that mastermind.

And it's the same thing; I'll give you another example. When I was creating a sales team for our high ticket offers, I was not the best sales trainer in the world, right? And I had a hard time really being able to dive in structurally and look at my sales reps' calls and give them good advice because, you know, there's a difference between selling based on talent and selling based on a system. And I like to sell based on a system because it means anybody can sell rather than only talented people. And so what I did was I reached out to several friends of mine that had sales teams that were hiring regular everyday people that were closing. And I said, listen, I remember I reached out to my friend Molly, and I said, "Hey Molly would you, do you have any time to look at my couple of recordings of my sales team and just kind of like give my sales rep some pointers?" And she goes, "Oh, I'm really busy," this and that. I'm like, "What if I paid you $1,000 an hour?" And she goes, "What?" I said, "I will pay you $1,000 per hour to do this." And she goes, "Well, if you're paying me 1000 bucks an hour, sure." I said, "Okay." So I paid her a thousand bucks an hour, and I paid somebody else a thousand. I ended up spending just on reviewing my sales reps' calls about $10,000. Now you might say ten grand? Ten grand just to review sales calls? I can't do that. I can't afford that. Well, yeah, but when I spent that ten grand and I got those sales calls reviewed, and those sales reps increase their close rate. That next week they closed more sales than they ever have. That investment paid for itself almost immediately. Almost immediately.

But yet people, they won't buy a coaching program. They won't buy a course. They won't buy a good; they won't get a good accountant. My office is super expensive for where we're at. But it's also super bougie, and I'm sorry, but when I'm in my office, this office is so freaking nice. It's so comfortable. I am so much more productive. My videos look better. You might say, well, Dan, you don't need to spend that much on an office. Yeah, but to me, it's worth it because it makes me feel better. It makes me get things done faster. It makes videos better. I have more space so we can set up video equipment to where when I record a video, it's wham, bam, done. You know, I don't have to like set stuff up each time because I'm in such a small space.

It's worth it to me, and once I realized that I could take the power back from money, I started spending more money. I literally released the power of money from me, and I've spent more money on coaching and investing in my business when my business was doing badly. I remember there've been several times where we hit a low point, our sales were down really, really low and, and you might think, well, I just can't afford to spend money now. And that's how companies go out of business. They get into a bad rut, and then they start cutting back. Well, I doubled down. I spent more money on coaching and problem solving than I ever had. And you know what happened? A few months later, we had a record month. A few months after that, we hit $1 million a month. A million dollars in one month because I spent, I doubled down. I spent more money when I was at my absolute bare lowest than I ever did when I was doing well. And it's because I released, I took back the power of money. I said, money, you cannot scare me. You cannot prevent me from getting what I need. So I'm going to take the power back. I'm going to control you, and I'm going to spend you, and I'm going to learn what I need to learn. I'm going to get help from the best. I'm going to buy what I need to buy so that I can grow, and grow I did.

And that's why I want to tell you today. I want to tell you that you need to take the power of money back. And if you need something that will help your business or help your life or your marriage or whatever, just spend the money cause you'll get that money back. You'll get another paycheck. You'll, you're going to get that money back, but you won't get back that marriage. You won't get back that business that failed because you just, you were just cheap, and you weren't cheap because you were cheap because you're a cheap person. You were cheap because the money scared you. The money scared you into being cheap. The money controlled your emotions so much that you did not spend that money on something that you desperately needed just because you didn't like the idea of it. That's true power. And if you can take that power back, man, you will legit have a true superpower. You need to take the power of money back, and you need to let, you need to stop letting money control you, and you need to start controlling the money.

I love you guys. I'll see you in the next episode. Talk soon.

How NOT to Pitch Investors Jan 13, 2021

>>> CLICK HERE to Book Your FREE Strategy Call with my Team!! <<<

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Most of the time, it takes months to get a meeting with an investor.

After waiting all that time, you would think that people would come prepared, with a straight to the point, clear pitch.

Some people do, but most end up realizing they just thought they were prepared.

And at that point…

It’s too late. They have already wasted 10-15 minutes allotted for the meeting, the investor is not interested, and they find themselves back at square one.

I want to help you avoid that painful and discouraging experience.

I’m going to share some things you can do to make the most of the time you have with your potential investor, but more importantly, I’m going to share what NOT to do.

In this episode, I am going to cover:

How to structure your pitch and get straight to the point
Storytelling: When it’s appropriate and when it’s not
And… What a potential investor is likely to think about while listening to your pitch

If you got value from what you heard here, please be sure to subscribe and rate this podcast! Bonus points for you if you write a review! ;)

— SUBSCRIBE & FOLLOW —

Click here to get Digital Millionaire Secrets, FREE!

Want Dan’s Wall Street Journal bestselling book for FREE?

Interested in having Dan’s team personally work with you to grow your business?

Want to learn the 5 Keys to Scaling ANY Digital Product, Online Course, Coaching Offer, or Mastermind?

Click here to Visit our Corporate Website: GetClients.com

— TRANSCRIPT —

In today's episode, I'm going to cover how not to pitch investors when you're trying to raise money for your startup.

All right. So how do you pitch investors? How do you not pitch investors? When you're trying to get money for your startup or growing your business, or getting your business to the next level, how do you pitch? So I just want to let you guys know that this is gonna be a brutal episode. I was in a Clubhouse room the other day, and I was super humbled to be invited to the stage with guys like Grant Cardone and, you know, Kevin Harrington and some other, you know, A, A plus players, and investors. And basically, they were pitching us on, you know, investing in their business, and some of us took deals, and some of us didn't take deals. I got one potential deal. And you know, then I held a room where I let people pitch me directly. And here's the thing. I kept seeing the same thing, and I want to cover the finer points of it so that when you guys go, especially if you have to wait months to get a meeting with an investor, I want you to not make these mistakes because you're going to get 30 seconds.

You're going to wait three, four, five, six months. You're going to get in front of an investor. You're gonna start talking. They're gonna play with their phone, roll their eyes. And then, two minutes later, you're out the door, and that's it. And you're going to be devastated. And so I don't want you to be devastated.

So here we go. The best thing you can do when you pitch an investor on your startup is here's what I got. Here's what I want. Here's what you get. Okay? So let's break that down. Here's what I got. This is my product. This is who it serves. This is what it helps them do. This is what we have in revenue. This is how many sales we have, right? Like, don't start talking about your personal life. Don't start talking about your background. Don't give a story unless that story directly illustrates the need for the product.

That's the only exception. And that's a great exception, but you know, sometimes we hear these stories, and we're thinking, all right, this has to do with the product, right? Like in order for the product to make sense, we have to hear this story. And then the story won't have anything to do with the product. You know, like if you own a t-shirt company that sells nerdy t-shirts, I don't need a backstory. Say, I have a t-shirt company. We sell nerdy t-shirts. We did $250,000 last year, and we need 150 grand so that we can buy a new machine to produce faster and for a price or a lower cost per shirt. If you give me this 150 grand, we'll give you 15% of the company. Boom, done.

And then if the investor wants to, is intrigued by that offer, and intrigued by the product, and intrigued by the proposition. Then the investor may ask you about you. And at that point, they will care. You got to understand, nobody cares about you before you pitch, right? Like you're one of 6 billion people on the planet. Nobody cares. Nobody cares about you, your background, your kids, your life story. Nobody cares. Okay. Now, if you present a product or an offer that interests them, then they care a lot. Because now they want to know who's behind that product. Who's running the show. Who's who is the captain of the ship, and will that captain sink the ship or keep the ship afloat. That's when they care. So a lot of people get that backward.

And so let's go back. Here's what I got. Here's what I want. Here's what you get. Right? So here's what I got. I got, you know, this company, these are our sales, this is what we sell. This is why people buy it. This is how we were able to sell. I want this much, right? I want this much money. Here's what we're going to use it for. Here's how it'll help grow the business. And here's the equity percentage that we're willing to give up, done. And then, the investor will ask follow up questions. And that's where you get to talk about your personal life, this, that and the other thing if it's relevant. So that's the best possible way to pitch.

And, you know, I personally went through that as well as Kevin went through that, Grant went through that. We all went through it multiple times, along with other really smart investors. And, you know, and then I did my own room. We had Maxwell Finn on, we had Blake Noubar on, we had, you know, Tyler Jordan, we had a lot of people on, and we all said the same thing here is how you pitch. And every single time someone came up to the stage, nine times out of 10, they completely ignored the advice.

So think about this, like, from an investor's standpoint. If I tell you, and most of the time we don't, investors don't tell you how to pitch, right? That's a bonus. But imagine we tell you how to pitch, and then you completely ignore the advice, and you just do your own thing. Well, guess what? Now we're thinking, okay, well, now if I get into business with this person, and I say, "Hey, you know, do this," like, you know, here's a strategy. Cause a lot of times, people are also looking for strategic partners, not just money. So again, if you want me as a strategic partner for your business, and I give you something to do, and I say, "Hey, here's this thing." And you don't follow the instructions. Well, I don't want to be a strategic partner with you.

So again, understanding and comprehending what an investor is telling you, and then just blatantly not doing it that way. I remember this one time. I said, "Don't tell us about your personal life. You know, tell us about your product. And then if your personal life fits into that product, fine." Right? And then the very next speaker gets up, and he's like, "Hi, you know, I'm, so-and-so, I'm from this city. I have this sexual orientation, and I'm this race..." And blah, blah, blah. And I'm like, "What does that have to do with your product?" He says, "Oh, well, nothing. I just want you to know who I am." I'm like, "Didn't you just listen to what we said?"

You know, like if you sell a product where those elements of your life directly fit into the product, right? You know, then it makes sense. But if you're just randomly telling us stuff about yourself and how much of a go-getter you are, and you know, all this stuff, it's like, no one cares. They don't care until they care about the product. Then they care about who is behind the product.

So the other thing is, think about one more thing. We, as an investor, we have to have faith in you, right? We have to have faith in you. And if we know that you have not done the research to at least read a book on how to pitch, well, then who's to say like, why would you do the research and put the work in to know how to grow your company, how to grow your sales, how to manage a team. Like if you, if you get on there and you pitch, and you're just so terrible at it, and you're not even following a structure, well, you didn't take five minutes to Google, how to pitch. Like you didn't do that? Well, what makes us think that you're going to do anything decent with the business? All right. These are things that are going through investors' heads.

And then the final thing. And just so you guys understand, I'm not like saying that no one cares about who you are as a person or your again sexual preference, race. It's not a social issue. It's an issue of investors get pitched. You know, I heard Kevin say he gets 200 pitches a week. Now, when you get 200 pitches a week, you can't care about everybody because it's impossible. That would be all you would be doing all day. You know, again, the reason we have friends and family because friends and family are special. We care about friends and family because they're close to us and they're special. So we care about them. We care about their life, their personal life, you know, and their causes. We care about that because they're friends and family. That's reserved for them. But when I just met you, you're asking me for money, and you come right out of the gate for three minutes, talking about your personal life. Before you talk about your business, I'm sitting here going, why are you talking? Like, why are you here, right? So that's one thing.

The final thing is what your ask is. I remember this one person came on, they had a t-shirt company. I could be getting this mistaken for somebody else. So I'll just say it in general then. I've had people come on and say like, Hey, we had sales of 30,000 last year, which is like nothing, right? Like 30,000 across a whole year. That's basically nothing, or they say, I have an idea. Was it built yet? No. Do you have a waiting list or any hype for it yet? No. Do you have a prototype for it yet? No. So it's just an idea. Yes. What do you want? Well, I want $300,000. What equity do I get? 5%. Like, no. Okay. No, no, no, no. In fact, the other thing is like this 5% to one person asked for a hundred thousand dollars for 2.5%. Like, get outta here, go away. Like that's not even come on, man. Like, be serious. You know, that's a troll at that point. Guys, be serious. Somebody is going to give you their hard earned money, putting it at extreme risk. They need to make the deal worth their while. And let me just give you some perspective before you think I'm just being too harsh.

If I have a hundred thousand dollars, right. And I have the choice between buying a blue-chip stock, writing some options calls on it and collecting basically guaranteed money, or just putting it in that stock, knowing like Apple, like knowing that company's going to grow, no matter what. Sure, the return I get might not be amazing. Maybe it's 5%, maybe it's 10%, you know, it's not amazing, but it's pretty solid. You know, I believe in that company, I know that Tim Cook is not going to just run off and be like, I don't want to do Apple anymore.

But when I'm in thinking about giving money to somebody who's starting up, that that concern is there. Like you could just decide that you want to be an artist, or you want to, you know, travel the world, and you could just get rid of your business or not focus on it, right? So if I'm going to put my hard-earned money in you, I expect like a 300, 500, 1,000, 5,000 X, multiple. I mean, people that put early money into companies like early, early money into companies like Uber and Facebook and all that. Imagine buying Bitcoin for $5. And just today, it hit 40,000; that's a multiple. But think about this, back then, if you bought $10,000 worth of Bitcoin, at $5, you were taking an extreme risk. Everybody around you was like, that's risky. You know, who knows if it's even real. And then now fast forward to today, it's really real as $40,000 a coin. And you'd be a fricking multi, multi, multi, multi, multi multi-millionaire. So that's the thing is, you know, angel investing is extraordinarily high risk, very high risk. And you've got to remember that when you're asking an investor, you already are asking them to put their money, like nine times out of 10, an angel investment doesn't work out or more so that we're already assuming that we're not going to get our money back.

And so when you say something like 5%, it's just, it's insulting. Well, it's not insulting. It's just laughable. It's insulting in a way that it's a waste of time. We just gave you five, 10, 15 minutes of time, which to us, which to an investor. I mean, maybe not, to me, it's worth a lot, but to somebody like, you know, Kevin Harrington or something, I'm sure it's even more, you know? That's worth a lot, and we just gave you that time. And then you just came at us with, I don't have any sales, and I want a hundred grand, and you only get 5% like that's insulting because you're insulting our time. You're disrespecting our time. And I, again, I know this sounds harsh, but I would rather tell it to you now on this podcast so that you don't wait six months to get an interview with an investor. You come at them with that stuff. They laugh at you, kick you out of the room, and then you like develop trauma from that, because that can happen. Imagine that, that would be devastating. So I'd rather you hear this podcast right now say, Oh, well, Dan's a jerk for saying this, but then you don't make that mistake. And so you don't go through that. You know, I, that's what I'm trying to save you from because the investing world and the business world, in general, is very brutal. It's brutal. And it's better to understand that before you get thrown into the lion's den, you know? So I hope that's helpful. And personally, I've been very lucky with my angel investing. In fact, I've, and I'm very selective as well. I do a lot of consulting equity deals where I will not actually put any money in, but I'll take a company that's struggling, but making money, and I will, and this is far and few between, but I will you know, I'll basically take half of the company, and I'll come on and CML.

And then, and I did that with a software company. We built up, and we had a great exit. It was fantastic. And then I just recently did it with a coaching company that sells high ticket coaching. They were stagnant. I came in, redid the webinar, did all the ads, talked with the sales team, did everything there. And then right after that, they just blew up, and, you know, I acquired half of that company. And I'm sitting pretty because I put my time in, which my time is worth money. They're happy because their sales increased far beyond what it would have if I didn't step in, and now we're both making money. So I do a lot of consulting for equity deals a ton because right now I'm loving other investments, I'm loving stocks and all that, and I'm getting great returns there.

So I prefer to do a lot of consulting versus equity deals. So that's what I do, but I can cover that in another podcast episode, maybe one day. But I hope this episode has helped you learn how not to pitch investors. And I know it was a bit brutal, and I know it was a bit direct, but I'm only telling you what that investor is saying to themselves in their mind. And if they happen to be nice enough to sugar coat that and be nice, they might, but in their head, trust me, that's what they're feeling. I don't want you to experience that. I want you to come in, and I want you to kill it. I want you to crush it. And the first step is knowing what not to do. Now. I recommend you go out, and you buy a book on what to do.

I mean, I did cover that as well, but the point is don't make those mistakes. And you know, also don't overvalue your company because, you know, if you're asking for all this money and you're giving up a little bit of a percentage, you're basically valuing your company at millions and millions and millions of dollars, and it doesn't have any revenue yet. It's absurd. So think about that, read some books on it. But try to remember these keys, and it will help you.

If you enjoyed this episode, make sure to stick around for the next one because I release them as often as I can. Thank you guys so much. See you in the next one.

How I Made 6 Figures in One Day On Clubhouse Jan 11, 2021

>>> CLICK HERE to Book Your FREE Strategy Call with my Team!! <<<

"I'm not a fan of social media personally because of the fact that I love giving value. I love posting on social, but I don't like the friction."

Now more than ever, we live in a culture fully immersed in social media.

Everyone has a favorite platform or two, but each platform has its drawbacks…

I love sharing value, but I find that all the posting criteria and guidelines really take away from my ability to give value in the way I would like to.

I recently discovered the newest and most exclusive social media app, Clubhouse.

It gives me the freedom to keep it simple, show up and provide value in the best way possible…

LIVE, no distractions, just me delivering value!

And because I can share value without all the limitations and posting criteria, the other platforms have…

I made six figures in a single day without selling or pitching anyone!

In this episode, I am going to cover:

Clubhouse; The newest and most exclusive social media app and why I love it
What makes Clubhouse so beneficial to your business
And… How I made six figures in just one day without selling or pitching anything!

If you got value from what you heard here, please be sure to subscribe and rate this podcast! Bonus points for you if you write a review! ;)

— SUBSCRIBE & FOLLOW —

Click here to get Digital Millionaire Secrets, FREE!

Want Dan’s Wall Street Journal bestselling book for FREE?

Interested in having Dan’s team personally work with you to grow your business?

Want to learn the 5 Keys to Scaling ANY Digital Product, Online Course, Coaching Offer, or Mastermind?

Click here to Visit our Corporate Website: GetClients.com

— TRANSCRIPT —

In today's episode, I'm going to cover how I did six figures in a single day by using the new social media app Clubhouse.

So Clubhouse, Clubhouse. Has anybody heard of Clubhouse? It's a brand new social media app. It's invite-only; people are going nuts over it. Let me explain what it is first, and then I'll explain why I like it and believe in it. And then, finally, I'll explain how I was able to generate six figures in a day. And honestly, we're generating money from it all the time. So this is a new social media app that is designed to basically just be live audio, sorta like user-controlled radio. So if I had to call it something, I call it social radio. You know how we have social media? As opposed to media, you know, media is, is controlled by companies and conglomerates, and, you know, production companies and social media is controlled by the users, right? We make the media, well, it's the same thing with Clubhouse instead of a radio show or company, we make the radio.

So you download Clubhouse, and you get on a waiting list. And then if somebody on your phone and I'll cover this, maybe in a YouTube video on how to actually get into Clubhouse. But essentially, yeah, I'll cover that in a separate video, but basically, once you're on Clubhouse and it is hard to get in, it's very hard to get in right now. It's invite-only; somebody has to give you an invite. I've seen people selling their invites for, you know, a thousand to $3,000. I can talk about how to hack your way into Clubhouse on my YouTube channel, which would be youtube.com/dan henry. I'll be releasing that video coming up soon. But essentially, once you're in, there are rooms, and you can start a room, you can join a room, you can schedule a room. And these rooms are where people come on, and it's just their face in a circle, and they can talk, and you mute yourself while other people talking, you unmute yourself when you want to talk, and there are three sections to it.

If it's your room or you get invited to the stage, you have the ability to talk, and there's a stage, right? So if it's your room, you start the room. Then you're automatically on the stage. If somebody is in the room and you promote them to the stage or invite them to the stage, then they can speak. Or you can speak if you get invited. And then below that, it'll say followed by speakers. It has a list of everybody who is in the room, who's followed by the speakers, and then below that, it has a regular audience. And if you're in either one of those, you can't speak, unless you get invited to the stage, or you raise your hand, and they approve you to come to the stage. And so you just talk, it's not recorded. In fact, it's against Clubhouses TOS to record it.

And so it's all live, right? And there are two elements to this app that make it highly addictive and highly, it's going to blow up. I wish I would have been an early investor. I wish I would've known about it. But essentially, you have two elements. Number one is extreme FOMO. And that is a combination of it being hard to get into and the fact that it's live, it's not recorded. You don't want to miss anything. So when people are dropping tons of knowledge, you don't want to be out of the conversation. You know, so you end up staying on the app for hours and hours and hours. Me and Anthony Morrison, and, you know, I mean, really it's just everybody. We're just, I mean, even guys like Grant Cardone, Tai Lopez. I'm yawning right now 'cause I'm so tired from how long I've been on that frigging app.

You just spend like, I mean, Billy Gene held a 12-hour room the other day. I couldn't believe it. And you just don't want to miss anything. Plus, when you get invited to the stage, and you're dropping bombs, you end up just gaining a ton of followers because people hear you speak, you drop bombs, you know, you drop value, and when people click on your profile, and they follow you. Now you can't direct message people. You can't click on links in the profile. It's really just audio. And I think that's amazing because it makes it simple. So that's what the app is. And I'll go a little bit more into it on my YouTube channel where I can, like, I have my overhead camera, and I'll show the app, and I'll go through the app. It'll be awesome. That said, here's why I love it.

I'm not a fan of social media personally because of the fact that I love giving value. I love posting on social, but I don't like friction. Like for Tik Tok, right? I gotta make these little videos, hit myself in the face with a frying pan, and I've only got five seconds to do it. You know, LinkedIn, I don't even know how to use the frigging dashboard for LinkedIn. You know, Instagram, Oh, I got 15 seconds, and oh, the video's gotta be square. And if I post to IGTV, then you know, you got to add these things, and it condenses it. And it's just really hard to put out content in a, you know, and then YouTube, you gotta do video, right? You gotta do a video. So like, just to put value out, just to put content out, it's hard because I have a lot to say, I can ramble off all kinds of stuff all day long. But if I got to have the friction of filming a video, making this, making that, oh, it's gotta be square, oh, it's gotta be this, then it slows that down. It's a bottleneck 'cause I can't just flow. I just can't go, you know? All these logistics has to happen.

So the reason I love Clubhouse is I just pick up the phone, I talk, that's it. It's done, right? I can just give pure value. I don't gotta think about keywords. I don't gotta think about, you know, the algorithm. I don't gotta think about, you know, what videos are trending. I don't gotta think about any of that. I just give value. And so that's why I like it. Again, on my YouTube channel, I'll cover more of how to get followers, how to actually hack the rooms and get the most followers per room, all that.

So the next thing is how we made six figures from it. So here's the great part when you get on Clubhouse, right? If you drop value, if you know what you're talking about, people will reach out to you, and they will want to buy your stuff, period. And here's why I've been doing these rooms lately. And my handle, by the way, is @DanHenry if you want to come into them where I basically give free coaching, right? I give, I just bring random people up to the stage, and I give free coaching. And here's what happens. The person I give the coaching to gets blown away, and when they reach out to my team and they want to join either my main coaching program or my mastermind. People that listen in that didn't get invited to the stage. They go, wow, Dan knows what he's talking about. Holy crap. And then they do the same thing.

The other day held a room, and I ended up selling two entries into our mastermind, which is $55,000 per year, plus a ton of entries into our Digital Millionaire Coaching program. So, I didn't; there was no call to action. I didn't try to sell, people just reached out, and that's been amazing. I've been able to amass about 11,000 followers in just a couple of weeks. I have message after message, after message, after message of people saying, Dan, I thought you were a douchebag. I thought you were a total jerk. I just didn't like YouTube videos. I don't like your face, whatever, but when I heard you talk on Clubhouse, I'm so impressed. I have so much respect for you. I want to buy your stuff.

I get those messages every day. At the same time, I've met people on there that I thought were kind of douchy, or I didn't take seriously. And then, when I heard them talk unfiltered, unscripted, I gained massive respect for them. Like I got to talk to Tai Lopez the other day. And, you know, and I'll cover this maybe in another year podcast episode, but I kind of asked him, I was like, "Hey man, like, you know, how did you deal with the heat from kind of like doing the whole douchebag marketing thing and the Lamborghini and all that?" And, you know, he kinda answered it to me. He said, "You know, well, I knew my market, and I knew if I acted too professional, that would turn them off. So I kind of acted a certain way so that I would increase conversions and be more relatable."

And I was like, wow. And I was like, Hey, you know, and that, that takes a lot it's ego thing to act, you know, to kind of dumb yourself down because you know you're smarter, but you got to dumb yourself down so that you can relate to the audience with your product. I thought that was very admirable. So my respect for guys that I didn't previously have necessarily the utmost respect for. And maybe it's just because of their marketing and whatnot guys like Tai and Grant, I now have tons of respect for because I actually got to hear them speak as real people. And I'm like, wow, these guys are smart. And not that I ever thought they weren't just, it just increased that level of respect way higher than it was.

And then I got reached out to, by several other marketers who said, you know, Dan, we've never met. And I always thought, I kinda thought you were kinda, whatever, a flash in the pan or, you know, kind of a tool or whatever. And, but then when I heard you speak, I'm just like, wow, this guy knows what he's talking about. So I think what's happening right now. There's a lot of wild transparency on Clubhouse going through the ranks. What you're hearing is you're hearing, or what you're seeing is you're seeing people in this industry, who've never met who are gaining newfound respect for each other, as well as people who claim to be, you know an authority, and then you hear them speak and it's clear right away that they're full of crap. And so they have kind of been exposed because when you're on video, and you have a script, it's one thing. But when you talk off the cuff, you're the real deal, or you're not, right? Like, I mean, it's instant exposure.

So I'm grateful for it. And I've got a ton of connections with big names that I never thought, well, I never tried, but, you know, even somebody who has a decent audience such as me, we'd still have to work my butt off to get in contact with I'm sitting there talking to him on Clubhouse, you know? I was able to have a lengthy 20, 25-minute conversation with Jonathan. I think it's the CEO or founder of Mentor Box. And I was very humbled to talk to him. And I was even more humbled when he was asking me questions about how I built my company. And just the fact that he cared was extraordinarily humbling. So it's a very humbling experience to be on that app. It's very profitable if you are the real deal.

And it's very addicting, but I'm learning so much, there's so much value on there, you know that you'd be crazy not to get on. And just schedule some time, even if you had an hour a day, where you could listen in on some rooms or when you're on your walk or when you're at the gym. And that's what I've been doing. I've been maintaining my circle of focus, and I've just been fitting it in when I'm walking around, when I'm doing my morning knowledge walk, when I'm working out, driving.

(Yawn) Oh my gosh, that's what Clubhouse is doing to me. It's killing me. It's killing me. It's exhausting. But and my voice is a little harsh from all the talking, but if you haven't followed me on Clubhouse yet. It's @DanHenry, get on Clubhouse, follow me, I drop bombs and rooms. I let people pitch me on their stuff. I do some free coaching. Yeah, it's pretty cool, man. And I know a lot of other marketers have been making some great sales from it, not pitching, just giving value, and then people reach out.

So I hope this has been helpful. Don't sleep on Clubhouse. I'll be doing some more episodes on Clubhouse and some YouTube videos. And I'll be showing you guys how to get in and all that jazz. So stay tuned and talk soon.

How I Hit the Wall Street Journal Bestseller List Without a Traditional Publisher Jan 06, 2021

>>> CLICK HERE to Get Your FREE 20-Minute Bestseller Consultation with Tyler!! <<<

----

Ever dreamed of seeing your book hit a bestseller list?

I wanted to see my book on the Wall Street Journal bestseller list but I didn't want to go through a traditional publisher; I wanted to do it on my own.

Have you ever thought about what REALLY goes into writing and selling a book?

I realized that while I knew I COULD do it myself, I also knew getting my book to place on the Wall Street Journal bestseller list would be a big project that I just didn't have the time for...

So I did what I always do...

I hired an expert.

I knew having a bestselling book would be HUGE for my business long term, but it has been even more beneficial than I ever thought it would be!

I am going to share the complete process I went through to get my book on the Wall Street Journal bestseller list, and how you can do the same!

In this episode, I am going to cover:

What really goes into getting a book on the Wall Street Journal bestseller list
How having a bestselling book can serve your business long term
And… how you can get an awesome deal to work with Tyleryourself!

If you got value from what you heard here, please be sure to subscribe and rate this podcast! Bonus points for you if you write a review! ;)

— SUBSCRIBE & FOLLOW —

Click here to get Digital Millionaire Secrets, FREE!

Want Dan’s Wall Street Journal bestselling book for FREE?

Interested in having Dan’s team personally work with you to grow your business?

Want to learn the 5 Keys to Scaling ANY Digital Product, Online Course, Coaching Offer, or Mastermind?

Click here to Visit our Corporate Website: GetClients.com

— TRANSCRIPT —

Dan Henry (00:00):

How did I hit the Wall Street Journal and USA Today bestseller list on my very first book? I'm going to cover complete launch details along with my guest, Tyler Wagner, on how to do that and how you can do that for your book. So stick around.

Dan Henry (00:37):

All right, everybody. How do you hit a bestseller list? I've probably got at least 500 emails on this asking, you know, Dan, you were you super high on Amazon number three, I believe we hit at one point overall like I was ahead of Harry Potter. You know, Wall Street Journal bestseller list the USA Today bestseller on my very first book without a traditional publisher. So how did we do this? So I'm going to, I'm bringing on my guest, the man that helped me do this, Mr. Tyler Wagner. And we are going to talk about the complete launch details. Tyler, how are you doing, man?

Tyler (01:20):

Doing great, man. Thanks for having me on.

Dan Henry (01:22):

Yeah. Awesome. Awesome. So let me just give them a little bit of background, and then we can just jump into it. You know, I wanted to have a best-selling book because look at the end of the day, you know, people, when they buy my book, they read my book and a lot of people end up buying my higher ticket you know, coaching program or other products as a result of getting value from that book.

Dan Henry (01:46):

And so I have to sell, you know, I have to sell that book, and having it as a best seller really puts a lot of clout behind it. It makes it easier to sell down the road, but as well, we had so many people during this launch buy that book and sign up for our program that the amount of money we made from it just as a by-product of that was insane. And, you know, I don't have a traditional publisher. I self-published this book. I went through, well, it is through a publishing company. It's a friend of mine who has a small publishing company, but essentially it's self-published, and we didn't have like a big firm behind us or anything like that. And I wanted to hit the Wall Street Journal bestseller list, and, you know, we got on a call, and you took me through the whole process of how to do it.

Dan Henry (02:35):

And then at the end, I kinda just said, screw it. Can I just hire you to do it? But, that said, can we, you know, can we go through that process of how to do that? And, and don't get me wrong. I did send emails to my list. I did, I did send people during the launch of that book to buy it, but keep in mind that at that point when we did that book launch, I had already actually launched the book for several months on my own website. So most of my people had already bought, and the vast, vast, vast majority of people that bought during this launch was from the stuff that you did for me. And it was on Amazon Barnes, noble, all that. So can we take people well, first let's give people a little bit of background on who you are, what you do, why you know how to do this, and then we can go into the specifics of how we made this happen.

Tyler (03:31):

For sure. So a little background, how I got into the industry is when I was 20 years old, I read "The Four Hour Workweek" by Tim Ferriss and basically just changed my entire mindset. I literally dropped out of school about two weeks after reading that book. And what happened is that I started going to all these events, and I wanted to do public speaking. So then I realized one of the best ways to do that was to first become an author. One of my mentors told me, you know, the root word of authority is author. So if you want to be a paid speaker, become an author first. So that's what I did when I was 20 years old, and it hit Amazon bestseller at the time. And what took off though a lot quicker is people's just started asking me, like, how did you write the book?

Tyler (04:14):

How did you publish it? How did you market it? And then I basically the public speaking thing, I got a few gigs here and there, but I, my focus just went way towards that. Cause I was like $80,000 in debt, like a very broke 20-year-old drop out of college. And I started helping a few friends. They got the same results on Amazon. And then what really clicked for me was that like most publishers, in fact, I can't really even name a publisher that like does marketing for their authors. So then it hit me. I was like if I can master the marketing side and then partner with publishers, then first off, I won't really have any competition because there are not really many people doing it. And I'll just have like an influx of leads because people will just be like, publishers will just refer them to me cause they don't do the marketing. So then I basically started to figure out how the Barnes and Noble list works USA Today and Wall Street, and nine years later, over a thousand book launches. And you know, now we're talking, so that's kind of like the backstory of it.

Dan Henry (05:18):

Got it, got it. And was there anything that you discovered about hitting those lists? Cause, I mean, don't get me wrong by hitting those lists. We sold a ton of books that, like, I don't know how many. It was like 15,000 or something. And we did get a lot of business from that, but you know, my goal to hit those lists was more of a, Hey, I did it. It's, you know, I'm a bestselling author, and I believe that long-term, there's more value in it. Long-Term because it's like, I'm a bestselling author. This is a bestselling book, you know, but we did make a ton of money from the launch itself. So it's, there's a lot of benefit to having a bestselling book. And of course, the speaking, I mean, I had some decent speaking engagements that were presented to me prior, but they skyrocketed after the book, even with COVID hitting, even with that. And so there's a ton of benefits. I don't, you know, I don't think that anybody's disputing how many benefits there are to have a best-selling book. And there's probably a lot of benefits to having that, that people don't even realize. But for me, it's been absolutely phenomenal. Are there any other benefits that maybe somebody's not, not thinking in their head like that really can make this help grow their business?

Tyler (06:42):

Yeah, for sure. It's, you know, it's interesting. It's, it's hard to like directly measure all the benefits because, like you said, that's how I view it as it's a very long-term thing. And one of the things I always say too is like, you notice like a lot of like the big players, like Tony Robbins, Russell Brunson, like people like that, like they have their, they have like that's once they hit a bestseller list, like Wall Street, New York times, like that's always the thing that goes in their social media.

Dan Henry (07:09):

Right.

Tyler (07:09):

That's Tony Robbins, first thing, you know? And so it's just interesting where it from a branding standpoint forever, it's very hard to measure, but from the clients I've worked with, just like you said, like public speaking skyrockets and another thing is PR, so it definitely opens a lot of doors with just like the mainstream media cause they know how hard it is to hit these lists. So I'd say PR, public speaking, and then having a backend, like obviously, you had set up those are the top three I'd say.

Dan Henry (07:42):

Okay. All right. All right. Awesome. Awesome. And I have to concur because that's what I put at the beginning. All my stuff too, Best-selling author. Yeah. Yeah. So, okay, cool. So let's go over. I remember, you know, we reached out, we got on a call, and I asked you a ton of questions, and believe me, I'm one of the most annoying people with my questions. Even back when I was a kid, I used to be, and I was that kid that was like, this kid never shuts up. He has too many questions. I'm still like that. So I'm sure you were like super annoyed with all the questions I asked, but you literally laid out the complete launch process for how to do this, how to hit these lists, and keep in mind. I want everybody to understand that for you to hit these lists, normally it's almost impossible, especially like a New York Times bestseller, it's all political, right?

Dan Henry (08:36):

It's you have to be with a certain publisher. And that publisher had to go to like a bat mitzvah with your kid and, and they had to have a drink and then maybe they did a bit, you know, it's like so fricking political. So we have to find a better, more efficient way to get on these lists, rather than just having a friend, and in order to do that, you gotta sell a lot of copies of your book. And so, like where it's undeniable, you know what I mean? And so you took me through this process, and you told me everything. And I remember at the end of it, I was like, wow, that sounds really good. It sounds doable. It sounds like I can do that. But then I was like, I'm already busy working on my business. You know, if I have my team implement all this, A, we're probably not going to do it as well as you could. B, It's going to just be a massive project while we have other projects going on. So I decided to just hire you to do it. But and we can talk more about that at the end of the episode, but can you take me through again the process, the launch process, what we did, and sorta just give people some details on how this all came together.

Tyler (09:51):

Exactly. Yeah. So basically the I'll break down the four, the four lists. So Amazon is like actually an hourly algorithm. So essentially, if you want to hit Amazon, right, you just, you want to get as many sales as possible in one day, and it's categorical Barnes and Noble is similar, except it's not categorical. So it's, it's like one list of their entire thing. So you also hit a Barnes and Noble bestseller with your campaign. I actually think I can't remember what number you may, or you were definitely top 10 on all of Barnes and Noble and Amazon.

Dan Henry (10:22):

I was number three at most on Amazon. I was number three on the Wall Street Journal list. Like when the list got published, which was insane. I thought I was just going to hit the top 10. I hit three. And then I think Barnes and Noble was, I don't know. And there was a bunch of categorical number ones, a ton of them. I was ahead of "Think And Grow Rich" all that.

Tyler (10:44):

Yeah. Honestly, the top 10 on all of Amazon is insane.

Dan Henry (10:48):

Yeah, we did. So that's the thing, it's one thing to hit number one or top 10 in business or whatever, but I was number, it was either three or six on all of Amazon, all of Amazon. I got the screenshot somewhere. I took it. Yeah.

