SPEAKER_00
Welcome to the Sell or Die podcast.
SPEAKER_00
I m your host, Jeffrey Gittler.
SPEAKER_00
Well, in this podcast, we re going to help you attract more qualified, unbelievable, ready to buy clients.
SPEAKER_00
And the one thing you re hoping for, blows more deals.
SPEAKER_00
It s time to sell or die.
SPEAKER_01
Good morning, guyards.
SPEAKER_01
We re going to speak with someone today who is a serial entrepreneur.
SPEAKER_01
And I don t mean like Captain Crunch.
SPEAKER_01
I m talking about a real live entrepreneur who has his fingers in a lot of different pies.
SPEAKER_01
And the reason he s been so successful, his main quality is that he is not Native American.
SPEAKER_01
Because when people come here from other countries, they work their asses off.
SPEAKER_01
with their families predominantly, and they begin to rise in a place where you can rise that we as as Americans take it for granted.
SPEAKER_01
So welcome, Ali.
SPEAKER_01
I don t know how to say your last name, and I want to make sure I got it right.
SPEAKER_01
Hemyari, Ali Hemyari.
SPEAKER_01
Oh, that s pretty easy.
SPEAKER_01
So what was it like to emigrate from some other country and then have to make this your own land?
SPEAKER_02
I was I was pretty young when it had happened.
SPEAKER_02
My father had attended grad school during some I m from Iran.
SPEAKER_02
And my father attended grad school, University of Dallas, right before the revolution in Iran.
SPEAKER_02
That was in the 70s?
SPEAKER_02
Yes, sir.
SPEAKER_02
Correct.
SPEAKER_02
That was in the 70s.
SPEAKER_02
Iran was a big ally to the United States and a lot of good trade back and forth and some freedom to come and go for Americans to go vacation there and build relationships business-wise, especially in the oil industry.
SPEAKER_02
And so when he came back to Iran, he saw that there was a shift in the leadership and decided, well, this cleric based religious shift is not going to be a good fit for his family.
SPEAKER_01
So we immigrated to the United States.
SPEAKER_01
He just to clarify that he said shift s h i f t, not shift.
SPEAKER_01
But it turned out to be both the same.
SPEAKER_01
That s right.
SPEAKER_01
Amen to that.
SPEAKER_01
So what do you do right now?
SPEAKER_02
So I run a portfolio of businesses mainly centered around the pet industry.
SPEAKER_02
We are in the high-end dog training space.
SPEAKER_02
We have multiple dog softwares, including kennel management software and point of sale systems.
SPEAKER_02
We have online dog training.
SPEAKER_02
We have an aviation side of our business where we can fly ultra high net worth clients around.
SPEAKER_02
in planes.
SPEAKER_02
It s a true FAA carrier.
SPEAKER_01
And so it s been an interesting- Are you talking about dogs like Cavalier, King Charles, Spaniels, that kind of thing?
SPEAKER_02
Talking about Cavalier, King Charles, all the way up to personal protection and executive protection dogs for clients.
SPEAKER_02
And so depending on the client, what they have, we ll train them.
SPEAKER_02
And we ve trained the smallest of dogs, like Chihuahuas, all the way up to federal level law enforcement dogs.
SPEAKER_02
So it s a pretty diverse facility.
SPEAKER_01
So when the dog is walking around my baggage claim area, when I come in from overseas and it says, don t pet this dog, I m assuming they re looking for dope, correct?
SPEAKER_01
Well, sometimes they re looking for dope.
SPEAKER_02
Sometimes they re looking for nuts, barks of trees and other things that are not really admissible into the country without declaration, especially the beagles that you see running around those treadmills, you know, or the conveyor belts.
SPEAKER_02
Yeah, they re usually looking for tree nuts and things like that that are not supposed to be imported.
SPEAKER_02
Wow, that s cool.
SPEAKER_01
And you teach those you teach like tree nuts are bad.
SPEAKER_01
You have like signs and everything in the classroom and the dogs are sitting there.
