Latest / Success Story with Scott Clary / Rylee Meek - Entrepreneur, Author, Speaker & Podcaster | Build Your Kingdom

Transcript

Rylee Meek - Entrepreneur, Author, Speaker & Podcaster | Build Your Kingdom · Success Story with Scott Clary

• 0:00
  If you're out in a business and you are not able to actually step away, you don't know
• 0:04
  that business, that business owns you. This past year, we hit over 150 million in sales.
• 0:10
  It has nothing to do with me. It is about the system. Create a business that's actually
• 0:15
  saleable, something that you can actually go on vacation with because that's the point of
• 0:19
  owning a business, right? Otherwise, go get a freaking job. I've had zero passion for anything
• 0:24
  that I've sold in this model. But at the end of the day, let's make a decision here together
• 0:28
  and then let's move from this, make it a win-win for everybody. You got to be confident with
• 0:33
  what you're selling, feel good about what you're selling. There's one skill set that's going to
• 0:37
  take you far in life. It's how to... Welcome to Success Story. I'm your host, Scott Clary. The
• 0:45
  Success Story podcast is part of the HubSpot podcast network. HubSpot has been a huge supporter
• 0:50
  of the show since day one and I chose to partner with HubSpot because they support entrepreneurs.
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  At the end of the day, I'm an entrepreneur, a lot of people that listen to this show or
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• 2:24
  So where do Riley come from? What's your order story?
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  Dude, it's funny because my folks, obviously, I had nothing to do with it. They chose my name,
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  but I grew up in a town of like 900 people and my original spelling was R-I-L-E-Y,
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  which is like my great-great-grandmother's maiden name. But the two days after I was bored,
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  another kid was bored and they named him Riley. It's like there's 900 people in this town. How
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  are you going to have the same name and spelling? So my folks change this spelling. So that's how
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  it's R-Y-L-E-E. Not a great story, but it is one. It's your story. That's what's most important.
• 3:04
  So let's talk about like, so where'd you come from? What's your background? And actually,
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  let's reverse engineer it. What do you do now for people? And then how did you get into that?
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  Cool. So, I mean, are we ripping it right now, bro? Like, yeah, okay. Yeah, I'm totally ripped.
• 3:21
  Okay. Yeah, dude, this is it. It's not a doubt. Some of these, I'm like, hey,
• 3:25
  give me the whole intro and then they'd give me a countdown. This is much to sounds good, dude.
• 3:30
  The less the less countdown, the less intro and the more casual, the better the show.
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  I love it, in my opinion. I love it, man. I love it. So what was the question?
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  Let me- It was just where'd you come from? Yeah. Where'd you come from?
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  Yeah. So I grew up in South Dakota and like I said, 900 people in that town and
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  not a lot of good examples to, you know, what I'm looking around of like, okay, what I want to do
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  with my life. I left around and I'm like, there's a lot of things I don't want to do by these examples.
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  So I quickly realized that again, great people. South Dakota is a wonderful place to be from.
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  There's not a whole lot going on there anymore. So that's- and literally the day I graduated
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  high school, I moved up to Minnesota. Not really to come to Minnesota, but it was more so.
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  I just got to get out of my environment and this was the nearest large city, right? So I wasn't
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  going to be a cowboy and it- well, that's pretty much all there is back there. So I wasn't going
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  to be a cowboy. So 900 people, you know, you want to- you want to have a diversity in your job,
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  a job prospect. So it's not cowboy. So you got to make the moves. Okay. Exactly.
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  Move to Minnesota, right? Yeah. Move to Minnesota. Really more so because I was going to go to school.
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  I planned on becoming a chiropractor because I thought, well, I'm- I guess I'll be a doctor
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  because that's just the mindset you grow up with. Like if you want to make money, well, doctors make
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  money. Okay. That's what- that's what I'm going to do. And as I- as I was pursuing that,
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  I realized that, you know, a chiropractor, for example, is you can go to school and, you know,
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  go six figures in debt and then you still got to start a business from there. And I was like,
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  why would I do that? Because at that- at that point in time, I had actually been making some decent
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  coin with the company Herbalife. I was- I was a network marketing junkie at an early-
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  sales and marketing. Yeah. At an early age, man. And, um, here's the reason why. I took one job.
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  I was 15 years of age. I took a job making pizzas at our small town gas station and back in South Dakota.
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  I minimum wage was $5.15 an hour. And I didn't even question that because it's just when I figured
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  everybody made. And I worked in eight-hour shifts and I did the math in my head and I thought,
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  there's no way in hell I'm doing that again. And so my first day on the job was my last I quit.
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  And, uh, and then ultimately, I was like, all right, what am I going to do? I gotta figure out
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  how to- how to make some money here. And, uh, that's when my- a lot of my family was involved with
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  this- the company Herbalife. And I was like, all right, cool. I drink the cool aid just like
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  everybody else did. And- and started to attend, uh, these success training seminars, which
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  that's really truly whatever anybody thinks about network marketing. And I love the- the industry
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  as a whole, uh, just because it's- it's incredibly, uh, uh, just- I mean, it's- it's positive people.
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  It's- it's just being around like mindseted people that- that want more out of life. And so that's
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  really what I truly loved. It wasn't really the- the product or anything. It was just the culture
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  in the atmosphere that- that they created. And so that's what- but really when I first was exposed
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  to, uh, personal development, like, I didn't realize that I could read books and- and learn concepts
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  on- on marketing and sales and- and apply them. I actually applied then, yeah. And so, uh, the thing
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  about that though, man, is- is- because my family was big into it already, I didn't really have,
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  like, a lot of friends and family to go talk to about this, because they were ourselves-
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  yeah, they- it's like, they were already- they had already drank the cool aid, right? Or they hated
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  the cool aid. And they're like, you're never invited to another family function, because this is
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  all you try to do and talk about. So- so- I wanted to figure out, like, how could I create a- how can
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  I get people to call me? And- because I certainly- I hated the concept of, you know, put- what was like
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  put 10 pennies in my left pocket. And I had to go out and talk to people, at least 10 of them,
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  and I would slowly take the pennies over to my right pocket. Like, these were the tactics that they,
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  you know, and I'm like, I don't want to go talk to strangers either. So, um, so I was like, how do I
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  get people to call me? And at the age of 19, uh, this was what- what I was like, by first kind of
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  understanding of what marketing and- and sales actually was, the difference between the two.
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  But most importantly, the continuity that needed to take place between the two in order to provide
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  a- a smooth sales process, right? Or create an environment in which people just want what you have
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  to offer. And so, I came up with a- a catchy concept, uh, from a marketing standpoint,
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  and started placing some ads in different local newspapers. I don't know if you ever remember,
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  like, backpages.com. I just, like, these cheap, free, like, city pages in my phone,
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  doing my phone ring off the hook. And- and then I'm like, okay, well, I got them to call now,
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  what? So, was this still- was this still for Herbalife? Yeah, at the time. Yeah, man. Yeah. Okay,
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  so you just- is used basically instead of doing, like, the pure outbound, you're just- you just
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  figured a way to market Herbalife, like, effectively. Yeah. And it was crazy because I was, again,
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  19, I'm taking- we rented a little space, uh, for, like, an office, uh, where I could meet with people.
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  And my phone was ringing off the hook. It was like, all right, now I have to create, like, a package.
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  And how do I get them to actually show up to an appointment? And so, uh, I'll- I'll tell you,
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  the- the, uh, marketing ad that I placed is- all I said was, we pay you to lose weight
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  in an 800 upper. And my phone ring off the hook. So, I got people to call me. It's like, all right,
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  fish on the line. Now how the heck do I get them to show up? And- and so I put together these
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  little packages and explained how we would pay people per pound and per inch that they would lose.
