Dean Graziosi: The Golden Age Is Here! How First-Time Entrepreneurs Are Winning Big | Entrepreneurship | YAPClassic

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24:15So Dean, let's stick on this topic for a little bit in terms of how people don't have to choose between their career and their passions anymore. There used to be a day where to make money, you just had to do hard work. Didn't necessarily mean you liked to do the work, but it was what was available. And that's really not the case anymore. So how have things changed from the past in terms of this? Such a great question. I could sit and chat with you for hours because the main reason we call that the game has changed just because of that people used to think to get successful, I have to find a way that makes money, even if I like it or I don't sacrifice myself completely and just hopefully make the money that has changed exponentially because of technology, because of AI, because of the ability to learn at a fast pace, to be able to get product and testing out like that at minimal cost.

25:03All of those things have changed. That's why we named it The Game Has Changed. But I think the most important thing, and I can see in the interviews, because I watched a few of your interviews before, so I could get to know you even a little better since it's been four and a half years. I think we've been taught and told the biggest lie when you hear people say we must have work-life balance. I think that's the biggest crap in the world. Do you know anybody that has work-life balance? I think that's shared with people because people didn't like their jobs. Over 50 % of people are in a job that they hate, not dislike, they hate it, right?

25:37So they're in a job that they hate and it's like, I must balance. I can picture somebody like at the front door before they walk in, like, I got a balance. I'm going to walk through the door with a smile. I need this balance. I need this balance. It never works, right? If you're having a bad day at work, you carry that home. Things aren't going. If your boss has got his thumb on your head or her thumb on your head, you carry it home. So what you've discovered, and you probably know this, I'm just going to put a term to it, is life-work integration. When you have the opportunity to do something that empowers you, we're working right now, both of us.

26:06This is a blast. I'm having a time in my life. We're working. This is our work, right? And if you inspire me today, or I'm watching some of your other podcasts and I get inspired, and I'm in a better space and I see a breakthrough and I see I can live into my full potential. When I go home to my wife, I'm a better man. When I play with my kids, I'm a better father. And the wish I would wish I could grant, the reason we're doing this live event is to show you that you literally could have a life, not a pie in the sky, not get rich for doing anything, but you could have a life where you don't care and you don't know where work ends and life begins because you're growing as a human in both of them.

26:43And that's why we call it, The Game Has Changed. And COVID proved that. When COVID came, we were all home. That's when we did our last interview. A lot of people didn't go back because they're like, I'm not going back to a group that makes me feel bad about myself every day. That stops my innovation. But most people didn't know where to turn. And that's why Tony and I all scream for mountaintops to give people a path and a plan to do that. Yeah. So what about normal people, right? People who are not me or you, they don't have a platform. Why do you think that they have something to teach other people?

27:12How do they know when they do have something to teach other people? Really great question. I know a lot of you are young on here. Listen, but let me just ask you, and I've asked a lot of people this. When people say to me, I'm not sure my life experience is valuable. I say, if you had the opportunity to go back and spend one week with your 18 year old self, and for that one week, that eight, your 18 year old is going to sit and listen to you for a week. And I've asked with a million dollars. I've asked with a hundred thousand. I said, if you had a chance to go back and spend a week with your 18 year old self, and you can bring back any information.

27:44Here's the business you want. Don't get in that relationship. Don't look at the lens of relationship. Don't replicate what your parents did. Think of all the things you would tell your 18-year-old self. Think bigger. Don't let other people get in your mind. Maybe don't go to college. Go right into entrepreneurship and find specialized knowledge. Go mentor for somebody. Take a deep breath. You don't need to be married by 25. Like all the things that you would do. I say, would you choose if I could wave a magic wand and put a million bucks in your bank account or send you back for a week with your 18-year-old self.

28:1599.9 % of the time, everybody always goes, oh my God, I would go back and talk to my 18-year-old self. My life would be better. I'd be happier. I'd be more fulfilled. I would change my exercise. I would change the way I looked at relationship, the way I looked at entrepreneurship. That's worth hundreds of millions. You got to realize the life experience you've accumulated is that valuable to someone else who's just starting off. If you went through a bad breakup and found yourself after somebody's starting the breakup. You might want to create a program or a community based around that. If you got good at sales, if you got good at podcasts, if you got good at anything, you are one step ahead of somebody who's starting on zero.

