Latest / Success Story with Scott Clary / Dean Graziosi - New York Times Best-Selling Author, Entrepreneur, and Investor | Millionaire Success Habits

Transcript

Dean Graziosi - New York Times Best-Selling Author, Entrepreneur, and Investor | Millionaire Success Habits · Success Story with Scott Clary

• 0:00
  We all want an unfair advantage, whether you say it out loud or not, right?
• 0:03
  And sometimes when it doesn't work or we try something, we don't realize we were missing some of the ingredients.
• 0:08
  The thing I'll say is sometimes to move to take uncomfortable action, you gotta go to the dark side.
• 0:12
  Do whatever it takes to get momentum. Use it. Use whatever dark side, light side,
• 0:18
  goals, dreams or pain you can to go no more waiting, no more hesitating. I'm freaking go.
• 0:25
  How would it feel after God described you current life and then played the video the
• 0:29
  men you could have been? What would you wish? There is no easy but everybody's looking for
• 0:33
  where's the button? It doesn't exist. You're gonna fail. You're gonna question yourself.
• 0:36
  You're gonna get in a fight with your significant other. You're gonna miss freaking baseball.
• 0:40
  You're gonna miss the dance recital. Some of that crap's gonna happen, but it only has to be
• 0:44
  for a season and a reason not your whole life. And if you don't change it, it could be your whole life.
• 0:49
  Your past can be your fuel or your anchor. You can decide is my past going to be the thing that
• 0:54
  says because of that past I must or because of that past I can't. Is the American dream dead?
• 0:59
  Solid question. In recent years I think...
• 1:04
  Welcome to Success Story. I'm your host, Scott Clary. The Success Story podcast is part of the
• 1:09
  HubSpot podcast network. HubSpot has been a huge supporter of the show since day one and I chose
• 1:14
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• 2:29
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  slash service to do more for your customers today.
• 2:45
  Dean, thank you for joining me. I really, really appreciate you taking the time. I'm excited to do
• 2:49
  this. I'm going to be following that. It's going to be a lot of fun. I love to kick it off with
• 2:56
  just a very basic, simple question, just to frame it for the audience. And everybody's a little
• 3:00
  bit different, but I want you to tell me, is the American Dream dead?
• 3:07
  Solid question. In recent years, I think the American Dream, there's a lot of things that got a
• 3:15
  bad name in recent years. But if you look at the foundation or the fundamentals, at least in my
• 3:20
  opinion, and this is purely my opinion, the American Dream can exist wherever you are in the world.
• 3:25
  I mean, when I look at the American Dream, except everybody here could have their own opinion,
• 3:29
  first of all, great to meet everybody. Great to hope you're, hope you're shutting off your
• 3:32
  phones or distractions. I know there's lots of options that you have, but I'm in a mood today,
• 3:38
  and I know Scott's on fire. We're going to have some fun today. If you're looking to start scale,
• 3:43
  take that business to the next level, that's my whole life. It's all I've been talking about,
• 3:46
  27 years, all I've been doing with my personal life. So I always want to say thank you for spending
• 3:50
  this time with me. It's going to be a good one. But I wanted to share my interpretation of the
• 3:55
  American Dream Scott is my grandfather left Italy in the late 1800s, early 1900s, left Italy,
• 4:04
  didn't have the money to really get a ticket to a ship to take him here. So his parents gave
• 4:11
  him permission to take his donkey. He sold his donkey when he got to the port, didn't have enough
• 4:16
  money. And then he made a deal with the captain that he could work and shovel coal in the engine
• 4:22
  all the way to America. So figure by the time he got there, he didn't have a dollar in his pocket,
• 4:25
  didn't speak the language, went to Ellis Island, get kicks off, gets kicked off in New York City and
• 4:30
  says, good luck. And this man left, I've gone back to where they came from. He left this beautiful
• 4:35
  place, but he knew his life. He knew he was meant for something different. He was meant for more.
• 4:40
  He had this calling. And he left and my thought of the American dream is he started as a waiter
• 4:47
  in an Italian restaurant. Then he became the manager of Italian restaurant. And before he passed
• 4:51
  away, he owned his own Italian restaurant in upstate New York that my grandmother worked at,
• 4:57
  that my, that my mom and everybody worked at when they were done. It was gone by the time I was born.
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  But to think that that man left Italy with nothing and two generations later, I get to be blessed
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  to make impact and do more things that I could ever imagine possible and be able to retire my
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  parents and feed tens of millions of people through, through feeding America and build churches and
• 5:20
  employ hundreds of people and all those things. That is the foundation of the American dream.
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  Some of the American dream was also crafted during the industrial revolution when there was lots
• 5:30
  of jobs available. I get that. But my opinion of the American dream is you have the opportunity to
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  go as far as you want, not based on your pedigree, not based on your religion, not based on your
• 5:40
  education, based on your ability to model proven practices and persist until you succeed.
• 5:48
  Maybe that oversimplifies it, but that's maybe I'm the little naive, maybe I'm two rainbows, puppies,
• 5:53
  and butterflies. And me, it's like if you have a desire, if you can find somebody who's already
• 6:00
  done what you want to do, you can get rid of the crappy excuses that all of us have stuck in our head.
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  And we can keep moving forward and have a culture of progress, not a culture of perfection,
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  not a culture of comparison, but keep moving forward eventually around one of those corners of
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  struggle will be your next level. And I believe it is, I believe we're going to have a resurgence
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  of the American dream. I think since COVID, things have just been so fragmented and shifted. And if
• 6:30
  not forbidden, we don't have the same beliefs when it comes to government or politics, we should
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  eat each other, right? The loud fringes, the loud 3% on the right, and the loud 3% on the left
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  has made it to where all of us in the middle were so similar, feel uncomfortable. And I believe it
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  went too far. Could be my opinion again, some people might not agree with me. I wouldn't. I
• 6:51
  agree with you for the record. I agree. I think it's way too far. It's way way. It's not
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  reality. Yeah, it's not reality. I think it would so far that I think it's going to rebound so hard
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  where the American dream, you'll be proud to say I want the American dream no matter where you live
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  in the world. You'll be proud to say that I'm a capitalist. You'll be proud to say that I'm
• 7:10
  an entrepreneur. You're proud to say that I yes, I make money and I employ people and I donate
• 7:14
  and I take care of my family and I take care of my church and I tell or whatever it is you want to
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  do. I think we're coming back to a place where you could be proud that you want success and you go
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  achieve it. And with technology, you could be scared or you can get in front of it. I believe this
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  is the time for prosperity. You just got to get this right between your ears. Yeah, and that's
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  the hardest part, right? So what COVID did, what social media does is it fragments people. Like you
• 7:38
  said, everybody feels like they're living in this little isolated silo. And I mean, a lot of what
• 7:45
  you and me both subscribe to is alternative forms of education, community, finding mentors,
• 7:52
  networking, working with people who have figured it out so you don't have to reinvent the wheel.
• 7:56
  These are all things that make sense to us. However, I feel like COVID almost made people
• 8:04
  who have not already bought into the concept of if someone else can do it, you can do it as well.
