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Andy Elliott: The No-BS Blueprint to Winning in Life and Business | E153 · In Search Of Excellence

• 0:00
  Andy Elliott: The whole side of my foot is cut, like the whole side, and it's me, it's my foot, it's my body. She ran me over, long story short, blood is everywhere. Everybody's screaming. My dad runs over, pulls me out my shoes halfway ripped off. Blood is everywhere.
• 0:12
  Andy Elliott: I mean, it looked like a like a thriller, psycho, freaking movie. And my dad takes his shirt off, wraps up my foot, puts me in the car, and we race like 100 miles an hour to a hospital that's probably an hour and a half away. People who molest children. What was the number one thing that you looked at before you decided to take a target out on a child? My manager pages me to the tower, and he goes, Andy, do you know how much money you just made.
• 0:41
  Andy Elliott: You just made $1,700 let me tell you something. Payrolls tomorrow morning. So you're gonna get$1,700 check tomorrow morning, plus you won high gross of the month. Andy, he's like, you hit the biggest gross of all month in our dealership, your very first car deal, and that's gonna give you 500 cash in the morning.
• 1:02
  Randall Kaplan: Well, welcome to In Search of Excellence, where I get to meet some of the most talented, successful people in the world. My guest today is Andy Elliot, who went from the least likely to succeed as a kid to becoming one of the most successful coaches and best coaches in history. He's coached over 600,000 people and over 13,000 companies. Well. Andy, thanks for being here. Welcome to the church of excellence.
• 1:25
  Randall Kaplan: Your story is amazing. And I always start my show with our parents. I want to go back to the seventh grade when you were living with your dad. You grew up broke, broken household, and you and your dad had this fight, and tell us about the fight, and then this fishing trip that never really happened. Yeah, so
• 1:42
  Andy Elliott: well, so my mom left when I was two years old, right? Which, it's not a victim story, but like so she leaves.
• 1:48
  Andy Elliott: And by the way, my mom and my dad get a divorce when I'm two years old, she leaves. So my dad divorces, or she bells, she gets custody my two sisters, you know I'm saying, right? And my dad takes me, and we get separated for about two years. And then one day, my mom, she calls my dad, and I guess I'm about four at this time, and she's like, come get them. I'm sick of them.
• 2:13
  Andy Elliott: And so that's my mom, just so you're aware, like she's an alcoholic. She was always putting her head to the wall.
• 2:20
  Andy Elliott: Guys coming in the house. It was a bad place for my sisters, but so my dad, we drive down there, pick up my sisters, bring them back. So I really didn't, don't know my mom, but I knew that every couple years I'd get a phone call, right? And it would be like, Hey, if you ever want to come to Ohio, like, the, you know, the Great Lakes are, here we go fishing. Like, it's so cool. And so, like, she would be like, once every couple year call, right? And it would be like, the cell of, like, hope, like, she's a cool mom, whenever, maybe she wasn't drinking or whatever. And then so seventh grade, I'm testosterone is flowing, right?
• 2:49
  Andy Elliott: I'm hitting puberty. I'm in seventh grade, I'm chasing girls, and my dad's like, No, you're not going out. And I'm like, No. And I get into this big fight with my dad, and it's just part of, like, dad's son growing up. And I was like, that was after I'd gotten one of those phone calls from my mom about three weeks earlier. And she was like, come down here, go fishing. You know, I'm your mom.
• 3:09
  Andy Elliott: I miss you. You know, it'd be so cool. I've never seen her. It's like a theory in my head, you know I'm saying, I mean, last time I saw her, man, maybe was a kid one time. And so I threw in my dad's face. And I'm like, Hey, man. I'm like, dude, listen, I'm just going to go live with my mom, you know, because that's what you say, because you want to hurt somebody, right? I'm just thinking, I can attack my dad here. And, you know, and we were all a broken home. I mean, there was always a different step mom in the house. I mean, there were step kids in the house. I mean, was he married seven times, a lot of times? Jerry Springer, show, for sure, right? Like, it was fool. Jerry Springer. But the biggest thing is, is that my dad, he goes and he and sometimes it's good when your kids, you know, test you, like, Okay, call him out. Cool. Let's go see how that works. And so my dad did that for me, and it was really good, because it set the tone for a lot of things. And it showed me that, you know, my dad, you know, like, even though we had Jerry Springer family, my dad was still, he's still there with us, right? He never left us. He was always there with us, as crazy as it was, as broke as you were, all the wild stories, he never left he was always there with us. And anyways, I he's like, okay, cool. We'll fly out to see your mom, if that's what you want, that's fine. And I remember, I was like, Dude, this gonna be awesome. So I remember just one call my mom.
• 4:16
  Andy Elliott: She's like, Hey, you're gonna fly out here. I'm gonna pick you up from the airport. We're gonna take you. Where do you wanna go?
• 4:20
  Andy Elliott: It was like, I wanna go fishing.
• 4:20
  Andy Elliott: She's like, cool, we're gonna cool. We're gonna take you to Lake Erie. We're gonna go fishing. We're gonna catch walleye. You're not gonna believe this. The most beautiful stuff. We're gonna have the greatest time you've ever I'm like, Dude, this is awesome. My mom is the best. And so we catch a flight to Ohio. I've never been on a plane. As soon as I land, my mom picks me up.
• 4:38
  Andy Elliott: Remember? She starts bawling.
• 4:38
  Andy Elliott: She's like, Oh my gosh, my son, we get in her car, we drive to the gas station, and she's like, Hey, I remember, I think we bought some worms or something.
• 4:48
  Andy Elliott: And she's like, you know, get you a drink. I'm gonna go to the bathroom. We'll go fishing. And so anyways, I bought me a drink, and I was probably, you know, 12 or 13, and I remember I was sitting in the car, and I probably sat in the car for 45 minutes or an hour. And she never came out. And so, you know, you're in another state, right? You know, you're a kid. I mean, this is, you know, this is, this is in the 80s. I mean, you remember, right? Like, you know, everybody was smoking everywhere. I mean, it was just like back in the old days, you know, kids used to ride their bikes, never come home for days, you know, like, I mean, that was our life. Anyways, it was just crazy. And I remember sitting there, and I was like, Hey, can, you know, can you go check on my mom, you know, like in the bathroom. And I remember this lady walked in there, and she's like, Yeah, there's a lady passed out on the floor. And I remember I walked in and there's two bottles of vodka laying on the floor, and she's passed out.
• 5:34
  Andy Elliott: And that was the trip. And so, you know, social service picks me up and takes me back to the airport, flies me back home to my dad. And I was like, man, okay, so my mom's a loser.
• 5:45
  Andy Elliott: Listen, even if she's watching this, like she like she's a loser, like she's, she's, you can't she's, she's someone who doesn't want help, and she's just such a bad perspective.
• 5:55
  Andy Elliott: We've tried to help her whole life, and every time we do, it's always ended up being our fault.
• 6:01
  Andy Elliott: And, you know, anyways, everybody has that person in their
• 6:04
  Randall Kaplan: life. So growing up with a single dad for most of your life, I want to talk about you
• 6:09
  Andy Elliott: mentioned he was always in a relationship, yeah, but, like, the stepmoms were crazy. Talk about the
• 6:14
  Randall Kaplan: smoking. My mom smoked too, and back in the day, smoke in the car and, you know, cough it out, like you said before, and it just, I get these migraine headaches, and sometimes it takes an epiphany for something in our family, for one of our parents to change. So tell us about when your sister ran you Did you hear that
• 6:30
  Andy Elliott: story? You we felt like you were sitting in the car with me when I was telling that story. I
• 6:35
  Randall Kaplan: did because I and to this day, the smell of cigarette smoke, I'm allergic to it. People, I mean, my wife is over there will say, if someone's smoking in a restaurant or we're downstream, and Europe is the worst place to go, right? Because people are smoking, I can't sit there. And for someone else, they don't like it. For me, it does something to my brain, where it makes me physically sick.
• 6:54
  Andy Elliott: Yes, me too. It gives me a migraine. I don't get migraine headaches, only with that smell. And it takes me back to the car.
• 7:00
  Randall Kaplan: She and so it's like PTSD, exactly what it is.
• 7:04
  Randall Kaplan: Yeah, it's like
• 7:05
  Andy Elliott: PTSD of war. And but I remember my dad, so, so, you know, the cars we drove, we drove, they were no air conditioner. You're 100 degrees in Oklahoma. It's just hot. It's humid. And there's and there's chain smoking, one after another. And I remember my dad, he's chain smoking one after another. And I remember, I was like, Dad, can we please crack the window? My head is killing me. I hate the smell of smoke. I feel like I'm sick. And back then, no one cared. Remember that, like, were the parents?
• 7:36
  Andy Elliott: Shut up. A different generation were the adults? Yeah. Like, now I told somebody now, if I was a spank my son in public, I would go to jail, right? You used to get the hell beat out of you in public. And they were like, beat that kid. You know, it was a whole different thing now. And but I just remember, though, that I asked my dad so many times, can we please crack the window? And dude, I wasn't asking him to stop smoking. I said, Can you crack the window?
• 7:59
  Andy Elliott: And he was like, I'm the kid or I'm the dad, no. And, long story short, you said, don't wait for something bad to happen before you change. And most people, they do wait for something bad to happen. They're in a good relationship with somebody.
• 8:11
  Andy Elliott: Something's amazing. They're doing something stupid. They don't think there's an effect to it, and boom, something happens.
• 8:16
  Andy Elliott: They're like, Oh, my God, I should have straightened up. Or, you know, I can just think about this so many times in my life, but this time we were on our way out to this land, my dad had this dream of putting this trailer out on this piece of property. And my sister was 10 years old, and her job that day was to mow this big field with a riding lawn mower. And you know what riding lawn mowers are, right? She sits on it. They mow the whole field down. And I'm four years old. She's six years older than me, my older one, and I'm chasing behind her, like so she's mowing a path through this field, and I'm just like, following her, and she comes up on this stump, and then she decides to put it reverse and back up, because there's a log that she hit, and when she did, I was behind her, and so She backs up over me, and you hear this, and it's me, it's my foot, it's my body. She ran me over, and she didn't mean to. Is this an accident? Long story short, blood is everywhere. And by the way, the lawn mowers on me, and so everybody's screaming. My dad runs over, pulls me out, my shoes halfway ripped off. Blood is everywhere. And, I mean, I'm talking like I remember yesterday everybody was covered in blood. I mean, it looked like a, like a thriller, psycho, freaking movie, and my dad takes his shirt off, wraps up my foot, puts me in the car, and we race, like 100 miles an hour to a hospital that's probably an hour and a half away now, because it was so far away, and the whole side of my foot is cut, like, the whole side, like, it's like, it cut my toe off, but the whole side of my foot is cut wide open. It's like a razor blade.