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  And- and started to meet with people and was selling anywhere from 100 to $250 packages of these
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  vitamins. Uh, and- and then ultimately getting repeat orders and things. And so, uh, uh, the- the
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  cool thing was is I was crushing it. I'm selling, you know, over 10 grand a month in these
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  nutritional supplements. The crappy thing was is I was working my tail off. And it wasn't something
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  that- that was like duplicatable, right? And that's really the point of why most people join an
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  marketing company. It's the- they bought into the idea of, uh, I want to- I want to make one
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  percent of 100 people's efforts versus 100 percent of my own efforts. And- and so that- that's
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  what I wanted. And- and then, you know, I'm out of a year and a half into this thing. It's like,
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  cool. I'm making six figures, but I'm working like 17, 18 hour days. And this isn't what I want
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  for my life. And so, uh, that's really what I was like, all right, what am I going to do? Do I-
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  do I- do I go to school? Do I not? Like I started- I enjoyed entrepreneurship. And I- I started to
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  realize I was pretty decent at sales. And- and from a marketing standpoint, I was learning a lot.
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  And so I jumped around to a- a number of different sales gigs. And it really- it really went
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  from selling smaller ticket items to larger ticket items. And just to increase the- the compensation
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  that I had or the opportunity that I had. Because as much as I love the idea of when you're in sales,
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  you know, you kind of earn what you're worth. So to say, it's like, if you want to make more money,
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  you go work more. Um, but one thing that I never truly bought into, man, was the fact that a lot
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  of people say that your- your earning ability is- is uncapped. And I didn't really buy into that
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  because I granted the more that- the higher ticket products that I was selling, the more money I
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  was making, but there was still so many certain amount of time in the day, right? And I can only do
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  so many presentations before I just flat out, you know, I'm exhausted. And so at the age of 24,
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  dude, I- I was- again, looking at all these different opportunities, had some great highs and,
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  you know, some lows as well. But at this point in time, I'm 24. And I came across an opportunity
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  to open up operations down in Mexico for- for another actually vitamin company, nutritional company.
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  And so I was like, I'm doing it. I'm all in. I leased out my condo here, invested pretty much
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  everything that I have. Uh, and- and it was like, we're going all in. And- and so- and my wife actually
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  at the- my- my wife at the time. Well, that- that's a story I got for you. Uh, that- she was- she
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  moved into my sister's- she moved out into my sister's place and was really just staying on her
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  couch as I was like, I'm heading to Mexico. And so, uh, five months into this man, we're- we're
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  grinding down there. Things were going pretty well, but five months into it, the government
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  stepped in and said, uh, you guys can't sell this here and basically kicked us out of the country.
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  So I found myself on a- a flight back to the States. Like, freaking broke. I- I just invested
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  everything into this thing. And as I'm on my flight back, I realized I had- like, were you
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  like a founder? Were you like- I- I would say- you founded it? Like, that why you invested so much?
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  A- a founding, um, a distributor for them, okay? Was it like- so the company was still operational
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  here in the States. Uh, but I was one of three distributors that was opening up operations
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  in another country. So we didn't really have like, hey, we were the trailblazers. We're- we're
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  going to go in and figure this thing out. And so there wasn't a lot of financial backing, um,
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  on their end. Uh, it's so really what- what happened when I came back to the States, it was, uh,
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  like, I- you know, I've spent a lot of my money and I'd least out my condos. So that's like,
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  should I- I- I'm homeless, too. I don't need to have a place to live. I got somebody to stay in
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  in my one bedroom condo. So, uh, my wife and I again just found myself just sleeping on my sister's
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  couch and, uh, it was like, all right, what am I going to do? And for- this is kind of my, uh,
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  a few months really just seeking, like, what should I do? Didn't really want to go take a job,
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  but was willing to if I had to, but I just felt like there was more for me. Uh, like,
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  there's something new that I can build here. And, uh, that was when I came across this- this concept
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  or really this first understanding of selling one to many, right? To groups of people versus
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  just one on one and it- and it freaking blew my mind because I- everything that I'd done up
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  to that point, man, I was like selling- we'd sit down and I'd say like, hey, dude, I'm Riley and
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  then I try to take you from, you don't know me to sign on the dotted line within an hour, two,
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  three, four hours, whatever it was. And, uh, and it- it- it rocked me that I- I was actually- I've
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  went into this room, uh, gentlemen, he had like 20, 24 people in the room and he did a presentation
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  for like an hour and a half. He asked for an appointment and he only met with those that wanted- to
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  me with it, right? The- the- and then- but that- by that point, they were like, well, how much is it?
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  Can I afford it? Or does it make sense? And then he ended up closing some of those. And so I was
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  like, holy cow, dude, if this guy can do the hat, I- I'm gonna get rich doing this. They get so- I- I
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  started just to think of like, what could I sell through this model, through this seminar model?
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  And I took a couple of his ideas and added a few of my own and July of- of 2011, this would have
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  been- I started my first seminar company, which is now known as the social dynamic selling system,
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  but I didn't even know what I was doing. I just- I thought I was gonna be simple to begin with,
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  like, hey, I'm just gonna send it, invite out and people are gonna show up and- and they're gonna
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  want my products. It wasn't the case, but I thankfully did, uh, fail my way through this.
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  Made a few sales, but the thing is I kept just reinvesting back into myself and then into the
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  company, um, and then by the end of that year, man, so six months, uh, through July, to the end
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  of the years of 2011, I'd done 2.1 million in sales. And, uh, from there, it's like, all right,
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  this 2.1 million. Yeah. Yeah, pretty- two point- pretty- pretty- what's the- dude? First of all,
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  congratulations. Well, like, that's insane. And actually, I just want to- I want to like unpack
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  that a little bit before you keep going because I think that when you- when you talk about this,
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  like the one-to-many sales pitch, I think the reason why a lot of people do one-to-one is because
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  it's harder to close somebody on a one-to-many for like a high-ticket item, be it like an actual
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  widget or a product or a service or anything. So, first of all, what is the product? And then second
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  of all, how did you close 2.1 million dollars worth of that product in this type of format? Yeah.
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  Dude, this is what- this is the funny thing is that the product at that time,
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  my first company was- it was installation, LED lighting, and like solar attic ventilators.
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  So, we're talking like residential installation, which to this day, I still do not know what the
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  R means in R value. So, it's- it- this is just kind of funny. I say this, because I don't ever
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  want anybody to tell me because I can't- can't use that line anymore of what R value is. But the
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  point is that I've made millions of dollars not being a, you know, not really knowing what that
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  product actually, the ins and outs of it, okay? But what I did figure out and learn is, is people
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  don't buy what they need, they buy what they want. And it was like, all right, people need- they
• 16:29
  may need proper installation for their home, but do they actually want that? Like in understanding
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  how to create a message and figuring out why they would make a decision, you know, an emotional
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  decision. And so, as I was learning these things, I mean, I was literally just taking tons of notes
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  on myself of, okay, when I said this, what did they do? And at the end of every presentation,
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  at the end of every sales appointment, I was just tracking what type of responses that I got.
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  And so, as I mentioned, you know, my first one, I made a few sales, you know, call it 10-12
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  grand in sales. And I was like, all right, that's enough for me to continue to do marketing for
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  this. And I just kept reinvesting back into it. And so, you know, our average ticket at that time
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  was like $4,500, but all residential, so direct to consumer. And so every week, I was in a different
• 17:20
  town, different market meeting with homeowners that that we're looking to make their homes more
• 17:25
  energy efficient, keep it warmer in the winter, cool in the summer. And, and you know, more so
• 17:31
  speaking about the, the benefits than about the features, right? So, you know, the old people
• 17:37
  don't buy a drill because they want a drill. They want, you know, the hole in the wall, but they don't
• 17:42
  even want the hole in the wall. They want the picture hung. And it's even beyond that. Like, they don't
• 17:46
  what the heck does a picture hung do? It's more about the feeling that they get the pride in their
• 17:50
  home or whatever that is in being able to speak into that to somebody to take them on that
• 17:57
  emotional journey to ultimately make make that that by decision where we're really it's they're
• 18:02
  not keeling sauce. You something to yeah, man. Yeah, exactly. You know, I want to say something on
• 18:07
  this point because this happens a lot and you've done it in the early days with seminar selling.