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  All of a sudden it gets scarier. And the career that you thought was stable that maybe you
• 8:15
  wanted to work for 20 years and then start to build a side house. All of that was pulled out
• 8:20
  from underneath you as well. So now if you're in this fighter flight mode and you don't even think
• 8:26
  a career stable will now entrepreneurship looks 100 times more scary, harder, whatever it is, right?
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  So how do we fix this? What's the fix? Yeah, so here's the right thing. I think we all want an
• 8:41
  unfair advantage. I mean, whether you say it out loud or not, right? And sometimes when it does
• 8:45
  work or we tried something, we don't realize we were missing some of the ingredients, right?
• 8:50
  I mean, I love to look through this lens of, you know, if I haven't shared this much and I'm
• 8:56
  telling you now you're doing a live event here soon and I'm going to be sharing it that day,
• 8:59
  but I'll go deep-run it. But I want to share it with you because I love the way you think.
• 9:03
  You know, I said sometimes when we want success, right? That's something. So if you're here,
• 9:09
  you're listening, you're watching, you're somebody that knows you meant for more and you're looking
• 9:12
  for a competitive edge. You're looking for unfair and you're looking where to start and looking to
• 9:16
  finally break through to stop dabbling, to not feel like a procrastinator, to be scared and more.
• 9:20
  I get it. I felt every one of those emotions, I still do. We just know how to overcome. So please,
• 9:24
  no, I'm not talking to blaze. I used to be like that. I'm like that at every, every turn.
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  Still, it never goes away. You know, I'm partners with Tony Robbins and that man pushes me so much
• 9:34
  and sometimes I'll walk in a room and there's three billionaires and we're doing something big.
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  I'm like, I don't belong in this room. Why are they going to figure out is somebody going to ask me
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  to leave like this? So those feelings never go away. But I wanted to share this. I thought this
• 9:46
  was a cool analogy. Sometimes we have two out of the three right things to be successful. We go
• 9:54
  all in and we don't we realize it's like having a car that's an eight cylinder, but you only had six
• 9:58
  spark plugs in it and you wonder why it will run right. So I was thinking if it was 1897 and you
• 10:05
  were talking about the American dream, let's talk about America in the late 1800s when there was the
• 10:09
  gold rush and people, if you were on the east coast, people would say, you got to go west. You got to
• 10:13
  go to California. There's gold. You can prospect. You can get land, right? If you were going to take
• 10:18
  that trip and a horse and carriage in the late 1800s, you would need three things. You would need a
• 10:24
  map. First off, you couldn't just say, I don't know. I'm going to go to where the sun is setting and
• 10:28
  drive that way. You go off a cliff. You go into a lake. You hit a mountain. You freeze the death. You
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  you know, attacked by Indians. I don't know. So you need a map. We don't just need a map. You need
• 10:36
  the right map. I promise this will answer the question you're talking about. You ask me. No,
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  no, you're a good storyteller and stories and stories make things stick. So go for it. I'm not.
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  You need the right map. Somebody just wrote the map on a back of a piece of paper because they were
• 10:50
  there once you get lost. You're done. You're going, getting by Kyle. So you need the right map. But
• 10:56
  don't you also need a guide? Like, if you got the map, you need somebody to say, Hey, it's got
• 11:00
  I know you're halfway there. You're feeling down. Come on. We got to go. I know the wheel fell off
• 11:04
  the wagon. Here's how we fix it. Oh, you got a little turn around on the map. Don't worry. I've
• 11:07
  been here. Let's pull you back. Let's go this way. And you need the guide to help get you there.
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  Inspire youth. Keep you accountable and bring you all the way to the cave or the mine or the
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  gold set, right? The problem is even if somebody gave you the right map and you have the right guide,
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  right? You don't want a guide that's like hung over. It was there twice. You want the right
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  back. You want somebody who's actually done what it is you want to do. But if you get all the way
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  there and they go, there's where the gold is. It's right behind that rock. And you don't have
• 11:34
  many tools. You're screwed. You can't dig through a rock with your fingers. And if they gave you
• 11:39
  the wrong tools at the hand, just spoon and go, Hey, get the gold. You're like, Oh my God. And
• 11:43
  what people don't realize, you need the right tools. You need a jackhammer. You need something to
• 11:47
  get through. You get the gold. What you may not have realized as you're on your this journey. I'd
• 11:51
  want to do your own thing in this crazy time is I'm just going to tell you be looking out for
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  things where you can model proven practices. The map where you can get someone to guide you and
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  keep you accountable. If you if you work out consistently, consistently, most of you either have
• 12:05
  an accountability partner or someone you work out with the gym or you have a train, right? You need
• 12:09
  a guide to bring you across. But at the end of the day, you've got to have the right tools, right?
• 12:14
  If you have yesterday's tools or the wrong tools, it doesn't work. And I bet if you look back at
• 12:18
  three past opportunities or even scaling your own business, I bet you one of those three were missing.
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  You might have had education and tools, but no one keeping you accountable. You might have the
• 12:28
  right tool, but you know how to use it. You're you're you're you're jackhammering in the wrong
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  direction. So I think when you look at where we are in history. So here's our title together.
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  Why I believe, and so does my partner Tony Robbins. Why we believe this is the greatest time
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  in at least in our history on this earth is because so many people are stuck because of uncertain.
• 12:51
  They're waiting to see what happens. They're waiting to see the way the world goes. Which way is the
• 12:56
  is politics going to go? Which way is inflation going to go? Which way is interest rates going to go?
• 13:00
  When am I going to what if I do this and people look at me sideways because I'm doing my own
• 13:05
  thing? Is that if I my greedy and I just want money and I don't want people to look at me that way?
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  So maybe maybe I shouldn't speak by mind because maybe I'll this off half of the people that that
• 13:14
  could be my clients. Oh, this is just a hard time. All right. I want to just reach through the
• 13:20
  following and reach through the and shape people though. Don't wait. Don't you understand? You
• 13:23
  have no competition right now. You have no competition because everybody's waiting. This is the time
• 13:28
  to get the guide to get the map to get the guide to get the tool model proof of practices and take
• 13:34
  uncomfortable action. And the last thing I'll say is sometimes to move to take uncomfortable action.
• 13:39
  You got to go to the dark side. Like everybody says, what gets you to move? What makes you excited?
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  You don't always have to live in the dark side, but sometimes you got to go there. What do I mean by that?
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  Do whatever it takes to get momentum. If you think, hey, if I lead my life the way it is,
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  I'm going to be like my parents. Well, no, I mean that in a bad way. Use it. If I don't use,
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  I'm going to miss out on my children's entire childhood. I won't even know if that's painful.
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  Use it. If you say, I don't, I'm going to be stuck in the career I'm in or the business I'm in
• 14:07
  that I freaking hate for the next 60 years. I'm going to be in my deathbed. It's off. Use it. Use
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  whatever dark side, light side goals, dreams or aim you can to go no more waiting. No more
• 14:19
  hesitating. I'm freaking going. What was your dark side? I said it first. I don't want to be like my
• 14:26
  dad. You know, I could give a whole bunch of, I could give a whole bunch of reasons. My dad's an
• 14:31
  awesome guy still alive at 88 years old. My dad was married five times. He was the youngest at 12.