28:51You get to collapse time. And that's what all of us want. We want time. We want the fastest, smart entrepreneurs cut checks for speed. That's just it. And you have the opportunity to collapse time for other people. By day one, everybody's going to know, oh, I do have something and this is what it is. Yeah, I love what you're saying because it's so true. For instance, AI. AI just came out a year ago. For the public, if you've mastered AI in the last year, you're already so much far ahead of everybody who hasn't even thought about it yet, and you can turn that into a product, you know, just even having a year of experience.

29:26You are so 100 % right, especially everybody over 40 is struggling with AI. Everybody under 40 is part of their life. My kids, my 17 and 15-year-old son use it every day of their life, right? Where my dad, I got to explain to him every five minutes on how it's not Google, it's different, and show them how to ask questions. So great example, great example. Yeah, okay, so we talked about some of the opportunities, the fact that technology is moving so fast, it's easier than ever to become an entrepreneur, to sell something online. But let's talk about some of the challenges. And I know one of the big challenges is inflation.

29:59And when I think about inflation, I think about groceries, right? I don't really think about entrepreneurship. So how does inflation impact entrepreneurship? I'm just going to quote Warren Buffett, not quote, but share some of the things he said. He said, during high inflation, if you have a business that relies on buying product and having it shipped, you can get slaughtered because gas prices can go up, the cost of storing it goes up, and the cost of the product goes up. So if you have small margins, if you're buying something for 20 bucks and you're selling it for 30 bucks and all of a sudden gas prices, margin, shipping goes up, your profit is destroyed.

30:36They say if you're a carpenter and you have a hammer, everything looks like a nail. So of course, I'm going to look through the lens of my business, my industry. Why I love what you're doing right now is right now you are providing value to the world. You have sponsorship. Your company's there to make money and it should. You should make a lot of money for the lives you're changing. I hope you make more than anything on the planet because you're impacting lives for a living. but right now you're not paying for a product. You're delivering this through social media platforms that don't cost you anything.

31:05Your cost of goods is zero. Of course, you have to have a studio. You have to have someone help you. I get all that but you're not putting product in a business and you don't know if inflation is gonna destroy you. You own a grocery store right now. You are screwed. People are mad that the prices go up and your margins are going down. You can do nothing about it. You're choked. Why I love the information industry is because your product costs nothing. You don't have to store it. You don't have to warehouse it. Inflation doesn't impact it. And it's one of the most valuable assets you can deliver to people.

31:33To me, it is inflation proof. And simultaneously, you can grow. You hired, did you say you're at 60 people? 60 employees, yes. Amazing, amazing, right? If we get to sell information and grow, then we hire other people. We can pay them better. And we help reduce the stress of inflation. That's awesome in terms of inflation. So traditional business models are not doing as well as new business models that are online because of this inflation, because you have to have products, store it. We basically have free distribution now. What other challenges do you think entrepreneurs are facing right now?

32:09I think the biggest challenge, and this is just my age is determining this. I think our biggest challenge is the stories that are going on inside of our heads. in all my years and partnering and fortunate to meet some amazing entrepreneurs and multiple billionaires. And I don't say like, look at me, but you see, you can't help. And you do this because you're interviewing so many great people. You are seeing trends. That's why you're doing so well in your business. It's a great business model, by the way, you're interviewing incredible entrepreneurs. And then you take what you learn and input it in your own business.

32:39Brilliant, right? Brilliant. But if you see the entrepreneurs who thrive, especially when things are changing, It's because they're working on their personal development. They work on their personal growth. They work on their thoughts. They work on their emotions. Because during uncertain times, I would say we are in those, our brains can start focusing on what could go wrong. Our brains start focusing on how to protect, how to play goalie. And a lot of times when things shift, you can't play goalie. You can't protect because if you're not climbing, you're sliding. That's a fact. So a couple of things, and I would write these down.