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  And now people also just with drop shipping products and whatnot. They're just finding the best
• 18:15
  possible way to sell a certain product or service or widget. But when you do this, like for example,
• 18:21
  you're not the product expert in this particular product. So, how do you as an entrepreneur make
• 18:26
  sure that you are delivering value because that's going to increase the longevity in the lifetime
• 18:30
  of your business as well. If you'd sell them and stuff that doesn't work and their house isn't
• 18:34
  warm, that I can guarantee you they're going to be obviously really pissed off, but also not come
• 18:38
  back for you or refer any friends or really be the strongest marketers for you, which is evangelizing
• 18:44
  the products. How did you do that? Yeah, well, absolutely. I mean, certainly morally and ethically
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  everything I can safely say I've had zero passion for anything that I've sold in this model zero.
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  But morally and ethically, you got to be you know, you got to be confident with what you're selling
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  feel good about what you're selling because as you mentioned, like that's that's just either you're a
• 19:07
  shady shady dude. You don't give a rip, which isn't going to last long or you know, you really care
• 19:14
  about that stuff, but it needs to be it needs to be something that overall is helping somebody.
• 19:19
  But again, back to just like people don't buy what they they need, it's like everybody needs
• 19:26
  and everybody everybody needs like good health, but do they want it, right? So it's like how do I
• 19:31
  how do I make them want it? And so knowing that it and that's why I can safely say that I haven't
• 19:39
  had any passion about it for anything that I sell, but my passion is really truly the vision that
• 19:44
  I have for my life being able to take care of my family, being able to take you know, my wife, a
• 19:48
  daughter, and you know, fulfill our goals. And if I if I know what that is, I can look for opportunities
• 19:55
  as an entrepreneur and always bring my passion with me, right? So I don't care what the product
• 20:00
  or service is if it's ultimately for the greater good and it is serving people, which comes back
• 20:07
  to really just like what what I believe sales actually is, you know, one of the root words,
• 20:12
  the Norwegian root of it was celier, which essentially means to serve like and so people if you
• 20:18
  have that that mentality going into it like I'm here to serve and you know, maybe my product
• 20:24
  isn't for you, maybe it is and we're going to find out in this process and I'm not going to
• 20:28
  sell you something that you don't that you don't want, right? And but we're going to find out.
• 20:34
  If so, if there's anything that we've been really good at or what we've really been focused on
• 20:40
  over the last decade is we get people to make decisions and that's the most frustrating thing
• 20:45
  for for most people and sales. It's like the old I want to think about it, right? It's like what
• 20:51
  do you got to think about? You know what I mean? So the decision can be no, but I just want I want
• 20:56
  to know so I'm not wasting my time and I can move on to the next, you know, the next person or
• 21:01
  next prospect, but at the end of the day, let's make a decision here together and then let's move
• 21:06
  from this and it make it a win-win for everybody. And that's okay. So that's how you made
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  I thought you made significant money. You were doing group seminars, so obviously it was selling
• 21:15
  at scale. Now, how did this business progress into what you're working on now? So you this obviously
• 21:22
  wasn't the the last thing that you built that you've done many things since then. Yeah. Yeah.
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  A lot of things because so through 2012, it's like, all right, this is good. What I'm selling is
• 21:34
  you know, it's obviously helping people. Can I can we grow this thing? And in our tagline,
• 21:39
  really now is we are a sustainable, predictable, but ultimately a scalable selling system.
• 21:45
  And when I realized that this thing was a system as well as a machine, I started just to
• 21:49
  recruit and hire and kind of step back to work on the business versus in the business. And
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  by the end of that year, I had 38 or excuse me, 26 sales crews across 38 states and they were,
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  you know, every single week we had seminars going in different markets like you could literally
• 22:06
  throw a dart at a map and I could find a local venue that would host us and then I could buy
• 22:12
  the data and you know, get people to show up to our event. So when I realized that, it was like,
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  all right, what else could we sell through this model? And at the end of the day, this model isn't
• 22:23
  for everybody. Like if you if you have a $48 widget, this isn't the selling system for you,
• 22:28
  right? With no additional like lifetime value to that customer or prospect, this is a high ticket,
• 22:35
  you know, sale that will ultimately be able to keep this when I say sustainable and predictable.
• 22:42
  Like I want to know if I'm if I'm putting three quarters in a slot machine and I get a dollar back
• 22:47
  every single time, that's what I mean, I'm going to just continually put those quarters in because
• 22:52
  I know what that that ROI is going to be. So from, you know, from 2012 to now, it's hard to believe,
• 22:58
  it's freaking 10 years already. I've started eight different companies, completely different
• 23:04
  industries from, you know, home remodeling, the construction world to insurance, to medical,
• 23:09
  cosmetic, financial, real estate syndicates and every single one of them, we went we did seven
• 23:17
  a couple then we actually hit eight figures within the first year of every single one of those
• 23:22
  launches, simply because it wasn't about the product or the service wasn't about even me,
• 23:27
  it was about the system, right? And it's just like if it's a plug and play system, if I could just
• 23:31
  get, find a product that had a proper ROI, it I could, you know, market direct to consumer. Okay,
• 23:37
  this this most of the time is direct to consumer versus a B2B model. And then we're ultimately
• 23:44
  able to create that environment where people just want what we have to offer. So the point of
• 23:49
  that is is again, back to I don't have any passion for any of those products, but I, my passion,
• 23:54
  I really, I loved working with people and, and, and being able to show them how to make money or
• 24:00
  those that have a great product or a great service, they just don't know how to reach the masses,
• 24:04
  like that then you're not helping anybody. You can have the greatest product in the world,
• 24:07
  the greatest service in the world, but if nobody knows about it, it doesn't matter. Like if you
• 24:12
  build it, they do not come. I don't care what that movie has ever said. It's, it, you got to have
• 24:17
  a system in place to continually bring leads and sales into your business. Otherwise, it's not even
• 24:22
  a business, right? So that's when I transition more to consulting and it's like, all right,
• 24:28
  if I don't care about these products, what do I really care about? I care about people and,
• 24:31
  and I want to help them make money and, and achieve the goals and, and the vision that they have
• 24:36
  for their family. And so we started to consult and teach people this process. And, and, and then
• 24:42
  through that, man, as, as, come, he has it sounds. I really believe money, money only makes us more
• 24:49
  of who we already are. And, and it's a great magnifier. And when I started to make a lot of it,
• 24:56
  I realized, I wasn't that great of a dude. And, and, you know, hence I said my first way. Okay. And,
• 25:02
  and so I did a lot of stupid things when I started to, you know, have the freedoms that I didn't
• 25:10
  have before. And, you know, find myself flying all over the country and, and going in and out,
• 25:15
  bottle service, whatever it is. And, and I was just doing a lot of dumb, dumb things that I realized
• 25:21
  I was helping people create wealth, right? And, and, and, and, and put an incredible system in place,
• 25:28
  leading them down the exact same path that I realized is, is not a path that that's long term
• 25:33
  going to be helpful. And so it, when I've had that understanding again, just kind of that feeling
• 25:39
  of unfulfillment of like, and it most entrepreneurs, anybody even in sales, it's for us, it's like the
• 25:44
  thrill of the hunt. Like, even, even my first marriage, like the day, literally the day that she
• 25:50
  said I do, I was like, chitching, check the box. Now what? And it's, it's, it's, it sounds terrible
• 25:56
  because it is, but that, that was my mindset back then because I wasn't mature enough to really know
• 26:02
  what, and I really believe this is why I started one business to the next to the next to the next
• 26:06
  because it was like, what, what else, what mountain can I climb today? What, what can I conquer today?