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  Physically abused his whole childhood. Never really got help for it. And just amazing man,
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  it was just a little off. I'd say if he was here and he knows and he's in a beautiful state,
• 14:46
  in a beautiful place now. But the youngest at 12 didn't talk to his brothers and sisters.
• 14:51
  My mom didn't talk to him since I was three years old. My sister is five years older than me. She
• 14:55
  doesn't talk to him. So this is a guy that struggled financially, struggled with relationships.
• 15:00
  And I just saw money was always an issue for me. It was always like choking never enough. When I
• 15:04
  lived with him, we run down cars, go to school without lunch money. And I just remember,
• 15:08
  and if I do what he does, I'm going to get what he has. And I have to do something different.
• 15:13
  And simultaneously, my mom worked three jobs to support us. And we come on late every night. And I'm
• 15:18
  like, so I don't want to be like him. And I'm going to retire her. I'm going to be thinking that
• 15:22
  at like 10 years old Scott, like we all have our stuff, right? But that was my 10 year old version.
• 15:28
  So that was probably by dark side. So when I'm not, when I'm, you know, if I say, I want to be a
• 15:32
  better version of myself, that's not enough. I look at me and I go, do you want to be your dad? It's
• 15:37
  hell, no, let's go. I asked why I asked what your dark side was because your dark side, I don't
• 15:44
  think is that different from a lot of people. I think that that's a very normal dark side. You know,
• 15:50
  they're going to have their own version of it. But I think a lot of people have even if they
• 15:54
  didn't struggle with money, you know, they were just comfortable or just okay. Or maybe they
• 16:01
  didn't go on as many vacations as they would have liked or some, some years were more difficult
• 16:06
  than others when they're spotlight on. Yeah. Sometimes when money is not there at the level you
• 16:12
  would hope is you're just lacking complete control of your calendar. Like that's, that's the easiest
• 16:17
  way for me to boil it down. It doesn't mean, you know, most, I'm betting most people here if money
• 16:22
  came in, you would take care of yourself first and then the people around. It's not for the
• 16:25
  Lamborghini and the this and the dad. It's, it's so I can do what I want when I want to do it. If I
• 16:30
  want to take my kids to school every day, if I want to go to a softball practice or tennis practice
• 16:35
  and I want to take an extra vacation, but I want to take off for six months because my daughter's
• 16:39
  a teenager, she's going to go away to college next year and I want to immerse myself with her to
• 16:43
  me. That's control your time, control your calendar. And that's a price I'd be willing to, I'd be
• 16:48
  willing to die for claw, claw through steel, you know, crawl through broken glass to have.
• 16:56
  Well, so why, why were you able to move yourself in a direction and understand what your dark side
• 17:04
  was and how you never want it to be there when so many people live in it every single day,
• 17:08
  realize it sucks, but they don't do anything to change your life. Yeah, you know, I could say,
• 17:15
  you know, when you look back, I'd love to say there's a lot of reasons, just luck. Maybe, maybe,
• 17:19
  I was just a little more disturbed than most, right? Maybe, maybe, maybe I let the pain sink in
• 17:25
  more than other people because I want to, I want to like find that thing and get, like, what's the
• 17:31
  motivator that gets somebody out of this shit and allows them to have the confidence in themselves
• 17:36
  to go do the thing? Yeah, so I'll, here's, I'm going to share this. So, um, yesterday, I had, I didn't
• 17:44
  interview with these younger kids and they're doing amazing. They're on YouTube. They interview
• 17:48
  entrepreneurs and, and uh, they, they flew out to my studio and they asked that they could, you
• 17:53
  know, they worked with my team, could I please interview them? And I just got to look young
• 17:55
  entrepreneurs that are trying, right? So I know that they have a huge following and they want to
• 18:00
  convert and I'm just going to hear this with you. They want to convert from just a following.
• 18:05
  They want to create a membership site, but I could tell they're scared to do it because what if
• 18:10
  their clients get mad and I have to ask for money and then I'll seem like a marketer, not an
• 18:14
  influencer and all this stuff, right? So I waited till we were filming live, Scott, and so I think
• 18:18
  this would be the best way to describe it. And I said to him, so, um, he said a similar question,
• 18:23
  why do people get stuck? And why don't they move forward? You know, they said, let me ask you,
• 18:29
  you're doing this, you want to create a site, you want to charge people, you're worried that people
• 18:33
  are going to mad, aren't you? And I could see their faces get red because I just brought it up,
• 18:37
  you're worried that you're going to get comments like trader like sell out, you just want to sell
• 18:41
  us and they're like, oh, I can tell they're getting flustered. I'm like, so I leaned into I said,
• 18:46
  what is that fear? Could that fear stop you from actually doing? They said, yes. So okay,
• 18:51
  secondly, on a scale of one to 10, how painful is that? And he was like denying like, it's so
• 18:57
  scary, so scary. I was like, okay, pause. Now they're, their brothers, the two years apart. I said,
• 19:03
  you're 90 and 92, you're at the end of your life. You go and meet your maker and your maker
• 19:10
  plays you a video of the boys, the men you could have been. But you didn't do it because you were
• 19:16
  scared and they play a video of you, how you impacted lives and you took that next level action.
• 19:21
  But you realized because you didn't take this action, because you played small, because you are
• 19:26
  afraid to move forward, your company dissolved. In fact, you two don't work together, you guys didn't
• 19:32
  work together anymore. You both took corporate jobs because it was safe. Even though you hated it,
• 19:36
  you both didn't work out as much as you liked in your relationship or kind of lackluster because
• 19:40
  the back of your mind, you knew you're this entrepreneur meant for more. I got goosebumps talking
• 19:45
  about it, right? Because I've met so many of these people and you just played life safe.
• 19:51
  I said, how would it feel after God described you current life and then played the video, the man,
• 19:56
  the men you could have been? What would you wish? They were like, they were flustered like, oh my god,
• 20:00
  I wish we'd go back to do it. I said, okay, so how scary is it now that you're afraid one or two
• 20:04
  people will say, sell out? They're like, nothing. It's a one. I'm like, how scary is this getting to
• 20:10
  your end of your life and knowing you missed it? You didn't live into the man that you could have
• 20:13
  been. You settled for who you were and scared to be and they like, I watched this whole release
• 20:19
  and that's what I would say. Whatever it takes, like, I know that might be a story you've heard
• 20:24
  before. I'm not the first one to say, you don't want to get to the end of your life and realize
• 20:27
  maybe today's the first time you actually hear it because life is going by faster than I ever could
• 20:32
  have imagined. My daughter is going to be 18. I can't my oldest like it is going by lightning speed.