SPEAKER_02
You know, many years ago along that note, we trained a dog for a young child who had a tree allergy, a tree nut allergy.
SPEAKER_02
It was like peanuts.
SPEAKER_02
And so the parents were worried about lunch table trades.
SPEAKER_02
And so people that were trading their, kids that were trading their chips for gummy bears and so on,
SPEAKER_02
Yeah, the parents were kind of worried about that because it was it was fatal to the child.
SPEAKER_02
So we trained a dog to detect peanuts, peanut butter, peanut oil and peanut proteins and to accompany him to school every day where he can then have those lunch table trades without fear of a fatality.
SPEAKER_02
So, yeah, that s pretty interesting.
SPEAKER_01
Yeah, that s amazing.
SPEAKER_01
It s amazing what you can train a dog to do.
SPEAKER_01
I I have
SPEAKER_01
My algorithm on Instagram has dogs and cats, and I look at these Australian shepherds, they re like humans.
SPEAKER_01
Very bright.
SPEAKER_01
Really bright.
SPEAKER_01
So do you choose the brand of dog based on their intellectual capacity?
SPEAKER_02
We tend to choose high aptitude dogs because
SPEAKER_02
They make training so much simpler.
SPEAKER_02
They re eager to please.
SPEAKER_02
They crave the knowledge, just like any other high drive, low drag person would as well.
SPEAKER_02
And so there are some dogs that are just genetically predisposed to have that type of personality and temperament that s fit for that type of work as well.
SPEAKER_01
I wonder if you can equate that to the human element of this, because there s we my listeners where I refer to them as diehards and
SPEAKER_01
I don t ever use plural because usually one person is listening at a time.
SPEAKER_01
So I go diehard.
SPEAKER_01
If you have a pet, are you taking full advantage of your pets intellectual capacity?
SPEAKER_01
Or are you just a walk when they need it?
SPEAKER_01
What?
SPEAKER_01
No, it s interesting.
SPEAKER_02
I m teaching my cat how to give a kiss.
SPEAKER_02
No, you know, what s interesting about that is the philosophy
SPEAKER_02
of dog companionship in America is very different from dog companionship in Europe.
SPEAKER_02
In Europe, you ll see an 85-year-old lady walking down the street of Paris with a Great Dane that s probably double her size on or off leash through hundreds of people on or off subways without any problem at all.
SPEAKER_02
And in the United States, what you see is somebody will open their front door and the fighter is booking it down the street.
SPEAKER_02
You gotta go jump in your station wagon and go chase after him.
SPEAKER_02
Why is that?
SPEAKER_02
And I think that we tend to over humanize the dog when it s a completely different species.
SPEAKER_02
Right.
SPEAKER_02
They are part of our family.
SPEAKER_02
We love them.
SPEAKER_02
But there are some boundaries that the Europeans do a really good job of setting and us Americans don t do the best job of that.
SPEAKER_02
And so I am grateful that that is the case, Mr. Gitmer, because it keeps us in business and allows us to be successful.
SPEAKER_01
I love seeing dogs run wild down the street.
SPEAKER_01
It s a phone call every day.
SPEAKER_01
I learned a very valuable lesson when I was a teenager, not quite 17.
SPEAKER_01
We got a dog, a puppy, and we lived on the busiest street in town.
SPEAKER_01
And one morning, as I m opening up the door to get the morning paper, the dog got out, a little puppy, and started to run away.
SPEAKER_01
And I started to chase the dog across the street, the traffic, everything.
SPEAKER_01
I couldn t get her.
SPEAKER_01
I go back, run back to the house, tell my dad, Dad, dog gone.
SPEAKER_01
You get a dog.
SPEAKER_01
And my father, very calm, he goes, no problem, son, we ll get in the car, we ll go find the dog.
SPEAKER_01
I spin around to get in the car and I trip over the dog.
SPEAKER_01
Oh, wow.
SPEAKER_01
I started to run away from the dog.
SPEAKER_01
The dog chased me.