• 26:12
  And, and when I realized even helping people, there was certainly a, an amount of fulfillment
• 26:18
  within that, but there was still like, just this, is this it? Is this like what I'm supposed to do
• 26:24
  with my life? Because you, you, you feel like you've, you've achieved the, like you've won the game,
• 26:28
  right? Like you've achieved the success that you never thought was possible when, and you,
• 26:33
  and you set that milestone when you were a kid and then you, you did it. And then, and then,
• 26:37
  and then you do all this shitty stuff that like ruined a marriage and isn't the way that you know,
• 26:42
  you'd want your kids growing up and you're like, well, this doesn't seem like successful anymore.
• 26:47
  Right. Exactly. And I remember this day so clearly, you know, we live in, and where I'm at right
• 26:53
  now in Minnesota, uh, and in the summer, it's beautiful here, right? Nine months out of the year,
• 26:58
  sucks. But what are those summer days? I was sitting downstairs with my wife and I was just like,
• 27:04
  thinking again, from the outside looking in, you'd think we've got it all going on, but there
• 27:08
  was just like this complete feeling of like, is this really it? What, what, come on, God, like, is
• 27:14
  this why I'm put on this earth? And, and I just knew there was something more. And so as I was
• 27:20
  looking across just like, what's out there? Like different, I've been a part of so many different
• 27:25
  masterminds and, and different coaching programs. And, and I always thought coaches were full of crap,
• 27:31
  right? And mostly because those who can't always want to teach, right? It's like, well, look,
• 27:37
  I mean, I've never seen, uh, even a college professional professor that teaches business or
• 27:43
  get a kitchen MBA. It's like, well, how many businesses have you started? Oh, no, and you just
• 27:47
  teach it. Got you. Got you. Cool. Uh, so I, I never had any respect. Call it that for it for
• 27:54
  most people in that kind of lane. And so as I was looking out, it's like, I don't really want to
• 28:00
  be a coach. I like to consult, but people need help in, in, in, in these areas because I was living
• 28:06
  proof of it. But I wanted something that was that had some, like, some foundational, like truth to
• 28:12
  it. And so as I was looking across the, just the whole space, it's like, there's nothing that,
• 28:18
  that really I felt was like long term or kind of a well-rounded approach of, of who I am. Because
• 28:25
  there's, there's some again, I can go, uh, teach you how to make money. Cool. I can teach you how to
• 28:30
  get six, six back abs. Cool. Uh, whatever it is. But is there something that's like, can I operate
• 28:37
  at a high level? Yeah. It can operate at a high level in all areas of my life, like mentally,
• 28:43
  emotionally, physically, spiritually, and financially. And have more of this like harmonious type
• 28:48
  approach to life versus that idea of balance, like work life balance. When I think of balance, I just,
• 28:54
  that means one end is not getting attention in the other is. And I didn't, I didn't want to do that.
• 28:59
  I wanted like, can I have that, that type of life where I can actually operate an excellence
• 29:05
  in all areas and not get burned out? And, and I didn't see it out there. So I thought, well,
• 29:11
  can we create this? And, and that's really because of the systems that we have in place with, with
• 29:17
  our seminar side of things, I've still involved with that because I love it. I geek out it. Then I go
• 29:22
  do seminars, you know, at least once a month, just to know that I still got it, right? It's like,
• 29:27
  you guys get kind of throw your hat in the ring every now and then make sure my sales guys know
• 29:31
  what's up every now and then. But, but really it was what I've been doing over this last year and
• 29:38
  a half is focusing on our coaching program, which is called the Kings Council. And that, that's where
• 29:43
  we teach again, mostly entrepreneurs, high level entrepreneurs on business. We have a business
• 29:49
  mastermind and, and, but not just on business, right? Like, this is, yeah, we get together on a
• 29:55
  monthly basis and, and we mastermind, but also we, we get together and we talk about, you know,
• 30:02
  nutrition or sleep or relationships. And so it is more of a high level, call it more of like a
• 30:09
  human optimization type of a coaching company that we have that that really promotes more of this
• 30:16
  harmonious concept of how to live excellent in all areas of our life. So that's, that's my passion
• 30:22
  project. We'll call it now. And you're making a lot of money with it, right? But by, by other
• 30:27
  companies, afford me to be able to do what we do with the Kings Council. I just want to take a
• 30:32
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• 30:36
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• 31:12
  imperfect action wherever you get your podcasts. I also think it's also a very important thing
• 31:19
  because you're right. I think the things that are not discussed again are how to create a life
• 31:24
  that sort of checks all the box across everything so that you aren't letting your relationship
• 31:29
  with your spouse, your kids, your parents, your friends fall through just because you're working
• 31:35
  17 or days or whatever it is. I think that that's very important. That's when you start to see
• 31:40
  mental health issues and burnout and addiction in entrepreneurship because there's no rule book
• 31:46
  for it. I can go on YouTube and learn how to run Facebook ads campaign or I can go learn how to
• 31:51
  even raise money from a PE firm, but I can't figure out how to properly manage a relationship with
• 32:00
  my wife if I keep blowing off plans that she's made with her friends because I'm working too much.
• 32:06
  Absolutely, man, that's important. It really is. What we did, and again, I'm remarried
• 32:14
  now very happily married and still have an incredible relationship with my ex because of the growth
• 32:20
  that we've been able to even experience to the point where I've 10-year-old daughter, Ellie,
• 32:28
  was from my first marriage. It's been incredible to just know that because I've been able to
• 32:36
  own a lot of my mistakes and walk into that because at the end of the day, I'm looking to,
• 32:42
  I want my daughter to know what is it really like to have a marriage of true, where it actually
• 32:50
  in love. I want to be that representation. She knows what that's like and to even have a husband,
• 32:55
  to know what type of example, I want to be that example of the husband that she needs to be
• 33:00
  looking for. Having a kid changes a lot of things in how you look at life and realize that
• 33:08
  it ain't always about you, but what are we doing to lead this place, a better place in ultimately
• 33:15
  than the ultimate legacy? In order to leave a legacy, I really believe you've got to live your
• 33:21
  legacy full out while you can and ultimately then you'll be able to actually leave it. I'm just
• 33:29
  curious. Before I want to go into some of the points you teach over to Kings Council and to the
• 33:35
  people that you're trying to help have mastery over their whole life, but just to cap it off,
• 33:42
  over the lifetime of your business, because it's interesting to me, this social dynamic selling
• 33:48
  system, this one-to-many-selling system that you copied and pasted this playbook across multiple
• 33:52
  industries, what were the revenue numbers that you eventually achieved across all these industries
• 33:57
  over the lifetime of the business? Because I think that's also very interesting,
• 34:01
  because I know a lot of people sell direct to consumer, not with this model. So what have you
• 34:05
  actually been able to achieve with this? Oh, yeah. So we've definitely, this past year, we hit
• 34:10
  the over 150 million in sales. And those are just my companies, not the companies that we've
• 34:18
  consulted with. So I mean, that number would be, I don't know, I don't even know what that number
• 34:24
  is in a lot of life. I should know that actually. But yeah, it's, and again, it has nothing to do
• 34:30
  with me. I want to make sure that people know that it is about the system. It's like, thankfully,
• 34:35
  we've been able to figure out how to dial in this system, and it works in all sorts of different
• 34:40
  industries. So the point of it is that systematization, because if you're business, if you're
• 34:47
  routed a business, and you are not able to actually step away from that business without it,
• 34:54
  no fault there, like it, that you don't own that business, that business owns you, right? Like,
• 34:59
  if you're looking to create a business that's actually saleable, it's something that you can
• 35:04
  actually go on vacation with, because that's the point of owning a business, right? Otherwise,
• 35:08
  go get a freaking job with a lot less stress, because that's the point of having something work for
• 35:16
  you, so you can do a lot of the things you love. The funny thing is that running a business is
• 35:22
  usually what a lot of entrepreneurs love. Like, I'm the same way. I still geek out to it. Like,
• 35:28
  and why I still take our clients from a consulting standpoint is like, I love it when I get a call
• 35:34
  booked, and it's like, they want to discuss if their product is going to be work with this system.