• 20:38
  COVID seems like it was a year ago. It's like five now. It's like it's insane how fast things are
• 20:43
  going. So if it's going this fast, I promise you you're going to get to a time in your life and realize
• 20:48
  you did miss it or you did play small or you played it safe and I don't think that's what you want or
• 20:52
  you wouldn't be here. So start feeling those emotions. Get disturbed with leaving your life the
• 20:57
  way it is. Reverse that and say, what can I do today? So let me last thing. I'm sorry. I'm
• 21:03
  on a little bit. Why are you apologizing? This is good. Don't apologize. But think about this.
• 21:08
  So now let's just go back to that and you're sitting with your maker if you believe in God,
• 21:11
  which I do, but you're sitting with your maker and God shows you this is who you ended up being
• 21:15
  by playing small. This is who you could have been. What is your wish? Your wish would be can I go
• 21:20
  back? Here's the cool part. Wish granted. You're here today. 170,000 people died today. If you're
• 21:28
  listening, you're not want to. You're breathing. You're here today. It's a new day. I don't think
• 21:32
  you're 92 on your deathbed today. I'll care for 85. You still got time. Your wish could be granted
• 21:38
  and if you can take that to being more bold, more brave, more creative, then look for somebody who's
• 21:43
  already done what you've done. Model proven practices. Take uncomfortable action and keep moving forward.
• 21:48
  There's no mystery to success. You've interviewed some of the greatest people on the planet. I've
• 21:53
  seen your interviews. You've done amazing stuff in your life, Scott. You know there is no easy
• 21:58
  button. Everybody's looking for it. Where's the button? It doesn't exist. You're going to fail.
• 22:02
  You're going to question yourself. We're going to get in a fight with your significant other.
• 22:05
  You're going to miss freaking baseball. You're going to miss the dance recital. Some of that
• 22:08
  crap is going to happen, but it only has to be for a season and a reason not your whole life.
• 22:14
  If you don't change it, it could be your whole life. I love this. Do you subscribe to
• 22:20
  the Stoicism and like Stoic thought and being very aware of your own death?
• 22:26
  Not really. I think I read on everything. I think I have pieces of everything into my life.
• 22:32
  I just noticed that because it's just this concept of you're just it's not meant to be more,
• 22:37
  but it's just you're aware that at some point you're not going to be on this earth anymore.
• 22:41
  So like let's that have worked that light of fire. Yeah, let's get over it.
• 22:48
  So when you look at the American dream and the American dream does it feels
• 22:53
  that it's out of reach for a lot of people. There's income disparity. There's education disparity.
• 23:00
  So let's speak just to that for a moment because to not speak to the fact that some people do not
• 23:06
  start at the same level is ignorant. So how do we I mean you work with a ton of entrepreneurs,
• 23:11
  you work with entrepreneurs that probably came from very affluent families. Entrepreneurs
• 23:15
  that came from absolutely nothing. I mean you also had a somewhat of a regs to riches story.
• 23:21
  I don't know if you were ever homeless or God forbid at that level, but you work with people that
• 23:26
  probably have gone through addiction and came from absolute poverty and everything. So
• 23:32
  education, find access to finance from your parents from your front, you know, from just where you come from.
• 23:41
  What do we do? How do we serve these people? How do we enable the like a the American dream
• 23:47
  for these individuals that may not come from Ivy League and may not come from parents to make
• 23:52
  500 grand a year, 200 grand a year, 100 grand a year, whatever. There's two things as you were talking.
• 23:58
  I love this topic. You know, I wrote a book called The Underdog Advantage because I really believe that
• 24:06
  we have both talked to people. I know you've heard that story that everybody shared. I mean
• 24:10
  everyone's heard is twin guys. There's two twins. One, alcoholic, broke,
• 24:17
  struggling, and the other one was extremely successful and they came from an abusive,
• 24:20
  alcoholic father and they asked the kid that was an alcoholic and
• 24:24
  followed his father's footsteps and said, how did you end up like this? And he said, how could I not
• 24:30
  look at my father? And then they asked the twin brother. It was massively successful. A CEO
• 24:34
  doing well, a credible family man, when he got tonset. What was the secret? He goes, how could I not
• 24:40
  look at my father? Right. And I believe the underdog advantage to simplify and is your past can
• 24:48
  be your fuel or your anchor. And I know some of you are saying, you don't understand my past. I
• 24:52
  get it and I'm not trying to diminish it. But the worst it is, it could be the more fuel to push
• 24:58
  you. You can decide, is my past going to be the thing that says, because of that past, I must
• 25:04
  or because of that past, I can't. And as simple as that sounds, that's the first choice you have
• 25:09
  to make. Listen, as someone who didn't come from money and I didn't go to college and I lived in
• 25:15
  a trailer park as a kid and all those things, I remember when I was going after bigger things.
• 25:19
  You know, even my own family, my sister included who loves me and I loved her. I was like,
• 25:24
  stop being a dreamer Dean, that's not where we come from. You know, you're doing, I had a collision
• 25:29
  shopping at auto sales at a young age and was doing apartments. She's like, I'm so proud of me or
• 25:33
  blue collar. This is who we are, everybody in our family. And I remember when I get done with
• 25:39
  those conversations and some of your buddies, they'll just be like, oh, dude, you're such a dreamer.
• 25:42
  Come on, we don't get stuff like that. You have two options with that. One, and you go, maybe they're
• 25:48
  right. And one, you go quietly, wait until you see me. You're not going to have to hear what I'm saying
• 25:54
  because what I do is going to be so loud. And I always talk about these subtle shifts. In my book,
• 25:59
  there's a chapter, I'm not plugging my book in anyway, but in the book, there's a chapter called
• 26:03
  the Power of You Can't. When your family and friends tell you, you have two choices to go, probably
• 26:08
  can't or now I must. Right. So there's a shift on all of it. And when you think I need money,
• 26:13
  let me just ask you something. You have any kids, Scott? Not yet. Not yet soon, but not yet.
• 26:19
  I wish you that gift of that something you want. And if you don't, that's cool too.
• 26:24
  But when you have children someday, would you rather leave your kids a massive amount of resources
• 26:31
  money? Or you knew that when you were gone, that they were massively resourceful. Would you
• 26:37
  at all? Definitely the second hands down the second. Okay. Do you know, because you know we both
• 26:43
  do, do you know trust fund kids that have the most incredible resources, resources at their
• 26:50
  fingertips who live miserable lives? I know trust fund kids and not only have miserable lives,
• 26:55
  but die from overdose personally. They lose generational wealth in a generation.
• 27:02
  Regenerations to make it and they blow it in one. Yeah.
• 27:05
  Right. So I know I know the story. Do we know the story of lotto winners with lots of money
• 27:10
  that within three years, they're broker than they were when they started. Right. So is it
• 27:15
  resources or resourcefulness? So when someone says, I didn't go to college. I don't have money.
• 27:20
  Damn, that's the fuel of resourcefulness. That is the fuel of greatness. Why do you think some of
• 27:25
  the biggest companies that started when you ever see the picture of Walt Disney and a Microsoft
• 27:31
  and Apple all started out of garages underdogs with nothing. And guess what? The third one.