Tyler (11:05):

And then so USA Today and Wall Street Journal, those are much, much more difficult. So basically, the way those work is they're actually weekly lists. So they go from Sunday to Saturday, and USA Today has a, it's a top one 50, and then Wall Street is a top 10. And what's kind of interesting is that USA Today is actually even harder to hit than Wall Street because it encompasses all the genres, right? So you're going up against like romance novels. And some of you listening might be surprised to hear this, but like romance, like all those Sci-fy like those types of fiction books, they sell way more than business books. So going up against those, that's why I can't remember what number you were on USA Today, but it was, it was probably around like a hundred or something, but that equated right to the number three on Wall Street. So that just shows,

Dan Henry (11:56):

I think it was in the forties or sixties.

Tyler (11:58):

Oh, was it the forties? Okay. Gotcha.

Dan Henry (12:00):

I don't remember. I honestly just want, I didn't really care about the USA Today. I wanted to, cause to me Wall Street Journal is more prestigious cause it's like a business

Tyler (12:10):

100%. Yeah. Yeah. That's what's funny I totally agree. And so the trick with it is typically you need to get any like 7,000 sales or more in a one-week time period, which you know is even if you have a huge list, it's hard to like get all your people to just buy during one week. So essentially, how we do it, I'll go through the process. It's four main advertising methods. So when I started this, if people listen to, if you go to Google, type in ebook sites, you'll come across, like there are like thousands of them. And basically, what they say is like, you can pay them a fee, and then they'll promote it to their list. And then basically, you know, you'll see how many sales you get. And I wasted a lot of money and tested like hundreds of these out.

Tyler (12:53):

And what I came to find was like 12 to 15, depending on the genre of book, would consistently produce results, which means like they would either get a couple of hundred sales or like a couple thousand sometimes. And then I realized, I was like, okay, this is good for Amazon and BN, but it's not going to cut it for Wall Street, USA Today just using them like separately. So then I actually reached out to all of them and was like, Hey, if I can bring you all under my Author's Unite roof then, and we focus on one book per week for Wall Street, I think we can start hitting these like major bestseller lists, which there's just not many people able to do that unless they're like famous, like, cause I can't remember who was on the list with you, but typically like that top 10 list, you know, you're looking like Donald Trump Jr.

Tyler (13:38):

The founder of or the host of Jeopardy was on it like LA, you know, or Obama. We just did one last week. The number one book was Obama. And then our book was number two. So like these are the people you're competing against, the hit these lists. So essentially, what we do is we do really large email list campaigns during a one-week period, we discount the ebook to 99 cents. Then we do Facebook retargeting ads, Kindle ads, and Nook advertisements. All four of them come together. I just call it, and it's like concentrated impact, basically. So all of that comes together in one week. And then, like you said, I can't remember how many sales, but it's somewhere around 15,000. And one of the tricks though is, is that you want these sales to also be diversified. So we actually have a segmented part of our email list that we know our Nook users.

Tyler (14:24):

So we target them, and really you need to get over at least 500 sales on Barnes and Noble to have a chance at these major lists. So that's one of the trickiest things too, is it's like, even if you could get 10,000 sales on Amazon, most people don't have a big enough network of people that use Nook that like actually buy from Barnes and Noble cause everybody just uses Amazon and Kindle pretty much. So that's basically how we did it for you is, you know, we emailed millions of people. We did Facebook ads, Kindle ads, and Nook ads in one week, and then you got around 15,000 sales, and that landed you number three on Wall Street.

Dan Henry (15:01):

Wow. That's awesome. That's awesome. So these lists, right? Can you tell me a little bit more about who's on these lists and why?

Tyler (15:11):

Yeah. Yeah. So basically, these are people that have opted in, saying they want to be notified when eBooks are discounted. So like a very good example of one, there's one called bargainbooksy.com. There's another one called BookBub. These are just examples that you could search and find them, but basically, they opt-in, and then they tell you like what type of genre they're interested in, in being notified about. And then they're all like segmented. And then, depending on what book like we're doing for that week for a campaign, then we know which people to email. So it's not, you know, they're people that are just interested in specific types of books at a discount, basically.

Dan Henry (15:52):

Right. So to be clear, you know, it's not that they're buying books like it's not like a, how do I put this? Like a manipulation where you are basically buying books in bulk to hit the number because that's what a lot of people do for like the New York Times bestseller list. They literally have companies buy thousands of books just to test, and they're not really selling the books. You know, they're just, it's like a paper thing, and they're buying these thousands of books, or I've seen people where that you buy a book, and they give you two, and there are all kinds of tricks, right? And don't get me wrong, you know, hey, it's already a political thing. So the system is already rigged. So if you're working the system, I have no qualms with that. But the reason I like what you do is that you're literally saying, Hey, here's a list of people that are interested in a book like I wrote.

Dan Henry (16:54):

And they signed up to be notified when books like that come out and go on sale. So, hey guys, here's a book. So it's, to me, far more of a realistic, I mean, it is a realistic launch, but you know, a lot of people look at book launches and look at these lists as like you've got to finagle something, right? You've got to do some sort of weird stuff to hit the list. And I didn't want to do that. I didn't want to just, cause I could have, I could have just bought a bunch of books. And I said to you, I was like, well, listen, man, I want to hit these lists, but I want people to buy my book. And when you explain this to me, and you explain the lists and how these people are interested in my book or in books like mine, they're just simply getting a discount, and they're getting notified of it.

Dan Henry (17:43):

And they're buying tons of people are buying that book all at the same time, because it's like a temp it's like, it's like sort of like a, a launch where you have a normal launch where you like you would launch a course or anything. You know you do a launch, you have a discounted price during that launch. And outside of that launch, the price goes up. It's a standard launch. And so I really liked that aspect of it, that it was real people buying books that they were interested in, not me going out and buying a hundred thousand copies of my book through an LLC, I set up or some crazy stuff just to get a list. You know what I mean? And then, so here's a funny thing. We did the Kindle version. I knew that you know, there was a certain way I could track because when, when you go in my book, you can click on links.

Dan Henry (18:35):

If it's an ebook to get to certain areas where you would, you know, maybe book a call with my team or whatever. So we started tracking that and found that people were absolutely buying from these lists, buying on Kindle, reading my book, booking a call, buying my program. You know, these are real people interested in this stuff. And I think that's a lot of people's hesitation is they look at a lot of these launches, the New York Times being one of them. And they say, well, you know, I can pay a couple hundred thousand dollars or probably more, probably more like 500,000 to hit the New York Times bestseller list because I'm going to buy hundreds of thousands of copies of my book. And to me, that's like, you either have to do that. Or like I said, you got to attend the birthday party of the guy with the guy, with the guy, you know, and it's like either way it's, it's messed up. So that's why I really like how you did it. You do the legit launch to legit people, who legit were interested in my type of book that all bought at once because we did a discounted price during that launch. So I really, really do dig that. Now can you give some maybe specifics on like, you know, if somebody wanted to try to do this completely themselves, what they would have to go through and like a timeline of what they'd have to do

Tyler (19:51):

For sure. So if I was to try to do this, like if somebody was going to do it themselves, what you'd want to do is really like start the marketing aspect way before the actual like launch happens or even that you're writing the book, so what I mean is you want to start like collecting emails basically. So do like a bonus or something like a pre-release and have people opt-in to be notified when the book comes out because you need all those sales to come through in the same week. So I would start building that like way prior. And it's one of the things I actually learned from Gary V that I think is pretty cool, is like documenting the process. He says, document over, create, which I don't think one is better than the other necessarily, but that just, the idea is cool.

Tyler (20:35):

And basically, what that means is like just sharing the process of the writing of the book and the ups and downs of the journey. And you basically start to build like a launch team naturally of like followers. And so I would do that. And also, what I would do is I would start reaching out to people like way ahead of time. Cause you, you know, this like more than anybody Dan like getting on people's email lists to do like an affiliate type thing. Like sometimes people are booked for like a year out. You know, like their email campaigns are literally booked for a year out. So you've got to start very early, but basically, I would find people that have large email lists that are basically they could be interested in your book, and I would connect with them and then figure out some sort of affiliate deal and then have all of these partners mail during the same week. And then that plus the pre-release campaign that you're running to gather emails, all of that comes together, and then you'd have really your best chance. And the only thing that would still be missing, though, is those Barnes and Noble sales, probably just because they're so hard to get. So you'd want to somehow try to figure out how to isolate a certain group to get at least 500 sales on Barnes and Noble.

Dan Henry (21:47):

Okay. So let me, that was a lot, and we talked about this before, which was one of the reasons why I just hired you to do it, but let me see if I could recap. So basically, you want to build a list, and you want to document the creation of your book. And it's sort of like an email list building exercise, and that gets people on a list so that when you do launch the book, they all buy in the same week. And then, at the same time, you work with partners that already have lists of interested book buyers, and you offer, and how do you get those partners to maybe you, you said this, and I miss it, but how do you get those partners? How do I say, Hey, you know, you have a list of people that like books, email my book out to your people. How do you get that partner to say yes?

Tyler (22:33):

So, in this case, right, I'm actually not saying the book-buying lists. Just because, in all honesty, what you'd have to do is go to Google and like waste a bunch of money and test them all out. So to use those types of lists, you might, you know, it's better to just hire us. It'll actually be cheaper than the trial and error that you'd have to do. But the list that I'm talking about is, for example, just a clear example, right? So like the people that buy Russell Brunson stuff are like similar people that buy some of your stuff, right? So I would connect with Russell and be like, like six months to a year prior of the launch week and be like, Hey, is there anything that we could work out like an affiliate thing where you would mail your entire list about my book during this one week? And then if you get, you know, like 10 of those plus the pre-release list that you're building yourself, all of that coming together, then you could get, you know, like 10, 20,000 sales in a week and actually hit the list.

Dan Henry (23:33):

Got it. So to recap that if I was going to do this again by myself, I would document on social media on, on, you know, maybe some ads what you, the process of creating the book and get them to sign up to an early release or a, a book release kind of waiting lists. I'd build that list there. Then I'd go out, and I'd find partners or other influencers that had similar stuff to mine. And I'd say, Hey, I'm going to release this book, you know, around this date. Is there any way you could get in on this launch? And from there, I would try to offer some sort of affiliate deal or, I mean, there are other ways to do it as well. You can just pay people to mail the list. Yeah. I would imagine you could also send an early copy to some like Instagram influencers.

Dan Henry (24:24):

You could, again, get them to promote at that time. And the idea here is that everybody in-sync promotes at the same time it's easy. It's an easy sale because it's, what did we sell my book for? Like, what was the cost?

Tyler (24:40):

99 cents, yeah.

Dan Henry (24:41):

And that was the Kindle, right?

Tyler (24:43):

Yup.

Dan Henry (24:43):

Right. So it's not, it's, it's a buck. So, you know, normally it's like $7 for the ebook, and you know, whether it's an ebook, a physical book, a Kindle, whatever, if you sell the required amount, you hit the list. It doesn't have to be a physical shipped book. And, and that makes it a bit easier for small guys like us to hit those lists, because it's easier to say, Hey, buy this 99 cent Kindle than, you know, buy this, you know, five or $10 book, wait for it to get shipped to you, blah, blah, blah, blah, blah. So we, we get these Instagram influencers, we get these social media influencers. We get these partners with email lists. We build our own email list, and then all in the same week, we send them to buy this book. But you have to segment the list to where a certain amount of people. You said you get 500 sales on Barnes and Noble. You get how many sales for the ...

Tyler (25:41):

Amazon?

Dan Henry (25:41):

Amazon. How many sales?

Tyler (25:42):

Amazon typically you want like minimum 7,000.

Dan Henry (25:45):

Okay. So we need 7,000 sales in the same week for Amazon. We need 500 sales in the same week for Barnes and Noble. And what else do we need in terms of numbers to hit, like say the Wall Street Journal?

Tyler (25:57):

That's actually pretty much it. And each week is different, though, right? Just because it depends on the competitiveness of that week, right? So, like, for example... What did you say?

Dan Henry (26:07):

You've got to pick a week? Like if let's say you have three books coming out that week by like, I don't know J.K. Rowling and you know, maybe Gary V and whoever a former president, it's going to drastically reduce the chance that you'll hit the list. So you, in addition to all this being in sync, you also have to, ahead of time, pick the week that is, you know, going to be the most optimal and easiest to get in, correct?

Tyler (26:42):

Exactly. Yeah, and like Obama, cause we do one every week like I was telling you, and like, Obama has been number one on the Wall Street the past three or four weeks. And our books have been like, number two, number four, number five. And like, but he's staying number one, right? So just if nine other people at that status of like Obama, if they all launched during the same week, like, you know, maybe there's a chance we'd actually miss, you know, even though that hasn't happened yet. But going up against Obama's very difficult.

Dan Henry (27:12):

So this is why when I had this conversation with you at first, I was like, I'm gonna do this to myself. I'm going to, I'm going to talk to Russell, and I'm gonna talk to this guy, and I'm gonna talk to that guy, and I'm gonna do this, somebody that, and I sat down and I was like, I'm going to do it. And then, like my CPA called me, she's like, Dan, we need to have a meeting. And then my assistants like, Hey Dan, did you do this? And I'm like, ah, I'm like, I got way too much to do. And I'm like there's no way I'm going to be able to do this. So plus, with the other thing I liked was the fact that you already have because you've been doing this day in and day out for years, you already have the partners lined up for multiple different types of books.

Dan Henry (27:52):

You already have the list, you've already made the connections, you've already made the relation to, you know, created the relationships, you know the best weeks, you have all the tools at your disposal. That would take me months. If I was like, well, it would take a lot more than months, but you know, even with my name, even with the list that I have, even with the connections, I mean, I can call Russell up right now and ask him, I mean, not on the phone, I'd probably Voxer him. But the point is like, I have connections that most people don't, but even with all those connections, it still would have been a massive undertaking compared to you basically just, you already have the relationships, you already have the list. And so when I called you back, I was like, Tyler, can you just do this for me?

Dan Henry (28:37):

Can I just, can you just, here's the book? What do I need to do? What or where do I need to upload it? Can you reach out to your partners that have these lists already, you know, and you can coordinate, can you sync, can you do all this for me? And you said, yes. And cause that's what you do. And when you gave me the price, I was like, okay, that's a pretty decent investment. But then I really thought about it. And I'm like, ah, you know, it only takes a few people to buy my product after they read my book. And now I've completely made that money back. Plus, I'm a Wall Street Journal bestselling author, you know, I have all this clout, it's going to help grow my business. And you know what ended up, I mean, I just wanted to break even. You remember me telling you I was like doing the math and stuff.

Dan Henry (29:24):

And I was like, all right, if I get this many people to buy it, well, what ended up happening was we way more than broke even just on the launch. Like we totally made our money back on the launch. I didn't have to deal with jack, nothing. And the fact that I have a Wall Street Journal and USA Today and blah, blah, blah bestselling since then, you know, has drastically increased our conversions and just the ease of which we sell. Like people get on the phone now. And they're like, they read my book, and they're like, yeah, I heard your book was a best seller. So I had to read it. It's great. I want to sign up for your coaching program, boom. So it was totally worth it. And if anything, everybody's listening to this episode. Yes. You can take what we've talked about. You can 100% go out, get the partners, get the list, document everything that we've talked about, and you can attempt to do this yourself, and maybe you will do it.

Dan Henry (30:22):

But for me personally, I know that time is money. I know that success loves speed. I know that you know, if I want to grow, I'd rather hire an expert that does this day in and day out that that guarantees that I will hit that list because I don't know if you want me to mention this or not, but you did give me that guarantee.

Tyler (30:41):

Yeah, no, no, you can. Yeah. We literally guarantee it or a full refund.

Dan Henry (30:45):

Yeah. And, and I remember being like, are you sure? I was like, skeptical. I was like, so let me get this straight. I'm going to pay you this money. You're going to attempt to hit the Wall Street Journal, best sellers. And if I don't make it by just one spot, you're going to give me a full refund. And you were like, yes. And I was like, are you sure? I was like, super, it was it almost I'll be honest with you, it almost turned me off because I was like, this is too good of a guarantee. This seems, but I've talked to some people that worked with you, and everybody's like, Nope, he'll hit it. He'll hit it, he'll hit it. And I was like, all right, did it, and sure enough, boom. And of course, you know, we did better than we expected. We hit like way high up on the list. So do you mind if I tell people where they can reach out to you, if they're interested in, you know, having this done and having a best-selling book and, you know, having you do this for them?

Tyler (31:39):

Yeah. No, for sure.

Dan Henry (31:40):

Yeah. I bet you'd like that, let me send you some business. So listen, guys, here's what I'm willing to do. If you are interested in working with Tyler to get your book to bestseller status so that you can reap the same rewards, I have literally become an instant authority, instant authority, and really just increase your ease of selling whatever you're selling and grow your brand. Tyler has agreed to do a deal for you. He will give you a really good deal if you are referred by me, and in order to do that, you'd want to go to getclients.com/tyler. If you go to getclients.com/tyler, you will be able to, I guess, book a call with you and speak to you about the service. And if you go through that link, he's going to give you a very special deal that you won't get anywhere else.

Dan Henry (32:37):

So if you go and you just Google his name, book a call, you're not going to get the same deal. As if you go through the link, it's getclients.com/tyler. And you'll be able to speak with him about this. And he'll give you all the information, the same information he gave me, and let you make an educated decision on if you want to move forward. So, Tyler, I know your time is valuable. Thank you so much for coming on here and sharing. And by the way, the name, we didn't mention this, but the name of your company is Authors Unite.

Tyler (33:06):

Authors Unite.

Dan Henry (33:07):

Authors Unite, Authors Unite, right? I just know you as Tyler, my buddy, Tyler, who blew me up on the book front. So guys, again, go to getclients.com/tyler if you'd like to speak with him about doing this for your book or your upcoming book. And I think, I think you're going to really see how valuable it can be to be a best-selling author, not just on Amazon, but Wall Street, Journal, USA Today. It's a whole different level. So Tyler, thank you so much for coming on and sharing. I really, truly appreciate it.

Tyler (33:38):

Of course, man. Thanks for having me.

Dan Henry (33:40):

Absolutely, man. And if you guys love episodes like this, make sure to subscribe. I'll see you in the next one.

Why You Should Not Listen To Your Customers Complaints Jan 05, 2021

>>> CLICK HERE to Book Your FREE Strategy Call with my Team!! <<<

----

Have you ever heard the saying, “The customer is always right.”

Well, this statement is completely false when it relates to your online business...

If you are trying to build the next Walmart or Target, then I could definitely see how you could justify this mindset... but I’m sure that isn’t the case for you!

Knowing when to listen to the right kind of “complainer” will save you so much time and negativity.

There’s more to the picture when you have a student or client complaining...

That's why in today's podcast I will show you the different types of complainers to ignore!

In this episode, I am going to cover:

The two types of “complainers” and which one NOT to listen to
Why people complain and how to stop it from happening
The main reason we turn away hundreds of prospectsfrom joining our programs

If you got value from what you heard here, please be sure to subscribe and rate this podcast! Bonus points for you if you write a review! ;)

— SUBSCRIBE & FOLLOW —

Click here to get Digital Millionaire Secrets, FREE!

Want Dan’s Wall Street Journal bestselling book for FREE?

Interested in having Dan’s team personally work with you to grow your business?

Want to learn the 5 Keys to Scaling ANY Digital Product, Online Course, Coaching Offer, or Mastermind?

Click here to Visit our Corporate Website: GetClients.com

— TRANSCRIPT —

Hey, everybody, in today's episode, I'm going to cover why you should not listen to your customer's complaints most of the time and how doing so can actually ruin your business.

All right, everyone. So there is an old thing that I'm sure you're aware of.

Well, then it's, the customer is always right now. I do not agree with this statement even in the slightest. And you also have to consider the source. The person that came up with this saying is Harry Gordon Selfridge. And he owned a popular department store in the early, it was like 1909. When he started as Selfridge department stores, now he was very, very successful. Don't get me wrong, very successful, but it's a department store. Okay. He did not sell high ticket coaching or, you know, consulting or things like that. He sold, you know, clothes and trinkets and things like that. So you have to understand that when it, you know unless you are trying to create the next Walmart in the world of online business and in coaching and consulting and selling digital programs, the customer is not always right.

They're just not, especially because they're coming to you to become educated, to solve a problem. So clearly, they don't know everything. And that may sound like harsh advice, but I'm actually going to break it down for you and allow you to understand the difference between two forms of complainer's okay. Two forms of complaints and why you need to completely ignore the first one. And you actually need to listen to the second one. Okay. Because the customer is right some of the time. But not always. And that's very dangerous. And to me, toxic thinking, okay, but let me break it down. So you don't think I'm just a, I'm a complete tool. So there are two forms of complaints. There are habitual complainers and legitimate. Complainer's now a legitimate complainer is somebody that complains because something actually wrong has happened, right. You've made a mistake, and they have a legitimate complaint when a legitimate complaint happens.

Almost everyone who is breathing would complain. Yeah. There are some people who just aren't the type of people to complain, and they won't. But for the most part, when you make an actual legitimate mistake, or there's a problem with your product, you will get complaints. However, there is what's called, as I said, habitual complaining. And that is a behavioral thing that is a behavioral form of complaining, which means that people who are habitual complainers do because it is a set behavioral pattern that they do. And it doesn't matter what you do, how good or bad your product is, they are going to complain. Okay. So I'm going to break down why people complain, and then I'm going to show you how to decipher between the two and how to make decisions based on customers' complaints and how to ignore the ones that are habitual complaints.

Okay. So first of all, let's talk about habitual complaints. You have to understand that human beings like to complain, they do. There are far more habitual complainers, and there are legitimate complaints far, far more, and no matter what you do, you will always get complaints. I'll give you an example. Recently in our sold-out courses program, I saw a post in our private group, and one of our clients was talking about the length of her webinar. And she was saying, you know it is a, is a two-hour webinar, too long. I have customers complaining that the webinar is too long, and I don't want them to complain. So I think I need to make it shorter. So there are a couple of problems with this number one, customers aren't complaining because you got to understand a customer is a customer. A customer is somebody who has paid you money.

A prospect is someone who has yet to pay you money. So, first of all, we have to understand that prospects are complaining, not customers. All right. When a customer complains, it's a bit different than when a prospect complains because a customer has already given you money. Okay? Now customers can still be habitual. Complainer's a lot of them, but you must understand that ultimately the ultimate form of evaluation on whether or not your product, your webinar, or your marketing works is whether or not somebody buys it or not. Okay? Everything is quantifiable based on metrics, your conversion rate, your email, open rate, your email, click rate, your attendance rate for your webinars. Those are the metrics in which we measure how effective something is. Not. If people complain, people will always complain. Okay? Whether your webinar is two hours, three hours, six hours, 10 hours, 30 minutes, five minutes, or the fact that it even exists, people are gonna complain.

That's just part of the game. And let me go over quickly. Why do people complain? So you understand the behavior, and then we'll get into how to, how to decipher it. So you gotta understand the complainers tend to be less healthy. They have poor career performance and more failed relationships. And they're basically miserable. And when I say complainers, I mean, you know, habitual competitors, people that complain all the time, which is a lot of people. And so these people are always going to be unhappy with various products because they're just used to complaining. When you complain, you actually invite more negativity into your life. And, you know, people don't actually realize they complained. The habit actually becomes invisible. And you know, people aren't bad people, you know, they, they just realize that this behavior is happening. And if they did realize it, I would guess a lot of them would want to change it.

But the thing is, it's hidden, it's invisible. A lot of times, you don't realize you're complaining. And one of the reasons that is is because people complain to validate their beliefs. Okay. They have a belief, and they need to Valley. They didn't know that they're right. That they're, that they're, they're correct in the way that they're feeling. And therefore, one of the ways to do that is to complain, okay. And that's because complaining is a way to avoid responsibility. Okay? If you believe that you have failed because you are lazy, then that means something is wrong with you. But if you fail because the coaching is too long or the webinar or the lessons are too long, or, you know, whatever, then nothing is wrong with you. It's a problem with the product. And see, no one wants to admit that something is wrong with them.

So if they can complain, they can now find a way to place that blame on something else and complaining, reinforces negative thought and actually invite some more of what you are complaining about into your life. So even, you know, if you, if you find yourself complaining a lot, you're actually making it worse. And I'm not saying that sometimes the complaints can be legitimate or not legitimate, but if you complain all the time, I highly doubt every single complaint is legitimate. Okay. And you're actually creating more negativity and inviting and attracting more of it. So you're complaining about this, this thing, but you're actually making it happen more because you're complaining. All right. And another thing is complaining also increases procrastination. It's easier to complain and then to solve the problem. It is okay. And finally, complaining creates bad luck, reality. What I call "The bad luck" reality.

It's this alternate reality that you create in which nothing is possible. The world is out to get you. You're just, everything's out to get you. You just don't get good luck. You know, the universe hates you, and therefore nothing positive is possible for you. Okay? And when someone is in that mindset, it doesn't matter what you do. You will never be able to make them happy. And what you'll have to understand is going back to, the customer is always right. Some customers are just not good for business. Okay. There are like, we turned down a ton of people that apply for our programs. We do not want toxic negative mindset people, because you got to understand if I let's say I saw a high ticket program, right? And you come into this high ticket program, and you join the group you get in here, you're super excited.

You just dropped a ton of money, but you feel good about it because, you know, you trust me, you trust my company. You've seen our results, yadda, yadda, yadda, you get in. And all of a sudden, you see posts in the group of people being super negative and complaining. You get on a coaching call, and somebody jumps on and just starts singing the blues. And you just, you get this icky feeling that you know, that positive, go get her environment that you were so excited to become a part of is now tainted because you have all these people who are not only being negative and, and, you know, being a drag, but they're starting to reinforce negative beliefs in you that maybe you had suppressed because you want, you want to succeed. And it's just not a good environment for people.

Especially when they pay a high price, I paid $30,000 to be in masterminds. And the last thing I want to do when I go to a mastermind event that I paid 30 GS for is to sit down and have somebody whining and crying and moaning. I just like, I don't want that. Like I paid 30 grand, shut your mouth, and do the work. Like, don't bring your negativity in this room. Okay. If I paid $7 for something or 97, or even a thousand dollars for something, all right, maybe I could understand it, but I pay five, 10, 15, 20, 30, grand. You know, I want a good positive environment. And so that's why we don't let a lot of these customers in or prospects. And because we know they're going to cause a problem. And we, we want to keep the integrity of our program, the quality of our program high.

So to say the customer is always right is insane. And so the deal here is that, you know, if you have somebody complaining about your webinar, your marketing, your emails, you got to understand that it's likely that they could be a habitual complainer, in which case nothing will make them happy. And if you make business and marketing decisions based on what they say, well, now you're going to start negatively affecting your business because you're basically making a judgment and a decision based on nothing, right? Because it doesn't matter what you did. They're always going to complain. Okay? Cause some people just always complain. Some people are never happy. And so if you start making strategic decisions based on those complaints, well, now you're making terrible decisions, right? So what you should really make decisions on is things like actual actions, right? If somebody is truly unhappy and they have a legitimate complaint, you will see it in the forms of actions, right?

You will see refunds, you will see chargebacks, you will see a low conversion rate, low email click rate. You will see these actual metrics happen. People will not buy your stuff. Okay. But I mean, and that doesn't mean that there won't be some illegitimate or habitual complaining in the refunds, in the disputes, but, but you can still improve the process. Right? Like recently, we had an elevated dispute rate, and I couldn't figure it out. Right. I could not figure it out. I'm like, why did our dispute rate go up? I was like blown away. And so Brandon, who heads up our customer service, one day walks into my office. He's like busting in the door, which, you know, normally people don't bust in my office door, and they knock her or, or Slack me and asked to come in or whatever. But he's like Boston the door.

And he's like, Dan, he's like, I found it. I figured out how to dispute a problem. I'm like, okay. And he's like, did you see this email? I said, what email? And it was an email for failed, a failed payment sequence. And what we had done is we had, I remembered we had hired or we had consulted with a company that apparently was good at, you know, failed payment sequences and stuff. And we consulted with them and kinda like modeled some of their emails. And one of the emails, the subject line was, Hey, you know, Hey, so-and-so does someone have your card? And in the email, it said, Hey, you may want to call your bank and check on your card because you had a failed payment, and the bank might be blocking it. So you may want to call your bank.

And so what ended up happening was, in reality, people were seeing this email when they had a failed payment, and they were probably skimming it, and they freaked out, called their bank and disputed the charge or call their bank. And the bank rep simply said, Hey, would you like to dispute this? And they dispute it. Okay. And as soon as Brandon showed me the email, I was like, Oh my God. I'm like, of course, that's it. And so we changed the email, and immediately our dispute rate tanked and dropped down way back to a totally acceptable level. And I was just like, wow, something so silly, something so ridiculous. So, you know, again, that was our fault. That was totally my fault. But I didn't find that because people were emailing me or posting on my Facebook and going Dan, I'm unhappy. It was because we had an elevated dispute percentage.

There was a clear and present effect, not just people complaining. All right, good understand. I've sold over $10 million with webinars, with internet marketing. And I have all kinds of people complaining. Right. I have people who have literally sold $5,000 with stuff, and they have people complaining. People will always complain because the majority of the population, sadly, our habitual complainer's all right. So what you have to do next time, you're evaluating your complaints to have to ask yourself, are these complaints tied to an actual measurable metric? Okay. And if so, then you need to look further into it. For instance, you could always gather a list of emails of all the people that have ever refunded or charged back your program or your coaching or whatever, and simply send them an email and say, I noticed that you refunded. I just wanted to, you know, get your opinion and I want to know why you refund it, right?

And then when they all email you back, you start looking for patterns right now, you will see one-off people, people that are just completely out of their minds crazy. And you obviously discard those, but then you'll see, you'll see legitimate patterns. And when you see the patterns, now you can start making strategic decisions in your business to eliminate those things that debt caused those refunds. Okay. And even if those things kind of are silly, they still triggered these measurable negative results. And that is something you should pay attention to hence, to measurable negative results not, not random customer complaints. Okay. Again, $10 million sold through webinars. And every single day we get some form of complaint about our webinars. Okay. Our webinars convert extremely high, very, very high. One of my webinars actually is probably, you know, the exceptionally good conversion rate for, you know, for what it is, you know, compared to the rest of the industry.

Exceptional show-up rate, exceptional, all the metrics for this particular webinars is probably one of my best webinars. It is my best webinar I've ever done. Literally, all the metrics, all the sales numbers, all, all the, all those individual measurable metrics are like literally as good as they could possibly get. Yet. We still get tons of complaints. Why? Because people like to complain. So if I were to actually take those complaints seriously and then make changes, I could cost myself a ton of money. Okay. And the thing is unless there is a measurable result tied to that complaint, there's no reason for me to just, you know, jump up and change things. Cause I got one complaint. So that is the thing you really have to evaluate. Now we take customer complaints very seriously, but we, we evaluate them to make sure that they're a real complaint and they're tied to a negative action such as like I've mentioned this, this dispute rate, all right.

But people saying, Oh, the webinar's too long. The lessons are too long, blah, blah, blah, blah, blah. That's universal complaints. You're going to get stuff like that all the time. All right. And honestly, if somebody doesn't have the patience to watch a 50-minute webinar, like I literally have a webinar that's 50 minutes, and I still get complaints that it's too long. If you don't have the patients want a 50-minute webinar, I do not have the patience to work with you. So I don't want to work with you. All right. So, you know, another thing is, is a lot of these habitual complainer's ladies, people, the complainers are people you do not want to work with. Therefore, if you remedy, if you solve their complaint, you might start actually selling those people. And you don't want that. All right. Again, part of marketing is to, yes.

It's to attract customers, but it's also to repel people you don't want to work with. All right. And trust me, if you just try to work with everybody because you want to make money, you'll be very, very unhappy. You'll be very unhappy. And honestly, most of the time, when I've seen people try to do that and they sell less, okay, you can actually sell more by resonating with the right person than trying to resonate with everyone. So you, you, you, you must understand you must. Yes. You must take customer and prospect complaints seriously, but you must take the evaluation of whether they are habitual complaint or a legitimate complaint just as seriously more seriously. All right. So that's what I want you guys to do. I want you to look back at all the times you thought about changing something or deleting something or doing something differently because someone complained and asked yourself, is this complaint tied to a measurable negative result?

Or is this just somebody being a habitual complainer? All right. And what I can do in a future episode, maybe I'll do it in the next episode is I'll talk about how to actually fix your mindset. If you're listening to this, episode using, Oh crap. I think I'm a complaint. I think I'm a habitual complainer. That's okay. I used to be, when I was younger, I was a habitual complainer. And then, one day, I fixed my mindset, and that allowed me to be way more successful. So I can do another episode on how to actually identify that if you are, fix it and create a much more successful life for yourself. You have to remember the complainers are not bad people. They are simply people that have limited their own success, and it's never too late to fix it. All right. Love you guys. And I'll see you in the next episode.

Why I Stopped Telling People It's "Easy" to Make Money Online Dec 21, 2020

>>> CLICK HERE to Book Your FREE Strategy Call with my Team!! <<<

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How many times have you heard people say “Just buy my course that includes all of my proven scripts, frameworks, and templates, and you’ll be making money hand over fist EASY! We’ll take all the guesswork out of this process for you!”

Probably way too many times, am I right?

I have students come to me and tell me they don’t know how to do XYZ. And in return, I tell them they just need to study and research it more and get good at it.

And do you know why??

Because successful people JUST GET OVER IT!

The trait of successful people is that they will work to get better results and learn the skills they need to!

Remember, if you feel stressed or overwhelmed, it means you’re learning.

There is no “easy” way to climb the ladder of success. The trick is to get good at the hard things!

In this episode, I am going to cover:

What the #1 trait of successful people is and how it is the real secret to your success
Why you should leverage low-risk, but highly uncomfortable situations while you are learning new skills
What habits you can incorporate into your routines so you can capitalize on “getting good at the hard way” in your business and life

If you got value from what you heard here, please be sure to subscribe and rate this podcast! Bonus points for you if you write a review! ;)

— SUBSCRIBE & FOLLOW —

Click here to get Digital Millionaire Secrets, FREE!

Want Dan’s Wall Street Journal bestselling book for FREE?

Interested in having Dan’s team personally work with you to grow your business?

Want to learn the 5 Keys to Scaling ANY Digital Product, Online Course, Coaching Offer, or Mastermind?

Click here to Visit our Corporate Website: GetClients.com

— TRANSCRIPT —

In today's episode, I'm going to talk about why I stopped telling people it's easy to make money online and what I now do instead.

So "making money online is easy." How many times have you heard that? Well, let me just go out on a limb here and say that that's not true. That is not true. And think about this for a minute. How many times have you seen a guru say, "ah, it's this simple template. It's this simple script. It's, it's easy. You know, it's easy to make money online." All right. Well, if it was easy, then why would you need to buy their course or their coaching or their book right now? Let me, before I get a bunch of my friends who go, Dan, what are you doing? Let me just point this out that I think building an online business, selling online courses, coaching, selling virtual or whatever, and any type of online business even e-commerce do. I think it's easier than, you know, drilling for oil or being a stockbroker or starting a hedge fund or something.

Yes, absolutely. It's astronomically easy earlier than the normal ways in which you would become a millionaire 100%, however, it is in no way easy. And here's what I mean by that. Let's say you buy a program from me and in that program. I don't know. I'm teaching you how to run Facebook ads, right? Well, I'm just going to come up with a random example, right? Or it's a webinar or what, or whatever, or you're learning to write emails for your car, whatever it is. If you say to me, well, Dan, you know, I followed your script, or I followed your framework and it didn't work. You told me it was easy. You know, if it's easy, then it should work pretty much the first time. So I would have no leg to stand on. Right? I would have to say, it's not easy. I lied to you, which is why I don't do that.

And early in my career. And when I say early, I mean, super early, I used to say, it's easy. Why? Because everybody else did. It was just like the thing you say. And then as I started growing in the industry, I realized, wait a minute, it may be easy earlier, but still not easy. And so back to the example of the ads, the whatever I had somebody say to me, you know, Dan I'm not good at storytelling. What should I do? And I said, well, you should watch more movies. You should read more books. How many books do you read? Well, I don't really read books. Well, how many movies do you watch? Well, I'm not really a movie person. Well, that's why you suck at telling stories because you're not, you're not accepting stories, right? It's telling a story, whether it's an ad, a Facebook ad, an email, whatever, that's an art, right?

It's an art form. And if you do not learn to appreciate and consume art, you will not be a good artist. Find me an artist that doesn't appreciate other art. Right? Find me a musician that doesn't listen to music. Find me a sports athlete, like a fighter that doesn't watch UFC or boxing. You're not going to find it. And so my honest advice to him was to go watch more movies, go read more books, start accepting art. I can teach you all these frameworks, but it's not going to be easy until you solve the fundamental problem. And that is you. You don't like stories, right? And that's some of the type of advice I give to people is like, look, this is hard. I'll give you another example. Let's say you're on camera. And you know, a lot of people they'll say, Oh well, you, you don't have to, you don't have to be on camera to have great ads.