33:14Number one, you must protect your confidence. In a shifting time, in a crazy time, in a time you want to grow, you have to protect your confidence. You've never made a good decision when your confidence is down. You didn't get the date, you didn't get the relationship, you didn't get the job, you didn't get the sale. You got nothing when your confidence is down. You know that. So you have to focus on anything you can. Borrow confidence from the past. Borrow confidence from a great podcast. Borrow confidence from an incredible book. Borrow confidence from a mantra. I can do this, I can do anything.

33:44God gave me a gift and I'm going to bring it to life. Whatever it is you need to do, you got to work on your mindset because again, not quoting simple quotes, but Henry Ford said, if you think you can, you will. And if you think you can't, you won't. So it doesn't matter if you have the greatest business. If you get in your head, you're dead. If you get in your head, thinking this is going to go wrong, inflation is going to kill me. What's going to go on with this election? You're focused so much on the outside, your business suffers. So for me, I would say go upstream and work on you become unstoppable have a mind that you can question the negative thoughts you can observe and say I get that part but I'm going after the opportunity not the obstacle I'm going to focus on what I have not what I've lost I think you need to be a warrior inside your mind right now more than any other thing because once you have that I would absolutely go with someone with an unstoppable mindset and a C opportunity than someone who's scared with an A opportunity.

34:43Yeah. The number one job of an entrepreneur is to sell, right? And if you have no confidence and you get on a sales call, you're not selling anybody to join your team. You're not selling anybody to buy your products and you need to be able to sell and have confidence. So let's talk about worst businesses and best businesses to start right now. What's your opinion? The way things are right now, I would not start anything that takes a huge capital call. If you have to finance your house, if you have to get credit cards, if you have to borrow money or use your savings or tap into your 401k to put a lot of money out, I would honestly pause on that.

35:18I would pause on crazy spending right now. I know you didn't ask me that. I would pause on buying the brand new car today. I would pause on buying the really fancy watch. I would pause on buying the bigger house right now. I would pause on that just to see where things are going. But don't pause on your innovation. Don't pause on your creativity. Don't pause on your energy. I would pause on putting money into any company that takes a huge upfront and if it's got huge product costs. So that's a must. And on the opposite side, I feel like I just keep coming back to my thing, but there's other businesses like that.

35:51What businesses can you start with your own time and effort? What businesses can you start without a huge outlay of cash to get the first momentum, to get the first sales, to get things going? What things can you do to allocate resources, minimal resources, to spend a little and get a lot back and get proof of concept? Here's what I'm just saying. If you're in a place where I'm going to quit my job and go all in, I would say find something where you can do a little bit at a time so you can see it's working. And then when the new thing is replacing the income of the old thing, then you can decide to transition.

36:23That's the time in life we're at. Now, if you're saying, I don't have time for that, I'm gonna jump ahead here. I could just picture people saying, I'd love that, but my job keeps me so busy. Here's what I wanna say. Obsess over the next couple of days and create a not-to-do list. We all have a to-do list, create a not-to-do list, and here's what I would suggest. Realize your job or the thing you're doing right now is just a stepping stone in your life. It's not forever. If you do that, you'll appreciate it more. Because right now, if you're like, oh, I hate my job, I wanna do this thing, it doesn't usually work that way because how you do one thing is how you do everything.

36:56So you got to go, don't love this job, but I love it for now because it's going to be my launching pad. That's number one. Number two, I would make a list of all the activities that you do. Hear me on this one. Four different buckets. Bucket number one on the activities you do are non-negotiables. For me, that would be date night with my wife, spending time with my kids, bringing them to school. There's non-negotiables. I'm not stopping doing them. I'm not missing tennis matches. I'm not missing softball practices. I'm not, non-negotiable. So once you have your list of non-negotiables, number two is what can I automate?