• 27:37
  No one sees you coming. Dean. Come on. The kid that barely got it. I suppose he almost failed
• 27:43
  English in the eleventh grade. Come on. He's doing what? That that excites him. Right. So you could
• 27:49
  take these these leverages. You could take these levers and use them as a tool and your toolbox
• 27:55
  earn anchor that you keep dragging. And I'm not trying to diminish, but today is the day you could
• 27:59
  make a decision and go, you know what? I'm going to start saying thank you to all that crap I
• 28:04
  went through because I'm stronger, tougher and more. I have more grit. Listen, my biggest fear
• 28:10
  Scott is I did come through those strategies, you know, through through that process and no money
• 28:16
  and divorces and all that stuff. And now I have kids that are growing up in a different way. If
• 28:22
  you don't think that people I sell rich people problems, my kids that I haven't flown on a court,
• 28:26
  my youngest kids have never flown on a commercial jet. We find like kids are like, Dad, what is the
• 28:32
  big one? I'm like, they don't even know what an airport is. Can I just tell you a really funny story?
• 28:39
  One of my one of my friends also has these problems and it was like a wake up call for him.
• 28:44
  So he lives in beautiful beautiful condos in sunny isles in Florida. In the turnberry and I mean,
• 28:52
  these condos, they probably start at five million or whatever and go up from there. And one time he
• 28:58
  was visiting his parents and he was leaving his parents house lives in the parents live in a
• 29:04
  different spot and the kids were waiting at the front step of the front door to the parents house.
• 29:08
  They don't the parents live in a condo. They live in a regular attached home and he started walking
• 29:12
  to the car that was just parked down the street and the kids weren't walking and he asked like,
• 29:17
  what are you doing? What like, we're leaving. We're going home now and they said, well, we're
• 29:19
  waiting for somebody to pull the car around. No, believe me. So, so people say, oh,
• 29:27
  they're rich people, but no, I don't, I want my kids to want to fight for something. I'm afraid
• 29:32
  they're not going to have that underdog disability, right? I do everything in my power to try to
• 29:38
  create obstacles. Like, I wanted to buy my daughter a brand new car when she turned 16. We bought
• 29:42
  a three year old Hyundai and I made her pay half the down payment. Do you know how hard it was not
• 29:47
  to go buy her a new ranger over and put a bow on it? She's a good kid. She doesn't drink great grades.
• 29:51
  I'm so proud of her, but also it's like, take away all the things that she's going to fight for.
• 29:56
  Like, I'm trying to manufacture crap if you want to know the truth. So if you're underdog disadvantages
• 30:03
  are there to hurt you, I'm trying to find those for my kids so they become hungry. So it's just a
• 30:09
  balance. It is, it is just a pure balance. I just want to take a second and thank the sponsor
• 30:14
  of today's episode HubSpot. Now HubSpot has an incredible podcast network, the HubSpot podcast
• 30:19
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• 30:25
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• 30:37
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• 30:42
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• 30:48
  results in perfect action is your new favorite podcast. Check out in perfect action wherever you
• 30:54
  get your podcasts. I was going to say that's the other thing that I love. It's like the immigrant
• 30:59
  advantage in entrepreneurship. It's, I mean, my take on it is when you've already figured out
• 31:07
  how to leave a country, move your whole family on nothing and then find a way to make it
• 31:13
  in a new culture, new society, maybe new language. It's almost like nothing can stop you.
• 31:19
  At that point, that's why you see all of these not only entrepreneurs, you see fortune 100 CEO,
• 31:25
  like you see all the, and this is not a black and white hard and fast rule. But you see
• 31:31
  this this cohort of people that just kill it basically is the for life. Don't you think they have
• 31:40
  a level of gratitude just for the opportunity? Of course they do. That's where entitlement kills
• 31:45
  success because they do have that gratitude. You know, anyways, so we have all this inequality.
• 31:57
  So where do people put their confidence in education and opportunity? Because again,
• 32:03
  you want to at least get people on the right track, right? You want to at least get people
• 32:07
  moving in the right direction because if they can stack a few wins in their favor,
• 32:11
  then they're going to continue to have to win behind their back, right? So here's,
• 32:16
  you know, they say if a carpenter has a hammer in his hand, everything he sees is a nail.
• 32:21
  So maybe I'm a little guilty of that for about what I'm about to say. But I've been in
• 32:25
  the industry of selling knowledge that I've learned are my own experience for 27 years.
• 32:30
  I'm partners with Tommy Rollins. He's been selling it for 45 years. This industry
• 32:36
  of impacting others by our life experience has given us so many gifts.
• 32:42
  Tony changed my life 27 years ago and I bought his course and then all of a sudden he changed
• 32:46
  my life and I said, I'm going in this industry. So I'm going to look through that lens for a minute.
• 32:50
  I really want to stick with me here on this. Think about whether you're how much money you have
• 32:56
  where you're starting right now. Will college degree or none do you have? What experience do you have?
• 33:02
  Think about the power of specialized knowledge. Think about this. You know, when I was in my 20s,
• 33:10
  there was no internet. There was no Wi-Fi. I didn't pull out videos. I couldn't have a great
• 33:13
  Zoom call like this with you, Scott. I couldn't go on YouTube and look for inspirational or entrepreneurial
• 33:18
  videos. How to get successful? You have to find a book and read a book. If you're lucky,
• 33:23
  you could do that, right? But what is specialized knowledge? Specialized knowledge is the complete
• 33:30
  opposite is a general knowledge. Prior to the last 20 years, if you wanted to do something,
• 33:38
  your brain would immediately think I have to go to school and I have to get a master's degree in
• 33:42
  that and then I have to go intern with somebody forever and then I could work my way up. We have
• 33:47
  collapsed decades into days. You just find somebody who's done what you've already done. They've
• 33:53
  already done what you want to do and you either cut a check for speed by their force of training,
• 33:58
  their workshop, their program, go mentor with them, become an apprentice with them and it's the
• 34:02
  fastest way to condense time by getting specialized knowledge. Meaning if you are an accountant
• 34:12
  and you've been working for a firm for 20 years and it's time to start your own business. You
• 34:17
  can go back to school to get a business degree and learn how to run spreadsheets and build templates
• 34:23
  and business plans and KPIs and SOPs and metrics in the first hire or you can find somebody who's
• 34:29
  done it and just literally rob this condensed decades and just get the specialized knowledge of how to
• 34:36
  go from employee to owner. This is where the world was opened up. That's why this industry of
• 34:42
  providing specialized knowledge Tony was Tony's I mean he's the godfather of the whole thing.
• 34:47
  Yeah. I don't think there's anybody been in his second as long as him as me. He's he's got 44
• 34:52
  years. I got almost 30 in this industry every day and watching it grow like this. It's at a
• 34:57
  billion a day heading towards a trillion a year. I think it is the great equalizer Scott. I think
• 35:03
  it's the great equalizer because every single person watching and listening right now has an
• 35:07
  insanely valuable asset called your life experience. You have a skill that you learned at work.