Let me show you a way without a camera. I'm more the type to say, well, listen, I get it. You may not be good on camera and it may be uncomfortable for you, but you're going to sell a lot more if you can get on camera. And so why don't you just get over it and learn to be good on camera? Why don't you just learn to be comfortable with it? Because you want to be a millionaire, right? You want to be successful. Well, successful people get over it. They don't look for an easier way. They just get over it. That is the trait of a successful person. They will work to get better at it. An unsuccessful person will stay neutral. And if they need either your way, me and so by pandering to people like that. And by encouraging that nonsensical behavior, you are further diving them into a pattern of being unsuccessful.

Whereas I like to take a different approach. I like to say, look, successful people have these behavioral patterns, right? They don't drink every night. They sleep. They focus on getting good sleep. They exercise every day to maintain that, you know, activity levels, which makes them be able to concentrate more. If you can concentrate better, you can make better decisions. These are the things that are gonna make you successful. Not this little webinar script here. Take it and you'll make a million dollars. No, that's not reality. That's BS. Okay. It's total crap. Right? I don't know a single eight-figure entrepreneur in this industry that doesn't focus on things like exercise, sleep, learning, doing the hard things. It's actually easier to do the hard thing. Then it is easy. Then you know why? Because by the time you just get over it and learn how to do the hard thing, you're already far, you've progressed far more than the person constantly searching for the easy way that truly does not exist.

So if you don't like being on camera, well, guess what? Let's get used to it. Here's how I got, you know, how I got comfortable with being on camera. I would go and I would watch movies with over actors and like, you know, Adam Sandler and, and, and, and you know, Jim Carey and I would try to mimic their over the top acting, you know, somebody stopped me, you know, all that type of stuff. And then I would go hang out with my friends and I would try to do impersonations. And if they would suck, they'd be terrible at my friend's would make fun of me. And they would just trash me. And they, you know, call me an idiot. Cause that's what friends do. Right. Well in Florida, they do anyway. But the point is, is that I put myself in low risk, but high, highly uncomfortable situations.

Let me see, say that again. I'd put myself in highly uncomfortable situations, but that was low risk because one of my friends you're gonna make fun of me. They're going to forget about it. Five minutes later, when I finally went to do ads and be on camera, I was so used to being uncomfortable. That it's like, well, I'm just going to, all I'm going to do is get on camera and yeah, Hey, blah, blah, blah, blah, blah, click here to watch the webinar, click here to buy my book that is soon for easy compared to trying to do an impersonation in front of a group of people. Right? So what I would do is I'd find situations that were more uncomfortable than the situation I was doing that were low risk. And then I'd get just being uncomfortable so that I went to do the thing that was a higher risk, or that brought me a profit or return or success.

I was used to that feeling. And those are the things that help grow my business. And I mean, I didn't get this funnel. I get this template. Can I get the funnel link? Can I download the template? Can you give me the script? Yeah. Look, I'll tell you this right now. Okay. I'll end this episode with this. I remember last year I went to a conference funnel hacking live. Okay. I was asked to speak. This is the first time I got my eight-figure award, which means I made over $10 million doing this stuff. And I got invited to dinner only. Okay. Figure people. It was like an eight-figure dinner. Only eight-figure people were allowed. We all had that crazy ring that they gave out at ClickFunnels. It's like $8,000 for this diamond ring. They just give it to us when we make tea.

I don't know why they do that. So Dave Woodward over there is probably like w you know, just crying every time he has to put in an order for one, but now they love doing it, you know, but, but the point is, we all got this ring. We, we all, you know, we all have these, the $10 million-plus businesses, right? And so we're sitting down to dinner and we're having conversations. Now, prior to that, I had been asked to do what's called around a round table where I sit down and again at a table and there is food and stuff. And I answer questions from people who are just starting six-figure entrepreneurs, even seven-figure entrepreneurs. And the vast difference between the conversations that happen at the six-figure table. And the eight-figure table is as follows at the six-figure table or this beginner table.

It's Dan w you know, how many times should I send an email per Gaye? You know, how many, and I don't mean to make fun of people for asking the question, because you don't know any better. Right. I asked those same questions when I was starting, but I'm trying to skip you to the front of the line. I'm trying to skip you past the years of failure. So just, just listen up, deal with it, you know, take it, take it on the nose, whatever point is, they would ask questions like that. Dan, what's your favorite funnel? Wait, what's your, what kind of script? [inaudible] At the eight-figure table. It was like, Hey man, how are, you know, have you found any cool ways to get better sleep? How are you dealing with you know, the pressure of you know, tax season and, and running a Black Friday offer, you know, or how are you communicating with your team and keeping them motivated, or here's a great one for you...

I sat down with Peng Joon, and I asked him, I said, Hey man. I said w why do you wear the same thing every day? And I remember him telling me, he goes, Oh, it's this thing, Steve jobs did, you know, he didn't want to waste time picking what to wear. So he would buy all the same clothes. And every day he was, got up, wore the same clothes, and it saved him like 15, 20 minutes a day. And he got more done and it just, you know, relieves mental space. And I was like, wow, that's fantastic. That's a great idea. So I went out and I bought 50 black v-neck shirts. And now I literally, today, nowadays I wear the same thing every day. You'll notice in almost every YouTube video, I wear a black v-neck and every once in a while, you might see a green v-neck.

So, you know, these are the conversations that happen at the eight-figure table. We're not talking about scripts and funnels and all that. And if we do, we certainly, aren't talking about it in such a detailed, granular capacity, because we know that that's not what makes things move. That's not what makes the needle move. It's just not okay. And so, you know, when you get into this business, you expect things to be easy, and it's like, they're not easy. They're hard because in order for all of these methods to work. If you, if you do them well, and in order to do them, well, you gotta sleep good. You gotta be productive. You gotta have a good mindset. You gotta, you gotta exercise. You gotta eat, right. I'm sorry. But if you're eating sandwiches and ice cream and crap every day, your mental focus, your, the way you feel is not going to be as optimized as somebody who eats clean, who, you know, makes sure they don't eat before bed.

So that the heart rate, the blood pressure doesn't go up. So their heart rate is lower. So they get better sleep. They get more deep sleep than REM sleep. So the next day, they're their mental focus. That those are the hard things as well. Getting better at telling stories, watching movies, listening to other stories, learning how to do that. Spending money on coaching programs, where people can look at the stories you're telling, look at your ads, look like we do. We look at our client's stuff. And we say, you know, I think you should frame it this way. You know, maybe you should do it this way. And you learn, this is hard. I always say this is not easy. It's hard. That's why you need to buy my stuff. That's why you need my help. That's why you need my coaching program because it's hard and we're going to help you get good at it faster because it's hard.

Not because it's easy. If it was easy, you would need to buy my stuff. So I never make people think that I'm going to teach them the easy way I admit to them that I am going to work with them to get, to, to find a more efficient way to get better at the hard way. Right? I'm going to get you good at the hard way as fast as humanly possible. And there is no really hard way to me. After many years in this business, this stuff's easy, right? It's up to me. It's easy. Why? Because I've been doing it for a while. Cause I've, I've been in coaching programs. I've, I've learned, I've worked with people. The people that work with me now, do they get the program? It's like, this is hard. And then six months later, they're like, this is easy. This is the most money I've ever made in my life.

It's easy for them at that point. But when you first start, it's going to be hard. You go to the gym, you lift weights the next day, you're sore. What does that tell you that you got a good workout in, but if you go to the gym and you're not sore the next day, what does that tell you? So you didn't get a good workout. It is the same thing when you start this, if you don't feel overwhelmed, if you don't feel stressed, that means you ain't learning nothing. If you feel overwhelmed, when you feel stress, that means you're learning something. And so people misinterpret their feelings. They go, I feel overwhelmed. That means I shouldn't do this business. I should find an easier way. No, that means you're learning. That means you're doing what we all did to get to the top. Imagine if you went to the gym and the next day you were sore and you went, Oh, no, I'm sorry.

I got to stop working out. You'd be fat and lazy. And out of shape for the rest of your life, you would be in terrible shape. Your muscles would be like jello fallen off of a freaking wishbone. Why? Because, and everybody knows that, right? But if you get in there and you get used to it and you're like, Oh, I love it. I love working out. Then you're going to be in shape and your muscles are going to be hard and they're gonna be dense. It's just the way it is when a life works. Period. So the next time you come across a guru that says, Oh, this is easy. B where just saying, maybe their stuff is good. Maybe their stuff works. In fact, I can find a terrible, horrible method and I can still make that method work if I do it well, okay.

I, you don't have to work with me. You don't have to buy it. You don't have to get into our coaching program. You don't have to do any of that. You can, if you want, it's a great program. It's turned a lot of people into very successful people. But if you do get into it, I'm not going to feed you this lie if it's easy. I'm going to say, look, it's hard. Now let's get to work. Let me make you good at it. Like I have so many other people to me, that is what I, and I get it. That's not the best way to sell stuff, but you know what? I sleep at night. I sleep at night knowing that I am not full of crap. And I set the, and when people do get in the program, they don't give me this line of, Oh, Dan, you said it was, you don't have to hear that because I didn't have, I make it clear.

And I'd rather if I'm making less money because of that, I'm totally fine with that. Because at least at the end of the day, I don't have clients that drive me up a wall. You start telling people, things are easy. You know, then, then you're going to have clients that drive you nuts because you lied. You told them, and you gave that you set a false expectation. So that personally is why. And to be honest with you, I've sold more than I ever have. By being honest and being like, look, this is hard. Don't come in here thinking it's easy. It is hard. It's way easier than what you're, what you would think would, would make you a millionaire. It's way easier than in my opinion, what a lot of people teach because I've seen what a lot of people teach. And I think they go about it the hard way I think they go about it.

And I don't like to say it's harder. I don't like to say my way. Eat is easier. As I like to say, my way is faster. I like to say my way is more efficient. I don't like saying the word easy because easy implies that it should work the first time. And it's not going to work the first time it's going to take some coaching. It's going to take some help. It's going to take some try, try, fail, fail. You know, it's going to take some of that. But if you have help, if you have a good coach, if you have a good team behind you, it's going to go faster. And if you did it yourself, that's what I tell people. And I'm honest, and I encourage any of you, whether it's weight loss, whether it's, you know, make money, whether it's stocks, whatever it is, stop telling your clients. It's easy because you know it ain't you and I both know it. Ain't easy. Okay. It may be easy for you. It may be easier than other ways, but it ain't easy. And I just, I recommend personally not going down that road, take the high road. And I hope you enjoyed this episode, by the way, don't forget to subscribe. And if you like it, make sure to stick around for the next one. I'll see you. In the next episode, they did a Henry show,

Dan Henry here. And if you enjoyed this episode, make sure to visit, get clients.com for more free resources on how to grow your online business. And if you love this show, don't forget to leave me a five star review. See you in the next episode.

How to use the Scam Funnel to Make Money from Negative Reviews Dec 16, 2020

>>> CLICK HERE to Book Your FREE Strategy Call with my Team!! <<<

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“In the years I've been doing this I literally have not had a single negative review.”

Have you ever had someone post a fake review about your company?

Maybe the review is something that is so erroneous it couldn’t possibly be true!!

BUT… no matter how far off base the review is, it can still impact your business!

After years of personally having a 95% show-up rate, all of a sudden people started canceling calls with my team saying “I’m seeing negative reviews online”.

Let me tell you, I do NOT get bad reviews!

I just don’t.

I make sure my clients are well cared for and there is no reason for them to leave a bad review...

So, I started doing some research so I knew exactly what kind of reviews my potential clients were seeing.

I want to share with you what I did to leverage those negative reviews and make a profitfrom what could have been damaging to my business and my reputation.

In this episode, I am going to cover:

What the180-degree Rule is and how it can change the way you look at negative events, both personally and professionally
How to create a Scam Funnel for your business if you find yourself in this position
How to use your Scam Funnel to ensure your future clients get to hear from you personally if you find yourself needing to respond to negative reviews

If you got value from what you heard here, please be sure to subscribe and rate this podcast! Bonus points for you if you write a review! ;)

— SUBSCRIBE & FOLLOW —

Click here to get Digital Millionaire Secrets, FREE!

Want Dan’s Wall Street Journal bestselling book for FREE?

Interested in having Dan’s team personally work with you to grow your business?

Want to learn the 5 Keys to Scaling ANY Digital Product, Online Course, Coaching Offer, or Mastermind?

Click here to Visit our Corporate Website: GetClients.com

— TRANSCRIPT —

What do you do when somebody posts fake negative reviews about you or your brand online? How do you take that and leverage it into more sales for your company? Well, that's what I'm going to cover in today's episode, and I'm going to teach you how to use the scam funnel to make money when people post negative things about you online.

All right. So this is actually quite genius. I must say myself and I can't take full credit for it because a good friend of mine gave me the idea for this, but I just got back from a three-week vacation on my yacht, in The Bahamas in the Exumas. I come back and my sales team is like, "Dan, you know, I don't know what's going on. We used to have about a 95% show-up rate on our sales calls. Now all of a sudden people are canceling left and right." And I'm like, "Okay, all right, well, what's going on?" They said, "Well, you know, they keep saying, they're finding negative reviews online about our program." And I go, "Well, that's odd because in the years I've been doing this I've I literally have not had a single negative review." And all of a sudden, as if by complete magic out of nowhere, the first page of Google gets flooded with these negative reviews about our Digital Millionaire Coaching program and just about my book and just all kinds of stuff.

And I'm like, "Okay, what's going on?" So I Google it and I start looking at these websites and I find that they're all essentially fake, and for two reasons. One, there were several websites where you are supposed to be able to submit a review. Well, I said, "Okay, I've never heard of these people that are leaving these bad reviews. They're not my clients." So let me take these websites, let me post them in my student group, and say, "Hey guys, you know, you guys are my actual clients, go leave a review." So they all start leaving reviews, and of course, they're all positive because I take great care of my clients. We get fantastic results and they all start responding back saying, "They're not posting it. We're submitting it and they're not approving the review. They're only putting up negative reviews." And I'm like, Oh, okay. All right.

Then I looked at the other sites and I found that they were just completely saying weird stuff. Like they were saying that my program wasn't really a program and it redirects you to a different program. Then it said like, "Oh, it's $37." And I'm like, I don't sell anything that's $37. It was just completely erroneous and false information, 100% saying I do business with some guy that I've never even heard of, crazy right? But of course, people are seeing this stuff online. If you go and you Google Digital Millionaire Coaching reviews and you see this stuff, and you're thinking about joining our program, you're going to be like, Whoa, what's going on here. And you're probably going to cancel your call. I totally get that. I mean, doing your due diligence, you're researching. Totally get that.

So I think to myself, all right, even if we hire a reputation management company and even if we do all this and we get it taken down, it's going to take time, right? So I posted online, I asked if anybody knows a good reputation management company, yada yada. Well, my good friend who I met at a marketing conference, he's a great entrepreneur, and I'm going to butcher his name cause it's, I think it's Hawaiian. I can never say it right, but Keala Kenai, Kayla Kenai. I think he's, he's going to listen to this episode and be like, "Dan I've told you repeatedly how to spell my name or how to pronounce my name." But anyway, he messages me. He says, "Hey man, I went through the same thing and we came up with this really good funnel where basically I do a video of me going through each website and showing why it's fake ('Cause you know, the same thing happened to him) and then we leave a button to buy our stuff." And I go, "Wow, that's genius." I had already made a video pretty much doing that exact thing, but I didn't think about putting it in a funnel. We were just going to email it out. So I took a look at his and I made mine, right? What I did was, as I said, I took it to the next level. In fact, I'll bring it up here real quick so I can read it to you. It's digitalmillionairesecrets.com/scam, digitalmillionairesecrets.com/scam.

So it's a Loom video. So here's the page. It says Dan Henry’s response to scam allegations. Then it says, plus win $1,000 cash details in texts below video. So in the video I go through, it's a Loom video and I go through each, in every website and I show, and I prove why it's a fake website, why it was put there. I show how you can tell it was written by the same people because they use these bots, right? They put something in a bot, and it publishes a bunch of websites. Then I show my students giving responses to, or giving great reviews, trying to submit them And they won't get approved. I completely debunk all this, right? Then below it, I put screenshots and I'll just read it to you, right? So you understand how this funnel works. So I say, "Dear Future Client, you're here because you want the truth. And unfortunately, the world we live in today makes it nearly impossible to actually know what is real and what isn't. You see as I reveal in the video above, the folks leaving negative reviews about my company on fake sites are doing so in hopes that you will buy their products instead. On real sites like Amazon, you will find five-star reviews.

Oh, actually I should probably link to my five-star review there. Yeah. I'm going to do that. Our actual clients tried to leave positive reviews on these sites and they were not approved. Here are some of the reviews my actual clients tried to submit. Then I have a screenshot of, you know, several reviews. And then I say, "and here's what happened when they submitted them to these so-called review sites." Then I have a screenshot of several of my clients saying, "Hey, I tried, but it won't show yada yada yada." right? So then I say, "Listen, I get it. Everyone has an incentive. It's the way the world works. But to be clear, I don't have an affiliate program. So the folks saying awesome things about me, don't have anything to gain. The one saying negative things. As you can see in this video do have something to gain. That's why we want to make sure this is as easy as possible for you by giving you this guarantee. If you decide to book a call with my team and join Digital Millionaire Coaching, once you get in the private student group, ask our clients, if anything I said was a lie, if any positive review you saw was fake, or if anyone validates any of the negative reviews you've seen online, I will not only refund your money, but I will let you keep the program. And I will give you $1,000 in cash. The reason I'm willing to do this is that I know these reviews are 100% fake and I put my money where my mouth is. I hope you found this page helpful and whatever you decide, we wish the very best sincerely Dan Henry." And then I put book a link to book a call to speak with us about joining.

So the reason why I did this is because, A: I know these reviews are fake. We literally, I've never seen a negative review on any of my stuff. I mean, I have years ago, if I sold something for $37 and somebody didn't get their password right away, they were angry, but that's not, I don't really count that you know? I'm talking about my higher ticket coaching programs, my book. I haven't even seen a negative review of my book, go on Amazon, you can't find a negative review. They just don't exist, and all of a sudden they just flood? So I knew there was some nefarious stuff going on behind this. So I launched this funnel, right?

Within a few minutes, we get two booked calls, the easiest booked calls I've ever got. We got massive amounts of positive feedback for this, people thinking it was genius how we handled it. As well, what we're going to do is we're going to, cause you know, it's probably going to take months to get those things removed from Google, or they may not get removed at all or, you know what? Somebody could easily just do it again and add it. So here's what I'm going to do. When you Google Dan Henry reviews, Digital Millionaire Secrets reviews whatever, I'm just going to pay to show this page to you before anybody else. And see, I know that the person that's doing this, you know if they were balling, they wouldn't care about this, right? So if you want to show your fake review site, when somebody does their due diligence and researches my stuff, you're going to have to pay for it.

You're gonna have to have a lot of money because I do have a lot of money and I will pay to show that page on Google in front of all of this fake stuff. So to me I always, I do, and I'll talk about this in a separate episode, but I do I like to inject polarity in all aspects of life. And I call this the 180-degree rule. If something negative happens, right, there is always a way to turn it 180 degrees around and make it a positive because that's polarity, right? The opposite of a negative is a positive, the opposite of plus polarity, negative polarity. So you know, the opposite of one is a negative one, whatever. So the point is, is you can, in life in business and everything, you can find a negative and look for ways to turn it around into a positive, somebody releases fake reviews about your website or your brand products.

Good, make a video detail, why it's fake, show real reviews, show that it's a real thing that you do have a fantastic program that people love. And that you don't need to stoop to the low brow tactics of your competitors, right? Put it on a funnel, put it out there, run ads to it, run Google Search Ads to it. So when somebody tries to look you up on Google to see if you're a scam or to see reviews, and they see all these fake scam reviews, they also see your response to them. Then they can see the, you know, the truth and then leave a button to either buy your product or book a call simple, right?

Believe it or not, I talked to my buddy and he said that that's actually one of his most profitable funnels. It's actually more than his other funnels. It's like literally when you look at the money he spends on Google AdWords to all the other funnels, this one is the most profitable. When somebody literally searches for reviews sees that there are negative reviews and then sees the response from the owner to it, I mean it's amazing how that works out. So if you don't like me or you're a competitor of mine, please by all means post as many negative reviews online as you want, because you're just going to funnel more customers into my scam funnel and I'm gonna make more money and I'm going to change more lives and I'm gonna help more people. So be my guest. Anyway guys, if you are interested in this funnel and, and how it works and just to watch the video and check it out, you can go to www.digitalmillionairesecrets.com/scam.

You can watch the video I made, you can read the page and you can see how I did it. And if you want to learn more super-advanced tactics to grow in your business like this and work with my team to help you grow your digital product business, then you can click that button at the bottom book a call, and speak to us to see if we're a good fit to work together.

All right, you're going to love the upcoming episodes that I have, 'cause they're going to be awesome. I hope you thought this one was awesome. I think you're awesome. Keep listening. I'll see you in the next episode.

Why You Are Losing Money If You Send Your Offer To Your Warm Audience Dec 14, 2020

>>> CLICK HERE to Book Your FREE Strategy Call with my Team!! <<<

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“You never want to email or show a new offer to your list. You're leaving tons of money on the table if you do so.”

When you are building a new funnel and creating a new offer it seems smart to send it to your existing audience first, right?

Easy money right out of the gate, but here’s the thing…

It’s TEMPORARY.

Your warm audience will eventually be exhausted, and you will be left with no choice but to send your offer to a new, cold audience.

The result?

Everything starts to slow down. Conversions drop, sales slow or even stop and ad costs just keep going up!

So here’s the solution… start with a cold audience first.

It might feel counterintuitive to start your brand new offer to a cold audience, but I’m going to show you why it is well worth the effort.

Do the hard work first so you can reap the reward well into the future.

In this episode, I am going to cover:

What are the most common mistake entrepreneurs make when releasing a new offer
The “Dead Cold Test”:what it is and how to use it
Who are the top four audiences you should be excluding when running ads to your new offer

If you got value from what you heard here, please be sure to subscribe and rate this podcast! Bonus points for you if you write a review! ;)

— SUBSCRIBE & FOLLOW —

Click here to get Digital Millionaire Secrets, FREE!

Want Dan’s Wall Street Journal bestselling book for FREE?

Interested in having Dan’s team personally work with you to grow your business?

Want to learn the 5 Keys to Scaling ANY Digital Product, Online Course, Coaching Offer, or Mastermind?

Click here to Visit our Corporate Website: GetClients.com

— TRANSCRIPT —

Hey everybody in this episode I am going to talk about why you are losing money if you send a new offer to your existing email list.

All right. So this is a common mistake I see a lot of online marketers and entrepreneurs make. I'm going to try to explain this in a way that makes sense to both new people and people who have been marketing and selling online for a long time. So what happens is a lot of times we'll create a new offer and we'll create a marketing funnel or sales funnel for that new offer. We get excited and we're like, "Oh, I can't wait to see how well this converts". So we email our email list and we say, Hey, here's this new offer. People go to the new offer they buy and then we see, all right, this is how much I'm making off this offer, or this is how many people are taking my upsells or what have you. We get a benchmark from that and then when we go to run paid advertising, like Facebook ads, Youtube ads, et cetera we use that benchmark when we're spending money on our paid advertising. Or we will create a Facebook ad, let's say, and we will run ads to that offer. The initial results we get, again, we'll create some sort of benchmark.

So let me give you a quick example. Let's say you have a funnel where you're selling like a book, okay? It's a new book and you sell the book for $7 and then there's a $37 upsell. Then there's a $47 one time offer, and then there's a $97 one time offer or what have you. If you're a newbie, try to follow along with this, this is a little bit more technical. But if you're an existing marketer, then you know what I'm talking about. Basically, you sell a book, and then on the next page it's like, okay, now that you have the book, how would you like this mini-course?

And this is only a $47 upsell. So what happens is, let's say you run a Facebook ad to this offer. Well, Facebook naturally, even if you select like a dead cold interest or a lookalike audience or something like that. Even if you don't intentionally target people that are already in your network, that already know who you are, Facebook naturally shows that new ad to people who have already engaged with your ads visited your page. It just naturally optimizes in the beginning. Then eventually that audience runs out and it gets shown more to people who just have never ever heard about you. So what happens is when you run that first ad, a lot of the people that see it are people that already know you. I have tested this because I've literally run two ads side by side where I've done what people would normally consider a cold traffic ad.

Then I've done another ad where I've excluded anybody that's visited my page, anybody that's visited my Instagram, anybody on my email list, anybody who's visited my website, like literally excluded every possible audience that could have heard of me. When I look at the comments to those ads, I see there's a ton of people on ad one "Oh hey Dan, da da da da da". Then on add two, there's like nobody that knows me. So I've confirmed that this happens.

So what ends up happening is people will run the ad and let's just say again, back to the example of the book funnel. You know, when people do a book funnel, they normally try to sell a book and then upsells and they try to break even on it so that they can sell their flagship program later, and then basically get free warm leads to their flagship program by breaking even on this little book or upsell funnel.

So what happens is, let's say you need an average order value of $50 to break even. Well, if you start running ads and you get this initial order value of 50 bucks, you're like, "Oh, all right, I've hit my benchmark and I'm good." And then eventually it goes down, and down and down. When this happens, a lot of people think it's offer fatigue or whatever. Most of the time it's not, it's just that more cold, more people that have never heard of you are starting to see your ad and fewer people that have heard of you. This is why, and it's especially bad if you email your list because now you've emailed your list and you get these super inflated, skewed numbers and now you're thinking, oh, this is going to convert great. I'll run traffic to it. Then you run traffic to it and it doesn't work hardly at all.

Well, the reason is you're showing to people who already know you and they'll buy anything. Okay. I've created offers where people have bought and they say, "Oh Dan, I love everything you do. Everything you do is great. So I didn't even watch the video. I didn't even read the copy I just bought." You know what? That's great. It really is great. But, it doesn't help you when you're trying to create an offer that will convert and sell for years to come.

So the way to fix this is to do the dead cold test. The dead cold test is where when you create a new offer, you do not email your list. You don't tell anybody, you don't tell your mother, okay. You don't tell anybody. You keep that tight-lipped super secret. Then when you go to create your first paid traffic ad, your first cold ad, you create an audience. These are the four audiences you should, you should focus on.

You create an audience in your Facebook ads dashboard of anyone, of all website visitors, anyone who has visited your website in the past 180 days.

You upload your email list and you create an audience of people who are on your email list.

You create a custom audience of people who have ever visited or engaged with your Instagram page in the past 365 days, and you do the same for your Facebook page. Anybody that's visited or, or engage with your Facebook page in the last 365 days.

You take these audiences and you exclude them from your initial ads, your initial dead cold test ads, and then you know, and it's okay to target interests, lookalike audiences, whatever. That's who you target. But then you exclude, basically what you're doing is you're excluding anybody who could have possibly heard about you. You might have a few slips through the cracks. That's just how it goes, but that's what you do. You run ads and you try to get this funnel or this offer to convert at where you want it to dead cold first. That means any split testing you're going to do, any adjustments to your funnel, any changes you're going to make. You do dead cold by excluding people that have heard about you. You work on that until it converts dead cold. Now, once you've refined that offer, you refine that funnel to where it is working dead cold, now you can start running traffic to people who have heard of you. Now you can email your list to do this, two very important results happen.

Number one, you get an offer that will work for a long time because if you base whether or not an offer is working based on warm traffic, well you're getting skewed results, right? If your average order value is $60 to warm traffic, it's probably going to be 20 bucks to cold traffic. So you need to get that If you need an average order value of $50, you need to work on that funnel dead cold. That's how you can get it up to $50. Once it is now, it's going to convert for a long time because eventually that warm traffic is going to run out and you're going to have to convert to dead cold traffic.

The second important result is that you will make more money off of your existing warm audience than if you sent an unrefined funnel compared to a refined funnel. If you send a funnel that converts dead cold, you're going to convert a lot higher with your warm audience. So instead of a $60 average order value, maybe it's $80 or $90. Now, and I've tested this in the past. I've sent an offer that I've, I used to make this mistake in the past. When we started doing the dead cold test, we started having funnels that did not see any decline. They just kept converting. They just kept working and they did not slow down anywhere near as fast as previous funnels that we did not do this with. On top of that, when we did email the list, oh my lord, we would make so much more money, it would convert better than anything we'd ever done because we had made sure that we refined it.

If you just whip a funnel together, emailing your list, you're going to get a temporary... And I know it feels good. "Oh I threw this funnel together, it works. I made some money." You're getting temporary money. If you want permanent money, you need to create something that is going to convert people who have never heard about you and you need to do that first. Once you've done that, now you know you have a solid offer. On top of that, you know that when you do email your list, that thing is gonna make you the most possible money it could. That thing is going to make you more money than if you just emailed it out, right? You will make a lot more money so if you're not doing the dead cold test, you are leaving a ton of money on the table.

In order to do the dead cold test again, you exclude anyone that's ever heard of you. That is Facebook page engagers, Instagram engagers, all website visitors, and your email list. You exclude that from all ads until those ads convert at the level in which you want them to convert. Once that happens, now you can start emailing your list. Now you can start running those ads to cold traffic. Give you a perfect example.

Today we just launched a new funnel and I can tell, I can talk about it because by the time you listen to this podcast episode will have already finished our dead cold test. So I can go ahead and freely talk about it. But basically, it's called my Slide Template Funnel. What it is, it's a funnel in which I'm selling an online course, a plug and play online course slide template. Essentially the offer is $7, and you get a slide template that allows you to create your lessons, your modules, and all that stuff for your online course.

The purpose of this funnel is obviously to get people to enroll in my flagship program Sold Out Courses. Now, why am I doing this? Well, this is what I call the Steppingstone Funnel. You've heard of a lot of funnels, right? And I'm kind of getting off on a side road here, but I just want you to understand an example and I'll do another podcast episode on what the steppingstone funnel is. Essentially what it is, just to give you a quick vague overview. It is a funnel, much like you have book funnels, you have webinar funnels, you have challenge funnels, it's called a steppingstone funnel. What it does is it takes a problem that is preventing people from joining your flagship program and it solves that problem, while at the same time giving them a glimpse inside your flagship program.

So for instance, give you an example. A lot of people don't join Sold Out Courses because they have a false belief that they need to have their course ready before they join. That's completely untrue. In fact, it's much better if you join soc before you create your course. 'Cause then I can make sure you create a great product that will convert. It's much easier to help somebody that doesn't have a course than somebody that does. 'Cause now we might have to fix some massive mistakes, right? I can't just say that, right? I mean I might be able to say that and some people might go, "Okay great, I'll join." But the vast majority of people need more than just me saying that. They need belief, and so in this stepping stone funnel, I give them exactly what they need.

I give them a faster, better way to get their course done and then there are upsells that help them do it faster. Like my recording and editing masterclass and what that is, is actually a segment out of Sold Out Courses. And now why do I do that? Why would I take a segment out of Sold Out Courses instead of creating something new? Well, it's because I want to give them a glimpse inside of the flagship program. Anyway, I'm going too deep into the steppingstone funnel, but I'm just giving you an idea of what that is.

So my goal here is I'm going to run traffic to this offer. People buy the slide template, they buy the upsells, and let's say I need an average order value of $50. I want to be able to spend $50 on Facebook ads and make $50 so that when somebody books a call when somebody goes through that funnel and then they book a call and then they get on the phone with my team and we assess whether or not they're a good fit for the program and if they are, we try to enroll them. Those calls become free because when you're paying a hundred or $200 per call, you got to make sure your sales team is on point because there's a cost. But when you are spending $50 you're making $50 and all the calls generated from that are now free because you've broken even. You can scale a lot faster and you can make a lot more profit. You get a lot more customers, build your brand and, build your message and your movement, and all that. So the point of this is I need to make sure that if I spend $50 on ads, I make $50 and the only way I'm going to do that is if I first do the dead cold test.

I first make sure that I can show my ads for this offer to a bunch of people that have never heard of me and they will buy and I can break even dead cold. I will adjust my funnel. I will split test, I will change things until I can. And once I can then I'll email my list and I'll show my ads to my warm traffic and then I'll continue. I know that if I do that, I'll be able to use that for a long time. So that right there is why you never want to email or show a new offer to your list. You're leaving tons of money on the table if you do so. Now I will do another podcast episode on the stepping stone funnel. I very briefly went into it. There's so many more, I do not recommend you listen to what I just said and implement because there's a lot of very, very key factors to the steppingstone funnel that I didn't cover in this episode because I was just kind of giving you an example. So I look to the future for an episode on Steppingstone Funnel because man, it's such a great funnel. On top of it, if you don't want to do a traditional book funnel, I mean, you don't want to write a book. This is a funnel you can put together super fast and it works really, really well. So look for make sure you subscribe and all that stuff so that you get notified when we do an episode on the Stepping Stone Funnel. But that said, you know make sure that you always do the dead cold test if you want to make sure that your offer is going to convert for years to come. Otherwise, you're getting false data and you're leaving money on the table.

Love you guys. Hope you enjoyed this episode. See you in the next one.

Why Giving People Chances Rarely Actually Helps Them Dec 07, 2020

>>> CLICK HERE to Book Your FREE Strategy Call with my Team!! <<<

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“I used to ask for all these extra chances and handouts... and sometimes I would get them and sometimes I wouldn't. But I will tell you this, when I did get those second chances, I never really did anything with them. They didn't really move the needle in my life.”

So let me ask you… have you ever been in a position to help someone by giving them another opportunity to do better for themselves?

Maybe you have even found yourself asking someone else, “Please, just give me one more chance!”

Does “one more chance” really help anyone?

Surprisingly, the answer is NO!

We are each responsible for ourselves; we each control our destiny. Relying on someone else to give you an easy way out will never serve you!

In the same way, exhausting yourself constantly working to “help” someone else does not serve you either!

Remember, you can lead a horse to water, but you cannot make it drink.

In this episode, I am going to cover:

Why people never take advantage of second chances
How to create your own destiny to ensure your individual gain
Why you need to start saying “no” to peoplewho ask you for second chances

If you got value from what you heard here, please be sure to subscribe and rate this podcast! Bonus points for you if you write a review! ;)

— SUBSCRIBE & FOLLOW —

Click here to get Digital Millionaire Secrets, FREE!

Want Dan’s Wall Street Journal bestselling book for FREE?

Interested in having Dan’s team personally work with you to grow your business?

Want to learn the 5 Keys to Scaling ANY Digital Product, Online Course, Coaching Offer, or Mastermind?

Click here to Visit our Corporate Website: GetClients.com

— TRANSCRIPT —

In this episode, I'm going to talk about why giving people chances rarely actually helps them.

So you know, there's this common saying "just give me a chance, I just need a chance." This often happens with people who are down on their luck. They've made a lot of poor decisions and they just asked for a chance. You know, I'm not talking about people who are trying to get a job and they've actually done well and they just happen to say that as a way to get their foot in the door or anything like that. I'm talking about people that have been struggling. They have made poor decisions. They're in a real bad spot in their life and they just keep asking other people to give them chances. Okay. I'm going to tell you why that rarely helps them. 'Cause I've multiple times in my life been in a position where people have asked me for chances, just give me another chance, right? As well, I've been in the position where I've made poor decisions and I have put myself in a really bad spot and I've asked somebody else for chances. After all of that, I've really realized that that second chance or third or fourth chance doesn't really help people. I mean, yeah, there are the cases where it does where the rare case where somebody messes up over and over again. They asked for one more chance and then they stopped messing up. Sure, there is. But, for the most part, it doesn't happen. Okay. This is why.

You know, just yesterday I was talking to one of my staff who is helping me with our real estate business and we have a property that we are renting out. It's a small property. It's $1,000 a month, and this woman applies and she promises that she has good credit. She promises that she has a good income. She makes all these promises, she says, "I don't have any pets" this and that, and one rule we have in this property is absolutely 100%, no pets. The reason for that is I've had pets in the property and they ruined the house and I've been told before like, "Oh yeah, no, our pets are good." As a landlord, I just, I'm sorry, I'm just not going to take the chance. It's a very hot market right now for people that are landlords, it's not hard to find a renter. So for me, I want to find a renter that doesn't have a pet just to eliminate the chance of the house getting messed up because I already spent so much restoring it. So when I look at like credit and I look at income and I look at all that stuff I try to think to myself, okay, is this person honest?

If somebody has a 750 credit score versus somebody that has a 500 credit score, you know, I'm going to assume that the person that has a 500 score is probably less honest. That may not be the case, but in a vacuum overall, I only have that to go on, I don't know these people, right? I only have that to go on when I'm making decisions of who I'm going to let live in the homes that I own. So all I have to go on is like where you work, what your credit score is, et cetera. So I have a cutoff, and our cutoff is 620. You have to have at least a 620 credit score to rent one of our properties. If you're renting one of our higher-end properties, it's a higher credit score.