SPEAKER_01
Yeah, it became a game, right?
SPEAKER_01
Well, here s the deal.
SPEAKER_01
40 years later, I tell my audience, chasing your customers too hard, some of them running away from you, maybe you need to run the other way and let the customer chase you.
SPEAKER_02
Yeah, to your point, that s the classic sales takeaway, right?
SPEAKER_02
Yeah.
SPEAKER_02
And sometimes if you re chasing them too hard, you probably shouldn t be wasting your time.
SPEAKER_02
There s plenty of other opportunities out there that you can go and interact with and engage.
SPEAKER_02
rather than spinning wheels.
SPEAKER_01
So, are airports your biggest customer?
SPEAKER_01
Are police departments your biggest customer?
SPEAKER_02
My biggest group of clients are really the general public that wants a better, well-trained dog that is tired of wasting one hour a day, several times a week for eight to 10 weeks with a trainer, at a pet store, at their home, or at a park, and hoping to get results.
SPEAKER_02
What we offer is a turnkey product where
SPEAKER_02
You drop off your dog to us.
SPEAKER_02
We handle all of the training.
SPEAKER_02
And then at the end, we put the client through a class teaching them everything we taught their dog.
SPEAKER_02
And then we send them home with resources.
SPEAKER_02
They get a tutorial video.
SPEAKER_02
They have access to our online dog training website, which has over 600 videos on it.
SPEAKER_02
And they get a video of their dog doing everything.
SPEAKER_02
Like the days of you wasting your time are kind of over.
SPEAKER_02
We don t, well, what we want to try to explain to people is that you can t be great at everything.
SPEAKER_02
It s not possible for me to teach somebody to be a dog trainer in an hour, once a week for eight to 10 weeks.
SPEAKER_02
It s just not possible.
SPEAKER_02
What inevitably happens is you learn something a little bit askew, you practice it a little bit askew.
SPEAKER_02
And then the next session, we re spending the next hour reversing what you trained into your dog, a little bit askew every single day of that week.
SPEAKER_02
So why not just bring it to trainers that do this for a living, that are set up to do it, working with your dog several times a day, all seven days a week, and then turning you over a foundation that you can springboard off of.
SPEAKER_02
And that is really the secret sauce.
SPEAKER_02
I think that people are busy, they got families, they got careers.
SPEAKER_02
And so what happens is the dog falls to the bottom of the totem pole in their life.
SPEAKER_02
And they really need a service like ours that when we lay them that foundation and we tell them, look, do this twice a day at 10 minutes, they can rock and roll and they ll be way more successful than everything else they ve tried inclusive of YouTube videos and
SPEAKER_02
their buddies giving them advice, and even their veterinarians driving in every once in a while, right?
SPEAKER_02
So that s cool.
SPEAKER_02
So you ve developed this uber expertise and turned it into money.
SPEAKER_02
You know, one thing about being an entrepreneur, and I don t have to explain this to you, is what s fascinating about the business world is you can take an idea out of thin air.
SPEAKER_02
And if there s demand for it, and you can create processes and a product and have good people surrounding yourself, you can make it really successful and fulfill that demand.
SPEAKER_02
And that s what I love about the business world, that there s so many neat and interesting things that you can come across in niches like ours and be ultimately successful and live the American dream that everybody else is looking for.
SPEAKER_02
What people don t get with that is being an entrepreneur is like being Captain America.
SPEAKER_02
You re grabbing your shield every day.
SPEAKER_02
You got, you know, competitors hating on you.
SPEAKER_02
You got clients that you re working with.
SPEAKER_02
You got employees that you re managing.
SPEAKER_02
You obviously have financial risk because you made investments into maybe a building and, you know, the other things, the vehicles and things that you need.
SPEAKER_02
And I think that that part is the difficult part.
SPEAKER_02
But once you learn to be comfortable being uncomfortable, that will make you inevitably successful.
SPEAKER_02
And so every morning eating your frog is really what counts.
SPEAKER_01
Tell me who you use as a mentor.
