When You Apply THIS Mindset You Can CREATE A NEW REALITY

24:28What do you do to reinforce it? Do you, on a regular basis, hold up success stories? Do you reinforce it with the stories you've had? Do you reinforce it with the message you have? Do you reinforce it with your own behavior? So how well do you reinforce the cause, the mission, the crusade of your business? And then how do you do with recognizing people? Do you have an environment full of recognition and enthusiasm and winning and progress happening all the time? Do you constantly find ways and reasons to recognize the people you work with and your clients? As a mother or a father, how good are you at selling the dream of your family.

25:00We're special. We're a great family. We do great things for people. We're going to win in our lives. We're going to travel the world. We're going to make a difference. Then they get to the crusade. This is the kind of family where we serve people. We've got a mission as a family. We're about making a difference in the world. We're special. We're givers. Do you do that? And do you recognize people? Man, you look beautiful today. You look amazing. Great job on your test. I'm so proud of you. You're my favorite. Do you do things all the time to recognize your children and your spouse how good are you at that like just take a step back and breathe for a second when's the last time you recognize your spouse and you do it repetitiously and regularly all the time where it's infectious do you recognize your children do you recognize your parents or your siblings how good are you just I love you I believe in you do you call them do you text them do you write handwritten notes do you hug them do you just have an environment of recognition in your household see I think a great family's got a dream a great family's got a mission and a cause, and a great family recognizes each other.

25:56That's what a great church does, is what a great football team does, is what a great business does. The most powerful force in the history of the world is religion, right? And I'm not talking about building something that is as important as someone finding God, but I am talking about building the same elements. See, Rick Warren in The Purpose Driven Life wrote this great book, well, the best-selling book of all time other than the Bible, and in that book he lists five things that are sort of the keys purposes to a religion. I thought it was interesting. So I'm going to give you what those five keys were because I think they apply to business.

26:26I think they apply to family. So we're going to listen to Rick Warren's five things. I'm going to give them to you right now. And then I'm going to tell you they apply to business for you being evangelical and creating a religious cult-like following for your company and your products, which is what you all want. So those five things are fellowship, two, discipleship and education, three, worship, Four, ministry and service. And five, evangelization. These are the five purposes of a religion that he lists in the purpose-driven life. So how does that apply to business? Let's start with fellowship.

26:57You want to create fellowship in your business. You want to create a community-type environment for your clients and the people that work with you because people want to belong in life. Number one need for human beings is the need to belong. So if you're not creating that in the atmosphere around your company, again, if it's a dry cleaners what do you do when they walk in to make them feel like they're a part of a community things you say things you give them signs that are on the wall it begins to build a community if you have a financial services business or a real estate business or a tech business or a nutrition business what are you doing to build community around your business could that be your social media your website your environment the workplace the things you mail to your clients thanking them what are you doing to build community or fellowship in your business number two is discipleship or education what are you doing to build disciples, which means what does your company believe in?

27:43What did it stand for? What's the action that you want to give them? The way you build people who are raving fans and followers is they know what you stand for. They know what you believe in. They know what your mission is. This is the way that you begin to build sort of disciple type following. And then the second thing is education. Every business can be teaching somebody something. And that's another way you build raving fans and building disciples is by teaching them something. So your business ought to have an educational slant to it in some way. You need to be thinking through how you begin to create that in your business by teaching people things.

28:14And that could be just a value proposition. It could be something you stand for. It could be something you mail them, something you teach them. But it begins to build discipleship and education in your business. The third purpose of religion that Rick lists is worship. And we do want people to kind of be in our presence in our business, being that in love with who we are and what we do. In religion, they worship a creator. In your business, they're going to worship your cause and your mission and what you stand for. And so it's got to be constantly messaged all the time in some way shape or form worship is a strong word for really believe strong word is to really be connected strong word to believe that you're different and unique and special and cause oriented people want to be a part of a movement just so you know even as a consumer that's why you see people wear the t-shirts of different brands anything they can do to say I belong here and I belong here because I worship or I believe in the cause.

29:06I believe in the mission. I believe in what this company stands for. That could be what the leader stands for, the product stands for, the delivery stands for, the industry stands for, but they need to know what you stand for. Four is ministry and service is one of the purposes that lists for religion, and that's also true for a business. Businesses exist to solve a problem. Your messaging needs to all the time be about the service that you do because it's how you mobilize people. You mobilize people around that mission. You're going to hear the common theme here of dream, mission, and recognition.

29:37And inside this, what are you doing to recognize the people that are in your service? For example, in a church, if you've ever been to a church, there are people who get identified roles, don't they? There's the pastor or the priest or the rabbi, et cetera, and whatever the religion is. There's also the ushers. There's the people who do the sign-ins. There's the people who lead worship service, who play the music. These are forms of recognition inside the organization. What are you doing to recognize your client? What are you doing to recognize your colleagues, recognize your recruits at every level all the time?