• 9:49
  Andy Elliott: If you cut yourself, you know how bad you bleed. But it's also gravity going down, dude, I'm bleeding out. And so I remember, when I got to the hospital, the doctor, uh. Had grabbed me, and I was like, yellow, and my dad goes, or the doctor said to my dad, he said, Hey, there's a good chance your son's gonna die today, because he's just bled out. Like, we're gonna pump him full of blood, we're gonna sew him up. But like, Dude, your son has bled out. There was blood everywhere. And I remember hearing that, but I remember my dad falling to his knees. My dad starts crying. Obviously, any parent to hear that your son could die, you're going to start bawling. This is the thing. We wait for something bad to happen. And I remember, I go into surgery, I come out six hours later, and my dad is there waiting when I come out, and he said, Hey, I'm never going to smoke again. And so he and he never did that day he quit. So, you know, so I was tell people, I'm like, man, like, you know, like, you know, like, like, that's usually how life goes.
• 10:50
  Andy Elliott: You know, someone's got to lose someone before they straighten up.
• 10:54
  Randall Kaplan: Yeah, it took my grandmother, who was my hero, who died two years ago, died at 104 years old, for her to have breast cancer for my mom to quit smoking. I mean, it's very hard to quit, right? I've never smoked. I would never smoke.
• 11:07
  Randall Kaplan: It's disgusting to me, as it is to you. But like you said, it takes, it takes a major near catastrophe or catastrophe.
• 11:16
  Randall Kaplan: Everyone
• 11:16
  Andy Elliott: has vices, right?
• 11:16
  Andy Elliott: I mean, honestly, like, and I'm not going to go up to now, but like one of my vices that I found out, you know, about five or six years ago, being successful meant so much to me, just doing, doing well, proven everyone wrong who ever doubted me in my whole life, that I almost destroyed my whole family. Working too hard, right?
• 11:37
  Andy Elliott: I just, I mean, again, you smoke. And I think that I there's never, I have to work, I have to win. That's the only way I feel that deal. And, you know, I changed that, but like, you know, I didn't. I was too one dimensional back then. But my point is, well, we'll go back
• 11:51
  Randall Kaplan: to the smoking and growing up without money you stole, speaking of smoking a Marlboro raft, and you slept out of the Marlboro raft as a kid.
• 11:57
  Randall Kaplan: So tell us about that experience and why you did it. And do you ever think back today, now that you're super successful, think back like, Holy fuck, I slept on this raft. Yeah, dude.
• 12:10
  Andy Elliott: I mean, no one was around. There was no parent supervision. I say this all the time. We were kids raised by kids. Like, I don't ever remember anyone being home. I don't know, like, I mean, just kids were always there. We were always there. Our house, my dad, so my dad bought a new home, right, which was unreal, and we got but there was no air conditioner in it. And so, because there's no air conditioner, it's 120 degrees since in Oklahoma, it's like it ended up becoming like an oven, you know, I'm saying, right, like a home with no air, you can only imagine after time, like it becomes, you know, and then there was only guys. There was no my dad had step moms coming in and out, you know, here and there, but it was always dirty.
• 12:47
  Andy Elliott: It was, it was just like, you know, there was no manners.
• 12:51
  Andy Elliott: There was no there's like, just, I was raised like, it's just like, it almost like in a twilight zone, you know, if I look back at it now, but so me and my brothers look around and there's fiddle backs all in our house, and obviously in Oklahoma, brown recluse, black widows, fiddle backs. They're very, very poisonous. What's a fiddleback? By the way, a fiddleback has a back that looks like a fiddle. It's called a brown la Cruz, I think is what it is. We show a picture of it, and if they bite you, good chance most people die. We had them everywhere in our house. I would be be sleeping, and I'd be like, and I'm like, oh, spider.
• 13:31
  Andy Elliott: And I just remember one night, like I kept killing spiders on me and do the whole house. I mean, what are you gonna do?
• 13:37
  Andy Elliott: Say, Dad, we need to spray the house. I mean, I don't even understand what that looks like.
• 13:39
  Andy Elliott: You know I'm saying, but me and my brother were like, we're going to go sleep in the pool.
• 13:47
  Andy Elliott: And so there was this, this is hilarious. There was and by the way, we had this little, tiny raft, but we remembered, down the road at the 711 the Circle K whatever, they had this huge marble raft, right? And we literally stole it and ran out of store with it, just so we could sleep on it. And so we did, I mean, I was probably, oh, that's probably in fifth grade, something like that, sixth grade. And so he was probably in third grade. And so we grabbed it, ran home about a mile, and then we put it in. We had this lagoon looking green, nasty allergy pool, which we slamming every day because we didn't know, you know, I mean, like, Dude, this is like swimming in a pond, you know, in Oklahoma, just women ponds, pond in our backyard. And we literally put the raft in the middle of that thing, and we slept on it every night. Just every night, slept under the stars, just, and it was like a water bed, almost, yeah, it's like a water bed and sweating. But it was cool, man.
• 14:42
  Andy Elliott: All summer long, we slept on that raft, you know, didn't even think twice about it. You know,
• 14:47
  Randall Kaplan: during our childhood, we all have a crush on people throughout our lives, and they have big impacts on our life. I remember there was a girl named Jill blade in kindergarten. I had the biggest crush on her, and it. I don't even remember what I did, but in the sixth grade, you were not in the best shape of your life. At some point, you had what I think you said, chunky boobs, yeah, cellulite. I
• 15:10
  Andy Elliott: had, like, cellulite all over my stomach. I was so my family. I'm it really big into fitness now, and it's my family's like 300 to 400 pounds for even five some of them are all big, all stomach surgeries, all very big people.
• 15:26
  Andy Elliott: And so I know what happens if I don't take care of myself? And as a kid, I was a very, very chunky, chunky kid. And, you know, I didn't really know, because everyone else is, you know, like when you were brought up, like no one was in fitness and all that stuff in my family.
• 15:39
  Andy Elliott: And so
• 15:42
  Randall Kaplan: there's a girl that comes in the equation and a talent show like girls.
• 15:45
  Andy Elliott: Yeah, you start to like girls. And in sixth grade, I like this girl. Her name was Jennifer, and I remember she did this talent show deal, and I swear she looked like she was a senior in high school. I mean, I couldn't believe it. I was like, Oh my gosh, I'm in sixth grade.
• 15:55
  Andy Elliott: This girl's amazing. And that was my first, like, I like girls. But that was like, my first like, oh my god, I love her. Like, I need her. I have to have that girl. And, and I walked up, and I was like, hey, you know, we go out with me. And she's like, yes, you know, do the little paper deal, the note pass, we whatever. And anyways, for a week, she was my girlfriend. And I remember, dude, I never felt so so special in my life. She was definitely the hottest girl in the school by far. I had no I wasn't popular. I was always poor. I was wearing the same two pair of clothes every day. I knew that, you know, she was, like, way above me, right? But, like, I had the courage to ask, I got it. And then one day, she just walks up. She says, hey, you know, I'm gonna break up with you, and I'm gonna go out with this guy. What's funny is, this guy today is very fat. He's out of shape and he's an alcoholic.
• 16:40
  Andy Elliott: It's so crazy how underdogs come up and things switch. Ugly girls become hot when they get older.
• 16:48
  Andy Elliott: You know, hot girls get ugly when they're old. It's so weird how things can switch and change through life. But I just a story told at that time. I was a big, chunky kid. I was very insecure, but I asked a question. It was a very good question. I said, Why?
• 17:00
  Andy Elliott: Why are you breaking up with me?
• 17:00
  Andy Elliott: And she said, because he has a six pack. And you know, you've seen all my six pack, you're fired, and the things that I've gotten triggered by in my life.
• 17:09
  Andy Elliott: And I said, asked her, I said, what is that? And she showed me, and this kid had abs, and he's in sixth grade, and I'm like, Well, I want abs, and I was a long ways away from getting abs, and I went psycho, brother. That was my first sign of recreation, total recreation, being reborn, reinventing yourself. You've done it as a man many times through your life. Women do it.
• 17:32
  Andy Elliott: Men do it. Anybody does it before they're gonna get a breakthrough. And I recreated. I ran around my neighborhood every day for about four months. I ran every day. I ran, I ran, I ran.
• 17:43
  Andy Elliott: I did sit ups all day long. I did push ups. And I didn't see my body changing. I couldn't see it, but I was had so much pain from like, from like, the rejection feeling that I felt from that girl that like, I looked up, and after four months, dude, I was I was shredded. I mean, I'll give you a picture. We put it up here, but I had an eight pack. I was shredded. I was lean going into seventh grade, and I was after Revenge, dude. I wanted to burn her eyes out.
• 19:04
  Randall Kaplan: Seventh grade.
• 19:04
  Randall Kaplan: I'd come home crying every day, stuttered like you. I want to talk about that big time stutter. I mean, I went through speech therapy, and we'll talk about this in a few minutes, but I used to come home crying every day from school. You know, felt like a loser. People making fun of me. It was brutal. And my mom would say back then as well. You know, the cool kids today are not going to be the cool kids tomorrow, you're going to be a successful and you look back one day and you look at all these other kids, and it's going to, it's going to be a little bit flipped. And of course, it's hard to believe that back then, yeah, it is impossible. I mean, you can't see it even till the next day. But tell us about stuttering for you and how you got through it. And at what point did it start, and at what point did it end? Well,
• 19:47
  Andy Elliott: I stuttered my whole life. I mean, I remember just trying to say what I would be like, what, what, what. And I remember they used to make me try to have to give like, like, your class essay or whatever.
• 19:56
  Andy Elliott: And I just hated that. Man. My face got so red I couldn't talk because obviously I stuttered.
• 20:04
  Andy Elliott: So I was, like, super insecure, right? It was very embarrassing, you know, but you had to do it.
• 20:08
  Andy Elliott: And I just hated it, man. I hated it. I hated it. I hated the way I thought about myself.
• 20:14
  Andy Elliott: Getting in shape, honestly, was the first time in my life I ever felt confident. Like at that time, I was like, Dude, I can I can do like. I believed in me like, and no one else had to believe in me. A matter of fact, I don't believe that anyone even believed in me, but me getting in shape. I remember I started getting in better shape than everybody else, and I didn't even play a sport. I became addicted this running and sports and stuff. And he said, What does that do? Stuttering at that time, I wanted to start liking girls, but I couldn't beat that stutter. And I What age are we talking here? Seventh, eighth grade. You know? I I didn't beat it until I got into sales at 18, I didn't beat stuttering altogether. Yeah, and how I beat it was actually pretty neat. And anybody can beat it like this. I started learning and developing word tracks. So someone would say, like, I need to think about it. And I would be like, I don't know what to say. And then my manager would say, Well, this is what you're saying when someone says that. And I would learn it verbatim, exactly how he told me to say it. And I would have to write it down like 20 times on a piece of paper, and then I would say it like 100 times. And then I would say it with the tonality that he used, and I just like, said it. And I think that learning those word tracks allowed me to think about what I was going to say before I even said it. And then I was like, do, my brain started to jump ahead, even faster than my words, and started to correct myself. And then if I started to feel like I was going to stutter, I could actually pause like with like tonality, and no one would even know that I was about to stutter, and I could trick everyone. And I started to learn me. I think the hardest thing in this world is to learn yourself. That's the hardest thing, and no one ever does this. People go through it their whole life, and they never go down the journey of learning themself. I learned myself when I got a six pack in seventh grade. I learned myself at 18, when I got into cells, and then I learned myself at 39 years old, when my wife said she learned to live without me.