SPEAKER_01
Are you in a mastermind?
SPEAKER_01
What do you do to keep yourself on top of your game?
SPEAKER_02
That s a great question.
SPEAKER_02
So one thing I discovered when I was a lot younger is they say you re only as successful as your five best friends.
SPEAKER_02
And I realized I need some new friends.
SPEAKER_02
And so I was intentional about some of the clients that I was working with and some of the friends that I had that were very much there were there were more successful than me in so many different ways, not just financially, but spiritually and family.
SPEAKER_02
things like that, I made it intentional to go and build stronger relationships with them and ask them questions and they became my de facto mentors.
SPEAKER_02
And that s been invaluable when you find somebody that s really good that has accomplished so much in their life that you want to
SPEAKER_02
you know, emulate in so many, so many ways that you can ask them questions to prevent yourself from falling into holes and use that wisdom to guide you rather than being smart and falling into the holes yourself.
SPEAKER_01
I agree.
SPEAKER_01
I have been very successful with mentors and Diehard, I want you to listen very carefully.
SPEAKER_01
I never have asked anyone to please be my mentor.
SPEAKER_01
I ve earned a relationship with them.
SPEAKER_01
I ve earned a friendship with them.
SPEAKER_01
And we exchange information, even though I need theirs more than they need mine.
SPEAKER_01
They like to hang around with me.
SPEAKER_01
And when you have that as part of your noblesse oblige or your savoir faire, you become attractive to somebody who has made it.
SPEAKER_01
Like, I like this guy.
SPEAKER_01
I want to hang around this guy.
SPEAKER_01
He s funny.
SPEAKER_01
He s nice.
SPEAKER_01
He s intellectual.
SPEAKER_01
And I don t, you know, Ali and I do not know each other very well, but I guarantee you, he never sat on somebody s doorstep and said, will you be my mentor?
SPEAKER_01
I guarantee it.
SPEAKER_01
Well, you know, that point is so profound and strong.
SPEAKER_01
And as you reach a higher and deeper understanding of business, what you realize is that relationships are dire to your success, and you have to put in the time.
SPEAKER_01
And that reciprocity shows the true love for each other
SPEAKER_01
and that build of that foundation.
SPEAKER_01
And I think that that s where people just fall short.
SPEAKER_01
They just, it s gimme, gimme, gimme, and they become takers.
SPEAKER_00
Exactly, they re takers.
SPEAKER_00
But here s the deal.
SPEAKER_00
When the relationship morphs into a friendship, you have a genuine mentor.
SPEAKER_00
Every mentor that I ve had, and I ve been blessed with a half a dozen of them, that were life-changing people for me, they were all my friends.
SPEAKER_00
And in varying degrees, obviously, but for some, I was like their son.
SPEAKER_00
That s right.
SPEAKER_00
That s funny.
SPEAKER_00
And you put yourself in that winning position by offering them value, not simply taking their value.
SPEAKER_00
That s right.
SPEAKER_00
Dierhard, if you ve ever read the book Atlas Shrugged, Ayn Rand describes people in two categories, givers and looters, not givers and takers.
SPEAKER_00
And you have to put yourself in the same position.
SPEAKER_00
What are you taking versus what are you giving?
SPEAKER_00
And if you can give more, and I guarantee you Ali s a giver, giver in a community,
SPEAKER_00
given his business has done many things for many people that have made them feel better about who they are.
SPEAKER_00
And that s just the feeling.
SPEAKER_01
I think that that s what you see.
SPEAKER_01
Very successful people are intentional about that.
SPEAKER_01
And I think it s the gift from God that you re supposed to steward.
SPEAKER_01
Right.
SPEAKER_01
And so if you re early on in your business career, if you re in sales, Dale Carnegie said it best and how to win friends and influence people is be genuinely interested in other people.
SPEAKER_01
And that authenticity carries back over.
SPEAKER_01
And that s your win.
SPEAKER_01
That s what everybody s looking for.
SPEAKER_01
And I think we need to get back to that in the United States.