37:27What things do I work on that I could do auto pay? I could have my dry cleaning picked up or groceries delivered. What can you automate that buys you back time? So that'll buy back a little. Number three, what can you delegate? Are there things I could get a$5 an hour assistant online or Fiverr? Or what are some things I could do with a virtual assistant or with people in my family or my cousin or my brother? What can I do to delegate some of these things to buy back some more time? The fourth is the most important. What must you eliminate? What do you have to stop doing? If going out with your girlfriends and have a couple drinks and all of a sudden you realize you wasted three hours of your time and you really didn't accomplish much, maybe you got to spend the next three months without that.

38:08The last time you got on your phone and said, I'm going to surf for a minute and you're on for an hour, maybe you got to stop that. Last time you binged on Netflix, maybe you got to stop that. And you see why the purpose is so important because you need something bigger to go, Screw Netflix right now. The hell with this. I'm not going to do this. So you need to know what you can eliminate. And the easiest way to say, to eliminate it is, does this serve the woman or the man I want to become? Or does it not serve the man or the woman I want to become? If it doesn't, you got to cut it. There's no gray.

38:35You got to get rid of the gray. Gray is for people who are stuck and they drift their whole life. So the heck with the gray. If you really could say, these are non-negotiable. I'm going to automate these few things. I'm going to delegate some of this. I'm going to quit doing this. Guess what? three or four or five hours a week open up. You spend those three, four or five hours a week on your new project and obsess on it. Sacrifice today, miss a few things today. Say no today to other people because then in a year or five years now, you could say yes to fricking everything and then start working on the new thing.

39:05When the new thing replaces the old thing, there you go. Really, really smart advice. And I have to say that I did that as well. I remember for four years, I didn't watch any TV. I didn't even post on Instagram. I focused on LinkedIn for my job and my podcast. I didn't really go out much on the weekends. I just sacrificed. But then four years later, I'm able to manage my schedule. I do whatever I want. It can be temporary sacrifice. It doesn't have to be forever. And if you're in a career you hate, that's a lifelong sacrifice. I'd rather sacrifice hard for four years to live 60 in a really abundant way.

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43:55Learn how you can get more out of your dot-com from a Framer specialist or get started building for free today at Framer.com slash profiting for 30 % off a Framer Pro annual plan. That's 30 % off in 2026. Again, that's Framer.com slash profiting for 30 % off Framer.com slash profiting. Rules and restrictions apply. So let's talk about how we can actually turn our passions into a real business. What kind of things should we be thinking through? What kind of a roadmap app should we have? First off, I would think of what are some of the things people come to you for? If you put it in buckets, number one is a lot of us have a career skill.

44:35Even if we're in a career we don't like, you've learned something that at one point you didn't know and now you do, whether that's sales or accounting or it's human resources or it's helping people with their mental philosophy. It's being a leader in your company. Even though you might not like it in your company, when you have the opportunity to turn that into a product and you inspire others, it becomes so rewarding and fulfilling. So I would think what is your core competency or unique ability you have in a skill or in your business? That's number one. Number two, we have so many clients that have taken a life experience.

45:10We have people who have gone through divorce and they found a way to do a child centered divorce. And now they have hundreds of thousands of members helping with divorce. We got amazing woman helping women through menopause naturally or trimester four, they call it after your baby's born, or just I went, people turned vegan and got rid of all their ailments. And now they're teaching people to go vegan. That is life experience. And sometimes hear me on this one. Sometimes your mess is your best message. I went through a horrible breakup and now I'm a stronger person today than I ever was. I'm going to help people who are just starting out with their breakup.

45:43And so many times people say to me, well, I'm not all the way through yet. I got this from Jenna Kutcher. She's in my network, Jenna Kutcher. Yeah, Jenna became a dear friend. And Jenna said, well, people got to realize sometimes your best time to share is when you're in the messy middle because you're in the thick of it, but you're still one chapter ahead of someone else. So if you're a chapter ahead, even though you're in the messy middle, you can help bring people along with you on the ride. And then the last one is something you're extremely passionate about. I just used my partner, Tony Robbins, as an example.