30:07This is how we begin to build this part of the element of our cult-like religious following. And then lastly, evangelization. Think about all the people who you maybe think are some of the best business people or most influential people you know. Everybody from, and they're different. Think about this, from Martin Luther King to Oprah Winfrey to Mark Cuban to Steve Jobs to Mark Zuckerberg to Elon Musk to the guy I see on TV all the time. You've seen this guy with the pillow, my pillow the guy with the mustache and the blue shirt and the cross that I don't know the guy's name but he's like evangelical for his cause of why his pillow will help you sleep better and he repeats it over and over and over again this is a part of building that religious cult like following is being evangelical about your company all the time what do they all have in common because they're all different people maybe you look at me this way maybe it's one of your favorite business leaders right one of your favorite influencers they have that element we all look different we all talk different but we We all had a cause that we preached over and over again.

31:01And by the way, in no way, shape, or form, am I equating the MyPillow guy with my hero, Martin Luther King? Or am I equating Oprah Winfrey with myself? My point is, is that any great leader, I'm talking about the best restaurant in your town. There's an experience when you go in there. And that's the part of it I want you to understand. There's got to be an experience in your family to make it special. There's got to be an experience of being in that household. whether it's where you go or the the environment in your home or just the spirit that's inside your home that's an experience people want to have a great experience that they do business with right so what experience are you creating when they walk in your restaurant how do they feel from the very beginning they meet with you to the end of their meal what's the experience that you want them to have in your business the transaction they make if you're saying the financial services business what's the experience that you want them to have Think that through for a minute.

31:54From the minute they meet you through their entire lifetime with you, what's the experience feel like? Because if you want referrals, which is what you say you want, you want new people, people refer people when the experience is blissful, when the experience is amazing, when the experience is unique. Think about the places or businesses you do business with right now that you love the most. Your favorite restaurant, your favorite clothing brand, your favorite influencer on social media. Hopefully me.

32:23Right? So what's the experience like? How do they make you feel when you're in their restaurant, when you're consuming their protein product? And maybe that whole experience is how you order it, how you buy it, the note they write you. My friend Andy Fursella, my business partner, they're so specific at first one, but when you buy that product, everybody gets a handwritten note. There's an experience that's different than just getting it shipped to you. They're creative at how they make people feel, even if it's in a benign transaction, like a dry cleaners, right? Like a sandwich shop. But it's really important in every business to just make the experience of doing business with you slightly different and more enjoyable and pleasurable than everybody else.

33:02In today's world, what distinguishes you more than anything is the experience. It's all the things we've talked about. It's the dream. It's the cause. It's the crusade. It's the recognition. It's all of that wrapped up in what's the experience that people are having when they're with us. Because that's what they will recommend to people is the experience. What makes a great family is the experience day to day of that family. It's never perfect, right? There's ups and downs, but what's the spirit and experience in that family? As a mother, what you're creating? What's the experience you're creating as a father for your family?

33:33As a business leader, what's the experience? As a pastor of a church, what's the experience there? From when they walk in to when they walk out to when they get home and you connect with them through social media or however you connect with them, what's the experience of doing business with you? These are the elements of creating a movement of creating anything great These are the ways I believe that you create a great family a great baseball team a great Girl Scout troop Boy Scout troop church or business These are the elements that create that kind of following and that greatness about what you're doing You can do something great with your life.

34:06You were born to do something great with your life Yes You drive it in your car right now having that bad day on the treadmill right now, man Just things aren't going the way you want right now Maybe you're watching this on YouTube going like, hey man, I don't even have a business right now. I'm not even sure I am a good dad. It doesn't matter. Your past does not equal your future. You were put here to do something great in big ways and small ways. You're supposed to help other people. You're supposed to make a difference. You matter. Listen to me. You matter. Your past does not equal your future.

34:36Here's the good news. Your present doesn't equal your future either. You're capable at any time of turning your life around. And if no one's reminded you lately, let me remind you you're supposed to do something great. You're called the greatness You're called to something higher than where you are right now And it's some of these elements that matter in doing it, but more than anything what matters is you know in it You know in your favor, you know, you can do something great. You know, you're not out of time You know, you can turn your life around. I know it now. You need to know it In fact, you need to know it deeply because it's true.

35:08I promise you. I promise you. I promise you You can do something great with your life. I'm always here by the way to help you do it to inspire you But most importantly probably to give you the tools to do it I wouldn't be spending my time for free with millions of people if I didn't think each and every one of you were capable of doing something great with your life I do this because there's this little part of me that hopes in the I'm looking at the Pacific Ocean out here If I'm a drop of water in the ocean of your life that helps you create a wave that makes a difference in the world, I'd love to be that drop of water in the wave of your life.

35:42And I know you can be that wave. I know you can transform your own life and other people's lives at the same time. I hope you hear me on that. I mean it sincerely. Very short intermission here, folks. I'm glad you're enjoying the show so far. Don't forget to follow the show on Apple and Spotify. Links are in the show notes. Now on to our next guest. This gentleman to my left, just to give you a background, this guy parlayed a 990 SAT score. into a multi-billion dollar company that he built. And we're going to get into your head about how you did that. But I'm overwhelmingly impressed with Impact Theory, which is an organization that he and his wife Lisa started the last few years that is really making a difference in the world, just like his company Quest Nutrition did.