So we explain this and she applies, she pays the $50 fee to get her credit run and a background check and her background check comes back fine. But her credit comes back as like a five is really low. It's like a 520 or 540 or something like that. Way lower than our limit. So we sent her the "We regret to inform you that you weren't approved." And she sends an email back and she says, "Well can you just give me a chance?" and she had a long sob story and for a moment, as I was sitting there for a moment, I was like, man, I was like this maybe I should give her a chance, you know, because man, she paid 50 bucks. Like, it's $50 out the door and for somebody like her, maybe that's a hard hit. But then I thought about it and I was like, well, she knew. It's not hard to check your credit score. You can go on Credit Karma and know an idea of your score in like two seconds. Plus on her credit report, it had shown that she had applied and ran her credit like a million times in the past couple of months. Like she has so many inquiries. So for me, it's like she knows what her credit score is, right? She knows. Yet she still lied and I don't know why. So again, lying about your credit score essentially, because again, she told us, "Oh yeah, no that, that'll be fine," that Dah Dah, Dah, Dah, paid the $50 knowing full well, and I don't know what the game plan there was. But if you think about it, it's a bad choice after bad choice after bad choice and her credit report had tons of bad choice after bad choice after bad choice after bad choice. So when thinking about giving someone another chance, there is a reason they need another chance.

It's because they have consistently over and over and over and over and over made bad decisions, messed up, made bad choices. The only reason that they're in the position they are in is that they have put themselves in that position. The only way they're gonna make it out is if they are the ones that create a second chance if they are the ones that get themselves out. Okay, the old saying, you can lead a horse to water but you can't make them drink. The thing about it is in my life, I used to ask for all these chances and all these handouts and sometimes I would get them and sometimes I wouldn't. But I will tell you this when I did get those second chances, I never really did anything with them. They didn't really move the needle in my life.

But the day I decided to stop asking other people for help and for chances was the day I decided to do it myself. I always had the ability to do it myself, I just always thought, I don't know, I guess I had an entitlement. I always thought it should fall on somebody else. I don't know why, I don't know if that's just the way our social culture is now. Everybody thinks they are owed something. Everybody thinks that people who are further ahead, or more successful or more wealthy than them, Clearly have an obligation to help them, which is completely not true. You make your own destiny. I'm not responsible for you, just like you're not responsible for me. To think that I'm supposed to give you something out of the kindness of my heart. You know, if I want to give somebody something out of the kindness of my own heart, I will.

Like for instance, we're making a drop-off. I mean by the time you listen to this podcast episode it will probably be long past this. But as I'm recording this, we just had a hurricane Dorian hit The Bahamas. It just tore The Bahamas up. And I live in Florida, so I'm no stranger to hurricanes. So about an hour away, there's a drop off for supplies for The Bahamas, which is funny because all these freaking Floridians bought up all these supplies and then the hurricane doesn't even hit us or barely hits us at least at my side of the state, and the media, of course, hypes it all up, even still. So people are encouraging people to take the supplies they bought and drop them off to send them to The Bahamas. So I didn't buy any supplies cause I know better. But I thought as a side note, I find it funny, people will drink soda, sugary drinks every day and they'll survive. But when a hurricane comes, all of a sudden now they need water. Like they're going to actually drink that water. But that's just the funny side note. Anyway, so we're going to drop off some stuff, we're going to buy some supplies and some stuff we have around the house and even the office. Like stuff from old, my old mastermind, like the last few mastermind events that we didn't use and we're going to drop it off. And so that right there is because I, it's out of the kindness of my own heart.

I feel for those people and I want to do, even if it's only small, I want to do something. I'm not forced to do that. I'm not forced to donate. I want to donate. People that are forced to do something and don't want to do it, they're always going to find a way out of it. So I just don't see the point in forcing people. Somebody wants to do it, they're going to do it. That's the thing is, is that what's really moved the needle in my life is when I've wanted to do something and I've made it happen myself. Again, there are tons of specific situations like for instance, The Bahamas, obviously, if somebody had their house swiped away by a wave and they have nothing and they were like, please give me a chance for this job so I can make money. I'm not talking about that instance. Of course, give them a chance. We're talking about your normal everyday person that made terrible decisions and keeps asking for second chances. Until that person makes the decision to do it themselves, to make their destiny happen themselves, to make sure that whatever they want, they create, they are the ones that made it happen. Until that happens it doesn't matter how many chances you give that person, they're never going to do anything with it because their whole life revolves around asking for things, asking for second chances, and I'm talking to two people right now.

If you're the type of person that puts yourself out all the time because you keep giving and giving and giving to people who keep taking and taking and taking and never actually do anything with it, always make bad decisions, then do not feel bad when you say no next time and you know what? Start saying no cause all you're doing is dragging yourself down, or you're letting somebody else who's not willing to help themselves drag you down. You cannot help someone that's not willing to help themselves.

If you are that person that always finds themselves running into a wall over and over and over again, ask yourself, are you making the wrong decisions? Are you trying to make $1million, but you won't invest money in a coach, right? Like if you're the type of person that wants to make 1 million bucks, build a business where people pay you and you make 1 million bucks, but you won't pay somebody else to teach you how, even if it's just one segment of the overall business, then what are you doing? Right? You expect other people to pay you, but you won't pay other people.

That makes zero sense, right? And just having that mentality, we get emails and social media messages all the time asking, "Dan, can I buy your program and I'll pay you after I make some money." "Dan, can you give me your program for free? Can you give me for free?" Why would you want to take advice from somebody on how to make money that will just give you something for free, that makes no sense. I would not want to learn from that person. If I went to somebody who taught me, like let's say I was going to somebody that taught me how to close on the phone, close sales on the phone, and I said, "Can I get a discount?" And they say, "Yeah, sure." I wouldn't want to learn from that person. Cause that'd be like, well wait a minute. If I ask you for a discount and you just gave it to me instead of closing me at the full price, why the hell am I learning how to close from you? That makes no sense.

So the thing about it is, is you have to be willing and able to drink your own water, you can't have somebody force you again, lead a horse to water, you can't make them drink. You cannot force people to do things. You cannot save people. They have to save themselves. You could only lead them. People can be led, they can not be saved. Once you understand that and you accept that, if you're the type of person that continuously makes bad decisions, maybe you'll start making better decisions. 'Cause, that's really what to me, if somebody said, "Dan, you have 10 seconds, you have to explain the meaning of life or like how to get ahead in life." and I only had 10 seconds, I'd be like, "Ah, continuously make good decisions." That'd be it. Right?

If I look back on my life from being a poor pizza boy for seven years to now having an eight-figure online empire, I would just say it's just making good decisions. You make tons of bad decisions, you're going to have a bad life. You make tons of good decisions, you're going to have a good life. The more good decisions you make, the more money you make, the more bad decisions you make, the less money you make. Simple, you have to create that. And, if you're trying to build an e-commerce store, but you don't want to buy an e-commerce course, you don't want to hire an e-commerce coach. You don't want to buy things from other people just so you can study how they sell them. If you don't want to do that, then you don't deserve to be successful in that industry. You just don't deserve it because you're asking people to save you and you're not willing to drink from the fountain yourself. You shouldn't be in that industry. We don't need people like that. We need people who are go-getters. We need owners of companies and businesses of people who want to create great products, who want to put in the effort. We need that. If we don't have that, we're going to have all these crap products out there, crap companies, because people who are running them are lazy. But the thing is most of those companies don't get very far for that very reason. So again, I implore you, do not expect somebody to constantly give you a handout, second chance, whatever, make your own destiny because you ultimately are in charge.

You ultimately are the one who has your hands on the steering wheel. If you want to step on the gas and you want to go, you can go. If you want to downshift, step on that gas, and floor it, you have every opportunity to do so. Sure there might be bumps in the road. Sure you might have to hang on as you fly over that pothole. But you know what? Ultimately, that's how life works. That's how business works. And you might have to swerve out of the way of a pothole. You might have to be careful in certain areas and speed through other areas. But, if you just sit there in park the whole time and whine and cry about how somebody should drive you, you're never going to get anywhere. Hope you guys enjoyed this episode and I'll see you in the next one.

How To Be Resourceful Even When You Think There Are No Options Dec 02, 2020

>>> CLICK HERE to Book Your FREE Strategy Call with my Team!! <<<

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Have you ever felt like you have no other choice but to just make the best of thingsbecause you had no other choice?

So many times in life you think you're backed into a corner, with nothing to do but accept the situation you are in, but that is rarely the truth.

Sometimes you need to realize that if the roadblock you are facing is too high to climb over, you can grab a shovel and dig under it!

You have options!

In this episode, I am going to cover:

What I’ve learned from owning my current home and how it’s stopped me from being as productive as I can be
My “End of the World” mentality: how I put it to work for myself and what it can teach you about how resourceful you are
Why Alexander The Great was nearly able to conquer the known world at just 17 years old
Why you miss opportunities when you accept the limitations of your situationwithout being resourceful first

If you got value from what you heard here, please be sure to subscribe and rate this podcast! Bonus points for you if you write a review! ;)

— SUBSCRIBE & FOLLOW —

Click here to get Digital Millionaire Secrets, FREE!

Want Dan’s Wall Street Journal bestselling book for FREE?

Interested in having Dan’s team personally work with you to grow your business?

Want to learn the 5 Keys to Scaling ANY Digital Product, Online Course, Coaching Offer, or Mastermind?

Click here to Visit our Corporate Website: GetClients.com

— TRANSCRIPT —

How do you be resourceful in times of extreme adversity? We'll talk about that in today's episode.

So I had something happen to me recently. It's happening to me right now actually, which I think is a great example of how to be resourceful. You know, it's not a huge deal and there've been much more dramatic times in my life, but I still think this is a great example. I'll talk about my three-year strategy in a different episode, but every three to four years, I sell whatever primary home I'm living in. That's because of the fact that if you live in a primary home for, I believe right now it's three years and then you sell up to $500,000 in gain is tax-free. So what I do is I buy a home that I like, but it's not exactly what I want. It's not exactly my dream home, but I like it.

The market, more importantly, the market likes it. So I buy it. I live in it and it goes up in value. So my current home has gone up about $700,000 in value. The market's super hot right now, if there ever was a time to cash out it's right now. So I'm selling my home. At the same time, my home is 8,000 square feet on the water. It is all glass, like half of the house is all glass. So there's a lot of maintenance, a lot of maintenance I didn't realize. People told me, Dan, it's going to be a lot of maintenance. Of course, I didn't listen. The amount of time, and yes, I have a house manager. I have people that take care of all this, but still, especially during COVID and all this, contractors and people coming in and out it's distracting and I'm one for major focus.

So I want to buy a condo and I want to buy a condo for two reasons. Number one, it's going to allow me to be able to focus and not have to deal with a bunch of maintenance and issues like that and just allow me to get more work done. Also, because normally you would not buy a condo if you're looking to do this strategy where you let it appreciate in value and then sell it because condos generally do not appreciate in value as homes do. Unless you live in downtown St. Petersburg, Florida, where the market is wild for condos because of the expanding downtown area. Pretty much honestly it rivals, if not, in some cases, beats single-family homes. So there are several condos at this building that I really like down downtown and I want to get one of them.

So I have a realtor and all that we go in to look at think it was like three or four units there. For some reason, the same realtor has virtually all the listings in the building. She has all of them, and we're looking at the comparables and we're looking at the units that sold previously and on units that and keep in mind, the market is crazy right now, especially down here in Florida. It's a seller's market, the prices are crazy, but even that 1.9 million to about 2.1 million is the range where, even in a hot market, that's what they're selling for. We looked at this one unit that all day long, 1.9, right? That was a reasonable fair offer. In fact, it's a generous offer based on units that were pretty much exactly the same, but had more upgrades sold within two weeks prior for that number 1.9, 1.9 million.

Well, this realtor has this unit listed for 2.3 million and we're like, what is going on? Where is she getting this number from? Right. She's got three, four, six condos all listed for very similar, three to 400,000 above market. Keep in mind when I say above market, I mean above fair market and fair market right now is extremely high. One of the condos was purchased under two years ago and she's asking a million dollars more than it was bought for, it's nuts. So we make an offer at 1.9 million, which is a reasonable offer and she doesn't even counter. She just says "No counter". Okay. That's kind of odd. She says "You're not anywhere near close to the asking price." I said, "Well, you're the one that put your asking price $400,000 higher than where the comps are."

So, okay, fine. So we go and put in two more offers on other units again, she's got the listings. All of them come back the same no counter. We even upped our offer a little bit and we're like, "What do you mean no counter?" So she starts being extremely difficult to work with, telling my realtor there's no point showing our offers to the owners, which as far as I know, you can't even do that in real estate. So anyway, I don't want to go crazy on this. The point is she's extremely difficult to work with, and she's trying to monopolize the building because right now, she has all the listings. So in her mind, she can charge whatever she wants, because she has all the listings, right? So there's nobody to fight her on It. So after going back and forth and trying to be reasonable with this woman, she just is not wanting to play ball at all, doesn't even want to show our offers. Then she starts getting rude with my realtor so okay.

Now you may think at this point, Dan, what are your options? She's got all the listings. You're just going to have to wait until another realtor grabs a listing and what can you do? Well, this right here is a perfect example of not telling yourself, "Well, what can I do?" and just not being resourceful. So here's what I'm doing. We are getting addresses for every single unit that is a unit that I would be interested in, in the entire building and sending a personalized letter with a picture of me and my son to each owner and asking if they want to sell. So we are going to cut her right out of the deal. As well I'm running a geo-targeted Facebook ad to everybody who lives in that area. I'm basically saying, "Hey, do you live at this building? I want to buy from you." I am going to buy a condo there and I'm probably going to get it for hundreds of thousands of dollars less because it's going to be a for sale by owner situation, the way we're doing it now. They're going to save two, 300 grand in closing costs. So I'm going to get it for less money. They're probably not going to ask an absurd price because this realtor is just out of her french-fried freaking mind. Statistically speaking, not everybody in St. Pete can be bat crazy.

So that's what I've decided to do and that's what we're implementing over the next few days. So this right here, I mean, you have to understand, right. I remember watching some interviews with David Goggins. If you haven't heard of David Goggins, he took the Seal training three or four times. The guys just talk about being resourceful. He was in a race, a 24-hour race where basically his feet were bleeding and they were fractured and all this stuff. So he literally tied a rope or something around his ankle to cut off the blood circulation so he couldn't feel his feet and finished the race. Now, I don't know if I would do that. That's on a scale of one to ten, that's a15 on the resourcefulness scale.

The point is, there are so many things in your life that you think you're backed into a corner, you're blocked. There's a roadblock that you can't jump over and it's too high you can't jump over it. Sometimes you have to realize, Hey, grab a shovel and dig under it. There are options. There are things you could do. I always do this. I always say, pretend that there was an asteroid heading towards earth and it was going to destroy the earth. All of us are going to become extinct and the president of the United States calls you up and says, "Dan, if you don't figure out how to buy a condo in this building in the next 30 days, the asteroid is going to hit the earth and we're all going to die. Your family, all the people, you know, friends, the human race. But, if you do find a condo there, the asteroid will miss us. Don't ask me why. It's just the way it is."

Well, would you be able to do it? Of course, you would. It's the old gun to the head method. With a gun to your head could you do it? Yes, I could. Well, then there's nothing stopping you in the first place, because if you can figure out a way to do it if there was something in extreme peril if you absolutely had to, then you can figure out a way to do it anyway. So stop trying to only put in the effort when the entire fate of the human race is on the line or something crazy like that, and just get it done. People underestimate the amount of effort it takes to achieve great things. "Oh, well, I'm just not good at that. I'm an introvert. I'm..." Excuse, excuse, excuse, excuse, excuse, excuse. There are no excuses. You can make it happen. You're just not willing to do it. Period. If anybody has ever made it happen, you can make it happen. There is no excuse.

So that's how I've lived my life and that's how I've decided to pursue anything I want. They told me I couldn't write a book in 30 days and have it on seats at the FHL conference when I was asked to speak at FHL by Russell Bronson. I said, "Well, wouldn't it be great if I could put my book on seats in the next 30 days?" They said, "Well, Dan, have you written your book yet?" No. "Well, that's impossible. You got to write the book, edit it, have it ready to go print and on seats in 30 days, it's impossible nobody's ever done it." Well, guess what? 30 days later it was done. It was finely tuned and edited. It was on seats. We made about $2 million in revenue, just from giving away five, or 6,000 books for free. It also became a Wall Street Journal bestseller. So don't tell me it's impossible. Alexander The Great almost took over the world at 17. Yet we sit here and say, "Oh, he's just a kid." No. Don't give me that. "He's just a kid. You can't expect that much, they're just kids." Well then how come thousands of years, hundreds of years ago when all those kids had was a stick and a rock, they almost took over the world. You know why? Because back then there was nobody there to tell them that they couldn't.

So think about that. The next time you have a goal and you think that you have no options, that your backs are against the wall, that you're roadblocked, that the world's working against you, whatever head trash is up in that old noggin of yours... remember that, and just get it done. I'll see you in the next episode.

How Jeff Lerner made $25 Million with his Affiliate Program Nov 18, 2020

>>> CLICK HERE to Book Your FREE Strategy Call with my Team!! <<<

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How would you like to learn how to build your own successful affiliate program for your product from someone that’s made $25 million doing that very thing?

Well, you’re in luck! That is exactly what my good friend Jeff Lerner and I are going to sit down and discuss today!

Jeff has gone from a broke jazz musician to earning over $50 million in online sales (50% of that in affiliate earnings alone) over the course of the last 10 years.

Jeff is going to share with me his perspective on building assets that create a generational legacy, rather than the trendy come-and-go “get rich quick” schemes.

In this episode, Jeff and I are going to cover:

The four types of affiliates, who you want to work with and who you want to avoid
The best software solutions for your affiliate program and even a few you should avoid
And how to know if an affiliate program can function as a form of organic traffic for your business

To learn more from Jeff, visit his website: jefflernerofficial.com

If you got value from what you heard here, please be sure to subscribe and rate this podcast! Bonus points for you if you write a review! ;)

— SUBSCRIBE & FOLLOW —

Click here to get Digital Millionaire Secrets, FREE!

Want Dan’s Wall Street Journal bestselling book for FREE?

Interested in having Dan’s team personally work with you to grow your business?

Want to learn the 5 Keys to Scaling ANY Digital Product, Online Course, Coaching Offer, or Mastermind?

Click here to Visit our Corporate Website: GetClients.com

— TRANSCRIPT —

Dan Henry (00:00):

How would you like to learn how to build your own successful affiliate program for your product from someone that's made 25 million doing that very thing. That's what we're gonna talk about in today's episode.

Dan Henry (00:33):

All right, everybody, we have a very special guest today, a good friend of mine Mr. Jeff Lerner who has been in this game for quite a bit of time. He's done over 50 million total in online sales in about a decade. He used to be a broke jazz musician and built his way up to the powerhouse that he is today. But, what we're specifically going to talk about is how 25 million of that came from his very own affiliate program to promote his products. We're gonna do something kind of special today. I'm going to intro him and then we're going to pose a question. How would you build it or how would you do it. I'm going to give him a theoretical task per se and he's going to tell us how he would build an affiliate program around it. So I think this is gonna be a really great episode. Jeff, how are you doing man?

Jeff (01:33):

I'm ecstatic, Dan, grateful to be here on your show and getting some of your highly valued time.

Dan Henry (01:41):

Well, I appreciate you being generous with your time as well because I know you've got money to make and a company to run. We were actually talking about that you know before we started recording, we've both done pretty well in this industry but we have very different business models. You know you have that big team and the big goals of building a huge company and I'm chilling here with my little 10 person team trying to suck up all the profit and just relax on my boat but, that's so cool man is there are so many different ways to do it. So before we jump into the how you would build it, just real quick give a little bit of background on where you came from and what that journey looked like just so that we have some context of who we're talking to for any of my audience who may not have heard of you yet.

Jeff (02:40):

I'd love to and I appreciate the opportunity to share and get to know a new audience. I've been a part of your audience for a while now, Dan, so it's nice to get to I guess address myself and others out there. So yeah I guess I'm forty-one years old which makes me probably in a little bit of the maybe the upper half of the digital marketing echelon out there, walking around it like big DM events I feel like a little bit of the old guard sometimes. I think that gives me a perspective. Actually I should say that I've seen a lot of things come and go. As time has evolved I've really anchored myself to just I just want to build assets. I mean that is something you and I are totally aligned with.

Jeff (03:26):

I want to build assets that create a generational legacy and can power my life and the life of future generations. I'm so over this flash in the pan, how to make a quick buck online nonsense that unfortunately kind of pervades the space. I think that's for both of us one of the secrets to our success is the willingness to delay gratification and do long term thinking. So when I started in 2008 I mean there I'm dating myself. I was a broke jazz musician. I was a total of four hundred ninety-five thousand dollars in debt. I had spent most of my 20s trying to start businesses. This sounds kind of funny trying to start marriages.

Dan Henry (04:07):

That's way harder than a business.

Jeff (04:10):

Oh yeah. Well, I failed at all of them. I failed at seven businesses and two marriages in my 20s. It was a hard time being what's what. I don't know which one's worse being a struggling musician or a struggling entrepreneur but I tried to do both at the same time.

Dan Henry (04:25):

Well, at least one can play the guitar.

Jeff (04:26):

Yeah, and I know you know. I mean you're a musician yourself and you know the challenges, in fact, we had a great conversation where you were like you know the one thing that does translate is musicians are very very clear on how hard it is to master something that's technical and difficult. So we do apply that to our entrepreneurial endeavors and it's one of the reasons I think we've both succeeded is we just we'll just work, we don't mind spending 10 hours locked in a six by eight room just learning skills because that's what we had to do to learn our instruments. I applied that right out of the gate in 2008. I had tried, I'll spare you the saga of all the businesses that failed but the final one was a set of franchise restaurants I had two franchise restaurants they never should have given me the bank loans in the first place but it was 2006.

Jeff (05:12):

The banks were crazy, they would loan money to anyone with a pulse and occasionally even people who didn't have a pulse. There were literally people getting loans in the names of dead people at that time, they just didn't verify anything. So I ended up getting way in over my head, and opened these two franchise restaurants right into the mouth of the Great Recession. The world was collapsing and the mortgage bubble was bursting. I was doing commercial lunch deliveries and all those companies slashed all their budgets and, I was like I said four hundred ninety-five thousand dollars in debt by the fall of 2008 about three hundred and thirty of that was actually to the U.S. government because they were small business administration federally guaranteed loans. A lot of people don't realize when you default on an SBA loan it's essentially the same as defaulting on your taxes like your creditor is the U.S. Treasury.

Jeff (06:06):

So there's nowhere to hide like I would have to leave the country and they probably go get me. I mean there was nowhere I was gonna go to get out of paying most of that money and the rest of it, the balance of it was mostly to these big real estate investment trusts that have mean, aggressive lawyers that will chase me to the ends of the earth too. So I had two choices at 28 years old, it was declared bankruptcy but even then you can't bankrupt out a U.S. Treasury debt or...

Dan Henry (06:36):

When you owe the government money that's it, man. Trust me I know I had a two hundred fifty thousand dollar bill from the IRS and you can get away from Verizon and Bank of America, but you can't get away from them.

Jeff (06:47):

Exactly. So that was the best thing that ever happened to me though because I think a lot of people go online and they're like Man if I could just pay for it make an extra five, and I'm not demeaning this perspective but, like if I could just make an extra five hundred dollars a month I could cover my apartment or my cell phone bill and that would. For me, I had to make 40 grand a month, basically, I had to make an extra half a million dollars and I figured I had about two years because in 2008 the banks were kind of gridlocked because of all the defaults. They were having to foreclose on houses and I could just see that I had a little bit of time but not all the time in the world. So I had to make half a million dollars extra money in two years as a jazz musician. The only way to do it was a total go big or go home situation, right? So I went headlong into affiliate marketing at first, threw myself into it and figured out pretty quickly I was going to need to sell high ticket products if I was going to accumulate those kinds of commissions, and found a really good program.

Dan Henry (07:41):

Amazing how everybody at our level always comes to the conclusion that you got to sell high-ticket.

Jeff (07:51):

You've got to sell high-ticket and if you want it done right you gotta do it yourself. This means even though affiliate marketing is usually presented as a lifestyle business, for me I recognize very quickly I was gonna have to get on the phone and close some sales myself. I know that you're no stranger to that, right?

Dan Henry (08:02):

Yeah absolutely. Absolutely get your hands dirty and so I just closed a fifty-five thousand dollar sale today and I don't get on the phones much but I will for that.

Jeff (08:14):

I don't doubt it. I still do a one to one interview in our company for our highest ticket program. I'll get on and qualify a person and sometimes I'll say no. I'll say listen I just don't think you're a good fit and, that's you know saying no to someone who wants to spend sixty thousand dollars it takes a certain amount of discipline. I just, anything I could do to get my hands dirty, learn the knowledge, develop the skills, and make the money I did. I was desperate and hungry and aggressive and, in 18 months I paid off four hundred ninety-five thousand dollars, and that kind of kickstarted a career that's now twelve years in the making.

Jeff (08:50):

I've been an eight-figure affiliate marketer as an affiliate, not as an affiliate owner.

Dan Henry (08:55):

Right just as an affiliate and I imagine that experience taught you a lot when you went to create your own affiliate program right?

Jeff (09:01):

Oh my gosh, yeah. Lead Generation, optimization, conversions. You know, the nice thing about being an affiliate marketer is you become super myopic about getting the return on your own investment, right?

Dan Henry (09:14):

Right. Because you generally only get half.

Jeff (09:17):

Yeah yeah. Exactly you're having you make, you're having to achieve ROAS without getting to collect all the money.

Dan Henry (09:23):

For anybody that's wondering what ROAS is, its return on ad spend. So yeah let's say I have a hundred-dollar product and I spend you know 20 dollars on a Facebook ad or whatever it is. If it's my product well that's a profit of $80. But if it's an affiliate product and I'm getting half, now it's a profit of $30. So you really have to be tight and you really have to be dialed in to make a good amount of money at it like that. So let me ask you, in doing that it obviously taught you a lot about being an affiliate and growing your own affiliate program. What was the reason why you decided to create your own affiliate program and how would you compare that to paid media?

Jeff (10:11):

Yeah. So for context, I did affiliate marketing for five years from 2008 to 2012. From 2013 to 2018 and this is an important part of the story, I ran a digital agency. I started my own agency. I know you've been in the agency business, started selling my know-how to businesses. That was actually my first experience of "growing a real company" right? As an affiliate marketer it's a lifestyle business, right? You work when you want, you can expand or contract staff as needed. It's all V.A. You're not having to pay payroll taxes and be on the hook for workforce services and unemployment and carry workers comp insurance and all this traditional business stuff. In 2013 when I made the switch to running an agency it was like OK if I'm going to scale this I'm going to have to build a real business.

Jeff (11:03):

I got an office, I had 5000 square feet at one point we had over 50 employees and we scaled that pretty big. I learned a whole different set of skills. What I lost in doing that as B2B is I lost touch with empowering, for lack of a better way to say it, empowering the little guy or essentially empowering who I was when I started, right? When I started I was the little guy, I was desperate and hungry, and like hey is there a way I can change my quality of life. I missed connecting with the old version of me and all the other people like that. So 2018 I wanted to kind of step back into the world of being and empowering the little guy, the upstart, the entrepreneur that I think is the fabric of the American dream which is like anybody can do it.

Jeff (11:55):

But I had all these skills that I had developed from growing a real, again forgive the term but, a real business, a real company. So I looked at it and said OK, the way to get back into working with and empowering again, maybe forgive the term, the little guy, is to actually create my own set of products that have my own affiliate program. That was a whole new education that I want to talk about in this conversation because I've learned from being on both sides of affiliate marketing that not all affiliate marketing is created equal and, not all affiliates are created equal. So anyway I'll expand more on that but, I think your question I wanna make sure I'm very specific in value-based for answering your specific question which was what would I do now to grow an affiliate program?

Dan Henry (12:47):

Well, I'm going to ask you a very specific question on how you would sell specific products in an affiliate program. Before we do that I just wanted to get your basic take on how you would compare running your own affiliate program for your product to paid media, What would you say the biggest pros and cons are?

Jeff (13:13):

Okay. Great question. So I mean the difference is obvious when you're spending your own money, you're spending your own money, right? You have a level of sensitivity to the result that is very in the moment. You're not going to go three days without checking your numbers when you're dropping your own five, ten, twenty thousand dollars a day, right? Whereas and this is the issue, so for anybody who's an affiliate out there scanning opportunities in the market, knowing what I know now I would never want to join an affiliate program that wasn't administered by someone or some business that had at some point had to be in the shoes of an affiliate, right? Because the problem with a lot of affiliate programs is they're administered by people that have never been affiliated and, because they're not spending their own money to prove out the funnels and optimize the funnels and refine the offers, they kind of don't care. The dynamic is this, where you can have affiliates that are losing money and you're still making money because you're not spending anything on ads and you're just kind of keeping what they're losing. Eventually, you figure out there's enough of a turnstile out there of people that want to be affiliates, that they'll power my company even though it's not a particularly great affiliate program.

Dan Henry (14:40):

Well let me ask you this because there are two ways, in my opinion, there are two ways to really approach an affiliate program from a high level. Number one is the traditional affiliate program where you find affiliates or influencers or people who are experienced affiliates and you try to get them to promote. That's the one I kind of hate honestly. Then there's the other one where instead of doing that you simply ask your customers and you educate your customers on how to spread the word. You keep it very customer-focused and not you know old school affiliate focused. If I ever did do another affiliate program that's the road I would want to take. I would want to show my existing customers how to make some money with the proven products that I have, as you said, spent millions of dollars on refining. What is your take on the difference between those two high-level strategies in terms of number one, going after seasoned affiliates trying to get them to promote versus really just educating and empowering your customers, not necessarily professional affiliates?

Jeff (15:49):

Yeah yeah, I get it. So. So actually I'm going to complicate the question if you will allow it. I've broken the affiliate marketing world. Again this is this too is an oversimplification but it's because sometimes you have to oversimplify for purposes of discussion. I've broken the affiliate world into four categories. There are newbie affiliate marketers who are looking for a quick buck and that's a huge group out there. Then there are newbie affiliate marketers who're new but they're actually willing to do the work and they want to build assets and they're taking a long-term view and they're willing to do it the right way. That's an important distinction which I'll explain. Then there are affiliate marketers who are only concerned with what we call EPC - Earnings Per Click, which means they have a big list and all they care about is how much money they can make from the list. They're willing to do whatever it takes to maximize that number even bending ethical lines or putting the offer at risk so to speak. Then there are experienced affiliates who also have a conscience and do good business over time. So it's four categories. You have newbies that want a quick buck, newbies that have their head in the right place, experienced affiliates that want the most money possible and don't care what it takes and, experience affiliates that also have their head in the right place and want to do things the right way.

Jeff (17:15):

Obviously, I'm only and, I think any affiliate owner should only be interested in working with experienced affiliates who also aren't excessively greedy. Meaning they're willing to compromise your offer and put it at risk just to squeeze out a few extra bucks. Or newbies who have their heads in the right place, newbies who have their heads in the right place are usually, to your point, going to grow out of your customer base. There are some experienced affiliates out there and it's worth finding them, who will come in and they're usually people that are really good affiliate marketers. But they've been fatigued by seeing offers disappear and seeing companies implode, usually because of the behavior of affiliates. Let's say for you, you have a course that teaches people how to start a digital agency right?

Dan Henry (18:16):

No, I haven't sold that in years. So we sell my book and there are some ups sales after the book and then we have a program called Digital Millionaire Coaching where we, my team works with you personally to build your, it could be any digital product business. It could be online courses, coaching, consulting, masterminds, and then we have my Elite Mastermind which is where you get direct access to me, meet with me every year several times in my office. Let me ask you this, I did have an affiliate program a long time ago and I talked to Dave Woodward. We did a podcast episode with Dave Woodward about this and here's the problem I ran into. Let me just kind of tell you my theory on this.

Dan Henry (18:55):

What was happening was we were letting people promote the products and I was spending hundreds of thousands of dollars a month on Facebook ads, as well as paying for 50 percent or whatever it was to affiliates. Well, when we went back over the course of about a year and, by the way, that was such a nightmare because literally, we had so many support tickets. You know somebody would make an affiliate sale and within five minutes they're emailing my staff saying "When will I get my commission?" And my staff over here like "What? Go away. just go away, you'll get it when you get it. Stop emailing". It was just so much it was just ridiculous and then we'd have affiliates fighting over things and I'm just like I don't want to do this. So already I had a bad taste in my mouth.

Dan Henry (19:43):

Then I go and I do an audit and I find out that over the past year 90 percent of the affiliate sales that we paid out on actually first came from a Facebook ad and I really looked at the situation and I took a strong and, I knew that maybe this would you know deter future affiliates but I shut the program down. I completely shut it down. I said "Listen guys sorry I'm not doing anymore. I did not get into this business to get 500 emails a day asking when you're gonna get a commission that you generated five minutes ago. I'm just not going to do it." As well I was giving half of my revenue to people who, in theory, I thought I'm going to make these sales anyway because they're going to get my funnel, they came from Facebook ads. I found that a lot of people were just sharing links, "Oh, use my link, use my link" and I'm thinking that's not why I made this program, I made this program so you bring in new customers.

Dan Henry (20:47):

So then I shut it down and, immediately over the next month, the second month, third month, fourth month, our sales did not dip at all but our profit doubled. Ever since then I haven't run an affiliate program. So I asked Dave Woodward because he built the affiliate program over at ClickFunnels, I said "Tell me about this. Like what is your take on this." He said for somebody like me it makes total sense. But obviously a company like ClickFunnels with hundreds of employees and all that, they have a much longer-term strategy. But for me, I'm about the profit you know? So here was the theory that I posed, and this is actually why I brought you on this episode today is.

Dan Henry (21:38):

I said to Dave OK let's say I wasn't going to run Facebook traffic right? Let's say I just wasn't going to do that. I was only going to generate sales through affiliates. At that point, I would think it would make sense because then I'm paying affiliates on new sales and they're going out, they're not just piggybacking my Facebook ads. So my question to you is because look I like to own my traffic. I don't like to be tied. Even though we've made millions for Facebook ads you're talking about a company that the more you spend the more they charge you and you get no support, right? I've spent millions of dollars on Facebook ads and for most companies, you would get dinner. You'd have dinner with somebody at the company, I can't even call anybody, I can't even email anybody. It's ridiculous. So to me, I want to start owning my traffic. So here's my question to you. Let's say that I wanted to promote this book Digital Millionaire Secrets. It has about a $50 to $55 AOV it's really good. For anybody listening that's Average Order Value because we do have some upsells after this. So basically the average customer that buys a book, the average what we make is about $50, $55. So let's say that I got a letter from Mark Zuckerberg. It says Dan I don't like you, you suck you're never advertising on Facebook again ever. Then I get a letter from Google and they say Dan you're ugly, we don't like you, you're never going to advertise on Google. Basically, let's just say that I completely get banned from all forms of paid advertising and my only choice left was organic marketing and I wanted to do an affiliate program. I wanted to basically say to everybody who bought this book not necessarily affiliates like professional affiliates, but just people who really love my book if I were to say guys I'm going to show you how to make some extra money promoting my book something that already works. All you gotta do is you don't recommend people the book and you're going to get paid half of all the upsells. My question to you Jeff, is if that actually happened to me and, thankfully it hasn't but if it did how would you do it? If you were me, with what you know of course. How would you build out a program to allow my customers to promote this book and you know replace paid traffic?

Jeff (24:07):

I am so excited to answer that question. First, can I add a little bit of color to everything you said in asking the question? So first of all I think it's because as an affiliate, for me as an affiliate program operator and you as a potential Affiliate Program operator I feel like this conversation is kind of like our platform to address our current or potential affiliates and be like listen, please don't be knuckleheads. Don't send support tickets five minutes after you make a sale asking when you're going to get paid when I can see that you haven't even logged in and set up and connected your bank account. You couldn't even get paid even if we were trying to release your commissions. It's funny when you when I knew we were going to have this conversation I made notes on my board about those four types of affiliates and the first one I wrote down was newbies who clutter up your support with excessive tickets.

Jeff (25:00):

I literally wrote that and then you just described it. As affiliate marketers, I think everybody needs to have a perspective on realizing the role you play in the ecosystem and the role you don't. Whatever company you're an affiliate for, it's a real business and it has a lot more going on than just running traffic and getting paid. So you've got to develop that sophisticated long-term relationship and you can even look at all the changes ClickFunnels has made in their affiliate program lately. I'm sure some affiliates are grumbling about why they are changing all this stuff but you gotta understand what it's like to support. Dan, you just did a great job of describing it but to support that many affiliates but, you also have to understand the economics at play. So like for ClickFunnels they have a $97 a month product but they're a SAS company.