• 35:13
  You have a life experience that you went through that you're on the other side. You have a passion
• 35:17
  that you could share with others and in today's world knowledge is the new asset. It is the new
• 35:23
  currency. If you know how to package it, you know how to deliver it and I think it's the great
• 35:27
  equalizer. If you have a business you should have an information product on your P&L. If you don't have
• 35:32
  a business what a great job start. You don't need product in the warehouse. You don't have to buy it.
• 35:37
  You don't have to spend anything for it. You don't have to warehouse it. You don't have to ship it
• 35:40
  on a truck. You don't have to worry about inflation because you're not paying for the product. Your
• 35:44
  product lives here and that's the business we've been in. I truly believe it's the great equalizer.
• 35:51
  So I have opinions about traditional MBA and traditional school and when I went to university
• 36:00
  or college called university in Canada they taught you how to learn and how to engage in new ideas
• 36:09
  that was great but it didn't really give me a lot of tactical and that's my issue with MBAs
• 36:14
  and that's my issue with sort of legacy education. I have a very strong feeling about legacy education
• 36:20
  but why do more people still subscribe to legacy education where not all professors but say
• 36:29
  pick a number 80 90% of professors haven't built a business in their entire life versus
• 36:36
  learning from people who have literally built a business own a P&L have hired somebody last week.
• 36:43
  Why is there that disconnect? I think it's just a habit. I think it's way been programmed. I think
• 36:51
  but it's changing. It's changing really fast and you see it. One of the reasons Tony and I built a
• 36:56
  company called mastermind.com is nine years ago we talked about it. Seven years ago we were on a
• 37:02
  golf course. I golfed twice a year. It's with Tony. He golfs twice a year. So two years
• 37:06
  times a year just gives time to talk. We're on a golf course and we said it's time. It's time to make
• 37:10
  self-education the new norm. That was our exact words God. So you and I when next time I come to Florida
• 37:15
  and we're together you and I have a lot of conversation around that. Like how do we make self-education
• 37:20
  the new norm and collapse time from start to results, right? Go to school for eight years, get an
• 37:25
  internship or go work for somebody who's freaking doing it today. Like you said they hired somebody
• 37:29
  an hour ago. They fired somebody a day ago. They have a P&L. They're reading. They have SOPs. They
• 37:34
  have keep performing indicators like they have KPIs at the start. So I think it is a hangover
• 37:42
  of an ancient time. I believe the school system I have my own opinions has been growing very linear
• 37:50
  and the world is growing exponentially. I had a friend of mine. He's got a couple hundred
• 37:54
  million dollar your business. He said if you took somebody from 50 years ago and you brought
• 37:59
  them into today and you showed them the phone and you showed them like oh they'd be blown away at
• 38:04
  everything. He said then if you brought them in the classroom they'd go oh the black boards now
• 38:08
  are whitewood. And I was like wow that's it that's a pretty right. It doesn't mean elk
• 38:15
  just all people. But here's here's some things that'll blow your mind. Did you know that only 72%
• 38:22
  of everybody who gets a degree right now doesn't use it. They don't get a career in that field
• 38:29
  and 57% of the people that do use it dislike the job they're in. So you got 22% maybe 10 people
• 38:37
  out of a hundred that get a degree actually use it and like it. It is it is exponentially going to
• 38:43
  shift and I see it and that's why I think this industry is being fueled. I think my daughter when
• 38:50
  she's 18 years old when she wants to do something she doesn't think in any other terms except
• 38:55
  going online going online and finding somebody who's already done what she wants to do and either
• 39:00
  watch their videos by their course or ask me if you can get coaching by my it is shifting and why
• 39:04
  I think it's the it's the great equalizer. So it's interesting because it's shifting but then it
• 39:11
  brings with it a new set of of problems as well because if somebody is going to be a self-taught
• 39:16
  individual somebody's going to be that that auto-died act right they want to go out into the world
• 39:20
  and start to explore all of a sudden there's no more regulation there's no more third party that
• 39:28
  audits the content and there's no more you know it just like the Wild West of learning and that's
• 39:34
  what scares people shitless. So how do you when you start to become a self-taught individual go
• 39:41
  out into the world figure out who's legitimate who's actually done it I mean Tony operates at
• 39:47
  another level like this not even it's not even in the realm of most people that post stuff online
• 39:52
  right and teach online but you have all these different opportunities so where do you go how do
• 39:58
  you understand what's good what's not. I think it's a great question that what I believe is
• 40:04
  looking at the experience they had now could someone young be great about teaching you something
• 40:11
  they've never done before probably I'm sure it's in some instances but I think we have the
• 40:16
  opportunity the way things are going there are going to be self-regulated people who don't
• 40:21
  deliver actual value will last long I think word of mouth is spreading so much that there is
• 40:26
  message boards everywhere talking about good online education not so good online education
• 40:31
  and we have the opportunity to do a little research right you find somebody that's in a lane
• 40:35
  that you're hoping to do you can see have they been in it for three months are they the teacher
• 40:38
  something they've never done or they somebody who did it for 20 years and now they're serving by
• 40:43
  delivering the faster half because they can they can give the blueprint of how to get there and
• 40:47
  what to avoid and I think it just I think as we evolve we will create new regulatory ways and
• 40:56
  and intuition that you can decide good band or otherwise because that's this is where it's going
• 41:02
  there's no question about it this is where it's going and you're right I don't want to knock
• 41:09
  professors but 80% 90% have never done the thing they're teaching you I'd rather learn from the
• 41:13
  person's actions that's another issue too I guess traditional education also has this problem
• 41:19
  yeah dad you know when you think about so at first of all that is the that is such a wild domain
• 41:26
  mastermind.com I love it I can't can't even imagine what that cost you but I was pretty painting
• 41:32
  but it was worth I have no doubt so masterminds are a very specific way of learning and a very
• 41:42
  specific way of of teaching and consuming knowledge I've actually noticed that masterminds are a
• 41:47
  little bit more prevalent in certain industries so I came from software where masterminds are not
• 41:51
  as as prevalent whereas in real estate there are a lot of masterminds so the mastermind format from
• 41:58
  somebody that owns the domain itself what is so special about this particular format like maybe just
• 42:04
  lay out this mastermind as a tailor to a certain kind of person that learns a certain kind of way
• 42:10
  versus any other kind of learning or whatever networking group. When 29 we co-founded the company
• 42:16
  and we just said what has moved the needle for us more than any other thing in the world
• 42:20
  and we we said masterminds and and when we say masterminds we think of it more collected it could
• 42:26
  be a workshop it could be a community it could be the collaboration of likeminds I think I
• 42:33
  Earl Lightingill coined a mastermind of two people with the same outcome get together and
• 42:39
  collaborate and it creates a third mind that's smarter wise I mean we have all solved big of
• 42:45
  problems when we're in a room with likeminded people with likeminded goals there's zero chance
• 42:50
  that it hasn't exponentially grown your life and if you haven't had that opportunity maybe that's
• 42:54
  the unfair advantage you're missing so the the reason that we bought that domain and decided six
• 42:59
  years ago like let's you know we've been in this business 74 years between the two of us and we're