36:24And so, Tom Bilyeu, thank you for being here today, brother. Thank you for having me, man. I'm so excited to be here. We flipped the script before. We flipped. I've been on his program, and now finally I get you here. You talk a little bit about seeking power. yeah and it confused me when i first heard it i'm not sure i even liked how you said it at first until i understood it and so can you talk to everybody about seeking power and what that means yeah this is another one of those things that internally for me it's such a beautiful concept that i was so surprised the first time i said it out loud and somebody was like oh that's gross and i was like okay i need to explain this yes so to me power is the ability to close your eyes, imagine a world, a beautiful world, the world that you want to exist, open your eyes, and then be able to actually make that world come true.

37:12And so when I say I'm seeking power, I'm saying I'm seeking the skills that will allow me to make the world a better place. Whether that's to be able to connect with people and build a team and get other people excited, whether that's to be able to build a business that generates enough funds to improve the lives of the employees and the people that we touch with great products, you know, whatever that is, like to be willing and excited by the thought of going out and getting those skills because those skills really are powerful. And to me, it's like people misunderstand power the way they misunderstand money.

37:44So when people say money is the root of all evil or power is the root of all evil, that's to fundamentally misunderstand why they're so coveted. So the reason that I can say all day, I can tell people, and I've lived this, money cannot buy you happiness. And happiness is the only thing that matters. If you'll let me change that to fulfillment. Right? Fulfillment, something lasting. That's it. It's all that matters. So, but I'm even still chasing money. So the question becomes why? If I know that money in and of itself won't do anything for me, why is it still so interesting in my life? And the reality is because money actually is powerful.

38:16And what I mean by that is money is a great facilitator. If you don't know why you want the money, the money will be empty. You will buy things with it and won't do anything for you. Because here's the thing that money can't do that people don't realize when you look at somebody with money especially when you don't have it you admire them and so you think if I had money I would admire myself but it doesn't work like that so once you get the money the thing you thought would happen to yourself the story about who you are you think it's going to change and it doesn't so that's when people become totally disillusioned they think if I have the Ferrari I'll think differently about myself if I have the house I'll think differently about myself your insecurities are coming with you wherever you go so if you think anything external is going to change that the only thing that changes your insecurities, show up in the gym, put in the effort, go to work, do the thing, suffer in service of somebody else, do something to bring beautiful things to people that you love and care about.

39:06Do something beautiful to bring something to somebody you've never even met. Those things will change your story. The money's never going to change your story, but the money has allowed me to build a business. The money has allowed me to not have to worry. The money's allowed me to help my mom not have to worry. The money's allowed me to bring on a team of employees and not have to worry about going bankrupt. Like it does real things that allow you to actually impact people. And I believe that commerce is the only way to create a self-sustaining economic engine that isn't just charity. Charity you have to go at like, here's what people don't understand about charity.

39:38Charities survive by going and asking money from someone who's figured out how to make money. So where, how can you then be annoyed that some people are making money? Even charities are funded by the people who figured out how to make money. So my thing is make your charity a for-profit company that does good in the world, where every product that it sells, the world becomes a little bit better, right? Now, like that to me is where in the 80s, it was like a way gross story. It was just like, make as much money as you can. Social media has changed, all of that. That shit is dead as disco. Like consumers just won't stand for it.

40:10They wanna know who you are as a human being and whether or not your product's gonna add value. If they don't like what you're about as a person, your mission, your why, they're just not gonna get into it. They're gonna go to the next person who has a similar product and a better why. Oh my gosh. So that becomes the thing. So money is powerful. Power is effective. It's the same thing. Once you understand my definition, power isn't to lord over somebody. Power is to close your eyes, imagine a world, and then make it come true. Love it. Oh, my gosh. There's a level past that that you possess, by the way.

40:43Thank you. And so what makes you attractive is that because people do have big whys, and they do want to know who you are. But a rare thing is congruency. someone who actually does the things that they say they're going to do in other words if you watch their life with the sound turned off so we say this if I turned the sound off and the word somebody says and I just watched them like an old black and white movie without the sound what would those actions tell me and this man's and his wife Lisa have dedicated their lives frankly since becoming wealthy to making an impact in other people's lives and if I watched your movie because now I know you with the sound off it's congruent that's what makes you so attractive especially to somebody like me and to the audience because I know I know you won't say but I know the sacrifice you've made of time you and I right now fortunately for both of us could be anywhere in the world that we want to be we're sitting here together helping people right and I know that on any given Monday Tuesday or Wednesday you could be doing anything you want with who you want at any time you choose to and you choose to be doing this I know the financial sacrifice you've made to do this.

41:46I've watched what you've turned your home into this unbelievable studio. Your life is about this. I think you're absolutely freaking amazing. So thank you so much for today, brother. I enjoyed it so much, man. Many, many years ago, I was living at home with my mom and dad and my dad got me a job, as most of you know, at an orphanage at a group home. And about three days later, he says, you need to start to get motivated. And he said, I just heard this guy in the car. Somebody gave me one of his tapes. You need to listen to this man. He's incredible. I consider him to be the greatest speaker I've ever seen.