Jeff (25:49):

So what they're actually building for is a backend valuation where it probably cost them more than ninety-seven dollars to acquire a new customer through paid ads, but that ninety-seven dollars per customer probably gets valued at 20 months on the backend. So it probably adds two thousand dollars to their valuation every time they do. So from a cash flow perspective, they could spend five hundred dollars to acquire that customer and as long as they had the credit to fund it, in the long run, it would be a good trade. In the short run, it might drain all their cash. So they have to rely on affiliates for that reason. Someone like you, you have a 55 dollar upfront AOV. You probably have a five hundred or a thousand dollar LTV, Lifetime Value. So you don't have to rely on affiliates. I realized at a certain point neither did I and, I actually did the same thing just you know I scuttled my affiliate program. It pissed a lot of people off. There were memes of Jeff Lerner with devil horns because "He robbed us"

Dan Henry (26:53):

You know what though? Screw that, screw that because you know what to me I was getting robbed. Dude, I'm sorry but, if I sign you up to my affiliate program and I say promote my product you have to be a complete idiot not to understand that the purpose is to get new customers. You don't go on my Facebook ads, you don't go in my group, you don't go on my comments and message people and say "Hey are you going to sign up for Dan's program? If so, use my link." You don't do that. If you do that, I don't suck, you suck. OK. That was ninety-nine percent of affiliates and I just said you know screw it. That's the thing is I know guys like you, guys like Russell, guys like Gary V they want to build these huge companies.

Dan Henry (27:39):

When you build huge companies you do come under a lot of scrutinies. I have a small team of 10. I sit around chilling, listening to music most of the time. I work maybe five hours a day. I take multiple six figures a month profit and I try to enjoy my life. I don't try to build the next Facebook or the next big thing and that's just my personal lifestyle. So for me when I say you know what guys we're done here like I'm just not dealing with it. That is one good thing about being as big of a small guy as possible is that you can say it and that's it. That's the thing is, I'm considering an affiliate program for this book so that I give my readers and the people that follow me and my fans a chance to make some money but I'm not going to give them free money. I'm certainly not going to answer stupid questions about where's my commission five minutes after this and that. I'm just not going to do it and I'm just upfront about that. So I totally feel you.

Jeff (28:42):

It makes perfect sense. So you know the nice thing and why I do think I'm probably a good guest to have on to address this question is because you know I scuttled the affiliate program and then I reinvented my company. Relaunched with a modified offer that's a better offer and, then eventually reintroduced the affiliate program in a way that has been very effective. It only attracted the right people, and this is key, it's repelled the wrong people. So they don't come in and create those problems so I will tell you there is hope there is a way to do it that can be really...

Dan Henry (29:20):

Full disclosure half the reason, well no I'm not going to lie. 90 percent of the reason I had you come on this podcast was so I could potentially take your advice and actually implemented this.

Jeff (29:30):

Imitation is the highest form of flattery. Good artists borrow, great artists steal. It's all the entrepreneurial way.

Dan Henry (29:37):

Well, I always say that the best way to get free consulting calls with high-level entrepreneurs is to interview them on a podcast.

Jeff (29:44):

Amen. I started my own podcast for that very reason. I had John Benson teaching me copywriting last month. It was amazing. These are people that would be like ten thousand dollars an hour.

Dan Henry (29:55):

Exactly. But if you've got a podcast it's free.

Jeff (29:59):

Exactly. So yeah I mean here's the thing we reintroduced it. It's a lot harder to change the culture of an affiliate program than to just start it the right way. I ended up shutting mine off because I was fighting the battle of trying to change the culture from exactly what you described. So now you know, first of all, we have an application you have to apply to be an affiliate. You have to be approved to be an affiliate or you have to be a customer to be an affiliate.

Dan Henry (30:30):

Oh, I would put that number one you absolutely have to be, I wouldn't let somebody promote my book that hasn't bought my book for sure.

Jeff (30:36):

I will tell you this and maybe I shouldn't because it's not a huge number of people and a lot of them are currently with Entra. There are some really established affiliate marketers out there who are also ethical and won't blow your company up. They do exist but you got to go network and find them and usually like to become friends with them. Because those people are looking for a place to call home that isn't going to blow up and isn't just greedy and you know doing things the wrong way. Again you usually have to find them, befriend them, build trust with them, and then they can come on and do great things for your business. I have individual affiliates that drive seven-figure plus per year in sales but I can trust that they're not out there making false promises. You know you have a book called Digital Millionaire Secrets if somebody goes out and creates a little bridge page that's like "Hey put in your email here my buddy Dan's going to teach you his formula to guarantee to become a millionaire in six months." They're going to blow your offer up, you're the one that is going to get shut down because of that. Right. I don't think a lot of affiliates recognize how much harm they do to the offer owners when they overstep trying to get that extra dollar.

Dan Henry (31:49):

To be fair, I do have people that read my book, joined my program and did make me crazy, but I do have people who hit a million dollars in six months but that's not everybody not by a long shot.

Jeff (31:59):

You have to just use common sense like you can't guarantee an outcome when the person implementing the process is at least in part responsible for the outcome, right? I couldn't guarantee somebody is going to lose 50 pounds if they sign up at my gym because they still got to come in and do the work.

Dan Henry (32:15):

Exactly. Do you know how many people say Well Dan you know I'm almost through your book I've been reading it and haven't read the whole thing, and then you'll get people that have read the book and then and I'll say something like well, hey, have you implemented it? It's like well no, not yet. What do you mean not yet? What are you waiting for? So you can't guarantee that because you just can't control what people going to do but again I think a lot of that comes into, like you said, approving the right people to promote and giving them perhaps an education that says listen you can promote my book but do not say this, do not say this type of stuff.

Jeff (32:58):

Yeah. I mean the most draconian way to do it is to make them submit all their materials for approval before they're allowed to promote anything. I personally haven't gone that far, I haven't had to. I don't have a little bit of a trust that has worked so far. I will tell you one of the very key things as an affiliate program owner and manager, aside from creating the right culture and defining the right standards and making people realize it's a privilege to promote your offer and, that you will boot them out at the sign of impropriety. As to your point, you have to be very tight on tracking. This is where I got really frustrated with a lot of the programs out there like Post Affiliate Pro and Top Affiliate and even Pay Kickstart, which is one of the better ones.

Jeff (33:49):

They don't have really really good reporting from setting something as the first touch versus last touch. Creating timed cookies like.

Dan Henry (33:59):

Well, also there's the accounting aspect. There's when you're CPA comes knocking and says, OK who do I got to pay out, where are their 1099's, all that. Let me ask you this. What do you think about Entreeport for that and do you have a preferred platform?

Jeff (34:19):

I mean full disclosure we built our own because the level that we were trying to go to we just knew we were going to break any off the shelf solution we tried to implement. We're also trying to do things. I mean we are trying to go to that nine-figure per year billion-dollar valuation type of level. So my problems aren't everybody's problems. Let me say that up front, you don't have to create your own software to do an affiliate program. Entraport is great. I tried loving Infusionsoft as long as I could but I can't do it anymore.

Dan Henry (34:52):

No, no, gosh. You would have to be an absolute masochist to use Infusionsoft in my opinion. I don't mind saying that.

Jeff (35:00):

Yeah, I don't mind agreeing with you and, I have friends that work in management at Infusionsoft and I'll look you in the eye and tell you...

Dan Henry (35:13):

Yeah, if you're just really kinky you just like self-harm and self pain then use Infusionsoft, right?

Jeff (35:13):

If your idea of a good Friday night involves somebody with a whip and hot candle wax then you might consider Infusionsoft.

Dan Henry (35:19):

Yeah. So I'm just thinking like Chuck Rhoades from Billions, he would use Infusionsoft. I'm going to get so much heat for just raking Infusionsoft over the coals, or confusion soft I'll take a page out of Russel's book.

Jeff (35:37):

I mean for managing affiliates it's a debacle. The thing is I don't think Infusionsoft wants that business. They got the money from Goldman and they said we're going into small business B2B retail marketing. I think they wish that all of us internet marketers would just go away.

Dan Henry (35:53):

Oh well, you mean like the people that know better?

Jeff (35:56):

Oh totally. The people that built them, they don't want them anymore. But Entraport is great.

Dan Henry (36:07):

For affiliate management? I know it makes great pages, I know it's got really great e-mail stuff going on. Let's say I want to go okay. Who made what? Who gave me a 1099. How can I send a report to my CPA with all the addresses and everywhere they need to send the 1099 and what they made. Is it good for that? That's the part nobody talks about.

Jeff (36:28):

On the financial controls and compliance side. I have found that it's better to manage that through your payment provider than through your CRM. Let me explain what I mean. So we use Ipayout you cannot physically get paid from I payout unless you've submitted your tax documentation.

Dan Henry (36:50):

Is that a platform or is that like a service?

Jeff (36:54):

It's a managed service. I mean I would say yes to both but it's a multinational payments processor. Somebody comes into our system and I mean this is this right here for somebody that wants to do it. Ipayout's legit. They can send money. You know Paypal even doesn't pay out in every country. If you have an affiliate in Pakistan they can't get paid through PayPal but they can through Ipayout but nobody gets paid through a payout unless they've submitted either if their U.S. base they have to submit their U.S. W9 I guess it is.

Jeff (37:45):

They generate an issue that is 1099s. They do it for international people too. There's a different form that international affiliates have to submit that essentially absolves you from U.S. tax liability. So I would manage that through the payments processor, not through the CRM.

Dan Henry (38:01):

OK. That's head spinning right now. I'll have to look into that

Jeff (38:03):

Literally Dan that's a million-dollar piece of advice if we just ended the podcast now I just gave you some gold.

Dan Henry (38:09):

That's far more efficient I would imagine and cost-effective than having your staff do it.

Jeff (38:15):

Yeah. You're not chasing them after the fact going "Yo yo we paid you we need your tax form" it's like, "Hey we got money for if you want to get paid this is what you have to do.

Dan Henry (38:25):

Oh, I don't pay people until they... This is how I used to do it. I say "You can make as much money as you want but if you don't submit your tax stuff I'm not paying you. And if we hit the deadline and you haven't guessed what I get all your commissions because I'm just not playing" I'm not playing that game.

Jeff (38:36):

That's the other nice thing about Ipayout is over time you accumulate breakage because affiliates, God bless affiliates, I love you, I am you, you power the internet. But, you're also such nincompoops sometimes about running your business the right way. We have affiliates that'll go a year. They'll have five or ten thousand dollars in commissions in their Ipayout account which is like an escrow account and they never claim it. After a certain amount of time we just call it back. So you actually will get a break doing it this way.

Dan Henry (39:10):

OK. And would that connect to something like an Active Campaign and Entraport?

Jeff (39:15):

Oh totally. I mean for the record we use three different email providers. So this another hard one lesson is we have an email provider for our list for our non-buyers' list. We have an email provider for our tripwire buyers list who didn't graduate into any of our higher-level products and we have a different email provider for our higher-end buyers so that we have totally different mail service servers, totally different mailing domains. We use Active Campaign, Entraport, and Sendly.

Dan Henry (39:50):

I prefer these days to only have customers, meaning I don't like to run a ton of free stuff like I mainly promote the book.

Jeff (39:58):

Listen, Dan, we make a crapload of money monetizing our lists and I know it's a little extra work but it's also the easiest money you'll ever make because you don't have to support it.

Dan Henry (40:08):

Yeah. Well, the majority of my list bought my book so it's like seven bucks for the book but it's $10 now because we do two-day shipping. But it's still buyers, there are still people that bother to take five minutes to put in their credit card info. We still do run my webinars and stuff like that and I guess there are quite a bit of people who haven't made a purchase yet. Let me ask you this, in terms of Entraport is that the one? I understand you have your own affiliate, and I get it, man I must have broken Everwebinar probably 10 times, right? That's why I actually built my own stack for my webinar. If somebody wasn't going to go to the trouble of building their own platform and they wanted to use an affiliate platform, which one would you recommend?

Jeff (41:06):

I think Entraport is good. ClickFunnels in the Internet marketing space, there's a lot of what ClickFunnels does reverberates through the space. Click Funnels used to have a two-tier affiliate program. So there's a lot of people that want to have two tiers and they maybe even still do to some nuance I don't really understand. So there are a lot of people that want to have two-tier affiliate programs but you introduce a whole other order of magnitude of complexity from a tracking standpoint trying to implement two-tier. So my first piece of advice is don't. Just do a single level affiliate program right. Frankly, the behavior that multiple tiers drive from people ends up becoming more recruiting and MLM than actual value-driven. So that's my first piece of advice. Because as long as you're talking single-tier affiliate programs I think that the platforms on the market that do well enough for most people are Entraport, Pay Kick Start and, then if you're going to be working with sophisticated affiliates who are going to hold your feet to the fire around tracking, cookies, and reporting then something like Cake.

Dan Henry (42:23):

Yeah. Actually, I was talking to Russell Brunson earlier this morning and he mentioned Cake. What is that exactly?

Jeff (42:30):

Cake is just a really good sophisticated CRM affiliate tracking, CRM/Affiliate tracking, I would call it almost a revenue optimization tool they just give you so much granular data that sophisticated affiliates are going to sometimes want to see.

Dan Henry (42:52):

Yeah. My goal is to keep it simple and just.

Jeff (42:56):

You can probably do Pay Kickstart or Entraport from what you're describing.

Dan Henry (42:59):

All right, cool. off to look into that. Let me ask you this in terms of strategy let's say I were to say, "Alright guys here's my book. You've read my book. Yay and sign up here to get a link where you know you can recommend this book literally all you have to do is recommend this book like you normally would and you'll make some money." How would you approach that and what would you do? Or do you think that simply having customers recommend the book isn't enough and that you would absolutely need pro affiliates to come in to drive even close to the same amount you could drive with paid traffic?

Jeff (43:51):

I'm sorry Dan I'm going to ask you to repeat the question. I just realized I'm two minutes late for something and I'm going to buy myself about 10 minutes.

Dan Henry (43:57):

Oh, no worries no. Yeah. I just realized that we had a coaching call and I had to tell my team to use a different zoom account. I want to be respectful of your time. So this would be a good question to end on.

Jeff (44:15):

Yeah, So I ask the question again and I'll nail it and then we can break.

Dan Henry (44:19):

Yeah. So basically let's say that I went to my list of people that bought my book Digital Millionaire Secrets. I said "All right guys you know you're going to recommend the book. I'm going to give you some you know here's how to sign up. I'll give you some videos on how to recommend the book. And when you recommend the book you're gonna get half of whatever they buy." So if I say that right could I do that with existing customers and replace them? What I would be doing with Facebook traffic or would I have to you know simply having my customers recommended if I did a good enough job educating them or would I have to move to get in some big affiliates to fill that gap.

Jeff (45:04):

I think you'd be very unlikely to replace the volume that you can run with paid traffic from inexperienced affiliates.

Dan Henry (45:13):

Even if we went to just customers referring to each other or started referring to the book, contests giveaways all that. You know, because if you think about it in theory right. Like, let's say you really want to scale traffic and you have a $50 AOV and you know as well as I do when you push let's say it costs you $50 to sell for $50. When you push now all of a sudden it's costing you $60, $70, $80 to make the same amount because you're pushing and you're really trying to scale the cost up. So with an affiliate program if you have $50 AOV and you're giving away $25 you know what your cost per sale is all the time. So you know what your cost basis is. But the question is how do you get the volume. What would be your biggest answer to that?

Jeff (46:06):

You have to I would probably really look at the payout. One of the ways you can get pretty quick feedback on this is you could list your offer inside of a click bank type of platform because you're very quickly going to find out if your payout is competitive enough to attract affiliates because the reality is on a $50 AOV what it costs to generate a book buyer twenty-five dollars may not be enough. Rather than waiting for your customers to tell you that you could get some pretty quick feedback inside of a platform where you have comparables.

Dan Henry (46:39):

I mean if I can get the volume I'll pay frickin 80 90 percent. I don't care.

Jeff (46:44):

Well, that's the thing is I think you might end up having to give all of it away upfront because even if you're no longer subject to the economics of paid traffic now you've pushed that over to your affiliates. They're subject to the economics of paid traffic. So you've still got to give them an offer where they're trying to generate a book buyer, can they do that profitably when it pays them twenty-five dollars? That's a big unknown for me.

Dan Henry (47:14):

I was talking to Russell earlier and he said that still, the majority of their traffic, especially on the books and stuff comes from affiliates. You know as well as I do the ClickFunnels community for the most part really isn't big affiliates it's just people that did ClickFunnels and talk about it a lot. I would not say they are pro affiliates.

Jeff (47:38):

It comes down to critical mass too. I mean you know Clickfunnels they're big enough and they have a very established customer base. If every one of their customers refers an average of one person that's two hundred thousand book sales. You know if somebody with a 10,000 person audience has that same algorithm then that's ten thousand book sales but then it's not enough for them to sustain and grow you know and some people only have one thousand-person audience. I can say I'm a pretty big player. I'm not nearly obviously as big as Russell. For me, I couldn't replace my paid traffic customer acquisition with my customer base as affiliates unless I got really aggressive on the payouts and really aggressive on the training side. Probably to the point where I said “Look, you're your primary new business angle is going to be to promote my affiliate program and here's some really aggressive training on how to do it.”

Jeff (48:41):

We have a $39 course with an $80 AOV. I would probably have to pay, my guess is a hundred bucks per sale. Like a loss leader, I'd be paying out one hundred and 120 percent per sale just to know I was giving them enough commission to be able to go run paid traffic because if you can't run paid traffic and there's not enough money in your affiliate program for them to run paid traffic, then nobody's running paid traffic and you're totally reliant on organic word of mouth. It's a lot slower way to grow. If you can load commissions in your affiliate program that your affiliates can go run paid traffic and you force them to use their own, this is another nuance I'm meant to mention one of the reasons we built our own system. You have to force your affiliates to use their own domains. You can't have them running traffic to your domain with just a little extra variable to track it to them or else eventually your domain will get burnt up.

Dan Henry (49:44):

Yeah. Well, I also don't want to distract my readers from building their own business because that wouldn't be good for them. I would be like "Hey your business is your focus, but here's how you make some extra money promoting my book." So one thing I'm glad we had this conversation because I definitely think that it's probably not for me at this time or if I was gonna do it I would do a 30-day test be like, "Hey guys we're opening up an experiment, an affiliate program for 30 days. Here's a prize you know the top affiliate gets this thing and then the affiliate program shuts down." It's a 30-day window, and then we run it as an experiment cause the last thing I want to do is get into a position where I'm running pay traffic and then I have affiliates who are just going and doing the same thing they did last time because at this point I could track if they clicked first on a Facebook and I could just deny the payout.

Dan Henry (50:37):

Now you're talking so much of a pain in the butt technically and all that so. Well, this was good stuff man. I appreciate it and I hope that the people listening got some golden nuggets in here. Are you active on Instagram or how can people follow you and check you out?

Jeff (50:55):

I am. I actually made my 1000 Instagram post two days ago. Just check out Jeff Lerner Official. Also, I have a YouTube channel that has about 400 free training videos. A lot of good value there, Jeff Lerner Official on YouTube as well.

Dan Henry (51:14):

Sweet. All right man. Awesome. Hey thank you so much for coming on today and I really appreciate it, brother.

Jeff (51:21):

Yeah, it's been wonderful. Thanks for having me, Dan.

Dan Henry (51:23):

Alright guys I hope you enjoyed this episode and I will see you in the next one.

Why Assumptions are Toxic to your Business and my $1 Million Dollar Mistake Nov 16, 2020

>>> CLICK HERE to Book Your FREE Strategy Call with my Team!! <<<

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Have you ever found yourself in a position to say “yes” to an opportunity, but instead chose to say “no” because you just “knew it wouldn’t work” for you?

Or so you thought...

These assumptions, which create limiting beliefs, lead to missed opportunities and mistakes in your business and your personal life.

Remember... “You don't know what you don't know.”

Recently, I had a $1 million dollar day in my business. However, I had been putting off that opportunity for quite some time because I had this thought that because I couldn’t do my masterclass live in front of an audience I would never be able to build up the hype and energy needed to sell my high-ticket mastermind.

But after speaking with my great friend Myron Golden, I realized that it was just a limiting belief… and I was letting it hold me back.

“Objective thinking, thinking with due diligence, not being biased, getting rid of cognitive bias, and making an educated decision is what is going to help you move forward.”

In this episode, I am going to cover:

How an assumption almost cost me a $1 million dollaropportunity
Why basing your decision-making on assumptions, rather than due diligence, objective thinking, and logic, can cost you more than you know in business and life
How to better understand your assumptionsand how they can be damaging to your success
What to do instead of assuming things based on what you hear
The story of two prospects that almostlet assumptions destroy their business

If you got value from what you heard here, please be sure to subscribe and rate this podcast! Bonus points for you if you write a review! ;)

— SUBSCRIBE & FOLLOW —

Click here to get Digital Millionaire Secrets, FREE!

Want Dan’s Wall Street Journal bestselling book for FREE?

Interested in having Dan’s team personally work with you to grow your business?

Want to learn the 5 Keys to Scaling ANY Digital Product, Online Course, Coaching Offer, or Mastermind?

Click here to Visit our Corporate Website: GetClients.com

— TRANSCRIPT —

In today's episode, we're going to talk about how assumptions can cost you massive amounts of money in your business and your life.

Oh, do I have a story for you guys today? So I have an iPhone X and this morning I was doing an Instagram story and you may have seen the Instagram story. We buy steaks and chicken and things like that from this company called Butcher Box, where they send you out locally farmed meat and they send it out to you so it's fresh, but it's in a box that comes with dry ice, this huge block of dry ice to keep it frozen in transit. So I got a shipment in and there was this big block of dry ice and I saw this YouTube video one time where this guy threw a big block of dry ice in his pool and it bubbled up and it gave this sort of smoky, sort of Halloweeny fog over the top of the pool. I thought it was cool and I thought about doing some sort of ad or something for Halloween promotion. So I thought, well, you know what, let me take this brick of dry ice and toss it in my pool to see what it does that way. I'll know if I go to film a Halloween ad, what to expect, and I have it here and let me give it a try.

So I do it, but I'm doing a story as I'm doing it and I throw the dry ice in it, bubbles up and the dry ice is at the bottom of the pool. I have my iPhone X and I had heard that it was waterproof, I had heard that you could put it underwater. Well, I assumed that was true because I heard it. So in the middle of the story, I dunk the phone down in the water and take a look at the dry ice bubbling up underneath the water and it records it and I think everything's fine. I even say in the story, I'm like, "Oh, that's a good thing the phone is waterproof," like an idiot and about five minutes later, my phone just randomly turns off and restarts and turns off and restart. I'm like, what is going on with this thing? So I look it up and I find it literally says online that this happens when you drop your phone in water and that the iPhone is not actually waterproof, it's water-resistant, and that basically the phone's trashed. I'm like, "Ah, God, I'm such an idiot. I just totally ruined my phone". Fortunately, I was already able to order a new one. I get free phones, iPads, computers, IMAX, and MacBook Pros all the time because I have a card that I use for Facebook ads and I get points and those points work at the Apple store. So I just ordered another one, got it for free, whatever. But I just thought it was funny because I'm like I should do a podcast episode on assumptions.

So right there, as you can see, I assumed that the iPhone was waterproof because I had heard it somewhere. Couldn't remember exactly where, but I had heard it. So I assumed it was true and I was wrong and I ruined my iPhone, which is like a $1,500 phone. So that's 1500 bucks down the window. Thankfully I got it on points, but still. So how does this affect your business? Well, this happens a lot because we make assumptions about things so we miss opportunities based on those assumptions. I'll give you a couple of examples here.

I had done live events where I had sold things at the end of the event. I think my best day I made like a hundred grand in a day selling an offer at a live event. I had all these plans to do this big, huge live event where I was going to sell a $30,000 offer and I was going to try to sell at least 34 of them and try to make a million dollars in a day. I had all these plans to do that and I was picking out live event equipment and backdrop and just all this stuff. Right? Well then the pandemic hits and it becomes clearly obvious that we're not going to have any live events for some time. So I go, "All right, I'm not going to do it" and the reason I said to myself, I was not gonna do it was because I assumed that I wouldn't be able to sell a $30,000 offer over a virtual event. I assumed that nobody's gonna buy it. Nobody's gonna spend 30 grand on a zoom call. You gotta be in person and you gotta feel the vibe and you're going to have a little bit of the tricks and clap your hands and hug each other jump up and down etc. to get people in the mood and to get them excited enough to invest $30,000 in whatever that offer is, so I assumed that.

Well I talked to my friend Myron Golden and I was talking to him about it, and he goes, "Well, why do you think you can't do it at a virtual event?"

And I go, "I don't know. I just figured people wouldn't..."

As I'm saying it, I'm like, "Oh crap, this is a limiting belief. I know it, I know it's a limiting belief" and I can see it in his eyes. In the middle of me saying it I'm like, "I know that's a limiting belief, isn't it?"

And he's like, "Yep."

And I'm like, "Yep."

He goes on and he tells me about how he had a client that did a virtual event made like 300 grand a day on zoom.

And I was like, "Okay, all right. All right, got it. I'll do it." Well, I ended up doing it and I'm making a million bucks in a day, I sold 34. So I remember thinking to myself like I assumed that this wouldn't work because people weren't in person. Based on that assumption, I put it off for a long time. I'm glad I finally did it. So that assumption could have cost me a million bucks. That's the thing is we assume things, I'll give you another example.

I remember I was talking to my sales team and we had two people that day, I guess somebody had put out a review of my program and they had accidentally or maybe intentionally, I don't know, they had put a price on my program. They said it was this price and it wasn't that price wasn't even anywhere near that price. It was like five times more than that price and it had never been that price. I don't know where they got this price from, but it was incorrect. Well, a bunch of people read that blog post or whatever it was, and we had two people get on a call that day and say that they had seen that post. When it came time for us to tell the price, they loved the program they wanted in, but they got taken aback because it was a lot more expensive than what they had read and thus assumed. Well, one person said, "You know what? I assumed it was this amount and now you're telling me it's this amount, so I'm not gonna join". Which is kind of weird 'cause it was like you assumed it was this amount now. It's like, what does that matter? I mean, the price is the price. Do you want the result or not? Is it worth it, the price, regardless of what you thought you read somewhere or heard? To me in my brain, I'm like, who cares? Somebody gave you the wrong information, so what? The point is, is it worth this much to you to get the result, end of story. Yes or no? Well, I guess for that person, it wasn't because they said, no.

Now another person, same day and by the way, both of these people were coaches and they were looking to sell more of their coaching and they were coming to us to learn how to tighten up their coaching program, increase their prices and sell it high-ticket.

So, you know, both coaches, it was a very, very equal comparison. So the first person says, No, they were too hung up on the fact that they had assumed that it was much less than it was because they read that post. Well, the other person also was taken aback that it was more than they expected. They also assumed it was one price when it was another price because they had read it somewhere and at first they didn't want to join. But, after talking to my sales team and them allowing this person to understand that at the end of the day if they make just a couple of sales, it's going to pay it back. So who cares how much it is. You know what I'm saying? That's what the guy said. He's like, "You know, you're right. You know, who does care? I mean, if I'm going to make it back" and he got over that limiting assumption, that limiting belief due to that assumption, and he joined.

Now, here's the thing, fast forward 30 days. Right? I got a message from my team that said, "Hey, remember that guy that almost didn't join because he saw it was one price and it really was another and all that."

And I said, "Yeah, I remember."

He says, "Well, they just quadrupled their investment in the first 30 days, they made 10 sales or something and quadrupled their investment." And I'm like, "Really? Wow. Okay, do you remember who the person that said no was?"

And they're like, "Yeah."

And I said, "Well, do you know their name? Give me their name,"

So he gives me the name and I look them up on Facebook and I look at their posts and I kind of see if I can assess how their businesses are doing. I couldn't really assess it based on that. So I took the time to reach out to them. I asked for their email and I emailed them, I have a special email address that I use just for when I want to personally reach out to a prospect or something. Let's say somebody makes a mistake or I feel that it's in my best interest to reach out personally, just deal with it and say, hi, cause maybe we messed something up or whatever, or our phones weren't working, whatever it is, I use that special email.

So I email them from that special email and I say, "Hey, I'm really sorry that you heard that it was one price or another. I see you got a call about 30 days ago. I was just wanting to check in on your business and see how it's going."

Well, that person emails me back and says, "Oh yeah, I haven't really made any progress. I think if I would've got your program, I probably would be doing a bit better, but I just can't get over the fact that it's not that price."

I said, "All right, fine, whatever. Okay."

Now here's the funny thing. Both these people were coaches, both of them made the same assumption. One of them decided to let that assumption rule their thinking and not join. And one of them decided to get over it and join, and guess what happened? The person that didn't join missed that opportunity due to the assumption, they are no further along with their business than they were the day they said no. The person that didn't let that assumption rule their decision-making went ahead and quadrupled their investment. So again, and I'm saying this person at that person, cause I don't want to put their names on blast make it a big thing and all this.

The principle here is that you can make an assumption that can cost you money because you don't take an opportunity or you don't hire someone or you don't purchase a service that would have helped you or whatever it is because you assumed one thing or another. You didn't check. You didn't verify. You didn't take time to think about it. You didn't take time to think of it objectively you just assumed. It's the same thing with pricing, a lot of people assume people won't pay more than X, but in reality, it's actually easier to sell a lot of offers for more because you get more serious clients.

And again, these assumptions, which create limiting beliefs, lead to missed opportunities and mistakes in your business and for that matter, your life. It's sorta like this, I have a friend of mine, he owns a gym, a martial arts gym and he has a really great relationship with his wife. I had a conversation with him once and he said to me, "You know, we almost got divorced."

I said, "Well, why did you almost get divorced?"

He's like, "Well, honestly, it's because I never wanted to go to therapy. I assumed that therapy didn't work. I assumed it was all BS, blah, blah, blah, blah, blah. One day she convinced me to do it. We did it and we stopped the divorce and our marriage has never been better. We're happier than we've ever been and I'm so glad I took that step because I just assumed it wouldn't work."

So there you go, boom, that assumption could have cost him his marriage. That's the thing, if assumptions were always something to go on, then we would be perfect beings. We would be clairvoyant. The thing is you don't know what you don't know. If you assume that something is or is not for you, or you assume something won't work, or you assume people won't pay a certain amount, or you assume this or that won't work for you, then you're never going to actually take the time to try it. If you don't take the time to try it, whatever benefit that you would have from it will never materialize.

So the next time you put something off, say no to something skip out on something because of an assumption and believe me, I'm guilty of doing this a lot and I'm trying to get better at it myself. Ask yourself, am I making an assumption based on objective thinking, based on actual due diligence, based on a patient attempt to understand what it is I'm looking at, or am I just assuming it on something I've heard and I'm basing my decision off that. If that is what you're doing that type of thinking is not going to get you very far in life. Objective thinking, thinking with due diligence, not being biased, getting rid of cognitive bias, and making an educated decision is what is going to help you move forward.

So I hope this episode was helpful to you. And you know, if you, if you're looking to grow your business and you don't want to assume that my company cannot help you, then I'll leave a link where you can book a call, you can speak to us and we can take a look at your business. And if we feel that we can work with you to help you grow it, and it's a home run, we'll let you know and let you decide if you want to become a part of what we have to offer or not. So I'll leave that link in the show notes and of course, if you haven't got a copy of my book, Digital Millionaire Secrets yet I'll leave a link in there as well. Thank you so much for listening and I will see you in the next episode.

Why Wendy Rhoades Gets Paid Millions for Performance Coaching Nov 11, 2020

>>> CLICK HERE to Book Your FREE Strategy Call with my Team!! <<<

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People often scoff at the cost of high-level investment coaching, and then pass on the opportunity to uplevel themselves or their business.

But I’m here to tell you, I paid $25,000 for a one-hour Zoom consultation with a high-level investment professional... and it was completely worth it!

I didn't get a transcript.

I didn't get a cheat sheet.

I didn't get a login.

I didn't get anything but ONE hour of their undivided attention and time.

Yep, you read that right the first time... crazy, right?

Nope! Here's why… just two weeks later I made $50k based on what I learned in that one-hour Zoom meeting!

Sometimes less is more; don’t buy based on what you get. You should buy based on what that product or service will do for you!It’s all about the results!

In this episode, I am going to cover:

Why paying more is actually better for YOU
Why it’s not always about what’s included, but what the end result is
And… how knowing your worth is key to pricing your product or service

If you got value from what you heard here, please be sure to subscribe and rate this podcast! Bonus points for you if you write a review! ;)

— SUBSCRIBE & FOLLOW —

Click here to get Digital Millionaire Secrets, FREE!

Want Dan’s Wall Street Journal bestselling book for FREE?

Interested in having Dan’s team personally work with you to grow your business?

Want to learn the 5 Keys to Scaling ANY Digital Product, Online Course, Coaching Offer, or Mastermind?

Click here to Visit our Corporate Website: GetClients.com

— TRANSCRIPT —

How does Wendy Rhodes get paid millions of dollars per year to be a performance coach? That's what we talk about in today's episode.

A performance coach getting paid millions of dollars per year at a job, not even in her own business. How does that happen? Well if you haven't guessed yet, I am talking about Wendy Rhodes, who is the performance coach at Axe Capital, which is a multibillion-dollar, hedge fund headed up by Bobby Axelrod. Yes, I am talking about characters on the show, "Billions". So I am talking about fictional characters. However, there are performance coaches that do get paid millions of dollars per year by firms. The reason I'm bringing up Wendy Rhodes, who yes, is a fictional character is that I just started watching "Billions" I'm on season two, and there was a scene in the show that I think every entrepreneur needs to watch this scene because it really does illustrate why people get paid what they get paid and, also why people are underpaid or don't know how to charge.

Let me just set the stage for you without giving away too many spoilers, I'll be as spoiler-free as I can. So Wendy Rhoades is a performance coach at Axe Capital. Now Axe Capital has dozens and dozens of stock traders that everyday trade stocks and I'm not talking about a little bit of stock, I'm talking about hundreds, they make trades with hundreds of millions of dollars because they manage billions in their hedge fund. Right? So when you click buy or sell on a stock and you've got like 10 grand into it, it's kinda like, Oh, okay. When you have a hundred million on that trade, you're like, Whoa, okay, this is heavy, this is tough. So you have a lot of people that have anxiety or that let themselves get in their own head and they have meetings with Wendy in her office. She's a performance coach just for the people that work at that office. So they make appointments and they get in there and they talk to her and she keeps them thinking clearly, she keeps them motivated, she keeps them not fearful, and she helps them do their job better. So much so that the owner of the company, Bobby believes that she is supercritical to the success of the company. He himself made some critical errors and, he's supposed to be the best investment guru ever. He made some critical mistakes that she fixed because he let himself get angry or emotional about something and so he traded in anger and she fixed all that. She fixes their head

So some stuff happens and basically he messes up and he offends her and accuses her of something that wasn't true. So she says, "Well, I want $5 million for the trouble". He picks up the phone and he goes, "Wire $5 million to Wendy Rhoades personal account." Boom, transfers the money. And then she goes, "Okay, good. I quit." So she quits right? Some time passes and then he basically begs her to come back. When he begged her to come back she asked for a raise that's like triple what she normally gets paid. She asked for 2% of the company. We're talking about millions upon millions, and millions of dollars for a performance coach. I'm not talking about 2 million in a year. I'm talking about like 10 million a year type of thing and plus like 2% of a multibillion-dollar hedge fund. That's a lot of money.

Why is Bobby so willing to pay her this money? "Cause he knows that without her, his guys will not perform, his traders will not perform to their fullest level. That gap could be the loss of hundreds of millions of dollars per year in trades. So he pays her 10 million a year to make sure that his guys and ladies that work at his firm trade to their best ability, he stands to gain way more than 10 million a year. He stands to gain hundreds of millions because if he doesn't have her, and he actually did, he hired another performance coach and this guy sucked and so his trader started losing money, like way more than 10 million. You know, we're talking about they're probably using 10 million a day, not 10 million a year. So it makes sense for him to pay her whatever she wants, because the end result, her result is worth far more.

That's the thing, a lot of people will say that "Ah, I know my worth, I know my worth." But they're just saying that they're not actually basing that off of an actual number. I know my worth. Let's say I charge a client 10 grand. Most clients that I charge 10 grand, they make that back in two weeks or a couple of months at most, because I charged to teach them how to sell high ticket. Right? High ticket is at least five or 10 grand per service. So let's say you got a coaching program and you're charging I'll tell you, I'll give you a story.

I mention her all the time because she's just one of my favorite clients, Shayna. She had a weight loss coaching program. She was charging, Oh, it was something like two grand or $1500 or something for like one on one sessions. Well, I taught her how to charge $5,000 for group sessions. So she got back her time and she made a lot more money and she got a lot better results for our clients because she was able to put more into the program. Plus we taught her some coaching stuff as well. So when she got into the program, she made 35 grand her first two weeks, which is not hard because if you're selling at five grand, a pop, that's seven sales. I mean think about that. If I teach you how to sell for five grand, and you make seven sales, that's 35 grand. So if I charge you 10 or 20 or even 30, you know, I'm not really charging you 10 grand, I'm charging you two sales.