• 35:38
  I'm like, look at my chops. I'm like, what's their product? Like, because this is going to go
• 35:42
  something new. And so, back to the system, the systematization of it is, we have an insurance
• 35:49
  agency that is still that, you know, running. We do seminars on a regular basis, because
• 35:56
  if financial advisors, I mean, I didn't invent this concept, one to many by any means,
• 36:01
  it's been around for decades before I ever had the introduction of it. But what we've been able
• 36:07
  to do is really, really scale this thing and dial this in to work in so many different
• 36:13
  verticals and industries, and how to create that sense of urgency, how to craft a presentation
• 36:19
  to take people on that emotional journey that, again, want what you have to offer, not feel like
• 36:25
  they're being sold something, because nobody likes to be sold, but everybody likes to buy. And so,
• 36:30
  how do we create people and walk them down a path to ultimately make that buy decision? And
• 36:36
  that's really the point of this that has allowed us to take it from industry to industry to
• 36:42
  industry, and why I still geek out to it today, because I mean, it's just fun. It's just so fun
• 36:49
  to help people build their business and, you know, achieve their goals. And that's really the
• 36:55
  fulfilling part on our side of the situation. But yeah, I mean, it's a nine figures in revenue
• 37:02
  to answer your original question, and that's been, yeah, just allowed us to, and not even,
• 37:09
  that's just because of that, it's given me so many other opportunities to invest into and to be a
• 37:14
  part of so many other companies that aren't necessarily in that wheelhouse, but more passive
• 37:20
  type of investments that, that, again, still allowed me to afford the things to do, you know,
• 37:24
  what we really want to do. Okay, so then let's talk about, let's talk about your passion project.
• 37:30
  So I'm curious, you speak about the importance of five pillars. That is, that is like the true
• 37:39
  core, I guess, that you teach over to entrepreneurs. So, so speak to me about some of those pillars,
• 37:44
  why they're all important. Actually, before, first, before you speak to me about those pillars,
• 37:47
  I want to understand why you double down on on God, why you double down on on that piece of
• 37:55
  the business, because I also find that interesting, I find entrepreneurs that focus on religion,
• 38:01
  community, God, there's a reason why, because unfortunately, God is no longer in vogue in the general
• 38:09
  population. It's, it's not, it's not the same place it was. That, that, that significance is not
• 38:15
  there as it was 50 years ago, 100 years ago, right? So why did you choose to include that as part
• 38:20
  of your, as part of your passion project? Well, I mean, obviously walking through the, the life
• 38:26
  that I had, knowing again, I've made a lot of dumb decisions and, and it wasn't ever that I didn't
• 38:34
  go through a point or have a point in my life of where I didn't believe in God. It was like, yeah,
• 38:39
  I always believed God was for me and, and there, but there when I wanted him, right? And it was like,
• 38:47
  I'm going to do this thing my way and then maybe at some point, I'll dial him up every now and then.
• 38:54
  And so through that, that process, it was like, back to that fulfillment side of things, I really
• 38:59
  had to just take a look at like what, what really did get me excited about life and then developing
• 39:05
  those ultimately core values that that I felt were important to me. And then ultimately,
• 39:13
  just knowing like it ain't even about religion, right? Because there's a lot of religions out there.
• 39:18
  And, and for me, man, it's about a relationship with, with my savior and, and, and doubling down on
• 39:24
  that is like, why wouldn't I? I really believe that, you know, God's greatest gift to us is life
• 39:30
  itself. And, and our greatest gift to him is what we do with it. And I believe work, work called
• 39:36
  to, we're going to be accountable for that, right? So like, if we're, you know, managing what he's
• 39:42
  given us and we're taking care of it well, then, then, I mean, that's really what we're called to do.
• 39:47
  And so where, where I think a lot of, and so when we talk about God, I'm a Christian. I'm a born
• 39:52
  again believer in, in Jesus Christ. And like that, I don't have a problem saying that full well
• 39:59
  knowing. A lot of people out there already like, even listening to this, they're like, oh boy,
• 40:02
  here we go. But I would do what to say is that I ain't your normal Christian, right? Or what you
• 40:08
  maybe even think is a normal Christian or what, what I believe is just the, the Christianity community
• 40:16
  has gotten a lot of it wrong. And, and, you know, and when I look in the word of God, and I'm reading
• 40:21
  through this here, and then I'm trying to line up what a lot of you mentioned, just religion
• 40:25
  is taking place. And I'm seeing the differences throughout the word of God. I'm like, this is, this
• 40:30
  doesn't make sense. And, and part of that even is, you know, when, when, why so many Christians
• 40:37
  actually even struggle with this idea or concept of, of making money, they're like, well, if you make
• 40:43
  money, you must be greedy. You must be a, you know, a bad person because you're going to do bad
• 40:47
  things with it. It's like, well, no, if that's kind of the boy, like we're, we're, you know, and
• 40:54
  this is where I believe the church in itself has gotten a lot of things backwards. And this is why
• 41:00
  first off, if, if, if, if you're a true Christian and you're like, you want to, you want to show
• 41:09
  people, oh, God's the way. And, and you should, you know, accept Christ into your life. Like, you
• 41:15
  should have the fruit in your life that people want. Right. And, and when I go, when I look around,
• 41:20
  and I even see, you know, the freaking car driving down the road that's got the Jesus fish in the
• 41:25
  back of the, the windshield, it's like a 1984 Pinto. Like, I don't want any of that. Like,
• 41:30
  are you kidding me? Right. And so it's, it's, it's, it's, I've just been real here because it's,
• 41:37
  I think this, it's a frustration for me. And even just an understanding that it's never even about
• 41:42
  the money or the material things that you get, but it's about the disposition of your heart.
• 41:46
  And I want to be, I believe Christians should be the most attractive people on the planet. They're
• 41:51
  not, they're flat out aren't. And then we're wondering why people don't take it seriously or,
• 41:55
  or, or believe that there's actually authority and power in their God, uh, when they're running
• 42:01
  around here, you know, just hoping to get by and praying for their miracle that God's going to take
• 42:05
  care of them yet, yet they're, you know, eating Cheetos and Netflix and then chilling on that.
• 42:09
  And it's like, we're called to work and, and, and make money. It's, the Bible tells us many times,
• 42:15
  you know, about the power of money, power that we give it, that we give over it. But also,
• 42:20
  it says that God gives us the power to create wealth and that we should actually be doing that if
• 42:25
  we can steward it well. And so that's where, where my heart is with it. It's like, that's what I
• 42:31
  want to do. And, and I'm not going to sit out, be the dude on the street corner on my, uh, soapbox
• 42:37
  with the bullhorn, say, and turn her burn, uh, cause who that wants that? Like, I mean, what, I don't,
• 42:43
  I can't imagine that there's ever been one person that's like, you know what? That guy's right.
• 42:48
  I should go listen to him, right? Like, what do you know? But I want my life to have the fruit
• 42:56
  in it that other people want, right? And not from a, a, a, uh, arrogant type standpoint, but I want to
• 43:03
  be able to, to walk this life out in a manner where, where people can actually truly, uh, see that
• 43:10
  it works, that there's these biblical principles actually work. Uh, and, and if you actually apply
• 43:16
  them, cause I do believe there are true principles that at work within the Bible, no different than
• 43:20
  the law of gravity, there's, there's spiritual laws that apply if, if you actually, uh, see them
• 43:27
  through and just so many people don't. So I'll get off my, my soapbox there on the Christian
• 43:32
  community, man. But that's really what, why I've doubled down because it, it's, it's not about
• 43:36
  religion. It's, it's a relationship and, uh, just how incredible my, my, that my life has been,
• 43:42
  now that I actually have that foundational truth and an understanding of, of why I do what I do.