42:15It's like an honor for me, everybody, to introduce this man to you because today's going to be an absolute treasure with the great Les Brown. So, Les, thank you so much for being here. Well, thank you so much for having me, and you're very modest. I'm looking at the greatest speaker on the planet. God bless you. When I introduced you as the greatest speaker that I've ever seen, and by the way, that short changes it. I believe greatest teacher, communicator that I've ever seen in my life. And the other one that made the impact on me was Art Williams, who I know you would both agree. This is a there was an amazing community.

42:46Still is. And so I met him one time and he gave me a nice compliment about a talk I had given. And so I said, well, there's only there's two I've ever seen in my life. And I said, it's you, Mr. Williams. And I said, and then Les Brown's in a class all his own. And I said, he's so talented and gifted. And he stopped me. and this leads to your mother again a situation that I know about like you to share and he goes he's not that talented and gifted he's a worker he works less works at it this is a skill he's developed he wasn't born with this he's worked at it if you knew the people I know this guy is on the road he works and then I was listening to you and this amazing your mother's this theme in your life but when you were a young boy your mother lost the ability to work and so I think the story is she starts sort of like making a little moonshine to sort of support the family, right?

43:39And something happens. And I think you're like 10 years old, something like this, right? And then you got to take over. Would you just share this? Because I think everything happens for us, not to us. Our tests will be our testimony. And the messes of our lives don't disqualify us. I think so many people think this mess I'm in, this divorce, this business failure, this choice I made I'm not proud of, that I'm ashamed of, it disqualifies me. My background, my upbringing, I'm disqualified. Turns out you can turn those things in to be your testimony. And this situation with your mom, I think, triggered this work ethic in you at a young age that Art told me about.

44:15Yes. Mama, she started selling homebrew and moonshine and it was difficult for us at that time for her raising seven children. She was injured on a job. And so she promised our birth mother that these children will never go to bed hungry. We will always have a roof over our head and clothes on our back. And a man came. I'll never forget what you're talking about. So you've done your research as much as I've been doing research on you. You and I are so much alike. And this guy, his name was Calhoun, and he knocked on the door. He said, Leslie, how are you doing? I said, fine. Mama always said, don't ever open the door without telling me.

45:02And I said, oh, hey, mama. No, no, no, no. Don't tell her. I've got two friends with me. We're going to surprise her. Open the door. And I opened the door and let them come in. And one of the guys grabbed me. I was 10 years old in the throat and hit me on the side of the head and threw me up against the wall. And he said, she's back there in the room. And they went back there and Mama was selling homebrew and moonshine and they he said pull up the linoleon and they pull up the linoleon and and she she kept it and under the floor of the house that we were in and they brought Mama out in handcuffs.

45:44I said Mama I'm so sorry and she said it's okay Lesley It's okay. And she never, ever, ever mentioned it when she came back. And so we don't have any relatives, we adopted. So the neighbors, they will come in and bring us food from time to time. And I would collect copper and aluminum and sometimes stand in the corner, hey boy, come over and get on the truck with older men to move heavy equipment. But years later, fast forward, man I had it in my heart. If I ever saw this guy get out, kill him. And boy, you know God, for he has a sense of humor. Here I am talking to my young son, John Leslie, who's a speaker and trainer.

46:44I said, John Leslie, anger is a wind that blows out the lamp of the mind. He said, what do you mean by that, Daddy? I said, don't allow anger to govern. You never make a decision why you are angry. It blows out the wind of the mind. You make decisions and do things that you will regret later. At this time, a guy comes over and tapped me on the shoulder. And he said, hello, sir. I just want you to know we here in Miami are so proud of you. I had a talk show at King World that paid me five million dollars to do that Les Brown talk show. Now look, I'll never forget his face. I said to myself, oh my god, it's Calhoun.

47:29Now here's my son here and I'm looking at this guy's face and put my mother in jail and man i thought i was just i was just shouting the breath and and john leslie said dad are you all right i said no and he and he this guy he just one shake my man yes um leslie man you you you you really making us all proud and i said excuse me sir excuse me and i went outside And my son said, what's going on? Is it something you ate? I said, no. And now, John Leslie, I gotta go. I said, let's get in the car. I gotta go. He said, what's happening, Dad? And I drove away for a little while, and I parked on the side to collect myself.

48:22I said, that man, he's the one that put your grandmother in jail. and I promise if I ever saw him again I would kill him. He said oh God. I said John Leslie you know what? It's a God moment. He said why? I said I got that hatred out of my heart for him because you were here. I have to model what I'm teaching you. People say practice what you preach but God put it in me I got to preach what I practice I got to forgive and forgiveness is not forgetting forgiveness is remembering without anger I forgive him but most of all I forgive myself please forgive me God for carrying this anger and hatred all these years

49:24I've never told this story before. Oh my gosh. Man, this thing, you know, Forrest Gump at a point, life is like a box of chocolates. You'd never know what you're going to get. Dr. Ola got to say about that. I can't believe you just shared that with us. Oh my gosh. Your life is one of the things about you, Les, is that your life is such a example of what's possible. I mean, everybody, I want you to just be picturing this about this beautiful man. I want you, this is a, he's born, his mother ends up giving him to adoption to Mamie. He and his brother, they live in these conditions. He's 10 years old.