• 21:59
  Andy Elliott: Three major recreations that I can fully remember, probably many versions at many different times, but for sure, three times that I can completely remember transforming and changing everything. I mean,
• 22:11
  Randall Kaplan: you mentioned your face getting all right, I have nightmares, but now they're good marriage, because I now motivate you who you are. But I remember my English teacher, Gus Seeger, pulled me aside. This was a ninth, ninth or 10th grade. He said, You don't have to give the speech if you don't want to, because everyone's gonna laugh. I mean, it's awkward laughter. You're bullied anyway. I wasn't a cool kid, and I just remember the pain and suffering from all that, and I had to learn a new way to speak.
• 22:36
  Randall Kaplan: I practiced a new way of speaking one hour Every night, and I remember you I remember, right riding in the car with my Speech therapist to McDonald's, pulling up to the window and being able to order a hamburger for the first time, like, Fuck yeah. And then you know, you build on it, and you know that that pain motivates you to do better than to work harder. And, you know, here I am today. And you know, I made that look back at all the kids who made fun of me, and now we're living different lives.
• 24:05
  Andy Elliott: So crazy, man, so crazy. Even remember that. I mean, you don't ever forget it.
• 24:09
  Andy Elliott: But like, no, like, it's like going, going back to that Yeah?
• 24:12
  Andy Elliott: Like, it's almost like another human Yeah.
• 24:16
  Randall Kaplan: And, you know what? I gave that speech, and I did it, and everyone made fun of me, and I knew it was coming, and I took it, yeah. It helped me. Help me make make me who I am today.
• 24:28
  Andy Elliott: That's so crazy, man. I feel sorry for anybody that doesn't have to go Yeah, through this kind of pain, I always say what people don't have as a kid they crave as an adult, yeah, right? And I always wanted to be able to talk to people, yeah, communicate, inspire. You know that stuff wasn't even in the cards, right?
• 24:45
  Andy Elliott: Yeah, but it shows how resilient that humans are, yeah? And how much people can change. I
• 24:54
  Randall Kaplan: remember going to group therapy. Eventually my speech was getting better, and my speech therapist would have this group on Thursday nights, and we'd sit around for two hours, and my speech was getting a lot better, and a lot, I think, six of eight people who just couldn't even speak. I mean, they couldn't get past the and you can see their face, and you know, you're in a group of people like that, and no one's flinching, no one's laughing.
• 25:20
  Randall Kaplan: And it just makes you feel like you're, you're part of the tribe, for lack of a better word, part of the group. And I think that group being around similar situated people and made everybody better.
• 25:32
  Andy Elliott: Dude, I got a guy that works for me in my media department, and he stutters, right? What do you tell him?
• 25:37
  Andy Elliott: Well, every time, if you like, what I'm like, Stop, say what?
• 25:42
  Andy Elliott: And he'll say, I'm say, say what. We're not going to go until we do this, me and him, we go all and he says, what I say.
• 25:49
  Andy Elliott: All right, say it again. What?
• 25:49
  Andy Elliott: Here, say it again. What? Say it again. What? All right, now go.
• 25:55
  Andy Elliott: All right, what should we do?
• 26:00
  Andy Elliott: There you go. That's it. That's it.
• 26:01
  Randall Kaplan: Is it working for him? Yeah, is he going to speech therapy outside?
• 26:05
  Andy Elliott: No, just every day I talk to him, I like, I just stop him, and I'm like, bro, like, we're not in a hurry. Like I got you, like, we're gonna roll through this. And I promised him, I said, Dude, you're not gonna stutter anymore when you're done. Like, I'll be we'll beat it together 100% sure. But there's extreme cases of stuttering, and there's certain words, the W was a big one for me, and even to today, like, I get up, I can speak super fast. Like, so fast people can understand me. I can just and I won't stutter at all, but I know even three sentences before I'm about to stutter, I can smell it coming. I got it.
• 26:42
  Andy Elliott: Do you know what? I got it?
• 26:46
  Andy Elliott: Like, you can feel like it's for
• 26:48
  Randall Kaplan: me, or, you know, the ACE, but
• 26:50
  Andy Elliott: you know it's coming. It's like almost knowing that, like, if you had Tourettes, right, that you were gonna like Tourette. It's like, I can see it, and I'll change the patterns and the thoughts in my head, and I'll go a different way.
• 27:01
  Randall Kaplan: I mean, when I landed the show to like, Fuck, I got Andy Elliot. How am I gonna get the A down there? I was really, I was worried about it the whole time. I didn't even tell my wife. I was sitting there, yeah, I sit there on the plane like Andy Elliot. I gotta think I'm gonna get the name on Andy Elliot and not stutter on that word. But hey, just like, by the way, I'm nervous. Like, I've tried to add you on my show. Now I'm so excited. Thanks for being here. And, yeah, it's like, a year, and am I gonna start out stuttering and I can't say his name?
• 27:29
  Andy Elliott: No, I got it.
• 27:29
  Andy Elliott: Listen, that's why I told you.
• 27:31
  Andy Elliott: Like, I will literally be talking and speaking, and I'm on stage and or anywhere, and I can smell. I know I know me so good.
• 27:42
  Andy Elliott: I've The Art of Learning yourself. No one does it, no one does it. They learn their businesses. They learn things, but they don't learn themselves.
• 27:48
  Andy Elliott: And when you go down the journey of learning yourself, you become very, very dangerous. You can fix anyone. If you can fix yourself, you become one of the most unbelievable, transformational people in the world, because you can just change anyone inside. What's going on in your head you're under in the mechanics of fixing your business, how you scaled and growed businesses bigger than most people could ever even imagine or fathom. Why? Because you can see. It's a superpower to be able to see around corners. In business, just be around, see around corners. What see the unseen. You can see it, and I can see where I'm going to make a mistake. Even in sales, I could see where I was going to get trapped here, and I would pivot around there. And you know, it was just, I, just, I knew myself so well, I could even smell other people when they were gonna box me or trap me. And it's just crazy. It's always going into my head. It's just like I got ADD ADHD, blah, blah, blah, whatever. It's like having 50 computer screens open in my head at one time. I just see all of them. I see all these conversations and but I can smell when I'm getting tied to a word and everybody struggles with something, but like, this is our thing, and it makes you not value yourself very well.
• 28:57
  Andy Elliott: Well,
• 28:59
  Randall Kaplan: when you're young, you don't even know how to handle it, right? And, oh, yeah, back then, kids are different than today. You get suspended a kick out of school if you're bullying somebody right back then it was like, All right, man, don't do that. And I'll stop. And then they do it anyway. No one got in trouble for it. Yeah,
• 29:15
  Andy Elliott: you got punched in the face. Who cares now you get punched in the face. It's like I told my kid, my son's 14, and I was explaining to him when we grew up that they paddled the hell out of you. And my son's like, what? And I said, Listen, let me explain this to you. Your teacher calls me right back when I went to school, we didn't get a phone call. The teacher called the principal. The principal wore you out with the paddle with holes in it and your your parents signed a permission slip saying, my kid steps out of line, swat them like I'm like, bro, do you know how easy you have it? You guys think you have it hard. Are you kidding me? I mean, we had a crazy you know, I remember, I got beat every day,
• 29:56
  Randall Kaplan: so let's go back to high school. You never went to class, you cheated. You got these. And then tell us about the f5 tornado that blew everything out and let you graduate. Yeah.
• 30:08
  Andy Elliott: So well, not having a leader, right? And back then, I would say, not having a parent home, or we could say even no one even wanting to invest in usually, listen, my wife is such a good mom if we had a kid that didn't have a good mom or good dad, my mom or my wife, I call her my mom because she's like my mom, but she she'll step in and take care of that kid. And you see, like good like, strong women, like good men, if a kid's lost, they'll if they want to be a good kid, you'll see parents step in and help kids, right?
• 30:40
  Andy Elliott: Dude, no one ever stepped in for me. Like, so like, not going to school. Like, who cares? Making bad grades? Who cares? Report cards? Who cares. Don't even review them. I signed my dad's name on everything. Who cares.
• 30:50
  Andy Elliott: There was. Good, there was no bad. There's no reinforcement for good or bad. So it's just like, whatever, right? I didn't have a curfew since second grade. I never went home. No one asked. It's just like, I said, when I say Jerry Springer, I mean, I'm like, laughing and like, because, like, when I went to watch Jerry Springer, people like, I can't believe that. I'm like, that was my life every day. Like it was always something crazy. And so again, I was talking about tornadoes always happening in Oklahoma, more Oklahoma, which is where we lived, May 5, the biggest so or May 3 tornado, 1999 biggest tornado in the history of the world. It's May 3. 1999 the movie The twister was made around this. This movie,
• 31:30
  Randall Kaplan: a movie, by the way, gave me nightmares. I'm afraid tornados,
• 31:34
  Andy Elliott: yeah, but I was at that video. Though I was that video, I chased that video in in my in my truck with my dad, my$400 truck, me and my dad chased it. We were sitting on top of our roof, right, and the tornado is coming in. It's five, six miles wide, and it's like, it's like, okay, everything's going out. So me and my and they were like, and the guy's yelling at the time the news guy, he's like, get underground or you're dead. And you can tell the guy's like, flipping out. And we've seen, like, people flip out, like, by the way, we're so dumb.
• 32:04
  Andy Elliott: My daddy have a damn storm shelter. So what do we do? We get in the truck, and my dad's like, we'll just drive around the back street. We're good.
• 32:09
  Andy Elliott: We'll go around it. I have no idea, but we made it around it, and we came in right behind it, and sure enough, our house was flattened. I mean, when I say flattened, I mean everything was flat, like completely flat, and gone all the way through our high school. So if you had passing grades during this tornado, right? Because it's like an act of God war, whatever they call that area, if you were in it when it happened. You just got to graduate, because it was May 3, and that was graduation time, so you didn't have to take your semester test or whatever.
• 32:38
  Andy Elliott: I had, like 60s on everything.
• 32:43
  Andy Elliott: So I'm not F's, I'm 60s, and you can roll right across that stage with ds. So I graduated. I have no idea. I didn't have apps, but I had D so I graduated. I didn't even, I don't remember ever even walking. I think they mailed it to me because I didn't show up.
• 33:00
  Andy Elliott: But the main deals I graduated now, I had to get a job. And I remember I worked construction, since the whole town was just destroyed, I got into construction for 30 days. And, I mean, I worked from I work seven days a week, you know, 15 hours a day. And I was like, Dude, this sucks.
• 33:16
  Randall Kaplan: What's with people who chase tornados, especially an f5 tornado that killed hundreds of people. It's sort of like, isn't that the same thing as jumping into the ocean where there's a school of great white sharks there, leader, leaderless, um, do you have a death wish to go do that?
• 33:32
  Randall Kaplan: Well, you know
• 33:32
  Andy Elliott: what's crazy is, I didn't even think that people would die, like, like, like, I'm, like, unaware. You're like, one of the most, you know, they say, like, it's so loud, though, isn't it? It was super loud.