I mean imagine that, what stock can you buy, since we're on the subject of the stocks, what stock can you buy that you put 10 grand in and two weeks later you get 35 grand back out, or even in six months you get your 10 grand back, right? There's no investment. So I know that I can sleep at night and I can charge, 10, 30, or even 50 grand, depending on the situation, depending on the client, because I know that they're going to turn right around and they're going to book calls and they're gonna close sales at five 10, or, I mean, I've got students that charge 20 and 30 grand. So I know that I can immediately teach them a skill that will not only get their money back right away, but that will teach them to grow a business of a lifetime. I mean, think about this. If I can teach you how to close $5,000 sales all day long and, I can teach you to make one sale a week, which you have to be pretty terrible to make only one sale a week. I would get on your butt if you only made one sale a week, I'd be like, dude, come on. You know what, what's going on? We get it. But, bare minimum, let's say one sale a week. So at one sale a week at five grand, a pop that's four sales a month times five that's $20,000 a month. Times 12 is $240,000 a year. So if I charge you 10, 20 or 30 or even 50 grand, I know if you are just the worst client ever, if you are just so terrible and you are just my worst client, you're still going to make about 240 grand a year if you close just one a week. So I know my worth because I know the numbers and I know this because dozens and dozens and dozens and dozens, actually over a hundred clients have paid me in that range of money and turned right around and did exactly what I just said over and over. I've got screenshots, I've got student interviews, I've got case study after case study, after case study, after case study, after case study, after case study of people that turned right around after joining as a client with us and just started closing sales, like there ain't no tomorrow and made their money back like that.

So I know my worth, just like Wendy knows her worth. Just like I teach them my clients to discover their worth and charge accordingly. A lot of times people don't realize how much they're worth. They think they're worth a lot less just like Shayna did, but I showed her based on what she had going on in her program. She's actually worth a lot more. That's why we were able to get her prices up. So the thing about it is, is you should not charge based on what's in your program. You should not charge based on the amount of time you give your client or the number of lessons or the number of events or any of that. You should charge based on the end result. I don't care if it takes a day or a year or 10 lessons, one lesson or six calls or five calls or two calls. It doesn't matter. The end result is how you charge.

Give you one more example. I recently paid $25,000 for a one hour call with a high-level investment professional 25 grand. The only reason I got a recording of that call was that I asked to record it. I didn't get a transcript. I didn't get a cheat sheet. I didn't get a login. I didn't get anything. I got a one-hour zoom call for $25,000. Two weeks later, I had made 50 grand from that information. I continue to make right now doing passively without even really going nuts on it 'cause I got a business run, make eight to 12 grand a week off of my stock investments, doing some options trading. Literally two minutes once per week, every either Monday or Tuesday morning, two minutes once per week, make eight to 12 grand like clockwork. Now am I happy? You could say, "Well, Dan, why did you pay 25 grand for one hour?" Well, because I don't care. I don't care that it's one hour, I care about the end result. He showed me his account.

He goes, "Look, here's what I'm doing. Here's my growth. Boom, boom, boom, boom, boom."

I go, "Well, there it is in black and white. You're doing it. Can you teach me how to do that? How much? $25,000. How long, how quickly can you teach me?"

He says "It's $25,000 for a one-hour consultation. I can show you everything you need to know in one hour."

I said, "Okay."

I wired the money, got on the call, and here's the funny thing... when I got on the call, but before the end of the call, he made a live trade with me and I made nine grand. So I made nearly half my money back by the end of the call. So you might think, or somebody might think, "Oh, why did you pay 25 grand for a one hour call. You could have probably got it cheaper. I know somebody that will do it cheaper." Yeah. That's why you ain't a successful period, because you buy based on what's in the program, you buy based on the number of modules, you buy based on the minutes or the hours, you buy based on how many cheat sheets, you buy based on, does it have an app that I can log into, what times the coaching call. That's how people with a poor mindset buy. People with a rich mindset say, "Well, what will it help me do?" I don't care how you get me there, in fact, to be quite honest with you, I like the fact that it only took an hour to learn it. I would rather pay 25 grand for a one-hour consultation that gets me eight, 12 grand a week passively then pay 25 grand for a six-week course. Now you got to wait six weeks. Now you've to go through all this fricking content that will never go through. So to me, high-level entrepreneurs, or just not even entrepreneurs, high-level people, they don't pay based on the deliverables they pay based on what the deliverables will do for them. What the deliverables are, how long they are, how they're organized, just completely and utterly 120000% irrelevant. What's relevant is what it can help you do. That's why you will have people who get paid millions of dollars to do things. Even if it's anything from a one hour call to a two-day event. I've paid $30,000 to attend a two-day event, but what I learned there helped me make a million bucks in a day down the line.

So here's my advice, know your worth by knowing what the end result is worth to your clients and charge accordingly. When you go to buy things, stop buying based on what's included, what's in the modules, etc. Buy based on the result. If you start buying based on the result, you will buy the right things and you will become a lot more successful, a lot faster. Trust me.

Anyway, that's the point. Listen, if you want to learn how to grow a successful business specifically, I help two types of people. Either you sell your advice in the form of an online course, coaching, consulting, mastermind. O And you want to learn how to sell your knowledge or you want to sell any online course, coaching, mastermind, service, professional service. It could be an accountant, you could have a software, you could have some sort of agency, SEO, or web design.

If you want to learn how to sell that stuff for a high ticket price so you get better customers and you're not running around, pulling your hair out, book a call with my team. I'll leave a link in the description, book a call, and we'll see if we can help you. We'll take a look at your business, we'll see what you got going on and if we can help you. If we can, we'll show you what that looks like and I promise you, regardless of the price, we would not charge you that price if we didn't know, you could make it back right away. That's why we have to talk to you because I'm not going to sell you anything if I think it's going to take you six months to get your money back. We won't even offer it to you. We'll be like, "Hey, you know, it's not a good fit."

If it is a good fit, we'll make an offer and let you decide if you want to become a part of it. It's super-low pressure. I'm actually going to do another podcast on why I use ultra low-pressure sales and why it works better than high ticket sales high-pressure sales. That's an episode for another day that's coming. Don't worry.

In the meantime book that call if you want help from my team on growing your business either way you'll get value out of the call and don't forget to subscribe to the podcast and stay tuned for the next episode. See you then.

How to Crush it with Crypto with Jason BTO Nov 09, 2020

If you’re ready to learn how you can create daily PASSIVE income through automation and start seeing daily dividends for yourself not just once, but TWICE per day, then click the link below to reserve your seat for the free webinar!

>>> CLICK HERE to Register for the Free Webinar!! <<<

----

If you're yet again sitting here wondering, "Am I going to miss the next big thing?", then you might be right... if you’re not paying attention!

“We're moving towards a society that's going to rely on the blockchain for a lot more things and because of the way it's built, there's only so many.”

How many times have you looked back and wished you had made that investmentwhen you had the opportunity?

Cryptocurrency in general is a massive opportunity... and it's an opportunity that you need to get in on now if you don't want to miss the train again!

After looking over every investment I have ever made (such as real estate, the stock market, and even other companies), I have far and above exceeded in return anything I’d ever done!

In this episode, Jason and I are going to talk about:

What is cryptocurrency, where did it come from, and how can you leverage it to get a return on your investment in it?
Why those who move fast in early investing reap the rewards
The current buying power of the American dollar,where it has gone and where it’s headed
What is The Halving, what it does, and what you need to know about it

>>> CLICK HERE to Register for the Free Webinar!! <<<

If you got value from what you heard here, please be sure to subscribe and rate this podcast! Bonus points for you if you write a review! ;)

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Click here to Visit our Corporate Website: GetClients.com

— TRANSCRIPT —

Dan Henry: (00:00)

Hey, everybody in today's episode, we're going to go over how to crush it by investing in cryptocurrency. I have a very, very special guest. Somebody who showed me how to make amazing returns in crypto, and I don't even know anything about crypto and I'm making better returns than in the stock market. So we're going to really dive in here, and this is going to be an amazing episode. Can't wait to get into it.

Dan Henry: (00:45)

All right, everybody, this is an episode I'm really excited about because I have a good friend of mine. Who's going to be coming on in a second. He is a specialist in not just cryptocurrency, but cryptocurrency investing. I'll be honest, I've always put it aside and I've never bothered to learn it until I met this man. His name is Jason BTO. Jason, welcome to the show.

Jason: (01:13)

What's up. What's up? How are you guys doing?

Dan Henry: (01:16)

So this is going to be fun, let me give a little bit of background to my audience. We've been friends for what, three years now?

Jason: (01:26)

Yeah, at least that.

Dan Henry: (01:27)

Yeah. So, this is how this happened. You can interject if you want, help me tell the story of how we met, but I was hanging out at Water in Tampa, which is like this like sort of like pool party bar type of thing. We had rented out a private area in this VIP area and I'm sitting there. Right? And I'm just hanging out with a buddy of mine, by the way, guys, I had just got divorced all this and I'm hanging out with a buddy of mine and he's got a few girlfriends coming and we're just going to have a good time. Right? So I'm sitting there and all of a sudden I hear something like, "Is that Dan Henry? Is that?" And I looked behind me and here's Jason and...

Jason: (02:14)

I had the table right next to you.

Dan Henry: (02:17)

Yes, you did. We had actually, funny enough, we had spoken like maybe a year before that briefly when a buddy of mine, JR just happened to say like, he was on a call with me and you were in the background.

Jason: (02:28)

You know what it was, it was because he came to our office and he saw all the Batman and all the stuff. He was like, "Yo, my boy, Dan is all into that two you guys should meet." So it's kind of like that.

Dan Henry: (02:40)

Yeah. Yeah. So, and then we talked for like two seconds, but nothing really came of it. Then you're sitting behind me at this pool party, yeah. Yeah. So, we start talking and about two hours later, we're popping bottles and just having this great old time. So now this is where it gets interesting over the next three years, and you gotta think, right, I've got my business, Jason's big into affiliate marketing and crypto. He educates crypto, we're both internet marketers, and you would have thought that we would, at some point have talked business or even done business. Right? Well, over the next three years we didn't, but we always hung out. We went to bars, we went to nightclubs, rented out nightclubs, partied, did some, you know, post-divorce stress relief at nightclubs just getting wild, which I don't really do anymore.

Dan Henry: (03:38)

That was, you know, I had my phase, Jason definitely helped me through that phase.

Jason: (03:46)

We cured it, we cured it.

Dan Henry: (03:46)

Yeah, and so we did a lot of hanging out and all that, but then one day I'm sitting there and I'm thinking like, we've never done business, you know? Now here, and Jason, this is where it got weird for me because I work very hard for my money and all of my money is until recently it's been from me going out there selling and building my company. I didn't get very big into investing until maybe a year ago and I've made some great returns in the stock market and in funds and things like that. But, a lot of people were telling me about cryptocurrency, and.

(04:26)

I was like, all right, I don't know anything about this.

Dan Henry: (04:30)

And I follow Warren Buffet's advice - Don't invest in anything you don't understand. So one day, and this wasn't even that long ago, man. This was like, what a month and a half ago. I call you up, and I'm like," Hey, you know, a little bit about crypto right?" And I was obviously joking, cause that's your thing, and I said, "Can you explain it to me?" So you hop on a call and you actually explained it to me where I understand it. So I said to Jason, "Do you have like a, a course or a mastermind or something I can buy?" And you said, "Yeah. " So I buy it, Right? And because you're my boy, you spent a little extra time with me. Let's just be transparent here, and I'll give you the floor in a second, but this is the funny part.

Dan Henry: (05:13)

You get on a call with me. You show me how to set up my wallet. You show me where to put the money and how to do all this. I'm not going to get into numbers here, but I will say this out of every, literally out of every investment I've ever made, okay, we're talking real estate, we're talking stocks, we're even talking, investing in companies. I looked at everything and what you showed me how to do with crypto far and above exceeded in return, anything I'd ever done. I've worked with investment advisors, top people that have managed big hedge funds and the guy that I get drunk with is the guy that makes me the most money. So, I just wanted to say that when it comes to cryptocurrency, man, you've made a believer out of me. You are the man. So I'd like to just sorta have you take the floor and just tell my audience, how did you even get involved in this? How did you learn about crypto? Get into it to where you're at the point now where you're just absolutely just crushing. It.

Jason: (06:30)

I'll be honest with you, man. It came out of necessity because you know, like, as you said, we were both doing internet marketing. At one point I had an offer and I had 15,000 people paying me 30 bucks a month. So we're doing some good numbers and all of a sudden PayPal and Stripe just turn off our account and shuts us down, so the whole business just completely goes away overnight. I was frantic about how do I collect money, because these places where I've been used to, just turn it off. It's kinda crazy 'cause come full circle, Paypal now is saying, "Hey, we're gonna let people invest with crypto and everything in 2021". Back in 2016, 2015, they were actually strikes against you when they found out that you were selling anything related to crypto education or anything like that now automatically just ex'd you.

Jason: (07:31)

I was actually selling information on social media like Snapchat and Instagram and how to grow your brand and social media related stuff and they turned me off. So I actually found crypto that way because I was trying to figure out a way to collect money, I was doing high-end masterminds and stuff like that. I hated when people would pay PayPal and then they'd go through the course and everything, and then they'd have a bad month or whenever things would be, and they would just charge back. It just blew my mind that I would be able to spend all my time and put all my work up and then so they can just come in, 'cause they made a bad decision or whatever and charge it back. So I really, I kind of fell in love with crypto because of that.

Jason: (08:13)

Then I started looking at the world's finances and seeing how money really works and how inflated our dollar really is. It's just amazing to me how much of an I.O.U. system there is out there in the world and how the governments and the powers that be, so to say, play such a big role in how society views every single part of our financial system. Let's just put it like that and crypto to me is like a breath of fresh air because for the first time it actually gives the responsibility to the person. You are your own bank and you're in charge of your own stuff. You're not dealing with the middleman, paying all these extra fees and all this extra stuff. Fiat currency as a whole I've watched entire countries where their dollar's like paper in the street, where the government doesn't even add value to the money anymore.

Jason: (09:17)

I'm not saying that's what's gonna happen to the American dollar, but I'm saying they're out here printing billions and trillions of dollars giving it away for relief and this money's got to come from somewhere. So I liked the fact that the cryptocurrency was actually a deflationary safe route. The Fiat seemed to be inflationary where everything was getting more, the dollar buying power was going down, and then the power of the digital dollar, I guess you could say is going up. Even with the stock market, recently whenever the coronavirus had happened and Trump shut down everything, and the stock market crashed and crypto crashed, to this point where we're at now, we've already 300% back from where crypto was to where it is now. That was just amazing to me that in the biggest economic downturn the world's ever seen pretty much, I would say this has been, crypto and everything to do with digital currencies is shining above everything else, to the point where Venmo and PayPal and the biggest companies in the world, Facebook's making a coin, everybody's tapping into the blockchain and here I've been doing it for years and years and years.

Jason: (10:35)

So I'm just really excited that this passion of mine that I've been working on for so long, has started to become more mainstream where everybody's trying to figure out how to do it. Then we've been crushing it for so long that it kind of puts me in a great position. So that's pretty much how it went down.

Dan Henry: (10:51)

So let me ask you this, so the reason you got into this was that you needed to take payments and, we all know that with PayPal and for that matter Stripe and a lot of these different payment processors, they ultimately at any point can just say, "Nope, we're keeping your money."

Jason: (11:09)

Yeah. They hate affiliate markers, especially. Right?

Dan Henry: (11:12)

Right. Or I mean, it's not just affiliate marketers they hate really, there are other industries, but honestly, it's any offer they deem that they...Really it's just up to them. Honestly, they can just change their mind at any point. I find it ironic that now they're accepting it, think about this for a second. Look back at the dotcom boom, right? Way back when 20, 30 years ago, I remember my father, he's like, "I don't know about this internet thing. I think it's a flash in the pan, you know?" Now it's literally a part of our everyday lives. Then you have, of course, social media and in the beginning, social media, people didn't take it seriously. "Oh, this is a fad, you know?"

Dan Henry: (12:00)

Now literally everybody checks their social media probably 50 times a day. So I believe that cryptocurrency is another instance wherein the beginning everybody's like, "Oh, it's a scam" and, "Oh, it's this and it's that." Now all of a sudden you got PayPal announcing that they're going to accept cryptocurrency as payment. I mean, you don't get any more validation than a company that says, "If you have anything to do with crypto, or if you have anything to do with this thing, we are banning you." And then a few years later, they're like, "Hey, well, we'll accept this as payment.

Jason: (12:32)

So a Chase bank guy did the same thing. He denounced crypto and said that's a scam or whatever and then now he's coming out with his own coin. So it's just really coming full circle and to add on to your point, Airbnb, Uber, it's like the evolution of the world. You know, Netflix put Blockbuster out of business. We're in a society where they don't even want you near each other no less passing around cash that's been through a million different people's hands or whatever. With all this social distancing and things going on in the world, it would make sense to have a digital currency, a digital way to send money back and forth. The fees are less, it's more secure and it's got a lot more potential as far as development-wise.

Jason: (13:21)

You know, what's really happening is people at the largest scale of business are building blockchain projects behind the scenes and I know because I'm in the top masterminds of the world with this, and I see what's happening. We're moving towards a society that's going to rely on the blockchain for a lot more things and because of the way it's built, there's only so many, Okay. So supply and demand when the demand goes up and the supply decreases, the price goes up.

Dan Henry: (13:50)

Well, let's talk about that for a second. Think about this, right? I was thinking about this earlier, imagine if you would've gotten into Uber when it was really low, right? When they went public or imagine, think of all the people in the dotcom boom, that bought up domain names that are now worth millions of dollars, they got in early, and that is the key. Those who move fast, reap the rewards, people who got into dotcom early reap the rewards, people who got into Facebook early reap the rewards, people that got into Uber early reap the rewards I mean, Tim Ferris is a well-known early-stage investor. He invested in all those different types of companies. You just saw, I forget who it was, but didn't somebody just put something like a billion dollars into crypto or something like that?

Jason: (14:46)

Yes. I've seen that. It was recent.

Dan Henry: (14:52)

Do you remember who was who? It was a big news story about some big investor or something like that. Not sure I have to look that one up. Yeah. It was some, I don't remember. It was some, they put like a billion dollars into it. Here's the thing right now we are at a moment where there is an opportunity just like there was with the dotcom boom. Just like there was with social media, just like there was with Uber we're at this moment. As well, think about this, our entire society and the world just got changed by this pandemic. Think about this. You have coins and I mean like physical coins, paper, money that is exchanged through hands. I mean, if there's one way to spread a virus, that's it. You know, it's not unreasonable to think that one of the ways to move forward in society is through a digital currency, because of a cashless society, right? If you studied human evolution, you know that that's where we're going to go eventually, no matter what, whether this pandemic happened or not, this simply accelerated it.

Dan Henry: (15:57)

So here's the thing I w w we don't have to cover exact investment strategies because that can get pretty complicated right now, because I know that there is more, and I know, cause you showed me there, there's more than just buying coins and waiting for them to go up. That is one that is a popular one, but there are other ways to make money with crypto that you've shown me. I want to give our listeners a chance to get more information about that at the end of the show. We're going to give you a special link. I'll tell you why that link exists because I had to get on Jason's case about that for a second.

Dan Henry: (16:45)

Jason, you're a very good educator. Okay. You sat down with me and you showed me stuff that I just instantly understood. Whereas for the last three years, I really haven't been able to understand anything about cryptocurrency. Let me just say the opportunity right now, if you're sitting there saying, "I wish I'd got into Uber, I wish I would've got into Facebook. I wish I would've (if you're old enough) I wish I would've got into the dotcom boom." If you're yet again, sitting here wondering, "Am I going to miss the next big thing?" Well, yeah, you are going to miss the next big thing if you don't pay very close attention to this podcast, because crypto, in my opinion, is the next big thing. All roads point to it. And so...

Jason: (17:32)

Well, let me step back for one second and it's more than just crypto. It's the blockchain technology.

Dan Henry: (17:37)

Can you explain that? What is the blockchain?

Jason: (17:40)

So the blockchain is a ledger of basically who gave what to who, and it can be used in a million different circumstances, but it's just an indisputable way to track exactly who gave who to what and ownership of what. Whether it be a financial thing, like some of the cryptocurrencies are financial, some are in health, some are in games, some are in education, some are in fundamentals like post office related, mechanical things who owns what, some are in validation because look how much knockoff stuff there is out there. Every major brand has knockoffs.

Jason: (18:24)

Well, imagine if you could validate because it's on the blockchain, you know your pair of Red Bottoms or Gucci or Louis or whatever is real because it's tied to a blockchain NFT, Non-Fungible Token that says it's a certificate of authenticity to that shoe. You know it's real because you can go right in there and look at it. What I really love about blockchain is it's transparent. So you can literally see exactly what has happened, and where it's going. There's no way for people to lie, cheat, and steal because it's all right there on the blockchain. So I think when it comes down to like voting, maybe taxes, maybe how people spend budgets, there are a million different ways that crypto or blockchain specifically will help make the world a better place. So there are all these developers that are making over 2,000 crypto projects right now. It's not just Bitcoin, Bitcoin's the granddaddy, but there are all these other projects, very similar to what happened with the dotcom boom, where AOL and some of the big ones took off first, and then all of a sudden, there's all these other, dotcoms now there's hundreds of millions of dot-com names out there. That's the direction we're going in with blockchain and cryptocurrency.

Dan Henry: (19:38)

Awesome. Awesome. By the way, I did look up the investments and there's a ton of them. Stoneridge put 115 million into Bitcoin, the founder of Square put 50 million, the billion-dollar company, MicroStrategy did 250 million. There's actually a huge list and it all happened in August and October. Now let me ask you this, let's do some rapid-fire questions here. I think what we've covered so far is that Bitcoin and not just Bitcoin, but cryptocurrency, in general, is a massive opportunity and it's an opportunity that you need to get in now if you don't want to miss the train yet again, but let's do some rapid-fire questions. Okay. Let's I'm gonna fire some rapid questions at you. Let's try to do like a 30 second or less answer and really try to just tack on the value here. So, number one, because I know this is a huge objection to have, why is holding money in cryptocurrency safe and secure?

Jason: (20:44)

Why is it safe and secure? There's absolutely no way for someone to hack into it. The privacy of a cryptocurrency transaction is literally the safest place that could ever be. Mathematically speaking there's not a safer place to keep any amount of money than in a cryptographic, because of the way it is, it's a math problem. You have to have the key in order to open the vault. So it's very similar to you getting in the car with your little key that turns your car on without having that key, you get in, the car does nothing.

Dan Henry: (21:20)

Well, one could argue, "Okay, well, what happens if somebody hot wires, the car?" Is there any way to hotwire your wallet, per se?

Jason: (21:28)

No, there's not really a way to hotwire. Somebody could steal your private keys and then they would have access to the coins. That happens with anything you could get stolen, your password, not even your password. It's a huge long chain of letters and numbers, right?

Dan Henry: (21:46)

It's like 12 words, right?

Jason: (21:48)

Yeah, that'd be your mnemonic phrase and there's also a private key to each wallet, which is 60, 70 characters long. There's no way anybody could come up with that. They would have to literally take it.

Dan Henry: (21:59)

So what's the safest way to protect that key?

Jason: (22:03)

Well, what I do is I put it on hard wallets, which basically means that I have to actually plug the device into my computer. Then I have to type in a code on my device to unlock the device and the device holds my private key. If I were to happen to lose the device... I use a Trezor, Trezor, not IO about a hundred bucks, and if you happen to lose the Trezor device, they have a backup phrase that you could keep in your safe or something like that, and that would allow you to just reinstall it on a new Trezor device. So that's what I think the safest way is because you have a physical device that you literally have to plug in your computer, type in your code, and that unlocks the wallet. That's the best in my opinion.

Dan Henry: (22:51)

Okay. So ultimately if you had that and I mean, you could put it in a safety deposit box, you could put it in your safe, but ultimately in order for somebody to steal your crypto, they would have to pretty much put a gun to your head and make you type in your phrase. Right?

Jason: (23:07)

Yeah. Well, and they've got to have your computer with the thing plugged in, type your code, and yeah.

Dan Henry: (23:14)

Got it. Okay. But really there's no difference between that and holding somebody for ransom. I mean...

Jason: (23:20)

For that matter, you can keep your device in a safety deposit box in the bank too. Right? We're safe, you know?

Dan Henry: (23:28)

Yeah, that's what I was thinking. And that's where you would store the money, or not the money.

Jason: (23:38)

Well right, 'cause you don't have to physically have the device in your hand to send money to it. So you could keep your device in the bank and have your wallet address and when money comes in just send it over to your device that's in the safety deposit box.

Dan Henry: (23:51)

You know, what's funny is I've done so well with it from what you showed me and I still don't even know the specifics of it. So if anybody out here is a beginner and wondering if this could work for you, I mean, I'm definitely still a beginner. I asked the dumbest questions. I'm pretty sure Jasons super annoyed with me.

Speaker 4: (24:12)

I pretty much feel like there's no such thing as a dumb question. The only dumb question is the one unasked. I do have, you know, 500 members that I've gone through from start to finish with, it's something I really enjoy to do though. I feel like it's a passion of mine. So it's kind of like, I'm not really at work because I enjoy talking about this stuff and there are not that many people. If you look at the big scheme of things, this is a very small niche. There are not that many people so I love talking about it when I find somebody that's interested I love talking about it 'cause I don't really get to talk about it in my daily life.

Dan Henry: (24:47)

Most of the people that I've seen talking about it, they're kind of like these little scammer marketers that you hear about it, something from Nigeria or whatever and I'll be honest with you, man. I probably would not have believed it unless I hung out with you and literally you're like showing me your phone. You're showing me the money. That's what made me believe just because I'm so unfamiliar with it. So that's why I decided to do it and it's funny because after you explained it to me you told me to start out small and I might've started out a little bit bigger than you expect that. I remember you laughing about it, but it paid off. So let's do another rapid-fire question. Okay. So in terms of not just Bitcoin, right? There are all these different coins other than Bitcoin. In terms of investing in coins and them going up, can you give me an example of perhaps a coin that you invested in or maybe just people invested in and it went up and maybe why it went up? Can you talk a little bit more about that?

Speaker 4: (26:06)

Yeah. So recently, the one that I got in that did pretty well was Chain Link, and whenever Trump basically said that we're banning travel to Europe and declared a state of emergency and everything like that, Bitcoin and the stock market, Bitcoin, crypto, everything fell. So, Chain Link went down to $1.50 and I got quite a bit of it. Actually, my mom who's over 60 years old, got in it and was able to make her first chunk of change because it went from $1.50 to over $10 in a matter of a couple of months.

Dan Henry: (26:54)

Hold on, go back. So let me just whip out my calculator. Let's just say that you took, I don't know, 10 grand. Okay. So you took 10 grand and if I divide $10,000 by $1.50 that's 6,666. I don't know what it's called, it's not shares, right? It's just coins. Okay. So 6,666 coins. So you said it went from $1.50 to what? It's like $12.50 right now. Okay. So that is 11.50 profits. So if I multiply 6,666 by 11.50, that is a $76,666 profit on a $10,000 investment. And in what time period did it go from 1.5 to 10 or 12?

Jason: (27:46)

Three months, three and a half months.

Dan Henry: (27:47)

Three and a half months, three and a half. That's like a 760% return in 90 days.

Jason: (27:57)

Yeah, it's just getting started too, but there's a lot of projects like that, man, that I've just really exponentially grown. That's just one of the more recent ones that just happened, in the last six months. What I look at is where their all-time high was and where they're at now. You know there's been several times that the crypto markets have dropped down where people like, "Oh, it's a bubble it's crashing." There are these coins that have stuck right there, even during those times, they didn't go out of business. They kept to being strong, secure coins. Then as the market went back up, they shot right back up too. So there's a lot of projects, not only new projects that are when I say new, the past couple of years, but there are ones that have been around for five, six years, that have gone through a couple of cycles as we'd like to call them, of the up and down markets and they stayed strong.

Jason: (28:50)

So those are the kinds of projects that I diversify my funds in. As I make all these passive investments every day on the income every day I take and I reinvest into these secure coins, as I like to call them, for the long-term haul, because I'm a little, I'm a long term believer in this. You know, what it really is, to be honest, and Dan, you could probably feel my pain here, but we got little ones, man. I was thinking so in 20 years or so, or 30 years when, you know, maybe my daughter or your son needs the money if I've been holding cash all this time and, you look at the past history of the American dollar gas used to be super cheap milk used to be 5 cents.

Jason: (29:34)

Everything used to be super cheap. Now it's $5 for a gallon of milk. It's two, $3 for a gallon of gas. So the buying power of a dollar over the last 30, 40 years, where has it gone and, and where's it going? And so I was trying to look at well, what can I invest in gold? Okay. Precious metals. Okay. Real estate. Okay. Let me get some digital stuff that could have that exponential growth. That way when I come to leave my hard-earned life savings to my family, they actually have something that's worth something or worth way more than me just putting it into a 401k or some kind of retirement plan. So it was more about my family's financial future generational wealth is where I was kind of, you know, the passion burns deep inside me because I want to leave my kids something that's actually gonna be worth something.

Dan Henry: (30:26)

Yeah. That makes a lot of sense. Okay, so on that point, one of the reasons, people, talk about penny stocks is because you can get in for such a low price and they can have such upside, but anybody that invests in stocks knows that for the most part, penny stocks, there's no real basis for them. They're like people who own companies in their garage. This is an opportunity where the same upside exists, but this is real stuff here. These are real projects. Let me just ask you, you told me about something a while back that I was very interested in and it was called "the halving", can you explain what the halving is and why it causes the value of these coins to go up when the last having was, and when you expect this to happen again?

Jason: (31:31)

Okay. So basically every four years the halving happens and what that is, it's the number of Bitcoins. So every 10 minutes of the block gets mined. What that means is all the transactions that happen in those 10 minutes get recorded, and all the computers that are mining the block, they basically agree on who gave what to who, and whoever solves that problem gets a reward, which, I believe it was in may that the last halving was 12.5 Bitcoin that got given out. Then the halving means that only gives them half. So now there's only 6.25 and four years from then, three and a half years from now, they'll have another one, then they'll only give away 3.25 Bitcoin. So basically they give away less and less reward, but the electricity costs and all the costs of creating the Bitcoins, stay the same.

Jason: (32:26)

So, you know, with the law of supply and demand, when you have an asset that basically is getting less and less produced every 10 minutes by a half. So there's been now three halvings. So as this goes on, there's going to be less and less Bitcoin produced every 10 minutes, but the same cost to keep everything going, it's going to make the price go up because that has to, it has to go up too, because the miners, the people that are actually keeping track of all the transactions, they're the ones that touch it first. So they kind of put the price on it because they say, "Okay, well, we're willing to sell it for this much based on how much it costs us to create it." Okay. So as time goes on, it's actually a deflationary project because people lose access to private keys where they can't access their crypto anymore so it's literally dead. They also give away less and less of them per 10-minute block. Okay? So those two aspects amount, plus with the fact that there's going to be so many more people now that PayPal and Venmo, and...

Dan Henry: (33:42)

Oh, that's right. Venmo accepts it now or will be accepting it now too, as well.

Speaker 4: (33:46)

Paypal and Venmo and there are a lot of really big companies exchanges, major exchanges, where you can buy, sell, and trade crypto, just like you do everything else. You know, whether it be a Forex exchange or a stock exchange, the crypto signals are on there and they're able to be traded against. So as more and more awareness happens for cryptocurrency and Bitcoin, and there's less and less supply the price goes up.

Dan Henry: (34:15)

I know I saw a coin that you showed me 58% in three weeks, man where do you get returns like that? 58% in three weeks, that's nuts.

Jason: (34:31)

I don't want to give away what that is, but what I like best about that project is not only do I earn money as the coin value goes up. I also earn daily dividends, which helps me offset some of my cost of living and stuff like that. I can actually spend that money each day two times a day, I get paid on that. So not only is the value of the coin going up but also I get paid for holding it basically, which is kind of a cool concept. So I like it, it gives me daily passive income, that I can spend on whatever I want or I can invest in other coins or I can put back into the project and multiply my bag, I guess you could say.

Dan Henry: (35:15)

Well, I'll be reinvesting. I know that.

Jason: (35:18)

Exactly you can stack your bag up. There's a, there's a bunch of different ways to do it. There are all these cool projects, well let's talk about this for second, smart contracts. So what a smart contract is, it's basically a computer program that does exactly what it's told and once it’s started, it can't be changed. So there's a bunch of smart contracts and crypto projects that are coming out or have been out that are really taking the world by storm, in the DeFi, The Deregulated Finance space, and the decentralized app space, which all the games and stuff.

Dan Henry: (35:56)

Let's do this now. I don't want to make people's heads explode, but let's do this. I think that if we can give people a little bit more lengthy training on this and a little bit more organized training, it'll really help people understand it. I came to you about two weeks ago and I said, "Jason, you have a really great cryptocurrency mastermind. It does really well." I bought it. It does, it did well for me. I know the people in it do well. I said, “How do you sell it?" You told me you sell it over freaking an order page and you tell people about it or whatever. And I said, "Jason, why don't you do a webinar?" And I know you've done webinars in the past, but for this particular one, you hadn't done a webinar yet.

Dan Henry: (36:50)

Right? I’ve made 15 million doing webinars, and I know that you were planning on doing it, but I said, "Jason, dude, do the webinar. Like you got to do a webinar for this right now. This is such a great product. The fact that it doesn't have a webinar is painful to me." So I think I little fire under your butt and two weeks later you had the webinar done. You sent it over to me, I thought it was fantastic. I'd really like to share it with my audience because it really breaks things down tremendously and if somebody would be interested in getting into your crypto mastermind, which by the way, I think you are massively, massively, massively, massively undercharging for, we'll have to talk about that later, what they can do is they can watch this webinar, get some education, and then if they feel like they want to get even more education and get personal help from you and your team, they'll have an opportunity to do that.

Dan Henry: (37:53)

So I’d like to share that webinar now with your permission.

Jason: (37:58)

That's fine. We'll do it.

Dan Henry: (37:59)

All right. Awesome. So if you go, and I already set you up a link here, if you've got to getclients.com/crypto, you can watch a very well put together training by Jason. That will take what you learned in this podcast and sort of organize it and really allow you to wrap your head around it. If you decide to get into his mastermind let me just tell you that the sooner, the better. You should honestly do it right now, and here is why. As soon as we end this podcast, I'm going to try my very best to convince Jason to 5 to 10 X his price on this mastermind, right? Because you guys know me, you know, I believe people should raise their prices.

Dan Henry: (38:42)

So if you are interested in learning how to do this and believe me, the time is now, the opportunity is here. This is another Uber. This, in my opinion, it's another Uber. It's another Facebook. It's another. And look, I am not an investment specialist, but I am a very, very good entrepreneur and I know opportunities when I see them. I have personal growth in this with Jason's advice and help. If you're interested in getting in and not sitting there two or three years from now saying, I can't believe I missed that. This is your opportunity. As well, like I said, Jason is massively undercharging for his help.

Jason: (39:23)

I'll tell you what I'll do too, Dan, just because it's your people, I'll give a crazy bonus man to like 10 people, man, I'll get a crazy bonus in there.

Dan Henry: (39:32)

First 10 people. So let me, hold on. I'll ask you what the bonuses in a second, but let's just make this clear for the first 10 people that listen to this podcast episode, go to getclients.com/crypto register for your webinar, watched the webinar and take the offer and get your mastermind, what is the bonus they're going, gonna get?

Jason: (39:51)

I'll give them free One-On-One coaching the same way I did for you, Dan.

Dan Henry: (39:54)

Are you kidding me right now?

Jason: (39:56)

Where I'd jump on zoom and just screen share and make it so easy. Only the 10 people though.

Dan Henry: (40:00)

What? Dude, first of all, you're already undercharging for this program and that's another reason why I'm encouraging people to get it because I am going to convince you to raise the price dramatically, but you're actually, the first time people you're going to jump on and... I know I misheard you. You and them One-On-One like you did for me? Well see, now I don't feel as special, hahaha!

Jason: (40:29)

I'm gonna pay it forward Dan, that's what I'm gonna do.

Dan Henry: (40:31)

Guys, if you don't hop on this right now, you crazy, because this is a guy that earns some serious coin, no pun intended. He's willing to open up his laptop, get on a Zoom session with you and show you how to do this if you get into his mastermind, which is again just so underpriced. I don't know what to say. We're going to fix that, but you need to jump now guys, go to getclients.com/crypto. I give my endorsement to Jason simply because of this: this is not a situation where he and I met at a conference and he's like, "Hey Dan, promote my webinar and I'll give you half." No, no, no. This is a situation where he literally showed me how to invest in crypto. I did exactly what he said, and I got a better return than any stock, any company, any fund, any real estate, anything I've ever done and I'm not joking.