50:06His mother has to go away for a while. He's got to support the family. He's had all these incidents he's had to observe up close. There are other ones with his mother when she's cleaning houses and this woman claps her hands because she's got to know when her mother's in a room because she's going to steal something, which his mother would never do. This man goes on to influence millions, I mean, literally millions of people's lives. And then this is what's great about all of us making our dreams come true. When you make your dreams come true, the dreams of other people and dreams you can't picture also come true because then he influences this goofy dude, me, 20 something years old working at an orphanage.

50:41And it inspires me to change my life. So it's just your life is such an example. And what's interesting to me, Les, is it was mainly tied to mom, meaning you wanted to do something great for your mother all your life. And that was bigger, I think, than any obstacle that got in your way. I'd like you to share this with people because I think most people don't understand the power of having something big you're going after that means more to you than the pain you're going to have to go through in order to get it. I don't think enough people set huge big goals that are from the heart. Don't you agree?

51:13Yes, you said that. I was listening to you last night. You know, Dexter Yeager, as you know from Amway, he said, if the dream is big enough, The odds don't matter. And so when you say dream big, that's major. One, there's power in pursuit. Because as Jim Rowan said, it's not the accomplishment of the goal that matters. It's what you become in pursuit of the dream in the process. Because when you have a big dream, it will introduce you to a part of yourself that you don't know right now, that you will never discover in your comfort zone because in order to achieve that dream you've got to die to who you are now I must die daily you must die to who you are now to give birth to who you are to become I believe that all of us have stories of greatness in us and follow me as I say this is this down we all have stories of greatness within us.

52:18In the beginning was the word, thou shalt decree a thing shall be established unto you. When shall the kingdom of God come? Seek ye first the kingdom of God and his righteousness and all these things will be added unto you. When shall it come? The kingdom of God cometh not by observation. They shall say, is neither lo there, lo here? Behold the kingdom of God is within you. And that kingdom is voice activated. So when you speak, people who in a dark place, you will bring them out into the light. When you speak, somebody's got a gun to their head. When you speak, they'll realize life is God's gift to me and how I live my life is my gift to God.

53:00When you speak, someone who's depressed and feeling anxious will remember, be anxious for nothing. I'll keep thee in perfect peace whose mind has stayed on thee. So that's the power that you bring and all the products that you have on YouTube that I've, I mean, how ironic. They said, coincidence is God's way of staying anonymous. I've been so marinated listening to your stuff and you've been listening to me. Come on, look at God. What a mighty God we serve. Come on, you can't make this stuff up. That's like my honor to think that you're listening to my stuff, I got to tell you. You guys, you know, you just get what I started, I told you all, you just have this treasure.

53:50It's like you never want to stop hearing from Les. He's just remarkable. And the way you pull things and download them from all these places is just, it's mind-blowing. I wish I were that great. You are the messenger and you are the message. Les, thank you again. God bless you. Thank you so much. Thank you. I appreciate you so much. Continue to be the light that you are. Today's awesome. I just reached out to this man. I said, hey, brother, I think the world needs a little bit more of Dean and Ed. And everywhere I go, people bring up the time that we've spent together on our other show as one of their favorite, if not their favorite show that I've ever done.

54:28And I think he's one of the most articulate and brilliant people in all of the entrepreneur, life strategy, personal development space. And I count him as a friend and somebody that I admire greatly. So Dean Graziosi, thank you for being here today, brother. Thank you for that beautiful introduction. I feel the same way about you, Ed. We met each other a little bit before the podcast and it was like we were bonded brothers forever after that. And it was a great show and I still get hit up on a regular basis. I know you do. There was something magical about that show because we get hit up all the time about it.

54:57So it's good to be here with you. What if you used to believe pretty passionately about life or business that you no longer believe? believe. In other words, my favorite people are people who change their minds. I love when some people have never changed their mind. I think really all the new information, all the experience you've got, all the wisdom, all the successes and what you think are failures or setbacks in your life. You've changed your mind about nothing that matters, nothing at all in your life has changed. So it's a really hard question. And I don't know if anything even occurs to you, but is there something you used to really believe?

55:32Like for me, it It was, I used to really believe that most rich people got there through some ill-gotten means. I just, I don't know why. I just sort of believed they must have done. Because you're part Italian and you grew up on the East Coast. That's what everybody believed. We all believed it, right? And by the way, that belief system caused me to not want to be one of these people subconsciously, unconsciously for many, many years. I think it was one of the things that held me back. And then I also thought for a while, well, then it flipped and I kind of had this epiphany. But then if I have a ton of money, I'll have no problems.

56:06Well, that turns out that's not true either, right? There's issues. So, I've altered my belief systems about many different things in my life. I'm just curious if there's one of yours that you used to believe you just knew you were right and now you look at it totally differently. I think I believed. So, I might have two answers for that, but I'll go quick on them. One is I used to think from where I came from, right? It doesn't mean, and I'm not saying mine's different than yours or worse than yours. It's just my experience of a blue collar family. Dad worked in a collision shop, made$25 ,000 a year and sucked paint fumes every day of his life.