• 33:41
  Andy Elliott: It's like a train. It was like a train running through everything. But, you know, like, ignorance, right? Like, you got to remember, man, if no one ever said what's good, what's bad, dude, my dad never, we never went to church. We never, I mean, there's no like, community we plugged into. It was, it was whoever was on the streets was in the streets. I mean, I would go from getting jumped into a gang one week to the next week trying to figure out how to, I mean, dude, I was like, I was like, that stray kid running around. And that's why I said, I told my wife. I said, I'm surprised no one ever took me in, right? Like, like, some, at some point, there was a lot of kids, one of those mothers, man, mothers are normally the ones that are like, that kid, come here. You're going to be a good kid. Come with me. No one ever took me in. And so that's why my wife, I was like, Oh, yeah.
• 34:27
  Andy Elliott: Like, she's, she's the only person that, like, took care of me.
• 34:31
  Randall Kaplan: You did construction for a month you're cleaning 200 bucks a day, yeah, 200 bucks a week, 200 bucks a week. I mean, 200 bucks a week, yeah. Tell us about the day you were at your best friend's house and you meet his older brother, and then tell us about a lay down and what that is, and what happened from that point in that Yeah.
• 34:50
  Andy Elliott: So sales changed my whole life. You know, it's crazy, like no one ever knows what they're going to end up doing in the end, right? And it's always tell people. They're like, Oh, I would never do that.
• 34:57
  Andy Elliott: And I'm like, did you have no idea what your future lies, how it's going to play out, but, but I did the construction deal, and obviously I just wanted to make money, which is what people did when they graduated. And my older brother, or my best friend's older brother said something that was very intriguing to me. And I never heard anyone talk like this in my life. I've never held more than $5 in my hand, not at one point in my life. So we were sitting there and he said, man, dude, he goes, Andy, you gotta come sell for me. And I'm like, What do you mean? He's like, you gotta come sell cars. He's like, dude, if you can get good you can make $5,000 a month, as I'm hearing him say these words,$5,000 a month. I'm like, guy's a liar. Like, that doesn't even exist. Like, I'm like, so like, if I would have, if I would have seen 1000 like, I wouldn't even my dad bought a truck when I was 16 years. Old with $400 cash.
• 35:51
  Andy Elliott: And I remember asking my dad for months, where'd you get that much money? Like, I don't understand the concept of like, of cash, of money. It's just that we didn't have any, and I knew that for sure. And when he said $5,000 a month, I was like, Dude, are you kidding me? I was like, I would do anything for an opportunity to do anything. And by the way, I hated construction, but I would have kept doing it, because there was zero choice for me. Okay, and so sales was my way out my first job, my first day on the job, I remember walking into the dealership, by the way, so So his dad was a general manager of a Mercedes Benz store. His father had passed away with cancer. He was a very good man in the business, and his son was 23 years old, and was the used car manager of a Nissan store, and so he was way smaller than me, right? And so I was a little bit bigger of a kid, and he his dad was bigger than him, so he said I could wear his dad's clothes. So I remember putting his dad's clothes on, and they didn't fit me either. So I showed up, and I'm, like, in like, high waters to here, but not, like, in a cool way, and like, it's like, I don't belong.
• 36:56
  Andy Elliott: I mean, you can clearly tell, like, I'm a kid trying to show up for work first day. Look stupid. Bleach blonde hair, earring, you know? And, and he was like, Hey, take your earring out, you know what I mean? And I remember I did that. He said, Hey, I'm gonna have a sales meeting. Go sit out on the porch, which is like the front of the dealership. And he said, If somebody pulls up, just tell me a meeting. Somebody be with them in a minute. And I remember that was my instructions. I go outside. I remember I stutter at this point, still, this is how cool sales is. This is why I tell everyone. I'm like, dude, sales is like the free enterprise system, like everybody. It's your way out, automotive, whatever, any industry, I don't even care, you learn to sell. You're gonna get rich if you get good at it. And it's and everyone can become great at it. But I go outside, there was this old man that pulled up, and I remember that he said, hey. It was just like, this is hey, I wanna look at that truck. And I was like, Okay. And I walked over there, and I just, I know what I was doing, and he pointed at the window, and he's like, go get this number right here. Clearly, the guys bought a lot of cars in his life. I told my first dad and audio what I'm doing.
• 38:02
  Andy Elliott: They're in a meeting. He's like, just go get this key. And so, like, he like, told me what to do. I go inside, and I said, Hey, I need this key. I go back the guy, one of the kids, gives it to me out of the key machine.
• 38:14
  Andy Elliott: I go back out. Guy gets in the car, says, jump in. Let's go drive it. And I remember I talked to this guy for about 20 minutes. He drove with this guy, and I didn't really know what we were doing, but, like, I just went on a ride. But he was cool, man. This is like, a real and I remember he was, like, my grandpa. My grandpa was really cool. And he my grandpa's a great man, he told me. Said, I remember. I told him. I said, Hey, you remind me of my grandpa, my pop, pop. He's a great man, like you remind me him. And he was like, that's awesome. Me and him kind of bonded in that car drive, and I guess that was building rapport.
• 38:43
  Andy Elliott: At that point, I really understand what's going on. I pull up. As soon as I pull up in front of the dealership, where he pulls up, he gets out, a salesman walks out and goes, Hey, it's, why don't you know it's Andy's first day, so I'm gonna help him out from here.
• 38:56
  Andy Elliott: And the guy cuts him off and goes, Hey, I like him, so I'm gonna let him sell me the truck.
• 39:01
  Andy Elliott: I don't need you. Okay? So I'm good. Like, I've bought in a lot of cars before, so I'm gonna stick with him. We're good. And I'm like, damn, let me get fired on my first day, right? Because I don't really understand what's going on, but they're trying to get me a veteran sales guy, right? And so I go inside, and I tell my, my best friend's older brother, that this guy out here, you know, like he likes this truck and he wants to buy it, but he wouldn't want to talk to this guy. And he said, Just sit him down on a piece of paper.
• 39:28
  Andy Elliott: Have him fill out this, this credit app. Have him fill out this thing. Let's see if he can buy something or not. And so that's what I did. I did. I sat down guy filled it out. I remember, go back to my manager.
• 39:34
  Andy Elliott: My manager goes, this guy's gold. And I'm like, Oh, well, gold's got to be good, right?
• 39:40
  Andy Elliott: And he's like, I want you to go fill this out. Ask him how he wants his car titled, and then we'll go from there. As I go, and he's fill it out. This other salesman comes back in. He goes, Hey, sir, I'll kind of help you out. At this point, the guy goes, if I have to say this again, I'm gonna get up and leave. And I'm like, man, dude, like, like, me and this guy are cool, but like, we weren't that cool. But like, I had built rapport with them, and I think the guy liked me, and I think because he knew it was my first day, he was like, being like, he was protecting me, right? Like, maybe he was like, you know, you know, like, you show someone love. Like, God brought this guy to show me some love, man, because it was my first sale.
• 40:12
  Andy Elliott: But I call it a lay down, because the guy didn't really give me a hard time. He was nice to me. He was kind to me. He didn't beat me up, and I really didn't act like I knew it all either I was I didn't know anything. I was just trying to serve him or help him, or whatever it is I was even doing.
• 40:26
  Andy Elliott: Anyways, I take that piece of paper I filled out, my manager goes, All right, Andy, go ask him if he wants to do Option A or Option B. A is this, B is this. And he basically put some terms that the truck would be I have no idea what he even wrote down this piece of paper, but I go inside and I'm like, Option A, option B. He said, My manager said, Just sign next to which one you want. And so let's act out you're my customer. And he goes, and he looked at me, at this look. He goes, What's the interest rate you. Right? And I was like, the interstate. He's like, the interest rate, and I'm like, the interstate, and he's like, I mean, I had no idea what he's been talking about. How would I know what an interest rate was? I don't know money. I don't know nothing. I know nothing. I just remember that weird silence. And then he goes, I'll do B. It's fine, man. And I just got up, and I walked back to my manager, and I go, he'll do option B. I don't understand any of this. I thought about it later, and I'm just a dumb kid, and the guy was being nice to me. And long story short, my manager goes no ways. And I'm like, yeah, he said, I'll do B.
• 41:35
  Andy Elliott: He's like, get this truck back to the Detail department now.
• 41:38
  Andy Elliott: And dude, everybody starts moving real quick. And I'm like, What the hell happened? And so anyways, I rush this guy back to finance. He goes back there, signs his paper, the place in the back, washed the car. I pulled it around. He comes out, gets the keys, drives off. My manager pages me to the tower, and he goes, Andy, do you know how much money you just made?
• 41:56
  Andy Elliott: And this is 1999 he goes, You just made $1,700 and I remember, I was like, dude, because he asked me, and I said, No. I was like, if I just made enough money to eat a Subway sandwich, like I'm starving. I mean, all day long. It's about 7pm at night, and he's like, You just made $1,700 he goes, let me tell you something, payrolls tomorrow morning. Tomorrow morning. So you're gonna get $1,700 check tomorrow morning. That's cool.
• 42:17
  Andy Elliott: Plus, you won high gross of the month. Andy, you hit the highest gross of the whole month. I'm like, what does that mean? High gross of the month? He's like, you hit the biggest gross of all month in our dealership, your very first car deal, and that's gonna give you 500 cash in the morning. So the next morning they hit me $1,700 $500 $100$500 cash in my hand. And I was like, Dude, I'm gonna come. I'm gonna become the most deadliest sales person they've ever seen.
• 42:42
  Andy Elliott: All these people. I'm gonna crush all of them. And that was my way out. Like that day, I knew that, like, sales was my way out. Now, I could've ended up in any industry, but the fact that I ended up in the automotive industry, I stayed from 18 years old all the way till I was 39 and then, I mean, I was in the industry my whole life. And then that's when I quit, and I started my coaching company afterwards,
• 43:05
  Randall Kaplan: the manager, when you started, gave you two pieces of great advice. What were they my manager, yeah, when, when you first started?
• 43:12
  Andy Elliott: Oh, when I first started, the first one is, is well, he told well, number one, he made me practice shaking his hand every day, every day. And this is funny, because everybody laughed at me for this. Everyone laughed at me. I was the only one that made it through this.
• 43:23
  Andy Elliott: There was 10 of us. And he goes, everybody, look to the left.
• 43:26
  Andy Elliott: Look to the right. Nine of you won't be here in six months. One of you will. And he goes, every day, we practice shaking hands every day. Look at me in the eye. Andy, shake my hand. How you doing? Andy, shake my hand.
• 43:37
  Andy Elliott: How you doing. Andy, hold your hold your hand. Side was like this, not like that, like this.
• 43:39
  Andy Elliott: Come in. Shake my hand. I want you to head now. How you doing?
• 43:42
  Andy Elliott: Nice to meet you. Pull me in a little bit. Do that again.
• 43:44
  Andy Elliott: Ready? Do it again. Do it again.
• 43:47
  Andy Elliott: Do it again. Do it again. Do it again. And do people like, dude, I'm sick of this. I'm not gonna sit here and shake hands. He would take me to the mall and literally make me walk around and shake 100 people's hands.