SPEAKER_00
No argument.
SPEAKER_00
Dale Carnegie also said, don t criticize, condemn, or complain.
SPEAKER_01
That s right.
SPEAKER_00
Yeah.
SPEAKER_00
That s what they use as a mantra at the Dale Carnegie organization.
SPEAKER_00
Unfortunately, many of the franchisees criticize, condemn, and complain, but that s a whole other issue.
SPEAKER_00
They don t say the whole quote.
SPEAKER_00
It s easy to criticize, condemn, and complain, and most fools do.
SPEAKER_00
That s right.
SPEAKER_00
So much better.
SPEAKER_00
It is.
SPEAKER_01
This morning, prior to being on your show, I was at the yearly Governor s Prayer, and that brings in a wealth of business people, politicians, very powerful people from across the state of Tennessee all together for a Christ-based togetherness.
SPEAKER_01
And one of the comments that they had a keynote speaker on their Walker Zimmerman, who s a major league soccer player, and he said, I got injured.
SPEAKER_01
I ve made mistakes, but you learn to suffer gracefully.
SPEAKER_01
And to your point of the complaining and condemning, learn to suffer gracefully.
SPEAKER_01
Take it as a win.
SPEAKER_01
You don t learn by victories.
SPEAKER_01
You learn by your failures.
SPEAKER_00
And you can learn from other people s failures.
SPEAKER_00
You learn lessons both ways, but the failure ones are much harder.
SPEAKER_00
Much harder.
SPEAKER_00
I heard Diane von Furstenberg give a speech.
SPEAKER_00
I m in the American Express Black Card Club.
SPEAKER_00
So am I. They invite you to these events.
SPEAKER_00
But Diane von Furstenberg, who I always, she reinvented women s fashion.
SPEAKER_00
She invented the wrap dress, which is from the in the 70s, and it s still vogue.
SPEAKER_00
And she started out her speech saying, I never really knew what I wanted to do, but I always knew who I wanted to become.
SPEAKER_00
And I literally started to cry.
SPEAKER_00
She had it down in one sentence.
SPEAKER_00
And I think that so many people have no idea who they want to become, that they spend all their life in what they are doing.
SPEAKER_00
And it s a waste of their waste of their life and time and talent.
SPEAKER_00
Waste of talent, too.
SPEAKER_00
Yeah, totally.
SPEAKER_00
I have to show you something because I represent the Old Testament.
SPEAKER_00
You represent the New Testament.
SPEAKER_00
But we both have the same favorite quote in the Bible, and it s in your book.
SPEAKER_00
It s Matthew s quote, O ye of little faith.
SPEAKER_00
When the waters are rising and choppy, and Jesus goes upstairs and goes, what are you guys, lose faith?
SPEAKER_00
And he looks over at the water and goes, hey, calm down.
SPEAKER_00
And it does.
SPEAKER_00
That s right.
SPEAKER_00
And I have faith, but I start with faith in myself.
SPEAKER_00
and then I can transpose that to faith in others.
SPEAKER_00
Because no one s going to follow me unless they re certain that my belief is deep.
SPEAKER_00
That s right.
SPEAKER_01
I agree with you.
SPEAKER_01
We run our businesses faith-based, not oppressive, but with that deep value system.
SPEAKER_01
I think that our employees are happier that way.
SPEAKER_01
They understand the fairness, the consistency, they understand
SPEAKER_01
the transparency, they understand.
SPEAKER_01
There s just so much to it that we could discuss, but it is really a powerful thing to have in your life.
SPEAKER_00
And the challenge is, not do other people consider you a good person.
SPEAKER_00
Do you consider yourself a good person?
SPEAKER_00
You re alone in the bathroom mirror in the morning with the most important person in the world.
SPEAKER_00
That s where you pass judgment on yourself and your actions or your deeds or your words.
SPEAKER_00
And it s the most difficult thing to face.
SPEAKER_00
Most people do not.
SPEAKER_00
In my bathroom, if you ever come over, I have post-it notes with my goals on the bathroom mirror.