• 43:47
  And, and outside the content, outside of Christianity, I think the important thing is, is holding
• 43:51
  yourself accountable and, and removing the selfishness and giving back to people that are in the
• 43:57
  community. I think that transcends any religious or non-religious community. I think that those are
• 44:02
  just good things to do. He bent and absolutely, yeah, absolutely. Okay. I want to go into, okay. So
• 44:08
  the five pillars that you particularly chose, why are these important? And, and try and tie them
• 44:13
  back to somebody who was like a high performance individual, somebody who was trying to build something
• 44:17
  an entrepreneur. Um, how do they sort of think through these different things? How do they impact
• 44:21
  their life? And what are the pillars as well? Yeah. So the five pillars, uh, I mentioned them
• 44:25
  earlier, but mental, emotional, physical, spiritual, and financial and, and why I believe these are
• 44:32
  so important. Uh, I kind of equate this back to, we have some, some events called become the CEO
• 44:38
  of your life. And why we, we've called that that was really, I think if we were to approach life,
• 44:45
  like we approach business, like the way a CEO overseas and runs a business, uh, there's,
• 44:51
  you know, the sales department in business, there's the marketing department, there's HR, right?
• 44:55
  There's maybe the fulfillment side. Uh, there's all these different divisions. And when you're
• 45:01
  running a business as a CEO, they got to make sure that they're pulling levers and making sure that
• 45:06
  everything's running at a high level. Uh, but if you take that concept and you think, okay, if
• 45:13
  as the company as a whole, if the sales department is struggling, they're not bringing in sales to
• 45:17
  the company, who, who has a whole struggles? The entire company, right? The whole company. Yeah,
• 45:24
  if they don't make money, the lights are right. That's yeah. So if sales is crushing it, uh, because
• 45:29
  marketing's doing a good job, but, uh, nobody's fulfilling the orders, who struggles? Like the
• 45:36
  whole company, right? So it's, it's an understanding that everything needs to, to be operating well in
• 45:42
  order to have a, a, a good solid business and, and something that's going to continually, uh,
• 45:48
  create, you know, create revenue. And, and so that, that's, that was my idea or concept with this,
• 45:53
  like mentally, if I'm crushing it in business, but mentally and emotionally, I'm, I'm a freaking
• 46:00
  train wreck, who, but, but financially, everything's good, but everybody hates me because I'm a boss,
• 46:07
  and I'm not an actual leader, right? Like eventually, that's not going to last long, okay? Or, or
• 46:12
  how many actual, uh, CEOs will call it are, are crushing it financially, but their health,
• 46:19
  they're like a walking heart attack, right? Or, or they're spiritually, they're like, I'm doing
• 46:24
  this, but I'm not really sure why I'm doing this, which was me for a good chunk of my life. Like,
• 46:29
  I'm doing this because I want the, the, you know, I want the jet, I want the, the Ferrari, I want all
• 46:35
  these, these great things and then still feeling like crap at the end of the day. And so if, if,
• 46:41
  if we can operate in excellence, knowing that one isn't necessarily more important than the other,
• 46:45
  but they are all important, okay? Mental, your mental health is really important.
• 46:50
  Emotionally, and the, and the difference between mental and emotional, mental, it's, it's,
• 46:54
  mental would be more of like, I'm, I'm, I'm coming to a situation and be optimistic. I can be
• 47:00
  positive. I'm mentally strong, but emotionally, what happens to you when stuff don't go, it doesn't
• 47:07
  go your way, right? Like a bike Tyson's like, it's, everybody's got a plan until they get punched in
• 47:12
  the face. And what are you going to do after you get punched in the face? And so how are you
• 47:18
  on the emotional level to be able to, you know, lead your marriage or lead your family, lead,
• 47:23
  lead your company the way that you need to? And so everything is, is, is for the greater good,
• 47:30
  but we can't be neglecting one or the other to try to get the other ahead of one because
• 47:36
  that's not a sustainable life that anybody wants to live, you know, long term. And so that's the
• 47:41
  idea behind these five pillars. And, and so we coach people through this process of, of, you know,
• 47:47
  how to develop the core values and, and their mission, their vision, their purpose for their life,
• 47:52
  you know, and then from there, some people come to us and it's like they, they want to do
• 47:56
  start a business, but they don't know how. So we'll walk them through that, but we're always going
• 48:00
  to start with this, these foundational truths of like, why? Like, why, why do you want to start a
• 48:06
  business? Number one, I'll tell you, it's a lot of work, right? And you better like have some
• 48:10
  delayed gratification, right? And so it's, it's understanding that, you know, what's going to,
• 48:17
  what's going to push you through to when emotionally things don't actually go your way. And ultimately,
• 48:23
  just kind of walking people through that process. So that is the five power pillage, man.
• 48:30
  No, it's, it's very important. I love, I love like simple, I love simple frameworks that can have
• 48:36
  a meaningful result. If they get these things right from the get go, because like you said,
• 48:40
  these things obviously very much apply to entrepreneurs, but they will also apply to entrepreneurs
• 48:44
  that people within a company that are just trying to figure out how to excel again. Anybody
• 48:49
  who is, is trying to push themselves so that they're doing more or moving up or
• 48:56
  getting, or, or taking on more responsibility, you have to do these things very gracefully,
• 49:00
  because if not, there can be a lot of negative in, in quote unquote, succeeding or, or getting
• 49:06
  the raise or starting something new. There can be a lot of negative to it as well. So I think that
• 49:10
  setting yourself up and like your, your framework, like your cornerstone from like the ground up with
• 49:15
  these types of spiritual, mental, emotional, financial, physical, I think these are so integral.
• 49:22
  And I don't think you should ever sacrifice one for another. And I think that I'm going to pull
• 49:26
  a number out of the air, but I'm sure I'm not that wrong. Like 95% of entrepreneurs definitely
• 49:31
  sacrifice some of these things for other. Absolutely, man. Right. Yeah. If not more than that for
• 49:35
  sure. That's a good yes. Like 99%. Like every, like the house, like people just balance is not a
• 49:41
  thing. Because again, the worst shouldn't be balanced to be like integrated, especially in an
• 49:45
  entrepreneurial environment. Like you, whatever you're doing is not going to be easy. I need a
• 49:50
  better word. Definitely at the beginning. Oh, I need a better word than harmony, because I feel
• 49:53
  like harmony is such a sissy word, man. What would have led me out here? Like I guess you could do
• 49:59
  like integration. You could do like harmony. I'll think of something. I'm not thinking of it now,
• 50:06
  but I'll think of something. I'll show you. That's the job. Anybody listen to this thing? Like,
• 50:09
  you know, DM entity. Yeah. I usually have a better word for basically, basically making it so that
• 50:15
  you what you do, how you operate in life is checking all the boxes, but every single day.
• 50:22
  There's no, there's no, there's no, there's no, I think like the, the proper way to say is like
• 50:26
  enjoying the journey, but doing the journey properly. Probably absolutely. Absolutely. Man, because so many
• 50:31
  people will, as you mentioned, just like, they'll, they're so focused on what they want in the future
• 50:37
  that they're not present with who they are right now. And so you got to trust the process.