56:38My mom cut hair and cleaned houses for a living, right? So coming from where I came from, I thought I could be more successful than them, but I thought there'd always be a cap because I didn't go to Harvard or I didn't have a good college education because I wear t-shirts every day because I don't have a vast vocabulary because I don't act like... I thought there was a limit. and what I realize is it's all the same. The way you might worry about a thousand bucks or 10 grand or a hundred grand or a million, 10 or a hundred million, the secret, it all feels the same. It's all relevant at the time of life you're in.

57:16The deal when you're trying to get your first real estate deal to make a grand compared to the deal where you can make 20, it's the same emotion, the same feeling. And what I realize now is I have the belief, it's my decision, I can make a limitless amount of money. and if I want to give it all away, I will. But there is no, I really want you to hear this. I thought forever there was this cap and then only this elite group get to go all the way. If I wanted to go to a billion and if I set that as a goal, I could be there. That is my belief now. And that wasn't always my belief. And that's really been compounded over the last five years.

57:50That's probably, that's probably it. I love you. I just enjoy you so much, man. I just enjoy, I think you're such a good man. And I'm really grateful we're friends. Well, I feel the same way, Ed. And I appreciate, you know, we don't get the chance to see each other. We're all busy, but we, even our little text messages that we do maybe once a week, they just put a smile on my face. And one last thing I want to share with everyone is the other thing that, and I'll end this here because I know we've been a little longer than we thought we were going to go here. But social media, again, is such a blessing in so many ways.

58:24But it also can, when you see somebody doing well, there's two emotions that can happen. One is, damn it, I'll never be Ed. I'll never get there. I just want to get my first deal. Or you can look at it and say, wow, if Ed can do it, I can do it. I'm going to encourage you to have that filter on all the time that don't look through the lens of envy or jealousy because it will cripple you even if it's just a little bit. When you see somebody getting ahead, the first thing I want you to think about is that man or that woman put the time in. They failed miserably. They had family questioned and they probably lost all their money once or twice.

58:57They probably had sleepless nights. They may have had an ulcer. They may do things. Listen, there are still things I stress about and worry about that nobody will know. I still work on trying to sleep through the night because I worry about so many things and have so much on my mind. We all have stuff going on behind the scenes that no one knows. So when you see somebody successful, say, man, I can imagine what they went through to get it and I'm proud of them and I'm so happy for them. And I'm telling you, God, the universe, with karma, whatever you believe in will reward you when you're doing that, even though no one's watching.

59:28That was a great conversation. And if you want to hear the full interview, be sure to follow the Ed Milet Show on Apple and Spotify. Links are in the show notes. You'll never miss an episode that way. I'm fired up about today's show because we're getting right into what it takes to win. And that is this. Write this down. One more. One more. See, I accepted a long time ago. I wasn't the smartest, the best looking, the fast enough with the best background, the most connections. I didn't have any of those things. What I could control was my work ethic. You've heard me speak many times about outworking everybody, but I think that just feels good when we hear it, but most people don't take it seriously.

1:00:07If you think that I have a little bit of success in my life, I can tell you what I attribute it to. Yes, self-confidence, yes, mindset, visualization, goals, all the things I talk about all the time. Listening skills, influence, energy transfer, how to be happier, all of that stuff applies. When you get to winning, for me, it's come down to maxing out and What maxing out means is you do one more at least than you think you're capable of. So when you're done, whatever you're doing, whether it's at the gym or phone calls or meetings or in sports, one more shot, one more throw, one more swing of the golf club or the baseball bat, the separator is for the winners.

1:00:43They do one more. I'm addicted to one more. And so I want your mantra going forward to be one more. What does that look like if we're working out? That means when we're in the gym and we say, I'm going to do five sets of 10. I'm crazy. Like I'm a psycho because I want to win. I want to be somebody. I want to separate. I want to compete. And the way I do that isn't with my giftedness because I wasn't born with a bunch of gifts. And I think gifts are crap. I think for the most part, gifted people struggle in life because things come easy to them. I like that things haven't come easy for me in my life.

1:01:17I like that I don't have natural talents in every area. And maybe you like that about you too. Maybe you've looked at yourself all your life and thought, man, I don't have that natural beauty or that natural talent or this gift for creativity or intellect or humor. I don't have any of those things. But what I got is I will outwork you. And so at the gym, one of the things I focus on, they say it's five sets of 10. When I'm at 10, I go one more, bam, 11. If I'm running on the treadmill and it's a 45 minute run, I never finish at 45. I always go one more minute, 46. If I'm at the office and I'm supposed to make 25 phone calls that day, when I'm at the end of the day, I always do one more.

1:01:55If I've got meetings, I always do one more. My mantra for three decades in business has been one more. Why? Because we get out of life what we think we deserve. And I'm the kind of guy that I know when you do 45 minutes on the treadmill and I do 46, I deserve to be fitter. I know that when I'm lifting weights and I watch you do five sets of 10 and every single time I do one more. When it's a set of five, I do six. When it's a set of eight, I do nine. When it's 45 on the treadmill, I do 46. When it's supposed to be 20 phone calls, I make 21. When it's supposed to be an eight hour workday, I work nine.