Dan Henry: (41:25)

So this is a personal recommendation simply because I know what he teaches works and look, I am not experienced in crypto. I am a beginner and he still explained it to me in a way that I understood it and I was able to do it and it was quick. It took me like six months to learn how to do stocks. You explained this to me in a couple of days. So I'm very grateful for that and that's honestly why I brought you on to, as you said, pay it forward. I wanted to interview you. I want to give you some exposure to my audience and I wanted to recommend your product...

Jason: (42:17)

We're going to do what's right by everybody because, at the end of the day, this is literally the future of money, man. So you guys definitely check it out because you're definitely going to get some value.

Dan Henry: (42:26)

Awesome, man, thank you so much for coming on and taking your time and sharing. I hope, well, I know that in a few years, we're going to look back on this and go, boy, we were right. You know, because I mean, all signs point to it. The way society is going, you've got PayPal jumping on it. You've got billionaires jumping on it. You've got Venmo. I mean, these companies would not start accepting it and not invest hundreds of millions of dollars into it. If they didn't believe, I mean these are the smartest people in the world.

Jason: (42:59)

Let me tell you one more thing, this also works for the guy that only has a hundred bucks too. So that's another big thing 'cause a lot of people that are out there are like, "Oh, I don't want to get in." 'Cause the Bitcoin's $13,000, they don't have the money to get it. You don't have to buy a whole Bitcoin. You can get in and put a hundred bucks up and it'll work the exact same as if you put in a hundred grand. So that's another big thing too, is it doesn't really matter the amount of money you have to put up and it's all exactly the same.

Dan Henry: (43:23)

Right. Right. Whereas with other investments, there are minimum investments. That's a great point. I'll just leave you guys with this. If you sit there at the end of this podcast, you say "This all sounds great, Dan", but maybe you're saying, "You know what, Dan, you and Jason, I don't think you're smart enough to know that this is going to blow up." Well fine. You don't think we're smart enough to know it. Well, let me tell you this, as I said, you got billionaires, you got CEOs of Venmo, CEOs of PayPal. They are smart. I don't think we're dummies, but I think...

Jason: (43:58)

You could always short it too. If you really feel like it's going the other way.

Dan Henry: (44:03)

You got some of the smartest people in the world, investing hundreds of millions of dollars into crypto and starting to accept crypto. Everybody's always saying, "Oh, they know something we don't." Well, look, they know that this is the future of money and early adopters, just like in the dotcom, just like in Uber, just like in all of that, people who get in first reap the most rewards. I'm in, I'm ready. You know, you may not see me doing this podcast in a few years if these coins keep going.

Dan Henry: (44:36)

So listen, man, thank you so much for coming on. Once again, getclients.com/crypto, watch the webinar, and for the first 10 people Jason's going to hop on a one-on-one with you and get you all set up, show you how to do your wallet.

Jason: (44:48)

You got to go through Dan's link to get the bonus though. I'm not doing that for everybody.

Dan Henry: (44:52)

Yeah. Yeah. Oh my gosh. We'd never get to hang out again, but he will, he'll show you how to set up a wallet, all that stuff. So, all right, guys, thank you so much, and hope you enjoy this episode. I will see you in the next.

Why You Can't "Book A Call" with Dan Nov 04, 2020

>>> CLICK HERE to Book Your FREE Strategy Call with my Team!! <<<

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“If you work ON your business, you're an entrepreneur. If you work IN your business, you're self-employed.”

Ask yourself, do you want to learn from someone who is self-employed, or do you want to learn from an entrepreneur?

Is there a difference between the two?

Yes! One will teach you how to build, scale, and live the life you want, and the other will show you how to be shackled to your business and continue to be an employee.

Trust me when I say, you do NOT want to learn from the guy who is constantly shackled to the daily operations of his business, and I’m going to explain why!

In this episode, I am going to cover:

Why you are a hypocrite if you refuse to book a call with my sales team
The reason behind why if you could talk to the business owner directly, then they aren’t someone you should be learning from, to begin with
How much the rest of your business would be limited or take a hit if you take your own sales calls rather than focus on growing your business

If you got value from what you heard here, please be sure to subscribe and rate this podcast! Bonus points for you if you write a review! ;)

— SUBSCRIBE & FOLLOW —

Click here to get Digital Millionaire Secrets, FREE!

Want Dan’s Wall Street Journal bestselling book for FREE?

Interested in having Dan’s team personally work with you to grow your business?

Want to learn the 5 Keys to Scaling ANY Digital Product, Online Course, Coaching Offer, or Mastermind?

Click here to Visit our Corporate Website: GetClients.com

— TRANSCRIPT —

In today's episode, we're going to talk about why you cannot book a call to speak to me directly and why you really wouldn't want to work with me if you could.

All right, so one objection I've seen, and I just had a meeting with my sales team and I said, "Hey, can you guys make a list of the top objections we get on an on sales calls?" and then I also sent out an email asking why people have yet to book a call, but they've, you know, read my book or they've watched my webinar, et cetera. We got a bunch of responses back hundreds of responses. I had them categorized in terms of how often they appear and believe it or not one of the objections that were not at the top of the list, but pretty high was Well, I would book a call, if it was with Dan, if I could book a call with Dan, I would book a call. I looked at this and I thought, man, this is so odd that people would say that.

Here's why. You got to understand, I'm not an accountant. My company is not a small accounting firm or something. We help people grow seven and eight-figure businesses. Whether you're a beginner and you want to get your company off on the right foot, or you already have a company and you want to scale it. It's odd to me because think about this, If I wanted to grow my company and I saw a guy that had grown an eight-figure company built a huge brand, helped so many people mastered systems for operations, mastered lifestyle, be able to run an eight-figure company without constantly being married to his business and have the time to enjoy life and I thought, wow, I want what this guy has. So I want to see if this guy can teach me how to have that thing, but I'm not going to book a call because I don't get to talk to him personally.

Well, if you could talk to me personally, then I wouldn't be the person that you want to hire. Think about that. That's not just me, that's anybody. That's like saying I'm going to buy ClickFunnels, but I want to talk to Russell Brunson first, or I want to buy Gary V's book, but I want to talk to Gary first. I mean, I could give you a million examples. The thing is that even if you were booking a call to speak to somebody at Vayner Media about advertising, or you were going to book a call to talk to somebody at ClickFunnels for like a hiring coder, you still wouldn't talk to Russell, you still wouldn't talk to Gary. Okay? Just like if you book a call with my team, you're not going to talk to me because if you could talk to me, I wouldn't be Dan Henry. Why would you book a call to scale your business and then that's the person you would talk to? If they have that much free time, then they wouldn't be who they claim to be. "Teach me how to build a business where I don't work all day. Oh, but I'm only going to book a call with you with your company if you take the call."

That it's complete hypocrisy, it makes no sense. The reason my company does so well and the reason we help other companies do so well is that we've developed a system and a way to get people good at that system. If I was on calls all day, just to see if maybe you want to buy my stuff, I would not have the time to create such great products. I would not have the time to coach existing clients that already paid. I would not have the time to write that book, Digital Millionaire Secrets that so many people love. I literally saw one of the comments, "Well, I read Dan's book, but I'm not going to book a call because it's not with Dan." If I had time to take a sales call, I would not have time to write a book, especially not make it a Wall Street Journal, bestseller, let alone build my company. Come on, this is common sense, right? This is bottom of the barrel, at the bottom of the totem pole, Entry-Level default common sense. If you don't understand that, then it's going to be very difficult for me or my team to help you grow your business, right? You want to grow your business. You want to scale. So you should learn from somebody that doesn't have to take sales calls. Do you want to take sales calls?

If I said to you, "Hey, John, I'm going to help you build a business or grow your business. But you're going to have to take every single sales call."

You say, "Oh, well, I don't want to do that. Well, can I hire a team to do that?"

I reply "Well, yeah, you could, but that's not me 'cause I take the sales calls."

No, no, no. You want to hire somebody that has a team because if they have a team, that means that they're not married to their business. They're not shackled by their business, right? Let me tell you something if you book a call and you talk to the guy, that means the guy shackled to his business, which means whatever he teaches you, it's going to result in you being shackled to your business and that's not what you want. So if you want to build a business and you don't want to be shackled to it, and you're not willing to book a call because the main guy, the CEO is not taking that call then you are a hypocrite. You really don't deserve to have what you want because you can't understand the fundamental basics of hypocrisy. It really gets to me because it's like saying, I want to be a professional golfer, but I don't want to take golf lessons. It's that type of logic. If you want to build a scaled business where you are not shackled by your business, then you go and you pay the guy that built a big business without being shackled to his business and that guy does not take sales calls.

Gary V doesn't take sales calls, Russell Brunson doesn't take sales calls. Ray Dalio does not take investment consultations. Some associate at Bridgewater Associates does. Dan Henry does not get on the phone and take sales calls because he's busy building getclients.com and making great content so that his clients do get amazing results. Not that I'm throwing myself in with any of those people. I'm probably the lowest on the list there. You've got Ray Dalio is a billion-dollar hedge fund manager, and Russell Brunson a hundred million dollar software company, but let's set aside eight figures, even at a high seven figures you shouldn't be answering the phone.

If you work on your business, you're an entrepreneur. If you work in your business, you're self-employed. Do you want to learn from an entrepreneur or do you want to learn from somebody that's self-employed? You got to ask yourself that honestly, you gotta be really honest with yourself. Are you serious about growing your business or are you a hypocrite? Period. I'm laying it all out because that's the truth. So think about that. By the way, if you are on sales calls and you help people grow their business, that's something you can throw at them or your salespeople can throw at them. Now listen, if you're just starting and you haven't built that big brand, cause I know I can hear the questions, "Well, Dan shouldn't I take sales calls in the beginning, Or should I not take sales calls in the beginning?" Yes, in the beginning, you should take sales calls. I took sales calls in the beginning, but that was the beginning.

My offer has evolved and changed over time because I've learned things from scaling a business. So in the beginning, my offer really wasn't Hey, let me help you scale to eight figures 'cause I wasn't an eight-figure earner yet. I was taking my own sales, you gotta pay your dues, you've got to work your way up. Once you get up there and you want to scale and you've paid your dues and now it's time to get to the next level, you've got to stop taking sales calls. You gotta hire a team. When you want to learn from somebody that knows how to manage a team, you don't demand that they get on a call because that's just asinine. It's just ridiculous, "Show me how to create a business that doesn't drive me crazy but you have to get on the sales call with me, the CEO of the company." Come on, guys, let's get real.

So I hope this advice helps you in whatever way. If you do decide to book a call with my team so we can show you how to scale your business, A: It won't be with me. It will be with one of my team and, B: When you do get on the phone with my team, they will take a look at your business and they'll see if we can help. If we can help, we'll show you what that looks like and you can decide if you want to be a part of it or not. But at the end of the day, if you are dead set on talking to me personally, and that's the only way you're going to book a call, then don't book a call. Honestly, with that mindset, I ain't gonna be able to help you anyway, no matter how much money you pay me.

So I hope this helps guys and I'll see you all in the next episode!

A Billionaire's Advice to Poor People Nov 02, 2020

>>> CLICK HERE to Book Your FREE Strategy Call with my Team!! <<<

----

“When you fix the mindset, you fix the hands.”

Would you listen to a billionaire’s advice to poor people? And not just any billionaire, but one that used to be dirt poor?

Mindset can make or break your business and your personal life.

It can lead you to take a great risk and experience great reward, or it can lead you right back to the safety of your comfort zone and never let you see what it can be like to live at your fullest potential or experience a life of abundance.

If you find yourself saying “I just need to wait a little bit longer” or “I need to save up some more money first”, you might be subconsciously experiencing limiting beliefs you aren’t even aware you have.

In this episode, I am going to cover:

Why it truly is possible for ANYONE to change their situation by changing their mindset
How the Lamborghini paradox can expose your limiting beliefs and your mindset around investing in yourself and your business
And why the waiting game is all a lie!

If you got value from what you heard here, please be sure to subscribe and rate this podcast! Bonus points for you if you write a review! ;)

— SUBSCRIBE & FOLLOW —

Click here to get Digital Millionaire Secrets, FREE!

Want Dan’s Wall Street Journal bestselling book for FREE?

Interested in having Dan’s team personally work with you to grow your business?

Want to learn the 5 Keys to Scaling ANY Digital Product, Online Course, Coaching Offer, or Mastermind?

Click here to Visit our Corporate Website: GetClients.com

— TRANSCRIPT —

Would you listen to a billionaire's advice to poor people and not just any billionaire, a billionaire that used to be dead dirt poor? That's what we talk about in today's episode.

The first thing that I think of when I say a billionaire's advice to poor people is, you know, what could a billionaire possibly be able to tell poor people? He doesn't know what it's like to be poor. He doesn't know what it's like to be in those shoes, et cetera, et cetera. Well, what if that billionaire actually was poor at one point in his life? And the person I'm talking about is Jack Ma the founder of Alibaba. Now what I'm going to do real quick here is first, I'm just going to give you some quick backstory on Jack. I'm going to actually take some, I found this article on Inc.com about him and about how he was born and then how he worked his way up to becoming a billionaire. So I'm gonna read you a couple of excerpts from this, but then I'm going to tell you his advice to poor people.

He literally has a direct, it's like a couple of paragraphs long, pure advice to poor people. I think when you hear this, it's going to open your mind to what is possible. And the fact that largely the reason people can't get out of poverty or not even poverty, just become more successful, really is they're putting a limit on themselves by what's happening in their mind. You know, it's not that they're unlucky or that they don't have resources. It's just, they're not letting themselves be more successful because they're limiting their ability to grow based on what they think and what they believe. That's what's called limiting beliefs. Anyway, let me just read a couple of sections from this. So Jack Ma grew up in poor communist China. He failed his university entrance exam twice and was rejected from dozens of jobs, including one at KFC before finding success with his third internet company, Alibaba.

He was born in Hangzhou, I believe it is, It's the Southeast Eastern part of China in 1964. He grew up when things were really bad in China, very isolated from the West, grew up very poor family. Basically, as I said, he got rejected for a bunch of jobs. He got rejected from Harvard 10 times. Now Jack had no experience with computers or coding, but he was seriously captivated by the internet when he used it for the first time during a trip to the US in 1995, he had recently started a translation business and made the trip to help a Chinese firm recover a payment. His first online search was beer, but he was surprised to find that no Chinese beers turned up in the results.

It was at that moment, he had an epiphany and he decided to found an internet company for China. His first two ventures failed as many of you know, most successful entrepreneurs, their first couple of ventures fail. But four years later, he got together 17 of his friends in his apartment and convinced them to invest in his vision for an online marketplace he called Alibaba and, the site basically allowed exporters' to post product listings that customers could buy directly so that you can actually go onto alibaba.com and get thousands and thousands of a product made and, and source it directly from China rather than going having to fly over there and hire a translator and all that jazz. So it just makes it a lot easier to do business. And just reading a little bit more from this article. The service started to attract members from all over the world. By October 1999, the company had raised 5 million from Goldman Sachs, and 20 million from SoftBank. The team still remained close-knit, not very corporate and they said, we will make it because we are young and we never, never give up, Jack said when he was at this gathering of employees. You know, it just grew from there and it became a billion-dollar company. Now Jack is a billionaire who at one point super poor. I'm not talking about like, you live in a bad part of town, poor. I'm not talking about you've got a slumlord and your apartment's only 500 bucks a month type of deal. No, no, no, no, no, no. I'm talking about poor communist China type of deal, literally super, super poor.

So that said let me get Jack MA's advice to poor people because this is one of the best quotes, it's a long quote, but one of the best quotes that I've read let me find it here. So this is what he said,

Jack said, "The worst people to serve are the poor people. Give them free, they think it's a trap. Tell them it's a small investment, they'll say they can't earn much. Tell them to come in big, they'll say no money. Tell them to try new things, they'll say no experience. Tell them it's a traditional business, they'll say hard to do. Tell them it's a new business model, they'll say it's MLM. Tell them to run a shop, they'll say no freedom. Tell them to tell them it's a new business, they'll say no expertise. They do have some things in common. They love to ask Google, listen to friends who are as hopeless as them, think more than a university professor, and do less than a blind man. Just ask them what can they do? They won't be able to answer you. My conclusion, instead of your heart beats faster, Why not you just act faster a bit. Instead of just thinking about it. Why not do something about it? Poor people fail because of one common behavior. Their whole life is about waiting."

Now let me just tell you that I have read this quote multiple times and let it really sink into my head. Here's why I cannot count the number of people that have maybe they got on a sales call with my team. And they're like, "Yeah, I know you've helped multiple people from scratch grow, you know, six and seven-figure businesses and you know, but I just....." Then they just give one of the excuses that Jack was talking about. "I'll wait, I'll do it next month. Now's just not a good time." or "I'll make some sales first" or "Let me make a little money first." Yeah. It was just these ridiculous excuses. I remember when I was younger, there was a time where I made those same excuses. I really did. I made very, very similar excuses to those. I always thought, you know, "Oh, I don't have the skills" or, "Oh, it'll take too much time." Or, "Oh, I don't have the time". I mean, there's just so many things that I came up with. And when I think back there were the wildest excuses and here's a guy who grew up in poor communist, China who ground it out, made it happen. And he's a billionaire.

Now think about this. You don't have to be a billionaire. You don't have to do what he did. You don't have to do that. But a million dollar a year business? A million dollars that's less than a hundred grand a month. Guys, if you sell a $5,000 product, whether it's a coaching offer, an online course, a mastermind, a service, if you sell something that's $5,000, right. And you sell 10 of them per month, that's 50 grand a month. It's just math. You know, you just gotta get 10 people month to say, yeah, I'll buy that. And if you're booking calls and you're closing sales, that's why I remember Shayna.

One of my clients, Shayna, she joins my mastermind actually she joined our mid-level program, and then she went to the mastermind, but she has a coaching offer for weight loss for women through balancing their hormones. She was undercharging and just wasn't able to grow her business and just being static. And she admitted to me that when she joined that she actually was considering it for months, but she was waiting. There's that waiting, waiting, waiting, waiting, waiting, waiting. And it's just hilarious to me how many times you will ask somebody why they're not successful. If you ask some follow-up questions, you will hear that word wait so many times. So Shayna eventually stops waiting and she joins. Two weeks later, she makes 35 grand in two weeks with her offer, it completely pays for all the investment, everything, and then some. And you know, this has happened so many times with my clients and they say, "you know, Dan, I feel so, like, I just feel so stupid because I just, I waited. I wish I would have joined six months ago man, I can't imagine what my life would be like today." This is not just me, I'm not just talking about me and my company. I mean, let's say you're an accountant and you want to grow your accounting business so you reach out to the top accounting guru who helps accountants grow their business. It could be anything. If you clearly know that someone can help you achieve your goals and you're waiting for whatever excuse you have. And I don't believe that you don't have the money. Excuse, I'm sorry. I don't believe it. I absolutely don't believe it. I just do not believe you don't have the money and I'll tell you why I call this the Lamborghini paradox.

Let's say you're looking to join a program that that'll help you grow, let me just pull out an arbitrary number, $10,000 and that company charges $10,000 because they're really good. They don't charge a thousand or two, they charge 10 grand because they're really good.

So you say, "Well, you know, I don't want to do that right now, it's not a good time. I don't have the money."

This is hilarious to me because the definition of an entrepreneur is a person that takes on greater than normal financial risks to operate a business. So when people will say things like, "I'm not willing to invest that much in my business."

And I say, "So why are you here? Why are you an entrepreneur in the first place? Why don't you just go get a job?" Because that's what an entrepreneur is.

And I'll say, "Well, have you invested anything in your business? How much?" Oh, $500. Well, then you're not an entrepreneur by the literal Webster's, that's not my definition. That's Webster. Talk to him.

Anyway, so the point is the Lamborghini paradox.

So if I say, "I will give you a brand new, brand spanking new current year, or next year brand spanking, new Lamborghini like a $350,000 car for 10 grand. You got seven days. Could you find the money?"

They say "Oh, absolutely."

I ask "Really? " and they assure me, "Yeah. I could find the money."

I ask "Okay, why will you go and find 10 grand?"

They reply "Well, 'cause it's a Lamborghini it's worth so much more than 10 grand."

I ask, "Okay. And what exactly will you do to find the money?"

Their reply is always something like, "Well, I'll call a friend, or okay, I could call Bob over here. I could call my cousin. No, I could take a loan out on this even".

I say, "Okay. So whatever it is, you could make it happen, right?"

Again they assure me "Yeah, I could make it happen."

To which I reply "All right. So you're telling me that you'll make it happen. You'll find 10 grand to buy a Lamborghini, but you won't find 10 grand to get the help, education, and coaching you need to buy as many Lamborghinis as you want. You're telling me that you care more about a free Lamborghini than you do about growing your business. That Lamborghini ain't going to pay your bills and ain't going to send your kids to college. It ain't gonna take you and your wife or husband on a beautiful vacation so you can rekindle your marriage. It's not going to do that, but a successful business will. So you care more about the car than your family, your future."

They say, "Oh, I didn't think about it that way."

Well, of course, you didn't think about it that way. Cause if you did, you'd already be wealthy. That's why you need the help period. And that's what Jack MA's saying. You know, he said that the number one thing that he invested in was his own education and skillset. And that was the biggest catalyst to him becoming a billionaire, but you don't have the money. You know what you know, I also don't think that's BS? Black Friday, because every single person that says they don't have the money, they're all lined up at the door on Black Friday, you know? It's the same thing as the Lamborghini paradox. It's you'll find the money for that, you'll find the money for something superficial that really won't bring you any value just because it's worth more. Well, you don't think getting advice from someone who's made tens of millions of dollars, doing exactly what you want to do, that's not worth more? That's not worth 10 grand, but a Lamborghini is?

It's just ridiculous and here's the thing, that's why some people don't deserve to be wealthy. They don't deserve to be successful because they think like that. I did not deserve to be successful when I was younger, because I thought like that. The truth is that people always want to have things, right? They don't want to become the person that deserves things. You will become wealthy when you become the person that deserves it. The person that deserves it knows that they should invest in their own education. They know they can get the money if they really need something. They know that if things don't work out the first time, they don't just give up and try something else. They know that to build a successful business, you have to get good at things, not just find a secret sauce or secret template or script. When you become that person that knows and accepts those things, you now deserve to be wealthy, but before then you just don't deserve it. You don't, neither did I.

You know, I have students who, when they came into my program had a lot of mindset issues and we fixed the mindset. Then when you fix the mindset, you fix the hands, cause the brain tells the hands what to do. You fix the mind, you fix what's in that brain and that brain now allows the hands to freely type on that computer keyboard and do what needs to be done to make it happen. You gotta become the person that can make it happen. That's why we're called human beings and not human havings because that's how you have things, you become the person that can make it happen, period. So this is advice from a billionaire, who was once poor. If you think you're going to go against this advice and you're going to be successful one day, well, you send me a postcard when that happens, I will not hold my breath.

Anyway, I know this was advice in this episode today was a little bit harsh, but the fact of the matter is it may not be what you want to hear, but it's true. And I always say, listen to people more successful than you. That's why I listen to people like Jack Ma. I mean, if you can go from being dirt poor to building a billionaire company well, I'm going to open my ears and shut my mouth.

So if you know, if you've been listening to this podcast and you feel that my company getclients.com can help you, whether you sell an online course, a coaching program, a mastermind offer, professional service, you know, if you'd like to learn how to sell your advice online or sell any offer for a premium price and be able to charge more, then you can always book a call with my staff and I'll leave a link in the show notes where you can book a call. Look, I'm all about low-pressure sales. We'll take a look at your business, We'll see what you got going on and we'll see if we can help. And if we can help, we'll show you what that looks like and let you make a decision to be a part of it or not.

Just know that whether or not it's a fit if you get on that call and you decide, "Oh, well, you know, I don't have the money. I'm going to wait.", just think about that Jack Ma quote. Think about that when that, "Oh, I can wait" when that runs through your mind, because waiting is something that....man just one more quick story.

I waited for years to invest in Bitcoin and cryptocurrency, and I've been friends with a buddy of mine for two years who makes, he makes about six figures a week on crypto. And I always told myself, "Oh, it's too complicated. And I don't even know what half those terms mean. You know, I'm good with what I do". I remember I read that Jack ma quote about three weeks ago. I got a text from my buddy talking about, "Hey man, these things are happening, I know you, you say you don't want to do crypto, but we got something going down right now, and if you wanna get involved in it and I'd be happy to jump on zoom with you." I looked at it and I was like, “Oh, it's crypto crap again”, but then I was looking at the Jack Ma quote and I was like, "Oh man, I'm still doing that...I'm still doing that." So I go, you know what, screw it. I clear my schedule. I get on a call with him and he shows me this stuff two hours later, I'm blown away. I invest 150 Gs into, I transfer 150 grand into a crypto account and get at it.

And let me just say that it's been about three weeks and I've made a lot. I mean, A LOT. I've never seen return like we're talking about. I don't want to get into it, but what most high-end stocks pay per year you can make in crypto in a week. So I'm so happy that I didn't let myself, you know, fall into that same, even now as an eight-figure earner, you know, I read that Jack Ma quote again, and I said, screw it, and I did it. I'm doing great with it now.

So no matter who you are or where you're at those limiting beliefs will always creep in and they'll always affect you. Even they affect me and I gotta catch myself and I'm glad I did on that. Because I missed out for the past three years on great investment opportunity. If I would've got an earlier, Oh man, you might not be hearing from me right now. I might not need to ever go on a podcast.

So anyway, guys, I hope you enjoyed this podcast. And once again, if you'd like to book a call with my team and see if we can help you, I’ll leave a link in the description. See you in the next episode!

Why Most People Don’t Understand How Much Effort It Takes to Be a Millionaire Oct 26, 2020

>>> CLICK HERE to Book Your FREE Strategy Call with my Team!! <<<

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“How you do some things is how you do every thing.”

If you’re lazy at booking appointments, taking care of yourself (even with something as simple as brushing your teeth or taking showers), and other tasks in your life, you are going to be lazy in your business.

If you find that you are not progressing in your business, you need to go back and assess other areas of your life for how you apply effort in the things you do.

And if you find that you are in fact lazy with other areas of your life, then you need to make a change and start applying way more effort in everything you do.

In this episode, I am going to cover:

The reason behind why if you show up lazy and lackluster in your daily life it probably means you are lazy and lackluster in your business too
Why marketers or “online guru’s” who tell you that there is a secret script or system to “making money online easy and fast” are flat out liars
How to study other successful people or actors and apply their techniques so you boost your confidence and become someone people want to listen to

If you got value from what you heard here, please be sure to subscribe and rate this podcast! Bonus points for you if you write a review! ;)

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Click here to get Digital Millionaire Secrets, FREE!

Want Dan’s Wall Street Journal bestselling book for FREE?

Interested in having Dan’s team personally work with you to grow your business?

Want to learn the 5 Keys to Scaling ANY Digital Product, Online Course, Coaching Offer, or Mastermind?

Click here to Visit our Corporate Website: GetClients.com

— TRANSCRIPT —

In today's episode, I'm going to talk about why most people really do not understand how much effort it takes to be a millionaire.

Alright, I'm going to make this one kind of quick. If I can effort, effort, effort, effort, effort. This is one of the things that I see in business and it really just in life. It boggles my mind because it really truly is a problem.

Honestly, let me tell you a quick story about effort and I've seen this story a million times, but I was helping out a family member recently who does real estate. I taught this person a method that I teach my clients, where to make a long story short, you basically go and give very valuable information on forums or Facebook groups or whatever, by responding to people who have problems, or who have concerns. You give really good advice and when you do that people click on your profile because they're curious. Well, that was good advice. So they click on your profile and then on your profile, there is a link to get into your funnel or your group, or buy your offer or watch your web webinar, or download your guide, whatever it is.

So, by the way, this was the method that I use to make a hundred grand my first 30 days in business. If you haven't yet read my book, digital millionaire secrets, there is a step by step plan. I'll leave a link in the show notes where you can get that. Anyway, so I say to her, listen, all you have to do is create this like a cheat sheet, like the ultimate seller's guide to, or the ultimate guide to selling a home in Texas or wherever you are. So we had the guide made and everything, and I just went on and had, had somebody make it and gave her the guide.

I said, okay, put on your profile, "Do you want this guide The Ultimate Guide to Selling A Home in Texas" DM me, and I'll give you the guide.

So I said, “Okay, you got that setup. Now, what I want you to do is I want you to go into some groups, find some real estate questions and just answer them. I went through everything and this and that, and I get a call, I don't know, five days later.

She said, "I did this every single day and it's not working. It doesn't work. It doesn't work".

I said, "Ah, okay, well, why don't you send me a screenshot, and first of all, how many comments a day are you leaving?"

She replied, "Oh, you know, three or four."

I said, "No, do at least 20 a day at least, but send me a screenshot."

So sends me a screenshot. It says something like, you know it's like a one-word answer, or like a one-sentence answer.

Somebody says something about like, "Hey, does anybody have some tips to selling my home?", and the answer that she gave was something to the effect of, "make sure that you paint the walls.", with no capitalization. It was just a very lazy response. That was it, super simple.

And I go "Well, what is this?"

She replied, "Oh, I told him to paint the walls".

I said, "Yeah, but this is terrible. This is completely lazy".

She says, "Well, what would you have said?"

And I said, "Well, let's find one."

So we find one, and it's this guy who's asking about his AC. He wants to show his house, he wants to sell his house, but the AC is not working. And all of a sudden it didn't work, and it was a brand new AC unit a year old. And he wanted to ask if anybody had a reputable AC company.

So I said, "Okay, here's what you say, You say Hey, John I understand that it's going to be hard for you to list and sell and show your house when the AC isn't working to its best. And I understand that because I've shown a house for a client before and the AC stopped working, it ruined the showing and we didn't get the offer. That buyer was super, super excited about that house. So I understand here's what I would do since it's a new AC unit call up whatever AC company you go with, make sure to ask them to check the capacitor, because in this humid weather that you're in, there's a lot of times where a capacitor blows and it's a very simple fix, happens all the time, even on new AC units. So make sure that you have them check that because if it is that it's going to be a very quick and easy fix, they should have it on the truck. Don't let them, you know skip your question or say you need a new AC unit without confirming that. It's not just a blown capacitor. I really, really hope this helps."

She looks at me and says, "Wow, that was a lot."

I said, "Yeah, and it still only takes like 60 seconds".

She says, "I guess, yeah. Well, how did you know about the capacitor?"

I said, "Well because I've had it happen to me at my house before. And honestly, you could easily just Google that".

Cause she was like, "Well, what if I don't know, stuff like that?"

Then Google it. What's a common thing that could happen on an AC unit when it's brand new? Oh, well capacitor. Done. Bam right there. Effort. So funny enough, not even 24 hours later, somebody, and I'll bring the post up here. Somebody in my group, who's in my coaching program, literally almost posts the same thing. The same problem. In fact, let me read it to you. I'm not going to say who it is because I don't want to call anybody out or anything, but I'm going to read literally exactly what they posted. So just to give you some background, the person that is posting, this sells an offer for how to record at home, like how to record music at home.

So they say, "Hey, you know, I've been trying the organic methods in the program. It's not been working. Does anybody have any other organic methods?"

I say "Listen, have you ever considered the fact that maybe you're just not putting in enough effort? That it's not actually what I taught you it's that you're not doing it well enough because everybody else is getting results with it."

So he says, "Well, you know, I've tried so hard"

I'm like, "All right, well, we'll give me a screenshot. Let me see."

So again, no capitalization, lower case, not separating paragraphs so it's easy to read. None of that. The question says is it a music producers course? And he replies, "To get them to truly like, and buy what you do, you have to get them to follow you. And then you have to show up daily to post other types of content besides your music that is related to your music, message, brand in some way, and blend your music in with that, create a real vibe. It's a craft that can be learned. People need time to know, like and trust you as a presence before they'll spend money on you. If there was one key to it all, that's it."

Okay. So pretty general kind of like vanilla advice. Right? All right. So here's another one.

Okay. So, he was talking about how to get a good kick and bass drum sound.

Somebody was asking about, "Hey, how can I get my kick drum and bass drum to sound good in my song?"

So he says "Marry the kick and base as a general rule, start with root notes, then try thirds and fifths and maybe some groove arpeggios. That's a good starting point.”

Okay. So again, this is, this is, you know, very, very lazy.

So I respond and I say, "Well, this is lazy. And that's why it's not working. Honestly, these pieces of advice, these value comments, and value posts are terrible. They're not actual value that you're just sharing your 2 cents, not even using proper punctuation, paragraph spacing, it's just lazy."

So I say here's an example, And because I went to school for audio engineering, I actually know about this industry so this is a great example.

I say, "So let's say you find somebody in a group somewhere and they have a question, something like, how can I get my vocal to have that in your face sound without being too loud?"

Now, by the way, you're not going to understand my answer unless you're an audio person, but just try to follow along.

So I say, "Start with parallel compression, put a compressor on the vocal at four to one, and get about 60 B of compression at its peak. Then add another compressor onto it at eight one and get about four DB of compression at its peak. Adjust it until you get the sound you were looking for really present and upfront. At this point, there'll be parts of the vocal. Well, that seems a little bit too loud or a little bit too low, but the majority of the vocal sounds perfect. Do not adjust compression. Go into the waveform and automate the volume down at the latter parts and up at the lower parts. This is how the pros do it. Fader automation is the ultimate form of compression. What genre of vocals are you're recording?"

So I threw in that open-ended question at the end to keep the comment going. So then I say to him "That's what I would have posted, that's the answer I would have given if I was doing that." But then I added onto it to give him some clarification.

And I said, "So not only did I give a great answer but also used multiple paragraphs so it was easy to read, actually gave a crap about using the proper words and capitalization. But I also asked an open-ended question at the end to keep the thread going. These are the instructions I've given the training. You did not follow them, nor did you put even remotely the required amount of effort. Go back and do it again. In other words, stop looking for another way and just do it better."

So why did I share these two stories with you? It is because there are too many marketers out there that want to tell you that there's some secret system or some secret script. And all you gotta do the script or the system and that's it, and you'll be successful. That's a lie. The truth is you gotta find the right scripts and templates and systems, but you gotta put a lot of effort into them, period. I mean the amount of effort that it takes to be a millionaire, let alone an eight-figure earner.

Let me give you an example, this will tell you how much effort you put in. How you do some things is how you do everything. When I brush my teeth, I literally go through so many steps to brush my teeth. I floss with a Waterpik and then I floss with regular floss, I literally go through a ton of steps. I drink a ton of coffee, so even with all that effort, my teeth are never white because I drink like three or four cups of coffee every morning. So like it's just not possible, but I've never had a cavity. So why am I telling you this? What does brushing your teeth have to do with anything?

Well, because if you are lazy at brushing your teeth, getting dressed, ironing, your shirts, taking a shower, you know, you don't wash real good, if you're not doing a triple wash in the naughty bits, you're not putting enough effort into basic things like life 101. When you call up your doctor and you say, "Hey, when is the next appointment I really need to get in". They say two weeks from now, and you go, okay, that's not enough effort. You say, "Okay, well listen, if there's a cancellation, please call me right away and I'll get there." My mother needed to go to the doctor recently for a lump in her neck, it ended up being nothing but,

She's like, "Oh, they told me it's two weeks away and I'm really concerned."

I said, "Ma, call the doctor back up and say the following - If there's a cancellation, call me right away."

She calls him back up, she does it, she gets a call the very next morning at like 8:00 AM. Boom. Got her in that day. Boom.

Now, why am I telling you this? It's because how you do some things is how you do everything. If you're lazy at brushing your teeth, making a doctor's appointment, taking a shower, just basic stuff, you're going to be lazy in your business.

So let me ask you something: if you find yourself not progressing in your business, go back and ask yourself what else in my life am I doing lazy? You know, if people aren't telling you that you're a little bit neurotic about doing things properly, you might have a problem if you're an entrepreneur. If you're not an entrepreneur, then hey do you. But, if you're an entrepreneur and you want to grow a business, you want to become a millionaire.

You have to understand the concept of insane effort. That trickles down to everything you do. If you don't put effort into brushing your teeth, you're not going to put effort into selling or growing your company period. Okay. Now that does not mean to be a perfectionist and all that jazz and, overthink things. That's not what I'm saying. What I'm saying is that you need to put in the effort. So whether it's giving value online and telling a story, or whether it's, putting together a marketing funnel. I see people create webinars, they just throw it together, you can tell there's no care. They just do the bare minimum, and it's not working. Well, that's cause you did it really badly. I mean, it sucks. That's why it's not working because you didn't put in any effort.

I'll give you a perfect example. I didn't use to talk as well. I didn't use to articulate myself as well. I grew up in a rural town in Florida and no one talked really well, you know? I started thinking, well, you know how do millionaires talk? I noticed they talked very present and they knew exactly how to say things where you really paid attention the whole time and you just hung on their words. They know how to use inflection and that breathy voice thing. They just really knew how to just use a rhythm in their voice so that no matter what, you will always pay attention.

I got that because I would study people who knew how to speak. I study how they talk, their inflection. I watched Larry King live. I would, and I didn't even care what he was talking about. I didn't care. I would listen to how they talk and I would try to adjust my voice patterns. I was shy on camera.