• 50:43
  Number one, success leaves clues. So if you're looking to, to start a business, like go find somebody
• 50:49
  that's already done that type of business and just go be around them, right? It's like that
• 50:54
  comes back to just find the fruit and people's life that you want. Go freaking be around. And that's
• 50:58
  what I've done in every tier of my life. Tier. I don't know if that's the right word, but like,
• 51:05
  it was like, I want art portion season. Yeah. Yeah. It's like, I wanted it. I wanted what they,
• 51:09
  they, I found out what I wanted and I looked for people that had it. And then I just went them and
• 51:14
  asked, I should do that. And then I'm just going to follow those steps. And so it's, it is a, a,
• 51:24
  it really, back to just the success leaves clues. It's like just, you got to be looking for those
• 51:28
  opportunities. As we talked about, like what an entrepreneur should be doing. Look for those
• 51:32
  opportunities. Bring your passion with you. And, you know, just enjoy life. It's way too short,
• 51:37
  man, to not enjoy what you're doing. Amen. Amen. All right. The other thing that I want to go
• 51:44
  into, which I thought was another interesting point, because we kind of touched on it. We danced
• 51:48
  around it. What are, what are your particular leadership principles? You mentioned in, I think,
• 51:55
  in a lot of, a lot of the content you put out, steward leadership principles. So there's four of
• 52:00
  them. And why are these the most important leadership principles? We didn't really go into
• 52:04
  leadership too much, but I know that everything we talked about is kind of a good leadership lesson
• 52:09
  to take in mind as you grow, but go into these ones in particular. Yeah, definitely. So,
• 52:15
  when I think about steward leadership, and why I broke it down into steward leadership,
• 52:19
  because a lot of people think of leadership, they've heard like servant leadership, right? Even
• 52:26
  in the Christian community, like they say, Jesus was that that servant type leader, which is,
• 52:32
  completely accurate. But I really think from a steward ship standpoint, which is one of those
• 52:37
  words where it's like, what does that even, even mean? And at the end of the day, I think of steward
• 52:42
  ship really as, as management, right? Like if, if, if I'm going to steward something well,
• 52:49
  I got to manage it. And I got to, I got to like understand the responsibility that I need to
• 52:55
  take, which is one of those principles. So first off, there's ownership. I got to actually take
• 52:59
  ownership with this role, whether you think you're a leader or not, you're, you're a leader,
• 53:06
  right? It's just understanding if you're going to step into that role and own the role that you're
• 53:10
  in, okay? Whether you're in a job or if you're a husband, right? Or if you're a wife,
• 53:15
  you're a leader, okay? You're leading somebody at some point throughout your life. So owning that
• 53:19
  role, taking it seriously, and then understanding that, you know, to manage something,
• 53:24
  doesn't mean to just keep it in order. Like think, I mean, if you have a money manager,
• 53:31
  you give that money to somebody with the full expectation that they're going to make more of it,
• 53:37
  right? Like that's their managing it. And that's the same thing. That's a biblical principle that,
• 53:42
  that we were called to manage it and, and do more, which to go for to multiply what we've,
• 53:48
  what we've actually been given. And so taking that seriously is really the concept of,
• 53:54
  of what steward leadership actually is. There's ownership, responsibility, the accountability that,
• 54:00
  you know, we all have, we're going to be accountable at some point with the things that we've been
• 54:04
  given. And then ultimately, just the idea that there is a reward that that that we will receive
• 54:11
  at one point. And so whether it's, you know, the earthly reward of, hey, I'm going to lead these,
• 54:17
  this, these employees well, or lead, lead my sales guys well in order to make money on this,
• 54:25
  this business endeavor, or whatever it is, but there is a reward that's actually due at the
• 54:30
  end of the day. And more so knowing that through that understanding of what steward leadership is,
• 54:36
  there is a servant component to it, right? And leading by example, having that influence in people's
• 54:42
  life, but going about it in a manner that of stewarding it, well, taking it seriously and being
• 54:48
  willing to have that responsibility and accountability is really what we coach out and how I lead,
• 54:53
  you know, all of my companies, but why we teach people to lead in that manner as well. Because
• 54:59
  people want a leader that that's not always right, right? People don't want to just follow
• 55:05
  somebody that that's always right, but somebody that's always real and going to be able to to lead
• 55:10
  appropriately and be able to say, yeah, I got that one wrong, right? But knowing that that's,
• 55:16
  that's okay. But we're going to we're going to lead this thing together or we're running this race
• 55:21
  together. And that's just again, really the idea or concept behind steward leadership versus
• 55:26
  anything else. And the last thing I wanted to touch on, so I want to do this. I want to do one more
• 55:31
  one more question, just a little bit more on sales and influencing that's interesting because you've
• 55:35
  done it for your entire career. And then I and that's also what you teach over. Then I want to go
• 55:40
  into just some rapid fire questions to close it out just to pull out some insights from your from
• 55:45
  your life. But yeah, so I thought, you know, you've you've taught over sales quite a bit. So I'm
• 55:55
  curious as to what your advice would be for an entrepreneur that is trying to sell to influence
• 56:03
  how do how do you do it because you mentioned this a few times that I didn't really go into it
• 56:07
  when you mentioned it, but I think it's a good point to close off on. So you now built a selling
• 56:12
  system, but you are very purposeful about how you sell and not to manipulate not to get people
• 56:18
  things they don't need. So what is your advice for somebody that's trying to learn how to sell?
• 56:22
  Learn how to communicate because at the end of the day, communication is if there's one skill set
• 56:30
  that's going to take you far in life, it's it's how to communicate effectively. If you're married
• 56:37
  or want to ever be married or have that marriage last, learn how to communicate, right? It's like
• 56:43
  I think most divorces are they say that finances is like the number one reason that they get
• 56:48
  divorced. Well, no, it's the fact that they didn't communicate about finances that why people
• 56:53
  get divorced, right? Because if finances was the real problem, then it that's not that's not the
• 56:59
  problem. It's like it's just understanding did they have a game plan to the communicator part
• 57:03
  about it appropriately? That's a call on that tangent. But that's is what I've learned, but I've
• 57:08
  used those skill set to lead organizations into ultimately teach sales principles as well.
• 57:16
  Because, you know, how we say anything is just as it's actually more important than what we
• 57:21
  actually say, right? From a sales standpoint, we have a book a row called intentional influence
• 57:26
  that is we go into a lot of these different sales principles. But one of them being of when we're
• 57:32
  communicating in any in any given situation, the words that we speak really only make up like 7%
• 57:39
  of what's actually communicated 7%, okay? So that means there's 93% that people are receiving
• 57:48
  in a manner where it's more about the tonality that we use, right? In the overall physiology,
• 57:54
  the body language that we have. So, especially when you're selling to a group of people,
• 57:59
  it's a totally different dynamic than here when I'm selling one-on-one. And so we want to make
• 58:04
  sure and here's a prime example just to go back to the 7% is the words 30, what is it? 38% is the
• 58:13
  tonality that we use and then I believe it's like 50, 53% is the actual physiology or body language
• 58:20
  that we have. So I think that equates to 100. It's pretty wet around those numbers. I don't
• 58:25
  get the book. I can't do that math in my head. But the real point is if I mean,
• 58:34
  if anybody's got a text from their spouse or significant other that it's like you ask a question
• 58:40
  or you say what you're going to do and if you've ever just got the word K or the letter K back,
• 58:47
  right? It's like, is that like a good K or why is there an okay? And then we start to put tone on it
• 58:53
  and go down this rabbit trail of like, well, why, you know, is she mad at me? I don't really know.
• 58:59
  And then all of a sudden, she was just in a hurry and she just had to put K real quick. It wasn't,
• 59:03
  you know, what she said wasn't there was nothing there. You just write into it exactly. So,
• 59:09
  so those are what's just so important when communicating effectively and why I freaking hate text.
• 59:14
  So even with our sales guys, when we're communicating, it's like I use an app called Boxer like I'm
• 59:19
  going to I'm going to physically talk into it and even this like why I do most of my interviews
• 59:25
  like this, I do standing up because I, you know, you can feel it. You can hear the voice inflections
• 59:31
  that I have based upon the stories that I would tell because it's impactful versus just somebody
• 59:37
  that's going to come up here and say words for, you know, what I mean, it's just like it's so
• 59:41
  important when when there's an energy to it. There's more to it. Yeah, absolutely man. So,
• 59:48
  so yeah, that that that's really what we teach from a sales standpoint is how to influence how
• 59:52
  to communicate effectively because that you can, you can do, if you could do that, it doesn't matter
• 59:58
  what the product or service is, right? You can, I'm proof of that. Our system is proof of that.