SPEAKER_00
So every morning I see what I m supposed to do.
SPEAKER_00
I don t put them in a book.
SPEAKER_00
I don t put them anywhere.
SPEAKER_00
I just put them on the bathroom mirror.
SPEAKER_00
I get out of the shower and I go, holy shit, I got to start working on this more.
SPEAKER_00
Yeah.
SPEAKER_00
Because it s the only way to fly.
SPEAKER_01
Your version of your daily affirmations, right?
SPEAKER_01
I have two young children, and every morning we go through the same thing.
SPEAKER_01
I m smart, I m strong, I m confident, and I can do anything I put my mind to every single day, and sometimes multiple times a day.
SPEAKER_00
I love that.
SPEAKER_01
How old are your kids?
SPEAKER_01
I have a six-year-old and a two-year-old, almost two-year-old.
SPEAKER_01
Boys or girls?
SPEAKER_01
One girl who s almost two and one boy who s six.
SPEAKER_00
Cool.
SPEAKER_00
They re the best.
SPEAKER_00
Yeah, I m all girls all the time.
SPEAKER_01
Yeah.
SPEAKER_01
But I m way older.
SPEAKER_01
There s something special about it, I ll say.
SPEAKER_00
There s something, they re stugglers.
SPEAKER_00
Little girls love their daddies.
SPEAKER_00
Period.
SPEAKER_00
And there s a difference, and I m sure you know it now.
SPEAKER_00
Boys will jump off the back of a sofa and break their legs.
SPEAKER_00
Girls try on dresses and make sure their shoes match.
SPEAKER_01
That s right.
SPEAKER_01
Yeah, well, it s taught me a lot of patience.
SPEAKER_01
Oh, yeah.
SPEAKER_01
Being a parent has been one of the most impactful moments in my life in a positive way.
SPEAKER_01
But it has taught me how to deal with a lot of people in a different way.
SPEAKER_01
When I was younger, I was very bullish.
SPEAKER_01
And it was, let s make a decision and move on really quickly.
SPEAKER_01
And sometimes those business decisions were good.
SPEAKER_01
Sometimes they were terrible, but it didn t matter.
SPEAKER_01
They were in my rearview mirror.
SPEAKER_01
And as you have children, you just start discovering, well, you know,
SPEAKER_01
That might be a good idea.
SPEAKER_01
Let me think on that a little bit.
SPEAKER_01
And that you build this being pensive, uh, much stronger after you become a father, a mother, stay on after we re done.
SPEAKER_00
I need to give you a few thoughts about children and how I ve, I have four daughters, four granddaughters and a great granddaughter all the time rules that I use for my daughters because they re twins and twins and, and another girl from, from, uh,
SPEAKER_00
first marriage.
SPEAKER_00
And I had to develop rules for twins, because they re alike, they re exactly alike.
SPEAKER_00
And you can t treat one better than the other.
SPEAKER_00
You can t give one anything you don t give the other huge, right?
SPEAKER_00
Yeah.
SPEAKER_00
So I learned a bunch of rules, and Dyer, if you are interested in those rules, just put something in the chat, and I ll try to do a program on rules for children.
SPEAKER_01
Yeah, that s pretty cool.
SPEAKER_01
My cousin just had twins, and she s 43 years old.
SPEAKER_01
By the grace of God, she had twins, and not through IVF or anything.
SPEAKER_01
Very unique.
SPEAKER_01
That s cool.
SPEAKER_01
Prior to having the baby, she was like, what s your advice?
SPEAKER_01
And I was like, I mean, get as much sleep as you can.
SPEAKER_00
Listen, I ll record a separate thing just for you.
SPEAKER_00
Advice for twins.
SPEAKER_00
That s right.
SPEAKER_00
That s awesome.
SPEAKER_00
A couple of other things before we go, though.
SPEAKER_00
Your business is now successful.
SPEAKER_00
How much of your daily life has being involved in the business have you been able to delegate?