So what would I do? I watched movies with Adam Sandler and Jim Carey and, I tried to mimic them. Like The Mask, I remember that, that scene where he's like, "Sssssomebody sssstop me", When I first tried to mimic it, it sounded terrible. I went to my friends and I did an impression and they all thought I was really awkward and really dumb, and they laughed at me. I didn't care because if I can go to my group of friends at a party and act like an idiot and go, "somebody stops me." I get to that level of comfortability, then when I go to record a video and go, "Hey, click the link below and register for the webinar." Now I'm going to sound better because I have more confidence in my speaking.

You have no idea how much effort I've put into being Dan Henry, into speaking like somebody that deserves wealth. It's hard to explain how much effort it really takes, but here's the thing. This is the crazy thing about it, the reason things are hard is because you tell yourself they're hard. Once you actually say, you know what? This is hard, but I'm going to do it anyway. It's like a weight is lifted off your shoulder and it becomes easier. It's the craziest thing. As soon as I actually started working on my speech patterns and working on how I sound on camera and, and how I look and just everything, it actually was kind of fun. That just, it blows my mind. It becomes easy when you accept it.

Anyway, I hope you were able to fall along in this episode, there was a lot packed in here. Anyway, thank you so much and I'll see you in the next episode.

Why Rich People Never Pay Cash Oct 21, 2020

>>> CLICK HERE to Book Your FREE Strategy Call with my Team!! <<<

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Most people think the best financial decision they can make is to pay off any major debt...

And that’s what we’re taught in school, right? Or that’s what most of us grew up learning from our parents or seeing at home. We were constantly told, “Hey little Johnny, don’t carry debt. Debt is bad! Bad, bad, BAD!!”

But is paying off all of your debt really the most financially sound decision?

NO! Not at all!

I’m going to tell you why it’s better to use someone else's money for your big purchases and explain how you can put your own money to use in a way that will give you a net gain instead of a net loss.

In this episode, I am going to cover:

Why paying off major purchases can cause you to lose money
How understanding interest rates on investments and debts can help you make smarter investment decisions
Why it’s important to upgrade your social circle

If you got value from what you heard here, please be sure to subscribe and rate this podcast! Bonus points for you if you write a review! ;)

— SUBSCRIBE & FOLLOW —

Click here to get Digital Millionaire Secrets, FREE!

Want Dan’s Wall Street Journal bestselling book for FREE?

Interested in having Dan’s team personally work with you to grow your business?

Want to learn the 5 Keys to Scaling ANY Digital Product, Online Course, Coaching Offer, or Mastermind?

Click here to Visit our Corporate Website: GetClients.com

— TRANSCRIPT —

Why do rich people never pay cash, and how can you use this fundamental money principle to get ahead in your life? That's what we talk about in today's episode,

This is a question that a lot of people ask when they see a rich person or, you know, rich is such a weird word to me, but you know, a person with means buy something expensive, like a house or, you know, a car or something. And they say, Oh, he probably paid cash for it. No, probably not. I'm gonna tell you why. I remember when I made my first million in my business and I started shopping for houses, cause my whole life, I lived in a very small town in SpringHill, Florida. The houses there are not the greatest real estate. 90% of the houses I lived in were kind of crummy. I lived in some decent houses, but nothing that was rather extravagant. So after I made my first million, I started looking at different houses to buy, and then I made a second million, and then I'm in my third million.

And I was like, alright, I gotta get a nice house. I'm making millions of dollars here and I'm living in this tiny house. The reason was that I had really bad credit, by the way, I never bothered to fix it for the longest time. I even had a Metro PCs, which is like the cheapest phone plan or phone type that you can get. I had it for two years after I made my first million. Cause I was just too busy to switch to something like T-Mobile or Verizon. Anyway, so I go get this house and of course, I finance it. I remember when I posted, everybody's like "You pay cash for that? You're a millionaire, why didn't you pay cash, man?"

When I bought my Tesla and I posed it and said "I got a new Tesla". More comments, "Oh, you bought it cash?" "Why didn't you buy it cash?" "If you're such a millionaire why didn't you buy it cash?" Then I just bought this $2 million yacht and again, I'm getting the same questions. I'm blown away by the lack of fundamental knowledge around how money works when people ask that because there is no reason to pay cash. Let me paint you a picture. Let's say, for instance, my house right now, I have about a 3% rate on this house. So my mortgage on this house, what I owe is 3% interest. Now, let's just say I owe a million dollars, we'll use that number.

Let's say a million dollars on my home. Now I could choose to take a million dollars, send a check to my mortgage company, and pay off my house. Right? I could do that and that would save me 3%. You might think, well, Dan, you have, if you have the money, why wouldn't you pay off your house? You're saving 3%. Well, I'll tell you why, because I could take that same million dollars, and I could put it into a hedge fund, a debt fund, a real estate fund, or almost any type of investment and get anywhere from 9% to 15, even 17% to 20% depending. So let's just say it's 10%. So I take a million dollars and instead of paying off my house, I put it into an investment that pays 10% per year. Well now, instead of me paying off my house and saving 3%, I'm making 10%.

And if you subtract three from ten, that is a net gain of 7%. That right there is why rich people do not pay cash because it doesn't make sense to pay cash. If somebody else is willing to loan me a million dollars for 3%, even if I have the million dollars, I can take that money and put it into something else that makes say 10%. So now if I pay off my house, I'm losing 7% on a million dollars. Why would I just hand over $70,000? Guys think about this, 1 million times 0.07 is 70 grand. So if I pay off my house, instead of putting it into a fund or an investment, I'm not actually saving 3%, I'm losing 7%. I'm losing $70,000 a year.

That's what you have to understand. Here's the other thing, the house retains its value. For instance, right now my house is worth about $700,000 more than I paid for it. I did some improvements. I bought it while the market was low. Now the market is hot, literally 700 grand more than I bought it for. So let's just say that I sell it tomorrow. I take a hit and I don't want to wait, I just want my money. Let's just say I get $500,000. So that is a net gain of $500,000. Again, you say, "You sold your house, you got 500 grand, why don't you just pay cash for the next house?" Well, if I do that yet again, I'm missing out on money because if I can buy another house for a three or even 4% interest rate, but then I take that extra money and I put it into something that pays 10, 12 or 15%. I still have a net gain, I still have an asset that I can write off. I can write off all kinds of stuff that comes with owning a home when you have a mortgage. I'm using somebody else's money instead of my money because my money can be used to produce a higher return elsewhere.

So when you start to have wealth, you learn these things because you know, you start getting better accountants, you start getting better advisors and they tell you these things, and then you start hanging out with other millionaires.This is one reason why, you know, it's very important that you hang out with people that are ahead of you. Another reason why I'm starting millionairecruise.com is that I believe that if you get a ticket and you come on a millionaire cruise where me and maybe some other high-level people are, you're going to learn a lot about what goes on, what it takes to be a millionaire for people who've already done it so you can get there faster. One of the things is how you manage money. Poor people are always told to pay things off, that's why they're poor.

If you listen to some of these podcasts and some of these radio personalities saying pay off your house, here's how you pay off your house. I often wonder if they're trying to keep people poor because it doesn't make sense to pay off your house. You can put that money into an investment and get a net gain.

It honestly doesn't make sense to pay off anything. This yacht that I bought, if I own this yacht and I have say a 4% interest rate, and then I put the extra money I would have paid cash for the yacht into something that produces say 12%. Well, now I'm ahead. Then when it comes time to sell the yacht, even if there is depreciation I'm still winding up ahead, because I sell it, I retain the value.

It just blows my mind how you go to school. You pack your kid's lunch and you put that lunch in their little backpack, and they take their little eggs and waddle out to the bus stop. They go out into the world and they go out into our education and our education system teaches them how to be poor. They do not teach them how to be wealthy because they want them to stay poor. Guys, poor people are a huge business. I mean, think about it. It's just like prisons is a huge business. They make like 40 grand a year per prisoner. So it makes sense to put people in prison. There's big business in poor people. There's big business in this. So why would we teach people to be rich? If we taught people to be rich and everybody would be rich and it wouldn't make sense. So I'm telling you that you don't have to listen to that. You don't have to listen to people that literally are not rich telling you how to manage your money, who have never built a million-dollar business, let alone a million-dollar portfolio telling you how to manage your money. Or you have these radio personalities that know their market. They know who they're speaking to, and they know that they can give bad advice. That's how they got famous and that's how they became a personality by giving bad advice. It just boggles my mind.

Listen, I'm not telling you what to do with your money. I'm not telling you how to invest. I'm telling you how I do it, and I'm telling you how almost every single wealthy person I know does it. Now, again, if you're a billionaire and you've got like a hundred billion dollars, then yes, buy a house, cash, buy a yacht cash because you're so rich at that point. It's not even worth it for you to do the mortgage paperwork and even bother with it. So you just buy it cash. So there obviously is that, I'm not that rich.

So I like to take my money and put it in investments that pay 10, 15% instead of saving 3%. So I hope that helps you kinda understand why rich people never pay cash. Why I don't pay cash for things, because again, I want a net. You make more money by not paying cash and taking whatever that cash is and investing it into something else. Like investment funds and things like that, or even just the S&P 500. I remember Warren Buffet said, "If you want to make money put your money in the S&P 500, it'll grow around 10% every year". I read some articles somewhere, he said that he was leaving his fortune to his family on the stipulation that they put a certain amount in the S and P 500. Sothink about that, just put that in your brain the next time you think about paying something off. Where would your money better be spent, and where would you get a better return?

So I hope that helps you guys, and I'll see you in the next episode!

How I Got a 2-Million Dollar Yacht For Free Oct 19, 2020

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I recently decided to buy a yacht.

But trust me, this wasn’t just an on-a-whim kind of decision, but rather a business decision. Let me explain…

If it weren’t for having a really great accountant, who knew that I had always wanted to purchase a yacht, I would have completely missed the recent opportunity that I closed on.

After running the numbers, finding out about the specific charter deals that came along with this specific yacht, and the sheer amount of wow-factor the boat had, it was a no-brainer deal that I just couldn’t pass up on.

In this episode, I am going to cover:

What a great accountant and knowledge of how business taxes workcan do for you
How to leverage outside factors to your advantage to either lower your costs or earn you additional income
How to spot a good business venturethat will also allow you to live a life of luxury

If you got value from what you heard here, please be sure to subscribe and rate this podcast! Bonus points for you if you write a review! ;)

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Interested in having Dan’s team personally work with you to grow your business?

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Click here to Visit our Corporate Website: GetClients.com

— TRANSCRIPT —

How did I get a $2 million yacht essentially free? That's what we're going to talk about in today's episode.

I was a tad bit clickbaity on that title, but not really. And I'm going to tell you why if you followed my posts on social media, you'll see that I posted about a huge 60-foot luxury yacht that I just put an offer in and got accepted on and cross my fingers. Hopefully, everything goes well in the survey. There's nothing wrong with the engine or, you know, anything like that. And the sale goes through and I get delivered. I get it delivered in about 25 days 25 to 30 days, but you're probably wondering, what do you mean you got it for free? So free is of course a concept, right? It's not a finite thing. It depends on how you calculate free. So I got a call from my accountant. You know, I don't know, maybe two weeks ago and she knows I've always wanted a yacht.

That's, there are two things in life that I've always wanted material things. There's a lot of things I want in terms of success. Like I wanted to be a best selling author. I was able to do that, you know, but in terms of material things, I've only really wanted two things. One was a really nice house on the water, which I was able to do in about a year after starting my business. And the other thing was a really nice yacht. I don't know why maybe it was just watching Wolf of Wall Street or the fact that I grew up on boats. Because my father was a captain who would take boats and yachts to and from and deliver them. And his father owned a yacht racing or a racing yacht and would race in these yacht races.

So it was just in my blood and anyway, she calls me and she says, “Hey, listen, you were talking about doing a business where you not only chartered a yacht, but you also sold masterminds on that yacht”.

I said, “Yeah, I've been kicking it around. You know, I bought the domain millionairecruise.com, bought that a while ago when I had the idea, formed a company, Millionaire Cruise, LLC. And I've just been sort of waiting on finding the right ship”.

So she says, “Well, now's the time”.

I said, “What do you mean?”.

She says, “Well, listen, I just calculated your books and your taxes. And basically, you can buy up to a $2 million yacht and it's either going to go to taxes, the IRS, or it's going to go to the yacht, which one do you want?”

I said, “Oh, I'll take the yacht”.

Now, of course, I didn't save all the money in taxes, but a good chunk of it because I'm going to be chartering it out and using it for business purposes, it's a business expense. I'm not giving you any sort of tax advice or anything. This is just what I was told by my accountant, and she set this all up, so don't take this as any sort of advice like that. My business is structured in a very specific way for that to be a possibility. But, I know that if I buy this yacht and I just leave it to myself to go out on it, I'll probably never go out on it. However, if I do like a millionaire cruise once a month, I'll at least go out on the boat once a month and I'll get to talk about business and entrepreneurship like I love to do anyway.

So she says “You got to go pick out a yacht, you gotta do it right now. We gotta do it before the end of the year”.

I'm like, “Oh, okay.”

I went down to Fort Lauderdale to bring my father with me and my assistant. We go down and we start looking at yachts. My broker Phil is showing me all these yachts and I was going to get one of those silent yachts that are completely solar, but because it takes a year and a half to build the yacht, I wouldn't have it for a year and a half. That's lost revenue, that's lost tax savings because you can't write it off and for example, get whatever in return for it. So I'm like, all right, I just need to buy one.

I go down there and I look at several boats and I find one that I really, really, really like. And I'm like “This is it. This is the one.”

Then my broker says “Well, hey, let's look at one more. It's not for sale as far as I know, but it'll at least give you an idea. And if you really like it and this one falls through, maybe we can go after one like that.”

So I say okay, we drive over to this other yacht and we get on and this yacht is absolutely gorgeous. It has literally like a presidential suite as the main cabin with, I mean if you go on my Instagram and you'll see it. But it's just, it's crazy how nice this thing has got a bar. It's got two bars actually.

I'm not doing it the justice that it deserves, but maybe I'll link out to some pictures in the show notes. But there was a crew on board, and there's a full-time captain, a full-time stewardess, and a private chef. So they're like giving us drinks and welcoming us on board. You know that the other boat didn't have that.

I find out and say, “Do you guys come with the boat?

And they said, “Well, we would prefer to”.

I said “Well, how much do you guys cost?

They reply “10 grand a month”.

I'm like “10 grand a month? That's nothing for a whole crew”.

They're from South Africa. So, you know, I guess there's an exchange rate or something. I don't know, but I love the boat, right? So I call up a couple of friends who are marketers. I call it my buddy Myron Golden.

I say “Hey, I got this yacht. It's like super bougie. It's big. Like you could have 10-15 people here and have a mastermind. Would you want to sell Millionaire Cruise masterminds to your people? So you sell it to your people. I'll attend as well, and give my 2 cents to anybody and we'll split the money”.

He's like “ Yes, absolutely. Let's do it”.

So I'm like, alright. So between me and him, cause I'm going to sell my own one-day yacht masterminds. I'm going to cover the cost of the boat, right? I'm absolutely going to cover the cost of the boat and then some, and when I say cover the cost of the boat, I'm not just talking about the monthly mortgage on it.

And by the way, if you're wondering why I didn't pay cash for the boat, I'm going to do an episode next called Why Rich People Never Pay Cash. There's a real specific reason for that. I'll talk about that in the next episode, but for now, there's a mortgage on the boat. There's a monthly payment, there are expenses in terms of fuel or whatever. Then there's the crew. Well, with what we're going to charge for the masterminds and how frequently it just makes sense. It's a no-brainer business, with the tax deduction, a great business model. Millionaire Cruise, a fantastic ship to set sail on and, sell seats on the sailings. It's a no brainer business, right? It'll pay for the yacht. It'll cover the monthly expenses. Plus give me a profit. I get to go out on the boat and talk about marketing. It's a no brainer.

Well then the broker says to me, “Hey, listen you know, I didn't think this boat was for sale, but apparently, it is right now. They just put it on the market today”.

Actually, it was the captain that said that he said: “I just got a call and they decided to sell it”.

And I go “We gotta put an offer in”. I talked to the broker and he says “All right, we got a problem”.

I said, “Well, what's the problem?”

He replies, “Well, fortunately, this yacht is paired with a broker that charters it out a few months out of the year. I think they charter it from around Thanksgiving time to about February or March. They just had another boat sink and they have 12 charters and no boat to put them on. They get these charters every year and they don't have any ships to put it on”.

I say, “Okay, well, what does that have to do with me?”

And he says, “Well, there's another offer on the boat.

I said, “Oh geez.”

He says, “But here's the thing. They don't want to charter the boat. What they're offering is they'll sell you the boat for actually a little bit less than the other person is offering, but you gotta allow them to charter it a few months out of each year.”

I say, “Alright, well, what do I get? What’s my cut? and do I have to pay for the gas and all this? ”

He's like “No, no, no, no, no, no. The people that charter it, your crew takes care of everything. They do the charter paperwork, they communicate with the broker. They sail the ship. You know, you just, you have it parked at your house or whatever you say, Hey, go to The Bahamas. They take it to The Bahamas, they do the charters, you call up your captain and you say, bring it back.”

I said, “Okay, well what's my cut?”

He says “$300,000.”

I say “Wait, so you're saying, we'll only sell you this yacht if you'll take an extra $300 grand a year, pretty much just for owning it, but you'll, you don't get to use it for three months out of the year.”

He says, “Yeah, that's correct.”

I say, “Ah, let me think about it... Yes!”

So not only, right, not only do I have the tax benefit, not only do I have the revenue we'll be making from selling Millionaire Cruise to my people, in my audience who want to spend a day with me on the yacht, talk business, have me look into their business or help them increase their sales or whatever. Cause you gotta think, right. One conversation that probably the biggest things that have changed my business is backroom conversations, right? Literally conversations that I had with other high-level people, they said, one thing, gave me one piece of advice, and boom. And it just changed everything. So by going out on this yacht for a day, being able to hang out with me an eight-figure earner and all the other people that come, which are gonna be a bit higher level, it's worth its weight in gold.

So, you know, it's an easy sell. So not only do I have me selling at least one sale a month doing that, but then I got some, some friends of mine like Myron, who will sell an outing to his people and split it with me, so that's another set of income. And of course not to mention being able to film videos on it for ads and all that jazz, of course. Also, I get an extra $300 grand a year profit in charters and I'm like, why would I not buy this? Like, that's basically for a yacht to me, you know? And so I said, yes, we put it in the offer. They accepted the offer and we are now going through the process. So I'm super excited. You know, I'm happy that this is happening and I'm finally getting a yacht.

You know, the thing is, is it's a legitimate business. I mean, we did it the right way. We registered the domain, we got the company, we're doing commercial insurance. We're already reaching out to people in my mastermind and pre-selling tickets for next year. You know, and maybe some this year. I mean, it's just... and then the charters. It's just crazy how sometimes you wouldn't think about it, like you say, “Oh, this person bought a yacht and they're wasting their money.” Well, yeah, or a house or a car or whatever, but you don't know what goes behind that. You don't know what the strategy is, you know? And I first got the idea, cause a friend of mine owns three yachts and I said, why do you own three? He told me this. He was a neighbor of mine, told me this, said it was like a barbecue one year.

And I said, yeah, I want to get a yacht. He says, “Oh yeah, they're fun. I own three of them.”

I said, “Three?! You own three of them??! What do you need three yachts for?”

He's like, “Oh, well I don't go out on them. I think I may have been out on them once when I first got them.”

I said, “Well, what do you mean?”

He says, “Oh, we buy him, finance him, charter them. And we make like way more than the monthly payment. And then if we ever want to sell the boat, we can. And you know, it's a, it's an income-producing asset.”

And I was just like, Oh gosh, mind exploded. You know? So that always is in the back of my mind and I'm glad I finally made it happen. So that right there is how that happened.

Now. How, what does this mean to you? Like how, how can you apply this? Well, you know, I mean, I have seen multiple times, just to give you an idea, if you don't have millions of dollars laying around for a half-million-dollar down payment or whatever there's a ton of ways that you can do this. Even if you don't have a ton of cash laying around. For instance, I have seen (I have not personally done this cause I have a super bougie, if you will, house) I'm fortunate enough to have that, but I've seen a lot of marketers host masterminds at really, really, really, really nice Airbnbs or they rent. In fact, one time, this was about two years ago in my mastermind. In one of the meetings we had, I rented a very nice catamaran, sailing yacht, and everybody went out and might think for a second, well, wait a minute.

You know, there's no whiteboard or there's no, you know, like how are you going to teach? And it's like, it wasn't necessarily teaching. It was being out on that yacht, conversing, talking real, not making it formal and lecture-y, but just, just having real honest conversations, like what's going on in your business. Tell me about this. Tell me about that. Well, here's what I would do. Here's how I think about it. The members of my mastermind said that that was one of the best mastermind meetings they ever attended. And we were hanging out sipping Mai Tai's on a yacht, you know, just having a great time. And that's another thing that planted the seed for me was when I rented that yacht. So if you want to implement this, you could easily rent a yacht. You could rent a nice air B and B and you could facilitate a really awesome environment.

I do, however, caution against going too nuts, right? Like I sell high-ticket, right. I sell my services and my time for a premium because I'm one of the best in the world at what I do. And it took me years to become that. So one thing I suggest is don't try to spend, you know, $10,000 on renting a yacht for two days and then charge a grand to come and then lose money. When you do this, the amount you're paying for a mastermind or an event like this should be a pittance compared to what you're making. A lot of people go overboard. You know, I was at a mastermind one time and they went just too nuts. Like they had a private chef and all this stuff and they didn't really make a lot of money.

And I thought to myself, you know, well, how does that contribute to them? Like what, what are they there for? They're there for a private chef. Are they there to learn how to grow their business or learn whatever it is the subject of the mastermind is? So there is a balance, but if you come on my Millionaire Cruise, there will be a private chef and she'll make you whatever you want. So anyway, guys, I hope you enjoyed this episode. And remember the next episode, I'm going to talk about why rich people never pay cash, and this is a fundamental money principle that you need to learn. So stay tuned for that next episode.

How to Use FBI Hostage Negotiation Tactics to Close High Ticket Sales Oct 14, 2020

>>> CLICK HERE to Book Your FREE Strategy Call with my Team!! <<<

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As I recently sat and watched some of Chris Voss’s videos, who was previously an FBI negotiator, I started to make some connections between the negotiation tactics he was talking about and how to leverage them to close high-ticket sales.

When growing up, if we did something wrong as a child, we were usually always asked by our parents or teachers why we did what we did.

Over time, this has created an inner turmoil mindset issue for people associated to the word or question of “why?”.

Using FBI negotiation tactics, you can actually train yourself to respond rather than with “why” questions, such as “why do you want to make money?” or “why do you want to lose weight?” with a phrase starting with “what” or “how”.

I am going to give you the breakdown and examples of how to help potential clients get past their mindset issues using these tactics, so you can close more sales over the phone in no time!

In this episode, I am going to cover:

What are “mirroring” and “labeling” tactics, and how you can use them in your sales calls
Why your sales call isn’t really a “sales” call (I’ll tell you exactly what it really is…)
The importance of reaching the bottom of your client’s “why” and how to leverage that in your calls to close more sales

If you got value from what you heard here, please be sure to subscribe and rate this podcast! Bonus points for you if you write a review! ;)

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Subscribe to Dan’s YouTube Channel
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Click here to get Digital Millionaire Secrets, FREE!

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Book a FREE Strategy Session here!

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Click here to watch the webinar now!

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— TRANSCRIPT —

How do you use FBI negotiation tactics to close deals? That's what we're covering in today's episode.

Cool episode. So you know, one thing that I think a lot of people miss about getting better at things that they do is once somebody becomes really good at something, they tend to, a lot of people tend to think that there's this massive expert and they can't learn anything else. And I see this a lot in, you know, especially in, in the, in the entrepreneur and marketing game, people get an ego and they don't, they just don't think they can learn any more. And so I came across and keep in mind, I've closed millions of dollars in high ticket sales. Right. I my team has closed millions of dollars in high ticket sales. So you could argue that we're pretty darn good at it. I mean, we teach people to close high ticket sales. We teach people to sell their coaching, their services, their online courses, their mastermind for, you know, high, high ticket.

And so, and, and we've created multiple millionaires from that. So with that all said, you might say, well, you know, Dan, you guys are experts at this and we are experts, but that doesn't mean that you can't learn anything new. And so know that's what, that's how you become an expert. You, you open your mind to learning new things. So last night I come across this guy, Chris Voss, who was a FBI negotiators, former FBI negotiator, and he's negotiated, you know, a hostage situations and you know, terrorists, hostage, all kinds of stuff. Right. And I'm kind of heard, have heard of him before, but I'd never really like went in and listened to his YouTube videos or, or, or listen to any audio courses from him or anything. And last night I had literally watched everything there was to watch on Amazon, Netflix, Hulu, like there's, I've left no stone unturned.

Everything has been watched. Yeah. Cobra Kai, I got that out of the way, every like, and I'm like, alright, well, I might as well sit here and learn something. And even though I do my morning walk and I learn in the morning, I was like, well, I got to learn more stuff. So for like three hours last night, I'm watching Chris Voss videos. And I'm hearing these FBI negotiation tactics. And I'm, I'm hearing how in my mind, as I'm hearing it, I'm applying it to high ticket sales. And I'm just like listening and working things out in my head. And I just wanted to share on this episode some of the things that I worked out in my head, and we're going to be implementing them into our calls as well.

But let me give you an example here. Okay. So one of the things that a lot of people struggle with is asking why you want to do what you want to do. So on a high ticket sales call, a lot of times you have to find out their why, right? You have to find out, like, let's say you're selling a, how to lose weight. It's very important that you find out why someone will wants to lose weight, because that's going to be a big emotional driver that when you come to the close, you bring that back up and that, and as they're thinking about it, and as they're responding, and as they're telling you why it reminds them how important it is to them, whether it's make money, whether it's lose weight, et cetera.

But even though that question is so important, right? That question is so important. It's a little abrasive to ask, Hey, why do you want to lose weight? Why do you want to make the money you want to make? And it's because as children, whenever we do something wrong, we are always asked. Why like, why did you do that? Why didn't you put your toys away? Why, why, why? And so it's ingrained in our brains. We're programmed to be offended by the why question. That's just, I mean, it's as simple as that, that's all it is. It's just, we get used to hearing the why question in such a negative context that when somebody else asks it, even if it's not intended, if it's not nefarious, not intended to be nefarious, they, they believe it’s offensive and they feel offended because it's just how we're programmed. So he was talking about, you know, the what and the how question and how you can instead of saying, well, why do you want to make the money?

You know, a much less abrasive way to say that would be, what are you going to do with the money once you make it, or, how are you going to spend that money instead of why do you want to make the money? It's the same question it's just phrased differently. And so he went over some other techniques like mirroring and labeling. Mirroring is where you when somebody is, when you're trying to build rapport or, or perhaps somebody is upset, you just repeat back the last three words they said, and it calms them down, or it builds rapport. It makes them, makes it sound like you're listening and you are listening. And as well as labeling where you, when you do ask those things back, you, you ask and you put a label on what they're feeling, and this can get a little advanced cause there's positive, labeling negative, labeling.

There's all, there's all kinds of stuff. Right? And I'm going to keep it simple in this episode, but this is how you would do a how question to a mirroring question to a labeling. So let's say, somebody says, well, how do I know this will work? All right, let me, let me do two voices. Well, how do I know this will work? That's the customer. Maybe they got some nasal issues, but I've gotta got to separate the voices. And then the sales person would be, what would it sound like? This, we talk like this. Well, how do I know this will work? Well, how do I know? You'll do the work? And they see what happened there. They, they came at me saying, well, well, how do I know this will work? But then I said, well, how do I know? You'll do the work.

So I flip it, right? They're going to respond to it. So, okay, let's go back. How do I know this will work? Well, how do I know that you'll do the work? I'll do it. I'll do it. You'll do it. Yeah. Yeah. I will listen. You know, I'm dedicated. You're dedicated. Yes, yes. I will do exactly what Dan tells me. Okay. So up until that point, we've asked the how question to take the pressure off of us, the burden off of us. And now we have mirrored to get them talking and we go from, you know how this will work to all, do it to I'm dedicated to I'll do exactly what Dan tells me. So now that we've got them to say that right now we can label it. So let me, let me start from the beginning. How do I know this will work? How do I know? You'll do the work. I'll do it. I'll do it. You'll do it. Yeah. Yeah. I'll I'll listen. I'm dedicated. You're dedicated. Yes, I will do exactly what Dan, tell me. Now we go for the label. Sounds like you're pretty convinced it will work if you do it. Dan says, I am, I am ready. And so I've actually, you know, done this because ultimately on a sales call, it's not really a sales call. It's a mindset call, right? A close is simply getting people to become, I'm comfortable with the fact that they need to separate themselves from money to buy something that they want. In other words, at least the way we run high ticket sales is we make sure that we're only getting on the phone with people that already want to buy. That's a whole, that's a whole big secret to how we do high ticket sales.

And so when they get on the phone, they already want to buy. You're just getting them comfortable with actually do the act of spending money so they can get the thing they already want. And so people get, you know, they get nervous. And so they say they just default to, you know, how, how do I know this will work? It's like, well, how do I know this will work? Well, how do I know? You'll do the work. I'll do it. I'll do it. You'll do it. You'll do it. Yeah. I'll I'll listen. I'm dedicated. You're dedicated. Yes. So now we get to the point where they say, yeah, I'll do exactly what Dan tells me. So they just said that they're going to do exactly what you tell them to do. So now you can label it. You can say, you can say, sounds like you're pretty convinced that work for you.

If you do it, Dan says, so what just happened there? Well, what happened was they became convinced. Yes. I don't like using the word convinced or persuaded, but you basically persuaded them to buy, but they thought it was their idea. In reality, it actually is their idea because they had that idea the whole time they got on that call because they believe that what you have to offer will help them. And they otherwise, why would they schedule the call at least again, the way we do it, we don't get on the call with people that haven't watched our core content. We don't even take calls unless you've watched our core content. It's funny. I had a my mother reaches out to me and she says, I met this lady in the grocery store and she's interested. I told her about what you do and she's interested in your program and can you have one of your salespeople or you reach out to her?

And I said, yeah. I said, Bob, thank you very much. But we have a, we have like an assembly line going here. So we don't actually do outbound calls. We don't call you know, we don't call people that have no, like when people get on the phone with us, they already know what we do, how we do it, what we have to offer for the most part, you know, they watch our webinar or they read my book. And so they're fully aware of everything. And then they get on a call and that's why we have such a high close rate is because we don't, we don't actually explain a lot on the call. We talk to the prospect and we figure out if it's a good fit, but the prospect already knows that they already know the details. They already know what we're going to do from, we're not explaining, we're not selling.

We're just closing. The sales happens in our webinar or in our core content. The close happens on the phone. And so I said, I'll tell you what, why don't you send her to my digital millionaire secrets website where she can get a copy of my book for free. So she says, okay, so, so the lady actually does buy the book and then like a week later books, a call. So anyway, the point here is that if you're trying to sell on the phone and convince people of things and explain everything, it's, it's tough and I've always hated doing sales that way. That's why we have our proprietary method. And, and this is what we teach our clients is, you know, you basically not going to get on the phone with somebody that, that it doesn't already want to buy your, your job is just not to mess it up.

And so that is why we don't do high pressure sales. We just think about this. This is not high pressure at all. It's their idea. They're saying they're admitting that they want it, that they're comfortable with it, that they think it'll work. That they'll do the work and they're there they're committing, right? So they don't limp into the program or into the engagement with this bad attitude. And it's not enough to close somebody and sell somebody, something. You have to get them in the right frame of mind before they join so that they get results. If we just sell something to you, because we convinced you, you may not get great results because you come sort of with this, this funky mindset that maybe it wasn't a good idea or how's it gonna work. But if we get on the phone, we see it's a good fit.

We notice any mindset issues that you have. And then we, we deal with those. We get you to commit. We, we get you to, to fully go all in. Then when you come into the program, you are in a much better state of mind to take action and get results from that program. And that's why we have such a high success rate with our clients is because, you know, we just don't sell anything to anybody, you know, but at the same time, we don't convince people. We let them convince themselves. And if they're not convinced we don't sell it to them, we don't even offer them the program. So, you know, even though for the most part, we've been doing it this way for some time when I watched the Chris content, I, I saw a lot of things that he did in FBI negotiations that, that, that mimic, or that are very similar to how we close high ticket sales.

But I like, I just like how I liked the flow of how he, how he does it and how FBI negotiators do it. And it's a little bit more I think it's, it makes both parties more comfortable because that's the thing is, is one of the worst things that can happen to you when you're selling over the phone is to be uncomfortable. But here's the thing being uncomfortable is the key to learning. If you're not uncomfortable, you're not learning. That is a natural bypass. Just like if you bang your knee on a, on a, on a door, your knee swells up, it's your body's natural reaction to well up Phil, Phil that yeah. Injury with fluids to bring in healing fluids. I'm not going to have that doctor, but I know that that's the case because I, I trained jujitsu and, you know I've, I've swollen up several times.

And you know, there, there's a whole thing about that, but the, the, the point is that you're going to be uncomfortable when you ask questions. Right. But yeah, that's part of learning. So understand that when you're on, when it's your first time selling high ticket over the phone, that it is uncomfortable, that is normal. And I'll do another episode about it, but to make it as comfortable as possible, these FBI negotiate techniques to me are great because it's just this very slight difference between saying, well, you know why, you know, we love our success stories and we'd love to talk about, you know, how, how people's lives have changed as a result of, of, of yeah. Creasing their revenues. So let me ask you, why do you want to make the money you want to make now that that's one way to do it.

That's the way I've done it a lot in the past, because you give them a reason for the why that you want to share their story. And that, that really sort of, you know softens it. But if you say know, well wow, that's great. Wow. That's great. You want to make 50 grand a month? That's that's awesome. What do you, you know, how you gonna spend it? You know, it's, it's a lot less abrasive. And in fact, I do recall on so many now that I really think about it, I recall on so many calls, I have said, why do you want to make the money you're going to do, like, what are you going to do with it? Like, how are you going to spend it? And I've done that. But I do, like, I like just going right to that and skipping the why, because I remember Chris Voss and one of his videos, he said, you know, he said, when we're kids, every time we do something wrong, our parents ask why we did it.

That's why it's programmed into our brain to be offended when somebody asks why. And so when I heard that, I was like, Ooh, that's good. We should take that out. You know? Cause I think back to my relationships, I think back to my, my, my failed marriage and all this, and I think what are some of the times I like completely peed off my significant other and I, and I think about it and I go, yeah, it's when I asked why, you know, like S immediately when I asked why they got super angry and I think back, and I go, I wonder what would happen if I said what or how, instead of why, if, if the relationship would have gone the same way. So yeah, but that, that, that's what I learned last night, watching some, and he's got stuff every, since I'm on YouTube, he's got stuff on masterclass and I watched his masterclass on it.

And then I went and watched like every YouTube video I could find where he explained the same thing, but in different ways. Cause one thing I like to do is when somebody explains something that I think is awesome. I go in, I try to find four or five, six, seven times. They explained the same things because a lot of times when people re explain things or explain things more than once you can find little nuggets and little tactical sort of execution bonuses, because maybe that one time that they explained it, they didn't say one thing that really made it sink in or, or one important little golden nugget, but another time they did. And, and so I go, and I try to find like every video where they discussed that. But anyway we're going to be implementing some of that stuff and doing doing some training and role playing on our calls for that, with our clients. And it's going to be sweet. So I hope you guys enjoyed this episode and don't forget to subscribe and I'll see you in the next one.

How Thinking Like A Scientist Can Grow Your Business Oct 12, 2020

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A few weeks ago, I was taking my daily morning walk and listening to some videos from Neil deGrasse Tyson. During one of those videos, he was discussing the difference between thinking objectively and non-objectively.

Neil continued on to tell a story about how some of the planets (Uranus, Neptune, and Pluto) were discovered in our solar system over the course of about a hundred years.

The way in which we thought and problem solved then changed our understanding of the solar system, gravity, Newton’s Law, Einstein’s General Theory of Relativity, and much more.

I want to take some time today to share this story because it really does apply to the way you do business. The way in which the scientific community makes discoveries is very close to how a great entrepreneur also thinks.

When I personally thought less like a scientist, that was when I was broke and struggling, and when I thought more like a scientist, that’s when I became more successful.

In this episode, I am going to cover:

What Uranus, Neptune, and Pluto have to do with your business
Why Newton's Laws and Einstein's General Theory of Relativity explain a lot about entrepreneurship
The difference between personal truth, political truth, and objective truth, and why which truth you choose can make or break your business

If you got value from what you heard here, please be sure to subscribe and rate this podcast! Bonus points for you if you write a review! ;)

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