In anybody that wants a new life or a better life or go to another level, this is the code. If you just take this one video, right, like everything we talked about, like this would be like how to change your life forever. Anything that you wanted in life, you could have if you really wanted it. If you want to be 20 pounds heavier right now and have more muscle, you could have it if you really wanted it, right? Right? Yeah, but you're just not really interested in it right now. If you wanted it, you could have it. If you wanted to have $10 million and that was like what you really wanted, well, you couldn't sleep until you had it and you would eventually end up getting it. So I just learned that like whatever you want, you'll get. So our goal is, I'm obviously older, you're younger, right? I want to teach the guys coming up or the girls that are coming up that are younger that they can have it all. You got to have a good relationship with somebody because your home life will directly affect your business life. So you got to do life with somebody.   A lot of people getting broke here. So that's why physical fitness is so important to us. Dude, I have a fitness company and I built one because I used to train people up to be savages. Here's how to handle sales. Here's how to handle leadership. Here's how to handle speaking. But then they wouldn't get in shape and they'd break back and go to day one. So we opened a fitness program. We started learning all this so we get in front of people. So my number one deal is total recreation. It's physical mental business. They say I'm a sales trainer, but that's just the label. We're really a life coach company. What we do is that we take people. We make sure when they look in the mirror they're like who they are. We're making sure that they're growing their family at home. We're making sure that they're getting close to God if that's important to them. We're making sure that they're building a bad as a team. We have an army, a massive army. And we're making sure that whatever it is they're doing, whatever that industry is, they become the top 1% in their industry. So it's just like, we just want people to get it all. So my number one deal is that like if I spend time with you, like I'm going to make sure that we're going to make sure that you get it all. Those are the people that I want to lead, man. A lot of people are one-dimensional. They're getting a little bit of something. But dude, a lot of them are miserable.  Well, dude, you don't have to sacrifice. You're young. Dude, my leaders were like, dude, you can't get everything. Choose one thing you want and that's what you get.  You don't have to give up your family. You don't have to give up your health. You don't have to give up liking yourself. You don't give up any of this. You can get all that stuff if you want it. So whatever you want, you can get. So our biggest goal is total recreation. A lot of people aren't who they want to be and they're not where they want to be. So we totally recreate them, bro. I mean, I brainwashed people, man, to literally believe in themselves.  Yeah, I love you mentioned having a good home life because that's something a lot of entrepreneurs neglect. They don't really think about it. By the way, look, dude, you don't have business problems. You have home problems.  Here's what's so crazy. Three years our company built a nine-figure business. Okay, at 39 years old, I'm 44, but at 39 years old, I go home and success to me was making money.  Guys, I want to tell you something. If you're chasing money right now and you get it, but you go home and your family's learning to live without you. Okay, I'm just being for real.   What is this? Like I didn't imagine getting the money and then looking in the mirror and seeing what I see now. Like this isn't what I wanted. Dude, envision right now what do you want? When you do get the money, what do you want to look like? Do you want to be ripped? Do you want to be healthy? Do you want to have a good life? Do you want your marriage on fire?  Do you want people to look up to you? Do you want to be the example for other people?   You want to be the ultimate example for other people. Dude, that's called purpose, man. Dude, if you get money and you don't have purpose and you're unfulfilled, you're fucked. You're still broke. Like so our goal is because I'm older and I've been through it and I've been burned and I've made the mistakes. I'm like, dude, you don't have to do all that stuff. Don't lose yourself along the way. Don't lose your health along the way. Make sure you take your family with you. Doing your family support you, it's amazing. I don't know if you're with somebody, but I'm going to tell you this. You could go make X amount of money per month and you could go home and your girl could say, hey, babe, I'm really proud of you.  Best thing in my life. Thank you for doing that.  Dude, you're like, that was way better than the money. Like that's it. So all I want from my kids, dad, you're our hero. My wife, I admire you and it's just crazy how you keep growing.    So that's the code. And that's where you're at now. You're helping tens of thousands of people learn sales and you've been able to go the biggest sales training company in the world. Yeah. So we have 500,000 people actively training on our program individuals. 500,000. We have over 11,000 companies on our platform. And those are companies. Those are people with the team. If you were to say, Andy, what's your greatest skill? Building teams.  Okay. There's three levels of leadership. You got self leadership, which means if you can't lead yourself, you're not going to lead anybody else. Okay. So the first thing is, is that we attack the leader and they need to be, they can't give what they don't have. Nobody can, they can't tell their team to become something they're not. Okay. So we're hard on leaders about becoming the example. And then you got to build other leaders. And then those leaders will follow you. And by the way, followers follow a leader voluntarily, not because of money, but because they want to be like them. Because they found value from it. But hey, it is 2024 almost. We're in the air of the influencer. Okay.  Who are your mentors? Who do you look up for?  