SPEAKER_01
You know, early on I spent good 16 to 18 hour days, all seven days a week for many, many, many years.
SPEAKER_01
Now that I m a father and I built a business where it s growing and it s at a really good level with the really great people, I have the best staff in the whole wide world that are dependable and reliable and honest and they re hardworking.
SPEAKER_01
I can do a hard stop at two every day, 2 p.m.
SPEAKER_01
every day.
SPEAKER_01
And so I can get home, I can take my son to jujitsu, I can take my daughter for a walk with the dog, and it s important to spend that family time.
SPEAKER_01
One of the things that I feel like is lost on these youth nowadays is that they want to jump to chapter 30 but skip the first 29 chapters.
SPEAKER_00
I try to be more in touch with nature.
SPEAKER_00
I have a young daughter, even though I shouldn t.
SPEAKER_00
She ll be 15 in two days.
SPEAKER_00
But when she was younger, I d take her to school, and in the springtime, we would stand under a cherry tree, and I would shake the tree, and all of the blossoms would fall all over her.
SPEAKER_00
And I said, whether I m alive or whether I m gone, every spring you shake the tree, I ll be in it.
SPEAKER_00
Yeah, that s awesome.
SPEAKER_00
It s just a, it s a good memory, right?
SPEAKER_00
For the future.
SPEAKER_00
Totally.
SPEAKER_00
So we re both blessed.
SPEAKER_00
This is so cool.
SPEAKER_00
And hard work is something that
SPEAKER_00
I ve dedicated my life to.
SPEAKER_00
I was riding to work with a mentor, CEO, friend of mine, who was running about $100 million business.
SPEAKER_00
We re in Chicago, and it s like a piece of shit weather outside.
SPEAKER_00
And I just turned to the guy.
SPEAKER_00
He would always pick me up and take me in like I was his son.
SPEAKER_00
And I d say, you know, Mel, I ve been watching you for years, and everything you touch turns to gold.
SPEAKER_00
You are by far the luckiest person I ve ever known.
SPEAKER_00
And without any blink or hesitation, he turned around to me and said, hard work makes luck.
SPEAKER_00
I was stunned, first of all, by how quickly he said it.
SPEAKER_00
I ve carried that with me forever.
SPEAKER_01
I wrote about that in the book.
SPEAKER_01
I wrote about that in our book that it talks about
SPEAKER_01
You have to work hard to position yourself to be successful, right?
SPEAKER_01
But there s a good scripture in the Bible, Colossians 3, 23 and 3, 24.
SPEAKER_01
And there s many scriptures in the Bible about hard work.
SPEAKER_01
And, you know, you have to pay your dues.
SPEAKER_01
And there s Jim Rohn said it best.
SPEAKER_01
A famous sales guy said, success is never owned, it is merely rented, and the rent is due every day.
SPEAKER_01
And so that s the mindset you have to have when you re in business, when you re in sales.
SPEAKER_01
You have to be a warrior.
SPEAKER_01
Not every day is going to be a bowl of cherries, right?
SPEAKER_01
You got to get out there and learn how to have grit, have perseverance, have determination.
SPEAKER_01
And that s what will make you be successful.
SPEAKER_00
One of my blessings was I got involved in this MLM thing called the People s Network back in the 90s.
SPEAKER_00
And they had hired Jim Rohn to be their speaker guy.
SPEAKER_00
Sure.
SPEAKER_00
Six Jim Rohn weekends where I sat in row one next to Darren Hardy, if you know who he is.
SPEAKER_00
And Darren and I would like
SPEAKER_00
elbowing each other, taking notes, six weekends.
SPEAKER_00
And of all him, just listening to him pontificating, did he repeat himself?
SPEAKER_00
Sometimes.
SPEAKER_00
But repetition leads to mastery.
SPEAKER_00
I m fine with that.
SPEAKER_00
I m totally fine.
SPEAKER_00
But his ability to present to a group, mesmerizing.
SPEAKER_00
And he had no flamboyance whatsoever.