1:02:31Whatever it is, I always do one more. And what that does is it makes me eventually think I'm doing things other people aren't willing to do. So I should get things other people aren't going to get. And if you go to the root of the things I believe philosophically about winning, the people that win the great athletes that I coach, when I watch the really gifted golfer and the one who actually wins, the gifted golfer, they do what they're supposed to do. You'd never know they weren't working hard. It's not like people don't work hard. Everybody works hard. That's a given now. But what's the separator to where you become the maxed out version of you?

1:03:06See, the gifted golfer, they hit their hundred balls because they're supposed to. But the not so gifted one that ends up winning, they hit 101 or 110 or 120. I watched them on the driving range and you can hear them say, one more, one more. What's the difference between Kobe Bryant and other gifted NBA players when he played or Michael Jordan when they played or right now Kevin Durant, people tell me, or Steph Curry. They're constantly, when everyone else is done shooting in the gym, they say one more. Larry Bird was legendary for one more, one more. The people that would throw the passes to him, the ball guys in practice, he always wants more.

1:03:44He always wants more. The great hitters that I know, the Mike Trouts and MLB, they're gifted, but they just take a little more. They take that extra batting practice, that extra session. They're always doing extra. That's the separator. Like you can learn all this stuff. You can digest all the tactics information that I give out. But if you're not willing to do one more, eventually there's a part of you that says, maybe, maybe I don't deserve it. I'm just doing what everybody else is doing. and that's not good enough. It's not even good enough to do more than everybody else. It's your maxed out level.

1:04:16It's one more of everything. And so whether that's a phone call, an email, a text, an appointment, one more time you tell your spouse you love them, one more time you go in and kiss your children goodnight, one more hug of somebody, one more phone call, one more everything. I want your theme to be one more. Have I said that enough times for you today? So what's that really look like in application? Well, the second thing it does for you is you actually do more reps of whatever it is you're doing. And when we do more repetitions, we get better. And when we do more repetitions, we're more productive.

1:04:48So number one is the psychology part. If you're someone who's always doing things other people aren't willing to do, you always max out, you always go to the next level, you convince yourself you deserve to win. You can take low self-esteem, low identity, low confidence, and change it over time by building this habitual addiction to doing one more, this obsession of one more. All the greats do one more and all the average don't. It's not that the average don't work hard. It's not that the average at your company, it's not that they don't work hard. They probably work pretty hard, but do they always do extra?

1:05:21Do they always do one more? Do they always do 10 more if they need to? Do they always get after it? The other part of it, number two, is you just get better because of the reps. You're just doing more of something, you get better. You get stronger. You become a better phone caller when you make one more phone call every day. You become a better communicator when you do one more meeting every single day. You get better at coordination in your sport or at the gym by just doing more reps. Yes, you get better. So that's the second layer. But the third one is you stack the odds in your favor. See for me, I want the odds that I'm going to win to increase.

1:05:56the larger numbers we play in life in every area more is always better people tell you more isn't always better and almost everything more is better just so you know and almost everything people who tell you more isn't better and most things are lazy and they try to justify their own weakness don't let people who are justifying their own weakness convince you that you working hard you doing more isn't the pathway to your success people say well you got to work smarter not harder that's a lie because everybody who wins works smarter the separators who works harder and by the way we become smarter through working harder all the new revelations all the breakthroughs all the new discoveries always come when you're doing one more always come through more repetitions you find new ways new strategies new words new keys by higher repetitions so even if you believe working smarter is more important you will become smarter by doing more.

1:06:51So if you work 300 days a year, let's just say, 300 days a year, that's 300 more phone calls every single year. Over five years, that's 1 ,500 more contacts. 1 ,500 more contacts. Just think about that just for a second. Over 30 years, that's 9 ,000 more contacts. What are the odds the person who makes 9 ,000 more contacts or even 300 more a year are going to win? You give me two average people that walk in a room, same ability, same skills, same backgrounds, same product. One of them makes 300 more contacts a year than the other one. Who's going to win? We know. How about over five years? One of them makes 1 ,500 more contacts over five years.

1:07:31Who's going to win? Over a lifetime, 30 years of work, one makes 9 ,000 more contacts. Who's going to win? You stack the odds in your favor. Never mind the person who made the 9 ,000 more contacts is better. They've got more reps. they've got more confidence, they believe they deserve to win. They just have 9 ,000 more opportunities. How about a golfer? One of them makes 300 more swings a year, a year. And that's just one more swing a day, right? And over five years, 1 ,500 more, 9 ,000 over a lifetime. Who's more likely to win? So you pick anything you want. You begin to stack the odds in your favor.

1:08:05How about at the gym? If every day you went one more minute in your cardio, so it's supposed to be 45, you do 46. Do you know what that starts to do to you? You start knowing you're different. You start knowing you obliterate standards. You start knowing you can break through. When you break through an artificial barrier like 45 minutes, you do one more. It sets a catalyst for your entire day. It sets a syntax. It sets a mindset for the rest of your life. Never mind the fact that if you do 300 more minutes, which is 9 ,000 more over your lifetime, who's going to be more fit? So you begin to stack these things and your entire life changes.