Right? Yeah. They're not looking up to him. Why? He's not the leader. Okay. So your goal as a leader, if you want to build a bad business or something amazing, have your team look up to you and want to be with you, regardless of money, not even being involved. Hey guys, what's going on? It's Andy. A lot of you leave comments. Tell me that you need help. Do me a favor. I'm going to tell you the best way to get a hold of me. Shoot me a text message right now.<PHONE_NUMBER>.<PHONE_NUMBER>. I'll help you with whatever you need.   Now, the third level is building leaders that create more leaders. Like if I was leading you, my goal isn't to have you follow me. My goal is to create you to be the greatest leader ever to also be the example for the other people. And make them leaders. And now you want what I have and what I've made with you, I teach you to do with them. Now you have the ultimate army. And that's what we built in our company, dude. And we built it very fast and we're in an error right now. Young men, young women, older people, they all want it. Everybody wants to find their place. They want to find their leader. They want to find someone that's going to push them to greatness. And I call this positive peer pressure. If you'll notice, I really press on people a lot and the reason why I do it is because I positively peer pressure them to become who they were supposed to be.  Why? Because they have been praying for someone to hold them accountable to their potential. Now that you've met it, now we're going to go get it. It's dark. It's uncomfortable. The truth sucks, but it's the only way to grow. And so like this little formula that I'm kind of telling you about, it's the truth, man. In anybody that wants a new life or a better life or go to another level, this is the code. Okay? So you got to become this. You live it and then you teach it to others, dude. And this is how we do.  We want to change people's lives. And I'm going to tell you how it's going to happen through influencers. Okay? The next 10 years, people don't watch news anymore. Okay? They don't care. People that have agendas on the news tell people they don't care anymore. You know what they want? They want people like us, people who are real influencers, people who aren't afraid of failure.  I said, God, man, hey, you want to know something that's cool and refreshing?  Like, like watch this happen. Okay? That's refreshing. That's good.   And that's why the next 10 years we're in the air of the influencer. And it's not as easy as it used to be. Dude, in 2020, when I first started my business, you know, dude, like everybody could be an influencer. If you had a video editor, right?  Like you're an influencer, right? And people didn't know if you had money, you could go rent a Lamborghini.  They know now. So you can't get in unless you're the realest of the realest of the realest. So all these people that are trying to get in, look, if you want to be a big influencer, it's one simple deal. You have to be a leader. And leaders are influential. And if you're not a leader, you can't fake it.    We don't care about that.  And you can see in people's eyes whether they're telling the truth and they're really living that life or they're not. And I'm going to tell you the biggest thing right now and then you can go into whatever you want.   Right. They're not that way. They're not living to that standard. They don't hold themselves that are accountable. Dude, I want to tell you something.  And that's why we're blowing up. So I'm not a sales trainer.   But I'm closed on the right way to live. And you know how I know the right way to live? Because I've lived the wrong way for a very long time. Okay. And you have to touch a stove to know that that's bad.  And I see a lot of people that are alive that really aren't living. I see it everywhere. Okay. Hey, by the way, everybody's asleep. So if you ever want to be...  Hey, by the way, maybe you're not even a killer now, but you want to be one. Now's your time. Now's your time to get serious. Now's your time to get in the gym. Now's your time to start eating right. Now's your time to start self-developing.  Become obsessed. A freak. Know this. This is a fact. Everybody's going to slow down at some point. They're going to slow down. Okay. They're going to get... They have a standard. They have a certain amount of money they want to make. They have a certain place they want to be. They want to start car they want to get to. And as they get closer to that, as they start to hit that, they're going to slow down. And they're going to stop reading books and they're going to stop learning and they're going to stop paying for events and they're going to stop paying people to learn. They're going to stop pursuing greatness.  And all of them, you'll smoke them. This is how you do it, dude. I love that. Yeah. Touching back on leadership real quick and then we'll move on. The team you've built, I got to meet them at Salt Lake in Utah at Limitless. I was so impressed, man. It was the best company culture I've ever seen. Their energy was infectious. Yeah. How did you build that company culture to get to that point? Well, the team can't have something the leader doesn't have. Okay. So, I first had to create what I wanted them to have. So, that's step one. So, whatever you want your team to be, my question is, are you that? And if you're not that, they can't be it either. Okay. You've seen my intensity. You've seen my passion. You've seen my drive. You've seen the way I feel like this world, whatever, however much energy you dump into someone and in this world, you get the same return back. Okay. So, we're just screaming through our hearts to change people's lives and then we're just getting that back. Okay. But a big deal is you said you met my team. I believe this. An individual can be beat but a team can't be beat. I am no one. I am no one. I'm not it. I'm an influencer, but I'm a businessman. But without a team, I have no business. I have nothing. I have nothing without my team. My team is everything. Me and my wife knew from day one that if we were going to build anything special, the way to the Achilles Hill to attack the competition, to roll in the Trojan horse, can take them out, all of them, anybody in our niche in our industry, all of them would be to out self-develop them in leadership and by building a team that no one else in the world could have. And by the way, I train people to have teams. So people say, Andy, what's the difference between you and Grant Cardone or this guy or this guy? I say simple, dude, come look at my team. Come check out my team. Don't even ask me. Come check out my team. And once you see my team, you're going to say, how much can I buy your team for? My team is not for sale. My team actually doesn't even work for money. They're an unrecruitable team. Why? Because they work for passion, for drive, and for purpose. Because the leader stands for something that's important to them. Okay, now if anybody watching this was like, well, man, that sounds intense.  