• 43:55
  Andy Elliott: He's like, Dude, I don't need anything from you. I just want to say, Hi. How you doing? How's your day going? He made me beat my stutter by saying it over and over again. But also, he made me look at people in the eye, shake hands, and talk to somebody which I didn't know until later in life. How invaluable that this would be. And then the second thing is, is that he said, every time someone says no, right? Like, there's an objection, or whatever, he's like, You need to learn most people are professional wingers.
• 44:21
  Andy Elliott: They're amateurs. They don't know what to say. And so, like, if somebody came up and they punched you, right? If they came up again, what would you do? You would duck. You would start to understand what's happening. And that's a cycle, right? That's a pattern. And sales people are dumb, because what they do is they have a cycle and a pattern of injection that keeps going on. Instead of figuring out how to overcome it, they just keep getting hit with it. And he goes, I want you to learn how anytime, anyplace, anywhere on the phone or in person, if somebody says no, I want you to figure out how to turn the round, get them to say yes, not just by being great at objections, but also by pulling their shoulders down and getting them to relax. And he told me, he said, no matter what happens, no matter how somebody gets heated or mad or whatever, always stay calm, no matter what you can bring anyone down. And so those are two pieces of great advice, with the objection handling deal and controlling my state and making sure I knew what to say, and then also shaking hands and looking at people in the eyes at
• 45:11
  Randall Kaplan: some point as well. At the beginning of your career, you got the advice, be nice to people, yes, and be on time. It'll be 99% of the other people. How on earth can it be that simple to be 99% of the people by just being nice to people and showing up on time?
• 45:25
  Randall Kaplan: Dude,
• 45:27
  Andy Elliott: I showed up every morning at 7am he would pick me up, I would open the gates, and then I would ride home at 11 o'clock at night with them, because I didn't have a car and I had a lawn chair. I don't know if you ever heard my lawn chair story, but I used to have a lawn chair, right? Remember the plastic lawn chairs when we grew up? They had the bars and they had the plastic,
• 45:44
  Randall Kaplan: the plastic
• 45:47
  Andy Elliott: yellow, the white, the whatever. Yeah, they
• 45:49
  Randall Kaplan: were like rubber bands, and they
• 45:50
  Andy Elliott: would click when you would open. Right? So I had a bunch of those in my garage, and I thought, dude, there's only one way into this dealership. There's one way out.
• 46:00
  Andy Elliott: And so I put a lawn chair in the middle of the drive, and I would sit there on the drive, like this, dude there, all the guys are standing there, and I'm sitting here like this. And then anytime somebody would pull in, I would literally, hey, how you doing? My name is Andy Elliot.
• 46:13
  Andy Elliott: Are you here for sales, right?
• 46:16
  Andy Elliott: Are you here for service? For service? How you doing? Hey, my name is Andy. Here's my card.
• 46:18
  Andy Elliott: When you're gonna go over here, parts are expensive. Sometimes labor is expensive. If for some reason, it's an expensive bill and you just wanna trade it in.
• 46:26
  Andy Elliott: There's a lot of times we can give you more money than what it's worth. I'd love to help you with that. Shoot me a text, call me. I'll walk right over here.
• 46:30
  Andy Elliott: I'll meet you. Let me walk over and introduce you to Lisa. She's in the service advisor, or I'd walk up here and I would have to hand walk. I would put my hand on the car, and I would hand walk backwards as I'm talking to them, to the parking space, because they hated me so bad at the store. I mean, I went to selling 70 to 80 cars a month.
• 46:48
  Andy Elliott: Average car salesman sell 68 cars a month. I was in total annihilation. I am an extremist like you, like when you did business and you went crazy, people were like, when's Enough, enough? I was so obsessed. I wanted to be the best in the world, not the best in my store, not the best in the state, but the best in the world. And I love that everybody was doubting me. That was the only thing that kept me going, and the only times I would ever believe in me was when my wife showed up at 26 but I'm telling you, like that was like my secret superpower, but that was I used a lawn chair in the gate, and every time I would walk a car in, they'd grab my lawn chair and throw it in the creek, and I would just bring another one, because broke people have hundreds of lawn chairs. At
• 47:25
  Randall Kaplan: some point, no one teaches you what you're doing right? You go in and you look at something you want to be the best that you can be. We watch other people do and how they become successful. You look at their eye contact, you mentioned how they shake hands.
• 47:37
  Randall Kaplan: Most people don't know. There's 14 different kinds of handshakes. Yes, you know, there's the I don't even know that, but I believe it. There's the sweaty I mean, there's so many crazy ways to shake your hand. You got the Bone Crusher handshake, and you got the wet fish and there's nothing worse than the sweaty palm handshake.
• 47:51
  Randall Kaplan: If you know, you got sweaty palms. Go, go dry them off, go do something. But yeah, this is the most disgusting thing in the world when someone is shaking your hands, but you're watching how people speak, their mannerisms or eye contact or their postures. You studied and you read, how important was that watching other people to the amazing success you've had today. It's everything.
• 48:10
  Andy Elliott: I love studying.
• 48:10
  Andy Elliott: I'm a people watcher. I love watching people. They teach me who I want to be, and they teach me who I don't want to be. I think God made losers. People are not going to understand this, but he made losers so I can understand, if I don't get my craft together, what my life's going to look like like I just I can see what my life will look like if I don't straighten up, or if I don't get better if I don't practice. And then he makes winners, and he makes comeback kids, people that come back, like we're come back kids, people that come back. And that's why, you know, I love the Comeback Kid stories I love but I love watching people. I love watching, if I'm sitting there like, I love my wife to death, I'm like, psycho obsessed with my wife, like she's everything.
• 48:51
  Andy Elliott: She is my rock, she's my battle mate. She's the one I go to war with every day. I love her to death. If I watch a man and he's being affectionate with his wife, I will immediately emulate anything that I can see, that I feel like is better than what I'm doing. I don't compare. I'm just like, thank you. I owe you.
• 49:07
  Andy Elliott: And I'm like, boom, if I see a guy and he's walking with his son and, you know, like he's got his son on his shoulders, and he's getting, like, a piggyback ride, and I'm just holding my son's hand. I'm like, no ways I'm gonna give my kid a piggyback ride too. Boom. I want to level up. So anything that I see that can take me to another level, I just emulate, like, modeling proven practices, and the fact that me and you grew up reading books, listening to cassette tapes or whatever that we were doing, DVDs and, you know, all that stuff at that time, you know, like, dude, the fact that, you know, we can train and learn the way we can train and learn now, like I used to just only be able to watch the people that, like were in my city, you know, or my store the world. Now you can see you
• 49:49
  Randall Kaplan: have this amazing epiphany, right? You made $1,700 $500 on your first day of work, you're killing it.
• 49:55
  Randall Kaplan: You made $150,000 that year, and you came home one day and you said, Dad, I need help with my taxes, and tell us about what happened next. And what's your advice to people who are young and make money and what they should be doing with their money? Maybe you can go through your story on
• 50:13
  Andy Elliott: that. Well, number one, money isn't on money. Money is all an identity thing. Who you think you are is what you learn. You can't earn amount of money that you don't think you're worth, right? And I know that you know this, like you'll never out earn your own self worth. You know you never will.
• 50:29
  Andy Elliott: And I learned that how much someone someone can make is just a label in your head, and once you label it, you filling out your head like you're the choke hold of every income is the individual. It's not the company, it's not anything. It's always individual. Now there could be things that play into that, but it's always here, right? And so at 18 years old, I made 125 grand my first year I had a. Had a pay Stu art, or whatever, w2 w2 right? And I, I go home, and I show it to my dad, my dad, who was a chemist, or worked for Kern McGee or did something, and he had worked there for like, 30 or 40 years, and you know, he made 60 grand a year, like, towards his end of his retirement. And I remember he he looked at me, and he's like, Dude, I can't, I can't believe you're making that much money. And I'm like, Well, number one, he was like, You owe me rent, right? And then I was like, Okay, I'm moving out because, like, I was ready to get the hell out of there.
• 51:25
  Andy Elliott: Anyways, I just, I needed a reason to get the hell out of there. I was at work all the time. Anyway, you're 18 years old at this point. Yeah, I was 18 to 19. That first year from 18 to 19 made 100 and a quarter.
• 51:32
  Andy Elliott: I will tell you my man. The reason why I made 100 and quarter is because my manager told me that the most anyone could make in our industry was 125,000 and so my first year anybody that anyone could make was 125 grand. And by the way, he was my manager, social media didn't exist. I mean, so everything my manager told me was everything that was possible, right? You remember when you were younger? I mean, what, what you learned from your circle was what you learned there was a new manager that came in, and I remember who's from Georgia, because he said, and remember the glove boxes like we used to put stuff in our glove boxes back in the day. He, he said, Man, Andy, you know, you can make, you know, 250 grand or whatever, 220 grand selling cars. And I was like, impossible. I'm like, nope. And you know that Wolf On Wall Street, like, show me your pay stub. I'll quit my job right now. Come work for you. And he shows him his pay stub. The guy quits. He said, Come with me in my car, pulls out his pay stub, out of his glove box, and shows me a pay stub, like, $220,000 and I remember going, Well, number one, I've been lied to, you know, because that year today just showed me what I needed to see. Something kicked in immediately in me that made me push and from 19 to 20, I would hit $220,000 I would make another 100 grand break all the records in my store do this thing. And I realized, man, this is it's always been this way in my life, no matter what situation, money, marriage, being a father, being in shape, whatever I think can happen, happens. And I know that everybody hears that. It's just really sounds overrated, but it is really the truth. It is a true it's a secrets, a law of attraction. Every every successful person ends up sharing this at the end of their life, that, until I took ownership, that this could happen, it never happened for me. And so the sooner that I think that anybody watching this that younger. There is no bars, no limits, your mind isn't your friend. It's not your friend.
• 53:19
  Andy Elliott: You know you've been programmed since you were born, the things you see, the relationships you went through, the pain you went through to believe that you're only worth X, or you can only do X, or you're only as cool as or no one believes in you. And you have guilt, you have shame, you have embarrassment, you have all these things, and that only comes from the devil, who's the father of lies, and he's really good at telling us we can't do stuff right. And long story short, I would tell myself these stories what's possible. And at that point, this is where I broke into like what's possible.
• 53:47
  Andy Elliott: I made 500 grand that next year selling cars, and I just became obsessed at that point with being a renegade. Now I'm in the automotive industry, and that was a lot of money for selling cars. You know, I think I end up making like most ever made, selling cars was like 716 grand.
• 54:02
  Andy Elliott: And then I moved up into management, which was a deep motion. So
• 54:10
  Randall Kaplan: tell us about the self development you did in terms of how you got to where you got to be the best sales person, maybe in the state, in your dealership. What kind of self development did you do? And what's your advice everyone out there today who's listening to this and say, gosh, you know, I've I'm a salesperson for Oracle, or some software company or selling furniture, who says, All right, this is the, this is the most I think I'm going to make. This is what I hear. How can I improve myself? What can I do to do it the Andy Elliot way?