46:13He found out years ago how so many people were getting ripped off in their 401ks and their IRAs. and he got pissed and it became a passion and he studied it. He's not the finance guy. Tony's the best strategist and business coach, but not the finance guy, but he studied it obsessively. Then he interviewed the best guys in the world and he wrote the book Money Master of the Game. It's still the number one investing book of our generation. He's not the guy. He became the reporter of other people because he was passionate about it. You either have a career skill, a life experience or something you're passionate about that someone else is starting off on day one.

46:49And that's the way I would start looking at it. And then of course, how to package it, how to deliver it, how to find people that want it. That's what we do so well, but that's how I would start. So one question, just to kind of piggyback on it, you just sort of mentioned it, is how do you know if you have a product that people actually want? Because as you're talking about these personal experiences, skills that you have, it's really interesting because I never would have thought of menopause as something that you can teach, but it's so smart because so many women are going through this. There's probably very little information out there.

47:18And even if you're not a gynecologist or something, you might have an experience to share, to teach other people that people would actually want and pay for. And there's a large market. How do you know that you have a big enough market for what you're trying to sell? We actually teach the smaller, the niche, the better because this thing in our pocket has us connected to the whole world. We only need one 10th of one 10th of 1 % of people that have our ammo, as long as we can find them. For example, we had an accountant. You think, what would an accountant teach? When he was 50, he decided to create his own accounting firm.

47:54He worked for somebody else. He started his own business, started doing great. And he realized, wow, I was stuck as an accountant. I hated it for 30 years. So he created, he doesn't just teach people how to be a better accountant. He teaches young accountants how to transfer into their own business quicker so they can live a fulfilled life. So he doesn't say, I'll teach you how to do your taxes better. I'll teach you how to use a certain spreadsheet. He's like, no, no, no. I don't want you to waste 30 years like I did. Let me teach you young hustler accountants how to get your own firm quicker.

48:24Sometimes you think, well, I'm good at sales. Well, what kind of sales? And do you want to help women in sales? Do you want to help women over 50 in sales? Do you want to help young people learn how to get their first sale? When I first started in real estate, I didn't own strip malls. I didn't own multifamily. I was really good at just getting into my first single family home and then my second, then my third. So I taught real estate. I had the number one real estate education training in the world, nothing even close. And all I said, all my training was, if you're thinking about getting into real estate, let me show you how to get into your first one.

48:56Not how to do a million flips, not how to make a million bucks a month, not how to do multifamily. And because our world is so connected, that company, you know, was one of the biggest in the world in that space because I found a niche. So we actually teach people to go smaller. I mean, we've had people doing art classes on how to paint with wolves. I always remember that one. I was like, wait, what was that? She has baby wolves and she teaches you to paint outside because you have the paint that's relaxing, but you have a wolf laying next to you. That's the energy of a wolf. and she felt the combo was great.

49:29That's not my jam. I would never do that. But she sells out her events every month. It's just because right now we're in contact with so many people, we can find our tiny niche and that tiny niche could still be a million people. Yeah, and I know that the more niche you are, the more that you can charge because you're solving a very, very specific problem. Right, and the confidence goes up. I've always said, the woman who teaches menopause, I just remember, it was like, wow, I would never think of something like that. and I remember being on with her in one of my zoom calls and I said your confidence goes up when you're in a room of people that need exactly what you need to share so if I said hey in the next room we have a mastermind room if it's 100 people next to him like if there was 100 people in there and I said hey there's some men there's some women in different ages could you go teach about menopause you'd be like no that's embarrassing I'm not going out there and then if I said, okay, no men.

50:21It's just all women. Could you go teach? Like not, no, because there's young girls. They don't even know what that means. They don't know what it feels like. I said, okay, now there's a hundred women in there between 42 and 50. They're going through menopause. They feel like they're going crazy. They feel like their husband or their partner doesn't love them anymore. They have night sweats and they feel uncomfortable. Would you go talk to them? She goes, yes, I'm a warrior for them. Let me go help them. I like you open up the shirt, your cape is You want to go help these women. So the smaller the niche, the more your confidence goes up because you have the breakthroughs for them, right?