• 43:03
  still we're not like we used to do it right we're still doing the biggest events in history we'll do
• 43:07
  one next couple weeks with you know a million people registered it's insane it's amazing
• 43:12
  but we said why don't we pull back the curtain show people the power of learning specialized
• 43:17
  knowledge or the collaboration of getting in a room or getting a course or getting a workshop
• 43:21
  or getting a you know a community of likeminded people that can help you solve your problems
• 43:27
  anchoring confidence and courage and give you past to go faster so for me we have a mastermind we have
• 43:34
  a Tony and I are you know we we have a super high-end mastermind small group that we do but our
• 43:40
  company has one along the way at each level of likeminded people we have beginners that group
• 43:46
  together we help them get into their first sales next sales right then we have people that are
• 43:51
  in the business looking to go from 100 grand a month to a million a month so we have a mastermind
• 43:55
  of people that are a hundred grand a month going to a million so we can collaborate and all share
• 43:59
  and we have a group we're probably the average person's worth 50 million dollars
• 44:04
  but they're the same group looking for the same things looking for more contribution and wealth
• 44:08
  preservation and family and things like that so it's likeminded people who come together that have
• 44:14
  collaborative ideas but also have wisdom and skills to allow you to go faster I hope that described
• 44:20
  it yeah no it does and I think that what I'm trying to get out is there's a lot of people that will
• 44:25
  put together a mastermind but for the audience is listening if everyone is sort of on the fence
• 44:32
  about I want to start a business I'm starting a business not going so well I'm starting a business
• 44:37
  going well but I want to take it to the next level whatever it is or maybe I need to understand
• 44:41
  how to get out of a business business because I've built it and I want to sell it and I don't even
• 44:44
  know the first thing there's a cohort of people mastermind networking group whatever it doesn't
• 44:49
  really matter the name it's the purpose of the people that are sort of activating together that
• 44:54
  really matters but I want them to understand how to get the most out of this particular format
• 45:01
  of education so you're doing an event it was a June 15th right so let's use that as
• 45:09
  June 13th 14th 15 so obviously all that we'll put in show notes and it'll be links and people can
• 45:14
  go check it out but that particular event you can talk about what you're trying to accomplish
• 45:20
  and what you're going to teach but it's more important how people are sort of positioned to
• 45:25
  take away from it and action after it's done or while they're doing it like how do you get the
• 45:30
  best result yeah so here's what I'd say if you are unfulfilled in your current career I've been
• 45:35
  thinking about doing this you're kind of a part-time entrepreneur or you have a business and you
• 45:40
  looking for an unfair advantage well Tony and I do once a year is we get together and share our
• 45:45
  best practices to accelerate what you're doing in the space we're talking about this year is
• 45:50
  going to be unlike if you've ever seen any of our prior events this is unlike anything we've
• 45:53
  ever done we're calling the event the game has changed because it has we've been in it for 74
• 45:58
  years but because of AI that can think like Tony and I because of technology what used to take
• 46:04
  getting an email over he getting an email account and this business and that thing and all these
• 46:09
  different things all of that has been so shifted Tony and I talk about it when we got in it Tony
• 46:14
  jokes it goes when we got in this business we had to walk up no both ways in the snow right
• 46:18
  you know it's your father and grandparents or whatever said to you right he said but now
• 46:21
  we have the opportunity to condense time from when you start to get results we talked about
• 46:26
  specialized knowledge to learn specialized knowledge that we're going to take teach you over
• 46:30
  those three days and how to extract your specialized knowledge so high level on day one we're
• 46:37
  going to show you why this industry why now why you what has changed and literally by day one all
• 46:43
  than three hours identify the asset you should be sharing then Tony will come on and do what Tony
• 46:48
  does better than anybody he'll crush any limiting belief she had so you should just go get your
• 46:51
  limiting beliefs crushed because the man still to this day I'll be watching taking notes and I'll be
• 46:55
  10 feet away from right day two like so I figured at the end of the day like wow this industry is
• 47:02
  pretty amazing I see how this could be the great like you know a regulator like you allow me to get
• 47:08
  in and the amount of where I'm starting I could create this product I do have value day two
• 47:13
  will show you how to find the person that wants it and how to get a yes through service not some
• 47:18
  cheesy sales tactics how to find the people that live online that already want to go faster by
• 47:23
  getting your specialized knowledge turn selling into service and show you how to go from first sale
• 47:28
  next sale a consistent sales got a great special guest coming on day two day three is how to deliver
• 47:34
  this message what is going to be the format how are you going to do it with confidence so over three
• 47:38
  days we're going to show you whether you want to do a mastermind or a community or you want to build a
• 47:43
  course write a book you want to you know start a workshop will show you how to do the framework where
• 47:48
  you could plug it into any of them so you see the value see how to find people say yes and see how
• 47:53
  it becomes a real business I love it because what you're doing is you're basically helping people
• 48:00
  productize themselves their knowledge their experience they build their own first little brand
• 48:04
  I mean I love it do work comes there and and here's our want to say we honestly could teach this
• 48:09
  in 90 minutes and give a glimpse if you know anything about Tony our first year when we did a big
• 48:14
  training we had hundreds of thousands of people show up we did a couple of hours and we didn't want
• 48:18
  to stop Scott and people were like thank you so much it won't work then we went to two days now we're
• 48:24
  three days three hours a day because we want people to really you're going to walk away with
• 48:28
  tangible pieces to do it's not just a motivation event motivation is great inspiration is wonderful
• 48:34
  it's fleeting and you lose it this is a capabilities event to show you what's possible in an
• 48:40
  industry that's exponentially growing this is this is one step ahead right this industry is
• 48:46
  exploding and you can either be in front of that wave or you look back in three years you go oh damn
• 48:50
  how to miss that right so that's why we're excited to do this and it's free I think one more
• 48:55
  thing it is not kind of free it is totally free I was going to say the the the business that you're
• 49:03
  helping people build I don't think they understand how listen I've built software products that's
• 49:10
  one form of leverage right you build it once you sell it a million times for a non technical person
• 49:17
  the the ability to sell knowledge and insight and wisdom and accumulated experience is by far
• 49:23
  one of the most lucrative businesses that you can try and figure out or learn how to figure out how
• 49:28
  to do because if you if you want to be you know the versions of entrepreneurship are endless you can
• 49:34
  you can be a consultant have done it hate hate it you can you can be a service-based business you
• 49:39
  can do a variety of different things this is probably the one type of business that can rival
• 49:45
  in terms of you want to talk about business metrics and KPIs like profitability leverage scalability
• 49:53
  that you can do as a non technical person just packaging up what you already know which is why
• 49:57
  I'm such a big fan of it I mean the world is built on leverage whether or not it's financial leverage
• 50:02
  or human leverage or knowledge or or social leverage and organic media everything has to be leverage
• 50:09
  if you really want scale and this is a great way to do it it's an absolutely phenomenal way to do