• 54:39
  Randall Kaplan: Well, well, number
• 54:40
  Andy Elliott: one. Number one. I want to tell everybody something real quick. So when I was in the automotive space, I mean, number one, the transportation space is huge. Someone talked about any industry here, but the transportation space is big. For some reason. When people said, I'm a car salesman, they were really embarrassed by it. I don't know why, but I was never embarrassed like I don't understand like people.
• 55:02
  Randall Kaplan: The reason is, by the way, is because most people think they're sleazy and they've had bad experiences buying cars. Well, the
• 55:08
  Andy Elliott: truth is, is that they have but for me, I saw that as an upside, because if I could be the best and be really good in an industry where everybody else is poor, then I'm gonna capitalize, like, I'm gonna crush it. Remember, it's all perspective, right? So if I could tell anybody anything, you know, it's like, you can walk into work and you could say, oh my god, I see everything that's wrong. Or you can walk into work and be like, I can't believe it.
• 55:26
  Andy Elliott: I have this opportunity. You can walk into your home right now and be like, Oh my god, I can't believe I get to get married.
• 55:30
  Andy Elliott: I'm married to my wife. Like, Oh, my God. Like, I'm the luckiest man ever you walk in and be like, Dude, she's a nag.
• 55:35
  Andy Elliott: I mean, whatever you think is what you see. Okay, and so my deal is, is that I remember I was in it, I was in an event with Zig Ziglar, and when he was alive, it was back like, like, maybe 2002 2003 Be maybe even Grant Cardone was there. This is a long, long time ago, and I remember they asked something.
• 55:56
  Andy Elliott: They said, hey, who in here wants to make a lot of money?
• 55:58
  Andy Elliott: And everybody, there's like 500 people in this, like, seminar, right? And, oh, funny thing is, it's funny so super important.
• 56:03
  Andy Elliott: When I invested, I spent money on myself, you know, my manager said, he goes, you're an idiot, dude. I spent $2,000 to go to a seminar back in like, 2002 and I just remember he goes, dude, I could have taught you what they're going to teach you. I could have taught you just pay me, dude. But I was like, Dude, he's, I've been working for this guy for a couple years, and he taught me nothing, you know what I mean, but I want to learn from these guys. And I was listening to their cassette tapes, right?
• 56:24
  Andy Elliott: And so they were coming in town, so I wanted to listen to them.
• 56:26
  Andy Elliott: But I remember they said, Who wants to make more money? 500 people all raised up. And was like, hell, yeah, I want to make more money. And then they asked another question. They said, because we were all automotive sales people, it was for the car business. And by the way, like, now I train all industries, but back then, that was my niche.
• 56:42
  Andy Elliott: Guess what? He said, Who here is proud to be a car salesman? I remember standing up, and I was like, Yeah, that's me. And no one else said it. I remember my buddies, right? That sold cars.
• 56:52
  Andy Elliott: Of me, they would go to a party, and one of them was, was was like a chiropractor, one of them was a doctor, and then the ones that were car salesmen were embarrassed. They wouldn't tell anybody. And I was like, Dude, this is stupid. The reason why I thrived in the car business was because I loved it. I mean, look, I didn't have good leadership. Honestly, I did a lot of stupid stuff. I made a lot of wrong mistakes. I almost went to jail at certain times. I ran around the wrong people, but the but the automotive industry, the places that I worked, there's a lot of good car dealerships, but the places that I worked were the worst places, worst leaders, worse owners, crap. And if you're around crap, you're going to become crap. And so, you know, being in Oklahoma, I never had been out of Oklahoma ever, my whole life, until my wife moved me here when I was when I was 40 years old. So let's
• 57:36
  Randall Kaplan: talk about the controversy and some of the bad decisions you've made. You were General Manager. There were two car dealerships, and then people were coming in without down payments, and basically the dealership, which you were a part of, was committing fraud.
• 57:47
  Randall Kaplan: Essentially, tell us about King cash and the whole experience, and you've called it, why is it that some of the dumbest things we do lead to the best experiences in our entire lives?
• 58:00
  Andy Elliott: Well, so I'm 45 years old. I was raised by motivation from fear, okay, not from love, okay. We live in a generation now where everybody needs to be loved. On Back then it was, sell cars or you're fired. I mean, do you understand this is simple, bro, it's Randy, sell cars or you're fired. How many cars did we sell? How many cars do we sell? How much? How many cars? How much money are we making? What kind of gross per copy are we running? How many customers that we close today that that was it mean compliance, getting in trouble, black and white, gray. I mean, we weren't harming people. But there's, there's loopholes in business that companies should train and teach people on. And so when I walked into this company, all these things were already going on. I didn't magically create this. I went into a company that already had a lot of bad practices. Now it was a bad credit company, which means they advertise for bad credit, like, if you have bad credit, if you have a bankruptcy, if you don't have any money down, like you're approved. Does that make sense?
• 59:01
  Andy Elliott: Yep. Okay, when you are a roofer, if I was to go to your house and a storm blew your roof off, and I said, Hey, Randy, you know, obviously your house qualifies for a new roof. You've had insurance for 20 years. Now I'm gonna go ahead and process your claim. Make sure they put a five star roof on your house.
• 59:17
  Andy Elliott: Okay? Randy, it shows right here, there's a $2,000 deductible that you have to pay to get your roof. I need that 200 I need that two grand so I can process your claim. Now the insurance company is gonna pay what they're gonna pay, and the deductible comes to the roofing company. Does that make sense?
• 59:36
  Andy Elliott: Randy says, I don't have $2,000 for a deductible. Oh, okay, so what do we do, Randy? Do we do we walk away from your house and not put a roof on it because you don't have a deductible? Or do we fudge some of the paperwork somewhere and show that Randy put a deductible somewhere, and then we $150,000 roof from the insurance company. What do you think is happening in the world right now with all the roofing companies around the whole world? There's probably 90% of the people in the world that aren't putting their deductible down on these homes for these roofs, but they're still getting roofs. Every business has a gray area, a loophole, an issue. Ours was, and I'm not justifying it, I'm explaining it. So you can see, people came in, they had jobs, they had pay stubs, they had utility bills. They were good people. They rode the bus, and some of them had $100 beat up cars. They could call. They had a job. They qualify for a car. Problem is they have any damn money down. And so what happened is, there was this thing in the company that already pre existed before I started there, and it was called King cash. And if somebody didn't have the down payment on a car, well, you would just coach him. Hey, if the bank calls, you say you put 1000 down. And you know, even though you didn't, you just say you put 1000 down. There. Gonna give you the loan you get a car today.
• 1:00:52
  Andy Elliott: And, you know, as a 30 year old kid who's been in the car business my whole life, you know, like, I worked for a good credit store for 10 years of my life, I didn't, you know, I don't really understand, like, you know, I didn't even work payments out a lot, most time they went to the finance office.
• 1:01:05
  Andy Elliott: So this was all new to me. But like, I was, like, indoctrinated into this culture. And I'm not saying it doesn't that I didn't think that, like, we weren't like, like, cutting corners or something to do loans, but like, I didn't think you could get in, like, big trouble for stuff like this. Like, I'd never been in trouble. And so when we when the owner who is a bad person, by the way, that that's what happened, he's a bad guy. There was probably a lot of companies doing it. But just like, there's a lot of roofing companies probably doing things like that.
• 1:01:35
  Andy Elliott: There's probably some that say, You know what, if you don't put the deductible down, we'll walk away and we just won't put a roof on your house. But then the next roof we're coming behind you is going to take that deal, he's going to figure out how to handle that deductible. That was kind of like, what happened every day. Nobody had any doubt, dude, we were doing hundreds of them a month. I mean, it was just like, it was like, it was just a normal process, procedure, a part of business.
• 1:01:57
  Andy Elliott: And then, you know, when they came in, it was like, at one point they got in trouble for it. And then there was, like, a pawn shop deal, kind of, where we said they pawned something.
• 1:02:05
  Andy Elliott: It was like, there was a bad credit store. But, you know, my wife, the biggest problem with all this is that my wife said this guy was a bad guy, and I shouldn't work for him. This is this is where, this is where I made the biggest mistake. And every man should know this.
• 1:02:21
  Andy Elliott: Women have such an incredible intuition. And my wife, when she married me, she said she'd always protect me. She said, You're a project. You believe in everybody. You think everybody is out to help you, and you always try to fix everyone, and you're an idiot, and one day it's going to get you. And I believe that this guy, I had worked with him earlier in life, I believe that this guy had changed. He had been a good guy.
• 1:02:44
  Andy Elliott: He offered me a lot of money to really come run this store for him. And I thought he was a good guy. I thought he had changed. I thought, you know, I just, I just thought some stuff, and then basically all this happened. And you know, he said, If I didn't lie, he was threatened to kill me. And you know, my wife said, I I told you that guy. And funny thing is, my wife warned me of this man for a long time, and said, don't work with that guy. But because my wife, we started to have kids, and you know, she's the mom now, now I gotta be the one that's the winner. And you know, I end up not listening to her and honestly her warning me. I was like, you're nagging me because, like, I didn't want her to tell me. I thought I knew the way.
• 1:03:28
  Andy Elliott: Well, it sounds like I didn't know the way. And, you know, I almost went to jail. I told the truth. The truth will set you free. This is biblical. I wasn't very close to God at this time.
• 1:03:37
  Andy Elliott: I was a Christian, but I wasn't like God. Wasn't like number one. I just, you know, believed in him, and, you know, my wife said, it's very simple anity.
• 1:03:44
  Andy Elliott: The truth will set you free. I support you. I will back you, but under any circumstance, will you not lie? That's it like, I'll be with you. I don't care what happens if you go to jail, in your jail for five years, I'll be there, but you're not gonna lie, and I need you to promise me that that was a very hard time in our life, but I learned that you have to go through these very hard lessons, these nasty lessons, before greatness, there's always some nasty storm, and I weathered it, and I didn't lie. And because I didn't lie, I didn't I didn't get in trouble, I end up walking away. I would say, like, God gives people second chances. He gives me, he gave me 10,000 and so, you know, that's part of my testimony, of like, of like, of what can happen when you do the right thing.
• 1:04:36
  Randall Kaplan: Were you scared shitless when the FBI showed up at your door started asking questions? Absolutely, yeah. Are you kidding me? Thinking about going to prisons, dude, terrible.
• 1:04:46
  Andy Elliott: Every person will never understand, right, what that will feel like until it happens. I always say there's two things that'll change a man's life for sure. One, you get terminally ill, if you found out you were gonna die today with cancer, your your mom changed when your grandma got breast cancer, right? Like, okay, so. Like, but like, if somebody got terminally ill, they're gonna change immediately. Like, oh my god, I'm gonna stop. Or if you go to lose your freedom, you start thinking, like, like, was this worth it? Like, is this and by the way, I was like, Is this real? Like, I thought for a year. I was like, Is this real?
• 1:05:27
  Andy Elliott: Like, is this really happening to me? Like, I never, I've never hurt anybody. I was never a bad person. I've never had a bad heart. I just worked for the wrong company. Man, like, stuff like this happens all the time, man, and, you know, and so that's the power of being around the right peoples. You don't have to worry about this stuff.