1:08:40This is what I like to call compound pounding. Most people underestimate what time can do when backed up with massive activity. Right as I'm speaking to you, I'm looking out at the ocean right now, and there's a massive rock formation. And you can see the rivets and the rocks. And what caused those rivets and the rocks was compound pounding of the ocean hitting that rock over and over and over again. Over and over, compound pounding against that rock. And over time, that ocean breaks the rock down. over time, where you can see the breakdown in a rock that water does hitting it. Think about that over time.

1:09:19Not one time when the water hits it, not two times, not five times. When you add up years and years and years of that water hitting the rock, it breaks it down. And that's like getting through to your dream. You have to be like that water hitting the rock I'm staring at right now that over time, that compound pounding breaks down the barriers, breaks down the obstacles, breaks down anything in your way of getting to your dream. So I'm sold out on all the strategies and tactics that I teach you. But what I believe in completely is the power of compound pounding. And here's the crazy thing about most people.

1:09:53They will give up on their dream before the compounding has been allowed to kick in. So they'll work at it and they'll work at it and they'll work at it and they don't see the breakthrough. But what they don't understand is that rock was getting ready to break if you just keep pounding against it. But because most people don't see the evidence, see, if you watch that water hit that rock over one day, you're going to see no difference. Two days, no difference. Five days, no difference. Maybe even a year, there's no difference. Maybe even five years. But you have the compound pounding of every wave hitting that rock over and over again.

1:10:26There's an inevitability to the breakdown of the rock. That's true of your goals and dreams as well. There's an inevitability to success. It's not a matter of if, it's a matter of when, when we adopt one more, when we adopt compound pounding. Do you know the kind of confidence you begin to have when you just accept in your life that I am going to be relentless, I'm always going to do extra, and you accept the fact that all things break down over time. All the barriers will go away, all the obstacles will go away, everything in your way will go away if you keep after it over an extended period of time.

1:11:03Most people overestimate what they can do in a year. They do. They set up goals for a year and they overestimate where they're gonna get to. And they dramatically underestimate what they can do in a decade. And the reason for that is most people don't understand the power of compound pounding. So I want you to accept today that you're gonna be relentless, that you're gonna keep coming, that you're like a dripping faucet. You're like those waves hitting the rock. Other people are gonna get slowed down. Other people are gonna take a break. Other people are gonna flinch. Other people are going to cool it.

1:11:30Other people are going to believe they've made it. Or maybe some people are going to believe they can't make it. But you're going to be relentless. You're going to be repetitious. You may not be the fastest. You may not be the smartest. You may not be the strongest. You may not be the most beautiful. You may not have the most articulate thoughts and ideas in the world. But what you got is compound pounding. What you got is one more. And when they get weak, you just keep company. When they flinch, you blow their doors off. That's how you win in life. Is you keep getting after it and keep getting after it until the job gets done.

1:11:58So a lot of people can be excited for a day. They can be excited for a month. Some people can be excited for a year or two or three years. But the winners, they stay excited as long as it takes to get the job done. They keep after it until the job gets done. They never stop. They're always after it. And that's where their strength comes from. That's where their confidence comes from, is knowing their capacity to keep coming at you and that all your competition is going to get weak. They're going to get tired. They're going to surrender. They're going to give in. They're going to think they made it.

1:12:28They're going to take a break. They're going to cool it. And you just keep coming. It's just nature. Just like the nature of the ocean against that rock. It's just nature that you run down your dream, that you knock down your dream. I want you to implement all the things that I teach on Max Out, all the tactics, all the strategies, but more than anything, I want you to buy into the fact of an inevitability of you winning, that it's inevitable, that it might not be a year or two years or three years, but you're going to stay excited and you're going to keep doing one more until the job gets done.

1:12:57Today's message is very simple. You can win. You should win and you will win. I want you to feel this. You will win if you just keep coming. You keep getting after it. You keep doing one more. You can control this. You can't control all the exterior things in your life. People's attitudes, how they treat you, who cancels on you, who changes their mind, who hates on you, who lets you down. But you can control this. You can always go 46 instead of 45. You can always go 11 instead of 10. You can always make the next phone call. Always do one more meeting. Always do one more. Always, always, always.

1:13:32And I promise you, you will knock down that rock that's in between you and your dream and make them come true. Today's really simple. You're going to knock down whatever that rock is that's in between you and your dream. You're going to keep after. You're going to be relentless. You're not going to give in. You're going to be the person who stays excited until the entire job gets done, until that dream is real and you know long term all these other people they're gonna flinch they're gonna get weak and you won't you've adopted a max out mindset and I want to remind you today to stay connected with me I want you to win hope you can feel it today I want to break it down to its most simple form which is that you use nature to your advantage you use the force of you the force of effort the force of sustained effort over an extended period of time to wear out the obstacles in front of you in your dream I want you to feel the confidence that comes with it.

1:14:23I'm telling you, look at me, listen to me. You're going to do this. You're going to win if, and it's a big if, if you'll just adopt it. It ought to be written everywhere. One more, one more, max out everywhere you can put it. It's inevitable. It's not if anymore. It's just when. This is the Ed Myron Show.