SPEAKER_00
Read through his journal, stood at the platform, never walked around, funny as hell, but he
SPEAKER_00
He timed his humor in a way that was just masterful.
SPEAKER_00
And so I don t when I m listening to a speaker, I don t just listen to what they say.
SPEAKER_00
I watch how they present.
SPEAKER_01
Yeah.
SPEAKER_00
Huge, huge.
SPEAKER_01
There was there s so many really great speakers.
SPEAKER_01
There was a speaker, an author friend of mine, Matt Tenney, was telling me about yesterday that he was the keynote and he came on stage and the guy s wearing flip flops and white T-shirt and jeans and, you know, kicks off his flip flops and starts tossing frisbees out to the audience.
SPEAKER_01
And, you know, the things that make you memorable and impactful and Jim Rohn, Zig Ziglar, all those guys came from a place where they had to develop that talent, you know, and maybe some of it was innate, but they spent a lot of time developing that talent to become exceptional.
SPEAKER_00
You have no idea how much time they ll spend 10 hours preparing a one hour talk.
SPEAKER_00
And it s because they re dedicated to excellence.
SPEAKER_00
That s right.
SPEAKER_03
They don t look at their situation as an obligation.
SPEAKER_03
They look at it as an opportunity.
SPEAKER_03
And so I ve said many times, I m in front of an audience of 500 people, and I ll say, look, 50 people in this room will be affected in a way that they ve never been affected before, and they ll change their lives for the better.
SPEAKER_03
I do not know which 50, so I m going to give my best to all of you. 
SPEAKER_03
It just blows people s doors off.
SPEAKER_03
Like, am I one of the 50?
SPEAKER_03
I wonder if I m going to, you know, and it becomes a whole transference of message process.
SPEAKER_03
I want my audience to say, I get it.
SPEAKER_03
I agree with it.
SPEAKER_03
I think I can do it.
SPEAKER_03
I m willing to try it.
SPEAKER_03
Then I ve transferred my message.
SPEAKER_03
And it s no different than someone preaching from a pulpit.
SPEAKER_03
Yeah, it s up to you to be the 50.
SPEAKER_00
Right.
SPEAKER_00
It s not up to anybody else.
SPEAKER_00
It s up to you.
SPEAKER_00
And so that s the that s the secret.
SPEAKER_00
People just everybody s looking for that.
SPEAKER_00
What is the magic?
SPEAKER_00
What is the sauce?
SPEAKER_00
It s all in you.
SPEAKER_00
It s a little drunk in your head.
SPEAKER_03
No, it s hard work.
SPEAKER_03
That s the secret.
SPEAKER_03
And people refuse to think it s that easy.
SPEAKER_03
They think, oh, there s some technique I got to use.
SPEAKER_03
No, there isn t.
SPEAKER_03
You got to get up earlier than everybody else.
SPEAKER_03
You got to go to sleep later than everybody else.
SPEAKER_03
And in the middle, you work your ass off.
SPEAKER_00
That s right.
SPEAKER_00
Mark Twain used to say, if you think you can or you think you can t, you re right.
SPEAKER_03
Correct.
SPEAKER_03
That s correct.
SPEAKER_03
So, this has been a great conversation and I guarantee you that Ali and I are going to have another one.
SPEAKER_03
So,
SPEAKER_03
I want you to take this to heart.
SPEAKER_03
I want you to listen to this lesson and then re-listen to it because it s going to give you inspiration to become a better person.
SPEAKER_03
Ali, thank you very much for your time.
SPEAKER_03
Thank you.
SPEAKER_03
And you, Diehard, go out and make a sale even if your ass falls off.
SPEAKER_01
Thanks for listening to the show.
SPEAKER_01
Don t forget to like, share.
SPEAKER_01
Yeah, share with both your friends.
SPEAKER_01
And subscribe to the podcast.
SPEAKER_02
And remember, we have a free 22-day sales challenge.
SPEAKER_02
Just go to gitterman.com slash sales challenge to start you on your way.