• 1:05:42
  Andy Elliott: And I never want to go to sleep again ever, like, worrying about any of this. And so, like, I'm just, you know, I had to go through it, man, I wouldn't be who I am today. I wouldn't be able to help anybody. Had I not gone through that hell? We
• 1:05:53
  Randall Kaplan: all have pivotal conversations with our wives that influence our future. At some point, you're killing it at work, you've got three kids, you've got a multi million dollar house, and your wife says to you, I can live without you.
• 1:06:07
  Randall Kaplan: And she squeezes your love handle. So tell us what happened after that
• 1:06:11
  Andy Elliott: well, so we go through this, like, FBI deal, right? It's, like, happening, and, by the way,
• 1:06:17
  Randall Kaplan: were you, was it one phone call? Or they're, they're calling you into the the office? Yeah, there's
• 1:06:21
  Andy Elliott: just a lot of stuff going on. It's going on for a couple years, you know, I'm saying years, yeah, it's years. I mean, these things, don't they don't just, like, solve up, like, it happens in March and it's over by October.
• 1:06:31
  Andy Elliott: They're
• 1:06:31
  Randall Kaplan: squeezing you, right? They turned you whatever you give you got immunity. At the end of the day,
• 1:06:37
  Andy Elliott: every single person, every single person that worked in that company, all lied. Every one of them lied. I was told, if I didn't lie, just just look, if you don't lie. I'm gonna kill you. I mean, I was called and said, Hey, there's death threats on you right now.
• 1:06:56
  Andy Elliott: Like, they're like, someone trying to kill you. Like, I want you to understand this. Like when you go to do the right thing, like, the the devil hates it, bro. Like when you go to turn and you go from being a piece of crap to a good person, when you go from being a liar to to a good person. Like, dude, no one likes it, but all those people that lied all went to prison, all of them, and in the end, I don't know if you've ever watched a movie, right? And you kind of see how something plays out at the end, they all like plotted against me the whole time. And then down to the last week the sentencing was coming, they all turned on each other.
• 1:07:35
  Andy Elliott: They all started tearing each other to pieces. No, he really did this. He really did this.
• 1:07:39
  Andy Elliott: They lied about everything. I didn't get involved in any of that. I told the freaking truth.
• 1:07:47
  Andy Elliott: You tell the truth. Truth will set you free. That's why I don't have a felony. I don't I'm not in trouble. That's why I don't have a problem with anything, and that's why I live my life truth. Now, you know, I'm saying but, but it was hell, but, but going on the backside of that me and my my wife, now there's a lot of resentment, you know, that my wife has, has towards me and and then I feel, obviously, like I'm lost. You know, like, the thing about lost people is lost. People don't know they're lost. And so, like, money buries problems. And so, you know, I'm making like, 2 million a year.
• 1:08:19
  Andy Elliott: I'm making good money. My wife's got a personal cash we're got a paid off house. I'm doing better than everybody thought we would do in Oklahoma, which is a money, yeah, yeah. And we have a million just everything.
• 1:08:32
  Andy Elliott: Everything is just like, there's a lot of unresolved issues, and from the outside, we are way better than most. I don't cheat on my wife. I'm a good man. I don't play golf on Sundays with you know, like everyone else did, like, I'm home with my kids. The problem is I wasn't present. See, so I have this thing where, like, my wife says, like, love eyes, like, she's like, I can tell when you're with me and when you're not with me. She's like, I can tell when you see me and you don't see me and you see through me. And she goes like, I support you as being a badass man and making money and winning and killing it and crushing it. But when you come home, like, we need you home what you can work even at home in the afternoon, but we want you to be present when you're home and you're never present. You're in the pictures, but you don't even remember that you missed everything. You don't even understand what the kids are interested in. You think you know about them. You don't know about them. You only know what they like. And so as you're sitting here, you're kind of like in delusion. When you're being called up, she wouldn't call me out. She's calling me up. She's giving me an opportunity to be a better man, is what she was. But I remember I was always in shape when I met her, and I was 26 and she was 24 I was in good shape this time. I was not in good shape. I had big fat love handles. I was out of shape. I was chunky. I was losing my edge. I was stressed out, going through all this crap that I just went through the last couple years. I was just pile of trash. Now you can imagine I'm giving her nothing but absolute leftovers. I'm not present when I'm home. And then my wife, one day, she's just has this hard conversation. I was like, I'm on my way, and she, like, heated the food up, or she had the food ready. And I was like, I'm on my way, and I didn't show up. And then an hour later, she's like, are you coming? Because, like, you know.
• 1:10:12
  Andy Elliott: And I'm like, yeah, yeah, I'm on my way. And she's like, okay, so she reheats the food, and then an hour later, she's like, are you on your way? And I'm like, yeah, yeah. And she's like, I'm sick of it, man. And and those are the hard lines a guy like me needs, because I'm always bumping the edges. I'm always trying to find like, I have this itch, right? And the itch now is in such a good place, but the itch then is I didn't know what to do with it, right? And so I thought I needed to work harder, because I could get lost in my work. I go get lost in it, and I'm good, and so I can bury all the pain. She's got kids, I know how much she loves. My kids. I know she loves her kids. So like, she's like, getting to be a mom, and the kids love her.
• 1:10:58
  Andy Elliott: They need her. She knows they need her. So it's like, it's like, and by the way, we're doing better than anyone ever said we would. Aren't we winning? And really, we're just burying problems. So one night, she just real direct. She's like, Hey, I'm going to be completely clear, and you're not going to hear this. And she's like, and she's like, and I don't want to hurt you, but you know me and the kids have learned to live without you, like, like you're not here. So like, we don't even operate like you're here, just so you're aware, for years we've been operating like you haven't even been here, and you haven't even noticed. You haven't even picked up a hint that we run without you. And then she's like, also, so it was like a double deal.
• 1:11:32
  Andy Elliott: And people like ask, like, what?
• 1:11:36
  Andy Elliott: So, what did the second part have to do? So my wife triggered me in an area that was always really insecure for me, which just goes back to sixth grade, being in good shape, having the six pack, being fit, I always did good when I was in shape, when I always got out of shape, everything always like, when average, you know, I'm saying, Look, I'm extreme. Greatness is found in the extreme. I'm either winning or I'm losing, right?
• 1:12:00
  Andy Elliott: So, like, I average doesn't work for me. So she reaches over, she grabs my love handle. I don't think he's ever grabbed your love handle, but, well, maybe we'll do it after the show. I'll grab it and I'll just kind of pull on it for a minute. It's like spiders crawling up your back. And I was like, Dude, how disrespectful is this woman now, she wanted to attack my ego. She everything you want life's on the other side of your ego. And you know that there's books on it. It's all the truth. I was a loser with an ego that was hurt, so, like, like, in total delusion. But this, this all very quick. I go in the garage, I work out for four hours, like I was gonna walk in the house, like, all ripped up and shredded, and she's gonna be, oh my god, I can't believe how jacked you are. But that didn't happen. So I shaved my head right, which I honestly had to, like I was losing my hair anyways. So it was, like, even way better for me. And I just went and own my shit. I just said, Dude, I don't like me.
• 1:12:57
  Andy Elliott: Like, like, I think the awareness stage of like, owning like, like, you know, self like, anytime you coach somebody, you're like, Hey, you got to be aware of what's happening, right? Like, self assessment, right? I did assess myself for probably 10 years. I stayed numb, numb. People are dangerous. I was very numb, and so and I call that the scarcity mindset. I wouldn't live in an abundance, scarcity, poverty, garbage, hurt, and by the way, she didn't deserve any of it, because she's an amazing woman.
• 1:13:27
  Andy Elliott: And she would have been amazing.
• 1:13:27
  Andy Elliott: She would have married some badass guy. She would have had a good life. She found me. But let me tell you, there's always a really cool ending. I decided that I was going to chase human excellence, and I wanted to be better. And so this is so crazy, I go, and if you want me tell this real quick, I go to the computer right? I type in motivation on YouTube. I'd never been on YouTube before. I never been on social media. We get 100 million views every 30 days on social media right now, 2019, I'd never been on, I'd never been on the internet. Okay? I go to YouTube and I type in motivation. Tony Robbins pulls up. I remember, after watching 20 minutes, and I'd never set through any of this, right? Like an internet was like, internet leads. There was no like internet like, I'm watching social media. I missed Instagram, Facebook, MySpace, whatever. I never was a part of any of that, so I didn't understand any of this, except for this search bar I typed into motivation, because that's what we people go for in the beginning. They need that spiritual like motivation to feel alive and dude. Tony Robbins, within 20 minutes, dude, I changed my state. I altered the way that I was thinking I wanted to win. Like, dude, I saw a different meet within 20 minutes. And then the craziest thing is, is I always tell people like, I almost didn't do it, like some but somebody is always like, this close from like, being in these shoes and this close from being in those shoes, right? And so you got to understand, like, when you can get in those shows shoes, you always go for it, no matter what. But I didn't understand this at this point, but I'm glad that I did, and I live by this Now, anytime I can cut the check for speed or pay somebody to mentor me or teach me, or do anything, I want to know everything that everybody knows, because that's a shortcut in life. Is model and proven practices. People have been somewhere. I want to figure out how they got there. I want them to teach me. I want to be their best student. That's the game.
• 1:15:13
  Andy Elliott: And so I saw this, this training at the end that he said, Hey, if you want to change your life, if you felt different, if you can see differently, if you're in a different state. Now, you know Tony's doing the same, right?
• 1:15:23
  Andy Elliott: He's like, I got this course, it's called the KBB broker blueprint training course, which will literally show you that how your specialized skill can be monetized. And I'm thinking, I don't have a specialized skill.
• 1:15:31
  Andy Elliott: I'm a car salesman, right? My head is in the garbage. And he's like, I know you probably are good at something, right? And I thought, Oh, I'm good at selling, because I was good at selling. And he's like, Did you know there's people out there that would love to learn how to sell instead of waiting 20 years, right, to be great at it.
• 1:15:47
  Andy Elliott: They'd love to learn from you right now, and they'll cut you a check for it. And I thought, This is crap. I. People don't do this. I don't even understand the world. I've been in a car dealership for 22 years.
• 1:15:58
  Andy Elliott: My wife's like, dinner's ready.
• 1:15:58
  Andy Elliott: As I go to turn around, something in my body was just like, like, heavy on my chest.
• 1:16:08
  Andy Elliott: Like, you know, like, people always say, like, like, they feel a voice, right? I think, like, God, like, sometimes you feel that voice from like, the devil being like, like, don't do it. And you're like, you need to do it. He's like, don't do it.
• 1:16:19
  Andy Elliott: Don't do it, because you're actually about to take a risk.
• 1:16:21
  Andy Elliott: And he's like, don't do it.