• 1:00:03
  So, I mean, it's good, right? You want to make sure you're providing a good product or service,
• 1:00:07
  but then if you can communicate effectively, you'll be able to do anything, whether you're a
• 1:00:12
  stay-at-home dad or a IT person or CEO. You can, you, anybody can, anybody can learn effectively
• 1:00:20
  how to be a salesperson at the end of the day. Yeah. Okay, and then before I, okay, so I'm
• 1:00:27
  going to pivot to rapid fire, but just to close out any other, any other, any other excuse me,
• 1:00:32
  closing, closing thoughts on on what you hope to accomplish, what you hope to teach over,
• 1:00:38
  what you hope to inspire people to do like when your time on earth is gone. What do you want
• 1:00:44
  people to say about you and your work? Oh, to say about me, I would say that
• 1:00:53
  the, back to the living that legacy to leave that legacy, that's really what I want, I want to
• 1:00:58
  them to say that I led by example and, and the fruit in my life actually was what proved that,
• 1:01:05
  and so because I, anytime that I seeked out a mentor in my life, it was, it was great because
• 1:01:13
  they had that particular fruit that I wanted. And then when I got close to them and maybe peeled
• 1:01:18
  back the hood a little bit and realized that that wasn't what I thought. That's not what social
• 1:01:24
  media said, right? Let's just start like that was the picture that I painted and I'm like, okay,
• 1:01:28
  guys are freaking trained record. This woman is not what I, what I thought. And so I never want
• 1:01:34
  that to be the case of what people experience with me like what you see is pretty much the
• 1:01:39
  place you get, whether you like it or not, that's the fruit that I got. And so that's, that's
• 1:01:45
  ultimately just creating an environment where, you know, where people are, you know, number one
• 1:01:51
  feel loved and accepted and just want to do life together is, and ultimately that's what we coach
• 1:01:59
  in our, in our program. And, and what we're teaching the philosophies that, that we teach,
• 1:02:05
  that are going to be passed down to, to Ellie, my daughter, in ultimately just that, that, that she
• 1:02:10
  is the fruit that are one of the pieces of fruit, ultimately that, that I had actually lived on
• 1:02:16
  this earth. So how's that? I love that. It's amazing. Where do people connect with you?
• 1:02:21
  Where your social, your website, all that? Yeah, so I've got a podcast called The King's
• 1:02:25
  Council Podcast. If you're listening to podcasts, I imagine most of your listeners listen to
• 1:02:30
  the podcast. Hopefully, right? Yeah. Yeah. Yeah. The King's Council podcast is, is, uh, we've
• 1:02:36
  got new content every week on their man or YouTube. You can find that on there too. But, uh,
• 1:02:41
  that would be the best spot. King's Council podcast. What, what's a social handle for you to,
• 1:02:45
  like a Twitter Instagram? What's, what's Instagram? So the Riley meek. And as, as, you know, Riley
• 1:02:51
  has spelt a little different than, than most people, but R Y L E E M E E K. So the Riley me
• 1:02:58
  perfect. Um, okay, let's do a couple of rapid fire to close this out. Uh, biggest challenge.
• 1:03:03
  You've overcome in your personal or professional life. What was it? Had you overcome it? Would
• 1:03:06
  you learn from it? Ooh, I would say his challenge, jeez. My folks got divorced and I was five.
• 1:03:13
  And, uh, I would say, I don't go with that. Just really because it wasn't something that,
• 1:03:19
  you know, I had any control over, but, uh, it was something that I felt like I had to navigate.
• 1:03:23
  I really think it was, uh, my first understanding of what sales and marketing was, uh, you know,
• 1:03:32
  in how to, when I was with one parent versus when I was with the other, I had to navigate through
• 1:03:37
  a lot of that and, and without trying to make, without, without launching one parent to feel like
• 1:03:42
  I loved one or the other. And like, as for a five year old, I, I mean, I vowed to myself and this
• 1:03:47
  is why I struggled so much with my divorce was I made that vow to myself at a young age that I
• 1:03:54
  was never going to put my child through that. And, you know, that, that I did. I actually did
• 1:04:00
  do that. And so it was very hard for me to, to swallow that, but, you know, learn through that
• 1:04:06
  process of, of what I really wanted Ellie to, to learn and know what a true relationship
• 1:04:13
  should look like, uh, versus what, you know, her, and, uh, her, her, her mommy and I had prior to.
• 1:04:20
  And so, uh, I'll go with that, man. How about that for the biggest challenge?
• 1:04:24
  No, that's, that's amazing. That's, and that's a tough, that's not an easy one either. Um,
• 1:04:28
  okay, next question. If you had to pick one person, obviously, there's been many,
• 1:04:32
  but pick one person who's had an incredible impact on your life. Who was it and what did they teach you?
• 1:04:37
  I would say my stepdad and, uh, mainly because he had, uh, raised me really from when I was like
• 1:04:46
  eight years old through 13, uh, which was really a prime age in my life. I spent a lot of time with
• 1:04:53
  him. You know, I ultimately still went to, to live with my dad and, uh, but during that time was a,
• 1:04:59
  you know, my stepdad was the guy who had a business, uh, and was an example that I could,
• 1:05:04
  do whatever I wanted. Like it, you know, it allowed me to really open up my, my eyes and see
• 1:05:09
  that there was more to life than just working a nine to five job and, and that I could actually
• 1:05:15
  go and do and, and accomplish more than just what I saw in my small little community in South Dakota.
• 1:05:22
  If you had to pick a book or a podcast, um, something that had an impact on your life, what was it?
• 1:05:27
  Uh, a book would be the science of success. Uh, James Arthur Ray was one of the book I read when I was
• 1:05:35
  like 18 it freaking rocked me. Uh, I think the guy might be a prison now, but, uh,
• 1:05:42
  so he's a little out there in some, some of this concepts, uh, but like for a spiritual standpoint,
• 1:05:50
  but you could take a lot of what he, he taught through his book. I thought I grabbed a hold of it
• 1:05:56
  right away, uh, which I think is just, uh, was a lot of me to get open my mind a little bit different
• 1:06:03
  and that there, there actually is a science to success. It, it starts with our mindset, uh,
• 1:06:09
  and that that's one that really had a huge impact on me growing up.
• 1:06:13
  If you could tell your 20 year old self one thing, what would it be? Um, trust the process.
• 1:06:20
  Trust the process. And then last question, uh, what does success mean to you? Success.
• 1:06:26
  So I will say, uh, I, I actually thought a lot about this and I, I used to think success
• 1:06:34
  was I, I want to do what I want when I want where I want with who I want, how I want. Like,
• 1:06:38
  that was like why I, I, I freaking ran towards money and business and tried to acquire wealth.
• 1:06:47
  Um, but at the end of the day, I, I really believe success is, is understanding
• 1:06:53
  why you are created and, and finding what that purpose is and then pursuing it until the day you die.
• 1:06:59
  And, uh, because there's nothing more frustrating than, than experiencing, quote, unquote, success.
• 1:07:05
  That's not your actual purpose. And, and I live a proof of that. And so if you can find that
• 1:07:11
  purpose and understand what that really truly means to you personally individually, because
• 1:07:17
  mind is different than your Scott or any, you know, any other listeners on here,
• 1:07:20
  where we all have our, our own drive and purpose, uh, reason why we would, we created on this
• 1:07:26
  earth, right? And God knew that you would need it to be on this earth for a specific reason. Uh,
• 1:07:32
  and, and you are the only one that could actually do it. Otherwise, why would you be here?
• 1:07:36
  And really truly understanding that. And it's not even actually acquiring it or achieving it,
• 1:07:40
  but it's, it's walking that purpose out, uh, until, until the day you die.