50:55Where people think I got to help women. No. What women? What group? What transition? That's where our world's at. Yeah. And to your point, confidence breeds confidence, right? So if you're super focused on one specific problem and you become the go-to person for it, your confidence is going to go up too. Absolutely. Okay. So one last question. Let's talk about AI because you're talking about how the game has changed. How has AI changed the game? How do you think entrepreneurs are going to use AI? How do you use AI? I'd love to know. Yeah. So I think, again, one of those things, most of you listening have probably already used it, but how do you sharpen the axe?

51:32How do you sharpen the tool to use it even more? And we know if you ask the right question, you get the right answer. But what I see, for example, what Tony and I are doing, we've created an AI and we spent the last year working on it that thinks like Tony and I. we've taken our knowledge, our experience, how do we do million person events? How do we do our marketing? How do we write our emails? How do we get people to show up? How do we identify what our asset is? And how do we lay out a course or lay out a coaching program or lay out a podcast or lay out a in-person workshop or an in-person mastermind?

52:00And we took our years of experience. I say this and I know you guys get it, but if someone would have told me or any of us 10 years ago that this would have been really be like, no way, but it's here. So for example, where I see the niches where it's going to really transform is instead of it just being general help, what Tony and I are creating just as an example is how do you think like Tony and Dean when it comes to being in this industry? How do I lay out my course? What are the six topics I should teach on menopause or teaching people how to do podcasts or teaching people how to sell? What would you name the product?

52:32What would you price the product? What would be the headline? What would be the first page? What is the pictures? All of those things when it thinks like Tony and I, it gives us the answers in seconds. Even six years ago when we used to teach this, it was probably two or three months to get through all that. You know, who's my ideal client? Who should I be targeting? What kind of message do 40 to 60-year-old women need to get to say yes? All of that comes out and it thinks like us. It's like having me in your pocket and I got 30 years of doing this. I never would have thought that existed. And sometimes people think it's difficult when really done right, It's simplicity on the other side of complexity, right?

53:08It's a complex. I could never imagine how AI works. But I know if I ask it the right question, the simplicity is it gives me an answer that just saved me a month's time and research. So it is going to change the game. And those that understand how to utilize it are going to be out in front. Tony and I have been saying, we were just on the phone last night talking about it. And I said, when you understand this, this allows you to have an unfair advantage. It really does. It allows you to be one step ahead. And those of you who are going to ignore it, unfortunately, going to be two steps behind.

53:36I know that sounds harsh, but it's just a reality. And this is the time to embrace it. Don't stick your head in the sand. Don't think it's going to go away. The game has truly changed forever. You might as well get the new game plan. Yeah. AI is something that we're heavily focused on. How can we use it? Because to your point, everyone's going to be using it and be like light years ahead of us if we don't figure out how we're going to leverage AI for ourselves. Absolutely. All right. So this has been such an incredible conversation. So Dean, two last questions that I end all my shows with, and it doesn't have to be about today's talk, like you can go wherever you want to go.

54:09What is one actionable piece of advice that our young and profiterers can do today to become more profitable tomorrow? I'm going to go back to what I already shared with you. I would today make a list of all the things you do on a weekly basis, and I would get rid of the things that don't serve the man or the woman you want to become. Sacrifice a little today so you can have just an abundant life forever. Great advice. And what is your secret to profiting in life? Money without fulfillment is the emptiest thing in the world. So work on you as much as you work on your business. Jim Rohn, an old personal development trainer, is the one that got Tony Robbins in this world.

54:46He said, for things to get better, we have to get better. And I think if you just work on the money part, you might miss the most important part of love, family, connection, children, if that's what you so choose. Don't sacrifice one for the other because the fact of the matter is if you have more joy in the journey of entrepreneurship, you will get there faster. And where can everybody learn more about you and everything that you do? I would say just, you can find me on Instagram at Dean Graziosi. Awesome. We'll stick all of your links in the show notes. Dean, thank you so much for your time today.

55:16Oh, this is amazing. Take care, everybody.

55:31Thank you.