• 1:16:21
  Andy Elliott: That's the devil. This one was like, Do it, do it, do it. And I was like, but I'm not, nobody knows me. Like, I This is stupid. I need to go back to work tomorrow morning. Like, and then click, I just bought it. I spent three grand. I remember going back to the dinner. I said, Babe, I just spent three grand on a training course. She didn't get mad. I couldn't believe it. I swear she was going to get mad. And she goes, as long as you'll do the training. That's all I care about. So I made that commitment. That's my first commitment for the next 30 days.
• 1:16:55
  Andy Elliott: Watch how weak I was from the next 30 days. I did this training now there was a money back guarantee that in 30 days of eating, if you didn't, you know, if you didn't get your money worth, you know, you could get your money back. I studied this course like hell. Russell Brunson, Tony Robbins, Dean gracios, he studied the hell out all of them. Dude. I totally was on fire. Bro. I saw a new me, my wife. So I said, dude, Andy, your eyes have changed color, like you're like, you're on a different deal here. Long story short, quit my job. I'm done.
• 1:17:23
  Andy Elliott: She's like, whoa, like you're moving. And I went to her, and this is the last scarcity that I've had. I said, Hey, I want to get my money back, babe, there's a 30 day money back guarantee.
• 1:17:35
  Andy Elliott: Can you help me get my money back that way? You know, like, it was like, free. And she's like, Okay, this is a chance for you to understand how this whole thing works. Which she was like, my mom. She's like, Okay, you're gonna leave. You're gonna go teach people how to do this thing, because they just taught it to you. And now, you know the skill that they taught you. Did you get your money's worth? Yes or no, yes, I did okay. And so when you go and train people, and you coach them after they pay you, and you get the value, do you want them to ask for a refund? And I was like, No. And she's like, but you're gonna do it. Do you understand what Carmen is, and we're gonna go build a business, you just quit your job and you want your money back. And I was like, I'm such an idiot. And at that point, I was like, I have got to change this. Like, like, my head was just such a piece of crap. So I worked on my mind every day. The greatest gift you'll ever give yourself is spending time working on yourself. I spent every day, all day, studying, training, I cut the check. We sold our house, we did everything, and we went to zero, and we rebuilt. Huge
• 1:18:40
  Randall Kaplan: change in your life. You're starting a new company, lots of new businesses.
• 1:18:42
  Randall Kaplan: Most new businesses need capital, and you got a total reset. So you did sell your house, you sold your furniture, you didn't have mattresses, you rented a house. Put yourself back in that mindset right now, and think about the first day you're in this rental house. You got nothing there, but can you put yourself in that mind right now? It was amazing.
• 1:19:02
  Andy Elliott: Yeah, listen, we so look, I'm going to tell you this, when a man really decides to change, his wife goes all in on him, but not until she sees he really made a change. And most people like, Oh, I'm going to change. I've never told my wife I was going to change like this. When I made this change, it wasn't my idea to sell on the house. Dude, this is crazy. My wife raised our kids in this house. This was her home. Okay?
• 1:19:26
  Andy Elliott: She said, in order for us to make it, it's going to take everything we have. We're going to sell the house, we're going to sell the furniture, we're gonna explain to the kids that we're recreating our lives.
• 1:19:35
  Andy Elliott: You're gonna reinvent yourself.
• 1:19:38
  Andy Elliott: I'm gonna reinvent myself. We're gonna get in shape. We're gonna get closer than ever. Dad's gonna be a good dad. You're gonna be a good daddy. Now you're also right. Going to be here with us, and our whole family is going to do this together. You're taking your family with us, and I will support you. I will back you, but I don't want to be your queen. I want to be your battle mate. From now on, me and you, we go to battle together. And I was like, I'm in remember? I almost went to jail. I almost did all this. I see this guy now changing my state. I see differently. Do we went to this little rent house. There was mattresses on the floor. My wife said, I'm not furnishing it.
• 1:20:10
  Andy Elliott: There will be no furniture in this house. There will be mattresses on the floor. We're going to stay like this until we move out of here and build our dream house. We're going to build our business. It was like an FBI lab, two plastic tables.
• 1:20:19
  Andy Elliott: Me and her took phone calls all day long. All I did was shot content on the internet, which I was an absolute weirdest thing ever, because I never had spoken to a phone before, a camera. And it felt really weird, you know, but, but we learned we learned it all. We learned everything.
• 1:20:34
  Andy Elliott: And I was so hungry and passionate. Had so much pain, and I knew everybody was betting against us. Everyone was like, Are you guys? Okay? What's going on? What happened to your house?
• 1:20:43
  Andy Elliott: We didn't answer. No one. We cut our whole family off. We cut everyone off. No one knew what was happening. And then when I started posting all the stories you think people are on social media. You think people be like, Oh my god, I'm so proud of you.
• 1:20:54
  Andy Elliott: You're starting your business.
• 1:20:54
  Andy Elliott: No. Dude, they were like, who are you? This isn't who you are.
• 1:20:56
  Andy Elliott: We know who you are. You know, I'm saying, Why are you trying to pretend like this? And that's what happens when you try to change. People can't change in front of their peers. And so literally, me and Jackie up, we moved to Arizona, which is here we left everything we knew, everyone, everything, all of it.
• 1:21:11
  Andy Elliott: And, dude, I'm telling you, we rebuilt our whole freaking life, and the rest is history. Dude, everyone can do it, but she backed me. She backed me because I kept my word that time
• 1:21:26
  Randall Kaplan: when we reinvent ourselves, we have to tell ourselves the truth. And why is it so hard for us to look in the mirror and be honest with ourselves
• 1:21:36
  Andy Elliott: because we feel unworthy. I mean, honestly, I mean, really, anybody that's been through a hell life or through some stuff, I mean, you know, you're thinking about all the people that said you weren't going to make it. You're dude, honestly, you're thinking about how bad you've been to yourself.
• 1:21:48
  Andy Elliott: I was really bad to me for a long time, dude, when I was going to the FBI stuff, there was a lot of times and I was like, Dude, I'm gonna kill me.
• 1:21:52
  Andy Elliott: Like, if I would just, like, like, if I would just kill me.
• 1:21:55
  Andy Elliott: Like, everybody's gonna be better. Like, dude, the devil's so good about making people think they're not gonna make it through a situation. And so, you know, the good thing is, is that again, I just lessons, man, they're just lessons. They're nasty lessons. And, you know, I don't wish anybody to have to go through any of these nasty or nasty lessons, but I've learned, the bigger the mess, usually, the bigger the message, man, the more wounds you have, the more weaponized you are. You know, Saul, in the Bible, turned to Paul. I mean, dude, he was a Christian killer, and took the Bible the furthest. I mean, you know, it's like, Dude, I think God likes a a good example.
• 1:22:31
  Andy Elliott: Some. I think he likes good examples, you know, so that other people can be like, hell, dude, if he did that, I can do it.
• 1:22:41
  Randall Kaplan: So you started this new business, coaching business. Elliot group is the name of the business, and you started putting out videos online. You actually put them for sale before the class was even finished. So tell us, most people have a plan. They just don't create these videos online. You just kind of trial by area. Started posting all these free content. Give us the strategy between free content and paid content. And how does that whole conversion process work? People are saying, Why should I want to pay Andy Elliot this, all this money when I can get it for free?
• 1:23:12
  Andy Elliott: Well, number one, you get better every day. That's the trick. And so I learned this right out the gate, which I had a lot of people tell me, like, Don't give away everything you got, because then nobody can pay you for anything. Again, that's not the abundance mindset.
• 1:23:23
  Andy Elliott: That's a scarcity mindset. And thank God I didn't listen to those people, because like, value first, like value added content was what we did. So basically what I did is that I crushed the game, if you if you really want to know this, in 30 seconds, I went to Google, I typed in car sales training, because that's what I was good at at first, right before we niched out to all industries, I went into Google and I typed in car sales training. Car sales training in Google said people also searched. And all of those titles that it gave me that people also searched. I made YouTube videos on every one of those titles. I clicked on those titles that said people also searched, and I knew that Google had crawled that blog or that video. And that copy was very enticing, because it served it before anything else out of like 20 million searches, it served that one, so I'd copy and paste and paste and move it over here, so literally it would crawl mine. And I used the same title.
• 1:24:18
  Andy Elliott: And then I made videos showing how to overcome that. I made a 500 to 1000 videos within one year, just kicking them out every day, every day. I did three, three to five a day long form YouTube videos. And then guess what happened? I didn't ask for $1 I went broke for a year. All I did watch, smartest thing I did, and it was stupid, but smart. So Gary V had this text community, and it said, text me. I didn't understand. It was a text community. Like, what does that mean? Because I don't not smart technology, I got to give a cell phone number out. I was like, Dude, this cool guy gives his cell phone number. So I gave my cell phone number out to everyone. And so every day it'd be like a dick pic, like a naked picture. Somebody's saying something bad, and then 10 people tell me they love my training. It's like every day, like it was, like that was the world. And I wouldn't ask anybody to buy anything. I would just respond say, Hey, man, I believe in you. I appreciate you. If you need something, let me know if you have an objection. I'll help you cover it. If you want to be a good leader, this, do this. And I was doing this, and I was posting content online about my life changing, transformation and getting in shape, talking about my wife, loving my kids. And I'm doing all these things, but the biggest, craziest thing is, is that I built up a following in an audience, and I really understand what I was doing. And then this guy told me, he goes in 2020 he goes, dude, you need to build a course. And I built a zero to 100k course, and it's how to go from zero to 100,000 to go from zero to $100,000 a sales guy I posted it wasn't even finished. The course wasn't even made yet. I just kind of started making it. But he was like, Yeah, you want to pre release it. Tell them. Tell people it's 1000 but they can buy it for like, 299 if they get it tonight. And I was like, Oh, great idea. You know, I didn't really know I was doing so I go make. This youtube deal, and I go live on YouTube to the people that had been watching me give away free content for the last year. And I said, Hey, if you've been watching my content and you know, it's helped change your life or make you more money in any way, I've actually created a structured course you'd have to dig all over YouTube for it, 21 modules that will teach you how to go from zero to 100,000 fast and get there again and again and again in sales. And so I made it this. You guys been asking for it, so I made it. I go to bed. I woke up the next morning. There's 150 grand in my Stripe account. And then I started to understand, I'm gonna, I'm gonna make this a business. And I just became obsessed. And I still to this day, give away massive amounts of free content and training everywhere. I think, honestly, a lot of people are always like, if you buy this thing, you buy this thing, I'll show you how good I am. I get better every day, dude. I take the old me to the back of the building. I shoot him in the head every day.
• 1:26:39
  Andy Elliott: So if you knew me yesterday, like, if you we meet today tomorrow, you're not going to know me, because I'm going to be a different guy. So if you bought my training yesterday today, like, you're gonna have to buy it again today, because I just keep growing, man. Like I understand the art and the game of change, and I become obsessed with it. I'm a super freak with it, like I'm obsessed like a crackhead trying to chase his necks hit a crack, for an edge, for a self development, for social media. Do I understand the algorithms? Like no one, I understand everything. I understand how to transform, change anybody's life. When somebody's talking to me, I can feel their pain. I can change them. I know I can teach people to sell I never turn it off. I don't have an off switch. I was dead for 39 years, so now I'm going to be like this until I die. And anyways, that's how I built my business.