• 50:14
  I like to bring in the sales and marketing piece and you teach people how to identify the
• 50:17
  avatars and ideal customer profiles and package it up and serve don't sell and it's very very good
• 50:23
  very very good at how does how do how do people bridge the the knowing doing gap after they consume
• 50:32
  this content for three days yeah really really great point is the whole theme of this event is you
• 50:38
  need the map you need the guide and you need the tools and we're going to show people what we've
• 50:44
  spent the last year on is creating all three of those pieces because what usually stops it is
• 50:49
  I have the tool but I don't know how to use it I'm overwhelmed too much technology or I have the
• 50:53
  education but I'll have the right tool you know 74 years in this industry and Scott I think you
• 50:59
  probably realize is we don't have to do this anymore this is this is a passion project for us we
• 51:04
  freaking love it because at a time where everybody's bitching the world is going to a hell in a
• 51:08
  hand basket there's no opportunity Tony I want to be this light of going hey did you ever think
• 51:13
  about this and this is what you need to do it here's the entry point here's where to start here's
• 51:17
  how to scale here's how to get through that's you know the what we look at it as where people get
• 51:23
  stuck we're always looking the way to grease those spots where usually you get stuck on grease it
• 51:28
  and push you all and that's what we're going to reveal and really share at this event can you
• 51:34
  take it you know I don't want to just assume that people that are listening to this are people
• 51:40
  that are say W2 employees that are trying to start their own thing or early stage entrepreneurs
• 51:44
  you mentioned just one thing that I thought was interesting that I've never really thought of before
• 51:47
  having an info product on your P&L so maybe give me an example of that for a later stage entrepreneur
• 51:53
  so say you're doing I don't want somebody who's listening to this say you're doing 50 million
• 51:57
  or 100 million the top line and they're like oh this is not this is like not my thing like what I
• 52:01
  got my business I got my you know I got my offerings I got my customer base uh what's the
• 52:06
  message for that person I great question I was at dinner with my wife my wife owns uh when I
• 52:12
  met her now she's mostly full-time mom um but when I met her she owned hair salons she's got
• 52:18
  other called extension bar they're in Arizona she does hair extensions and I had no idea that
• 52:23
  they were so lucrative right it's like wow right so most are sure we're at dinner with a couple
• 52:28
  and guys very successful he's doing a company right he's got a company doing around those numbers
• 52:32
  and he said this is amazing what you and Tony are doing but how would it work for me and then he
• 52:37
  left he goes well give me example your wife has uh hair salons well how would it work for her I
• 52:41
  said okay let's go I said my wife I said babe at the end you teach the girls that work for you at
• 52:47
  the end do they offer the the person in the chair do they offer them shampoo conditioner she goes
• 52:52
  yeah every time and I said how much do you make she goes I don't know a couple bucks how much of
• 52:55
  the girls got a couple bucks I said okay you were you were voted the top hairstylist in Arizona
• 53:00
  eight out of 10 years you had propitia you found a diet on how to get your hair back full you know
• 53:05
  how make extensions last year what you created a seven module course that women can use to make
• 53:11
  their hair look beautiful at home what to eat how to get that shine back how to make their extensions
• 53:15
  last because they're too brand of bob and I said at the end of each one of those
• 53:20
  visits instead of them selling a shampoo that makes you two bucks what if they said hey and
• 53:25
  our founder Lisa Graziosi has the seven module course on how to get your hair younger again
• 53:30
  shinier again get your extensions the last longer it is so powerful would you like me to add that
• 53:34
  to your cart today for twenty nine ninety five or thirty nine ninety five the guy lost his mind my
• 53:39
  wife Elbow me and said why aren't we doing this but think of that on your P&L I said how much
• 53:44
  is that product cost you babe nothing how much does it cost to deliver nothing you can give the
• 53:50
  girls ten dollars instead of two bucks for shampoo give the girls ten bucks today make more
• 53:54
  thorough your your impacting people you anchor them in because you're building reciprocity and
• 53:59
  giving them value and it's an addition at the end this guy's brain exploding like well let's
• 54:04
  work and we worked on his business and how he can add it into his business and some people could
• 54:08
  just add it as a value add right for your real estate investor you might just create a course on how
• 54:13
  to avoid investing in the wrong properties and just train people what the right way is and then
• 54:18
  you happen to be the company that does it the right way right country company every one of you
• 54:23
  should have an information product attached to your business I love it dude I absolutely love it okay
• 54:29
  let's just a couple rapid fire to close this out we wanted to do a whole bunch of stuff I mean
• 54:35
  I'll throw it over to you first as well anything that you didn't have a chance to speak about that
• 54:39
  that we should have gone into no I love it I think here's what I'd say the event is free and
• 54:45
  sometimes when something's free we don't credit it pretend it's a thousand bucks because it
• 54:50
  should be it's Tony and I for three days I would pretend it's a thousand bucks but you got a free
• 54:54
  pass you can go to I'm sure that you got the link in the show notes but it's Dean Tony Dean and
• 55:00
  Tony event.com forward slash Scott I want to make sure yeah Dean and no Dean and Tony live.com I'm
• 55:09
  sorry Dean and Tony live.com forward slash Scott or it's in the show notes I take go register right
• 55:14
  now reserve the spot and I would say if you got an accountability buddy or somebody you work with
• 55:19
  or somebody in your office send the link and say let's do it together because it's going to be
• 55:22
  magnificent either way I promise you would if it's not for you you're still going to get value
• 55:26
  so I would say that I'm plugging it because we only get it once we only do it once a year and it
• 55:32
  is phenomenal people lose their mind over it and I think your your audience can absolutely love it
• 55:38
  no I think so too other places I mean you know Instagram social Instagram okay perfect so
• 55:45
  at Dean Graziosi on Instagram that's you'll you'll find everything else there you can go down the
• 55:50
  rabbit hole okay let's just close with this I want us to last questions biggest misconception
• 56:00
  about entrepreneurship that you see Dean's misconception I'd say in today's world greed and because
• 56:08
  in my opinion most entrepreneurs I meet enjoy employing people they enjoy giving money away
• 56:15
  they enjoy finding good causes they're innovative so they want to solve big problems for people and
• 56:20
  maybe I've been around the you know maybe I've been around just the right entrepreneurs but I see
• 56:25
  entrepreneurs when they have the opportunity to have a breakthrough that they do more for others
• 56:31
  in the invisible than anyone would ever imagine and just remember money earned ethically the
• 56:36
  byproduct of ethical businesses can produce revenue to that you can impact the world can change
• 56:44
  you can help make decisions to bring this world to a better place very good and then you know for
• 56:50
  yourself you've gone through so many seasons in your life you can go back and and tell 20-year-old
• 56:56
  Dean one thing what would that be think bigger sooner think bigger sooner I love it you know I
• 57:04
  because there's no competition when you think big everybody's thinking I'm at a hundred grand I
• 57:08
  want to get to 250 nobody's gone I'm at a hundred grand I want to do 20 million and when you think
• 57:12
  that big you just you find different things you look through a different lens everything changes
• 57:17
  and there's nobody else thinking that way so you might as well go all in because it's the same
• 57:20
  amount of stress to make a hundred grand as it is to do a hundred million