Okay, I live an intense life. It's a lot to be around me.  I don't want to play small. I don't want anything in common. I don't have anything in common people want a small life. I love you. I hope one day you'll wake up. But I'm just telling you, dude, I want to win. You know what I mean?  But you've got to have a team to win though. So you said you met the team. Here's what I'll tell you. It's called onboarding. When I meet somebody, the way that we onboard somebody, if you'll notice our team, they give you a handshake to show you they love you. They give you a hug. Hey, what's going on?  Is that good? Do we need more of that in the world? Yeah. So they're becoming what they want other people to be.  They got it from the leader. Now they got it. Now they're giving it to their clients. And that's why we're growing so big. But I'll tell you that if you want the greatest team in the history of time, there has to be more than money. Employees will work for a paycheck. Okay. But if they don't want to be you, if they don't want to be like you, if they don't want to have what you have, and that's why the leader must create such an amazing life, such good relationships with everybody, that everybody's like, man, dude, I just want that. Like, it's so infectious. Like, I just want to live like that. Like, that's what I want. And that's what I'm teaching my team to do. And by the way, listen, man, my team are underdogs. So I hear a lot of people say, got it, got to recruit top talent. No, dude, recruiting top talent means that you're going to pay somebody that's done a really good job, pull them from a company, and pay them more money.  Because it was all about money.  You're always chasing people that are never going to be loyal to you or your mission or your company, but they're always loyal to the check. And they're trained that way. You got to build something that's deeper than that. And I've learned this, underdogs. So I'm an underdog, a massive underdog. Mom left and I was two, five brothers and sisters, Jerry Springer's show was doing lots of drugs in the 7th grade. Hey, I'm not proud of any of that, but dude, I wouldn't be who I am if I hadn't gone through it. Okay, that doesn't mean I want other people to go through it.  I made bad grades. I never paid attention. Do you know why? Because no one told me that you should learn, you should grow. At 18 years old, I got a job in sales. I made $1,700 my first day. I never had more than $5 in my hand my whole life. When you go from never having money to $1,700 one day, you're like, okay, wait a minute. What's the way? Well, number one, it was sales. Sales is my way out. So I got really good at sales. I knew I had to have a speaking coach. I knew I needed to have an image coach because I needed to look different. I knew I needed to have a sales coach. I wanted to be the best by 20. I'm making $500 grand a year. I'm changing my life. I'm on fire, throwing it through my veins, but it's all about me. Then I start learning when I teach people leadership kicks in and I'm like, bro, listen, it's not sales. It's sales and leadership. If you want to get rich, you learn sales and leadership and you'll be the richest mother f***er on planet earth. As long as you're real and you got to care about other people. Hey guys, what's going on? It's Andy. A lot of you leave comments telling me that you need help. Do me a favor. I'm going to tell you the best way to get a hold of me. Shoot me a text message right now.<PHONE_NUMBER>.<PHONE_NUMBER>. I'll help you with whatever you need.  Let's get back to the video. Yeah. So like anyways, but building a team, man, dude, an individual can be beat, but a team can't be beat. May the guy with the greatest team win. It's crazy to see this because you used to be an introvert and now you're amazing at sales. Massive. I stuttered. I didn't even know how to speak and talk, but that's why self-development's the key. Dude, like anything you're not good at right now? Dude, I mean this. Anything that you want, remember I said, if you want, you could have it. Dude, I used to watch people speak and talk and I go, dude, I want to tell stories like that. You know, I used to watch, I'm just giving an example. I was young, but cassette takes a Grant Cardone when I was 18 years old. I'm going back 25 years ago and I was like, okay, dude, I need to memorize everything that he's saying. I need to say it the same way he's saying. I need to be, have pattern interrupts the same way he's saying it. I need, I would write down word try. I'd memorize a whole speech that he said word for word, how he did it, which I'm not good at learning, but that's what I told myself.   I'd write them over and over and over again until I got it. And then dude, I just started to change the way I speak, the way I talk, the way I believed. Dude, I started to care about people, which I'm just going to tell you in the beginning, you're like, yeah, let's go make some money, but you really don't care because you just want a new life. But then you're like, wait a minute, man. Like dude, I need to care about people. The number one rule to sales is whoever cares most about the client, whether the client cares more about themself or you parent care about the client more than they care about themself, wins in the sell.  I assure you, that means no matter what it is, if I have a fitness company and you come in, you're like, I don't know, Andy, I don't know, I'm going to think about it. Let me ask you a question, man. How much weight have you put on the last year? None. Did you want to put some weight on? Did you want to put some muscle on? You've been going to the gym, right? You've been doing it on your own, right? You've been put on the muscle that you want? No? Okay. Do we need to go two more years if you're going to the gym and not putting on muscle before you come back to me and then we solve this problem?  Look, dude, now you want to change? You want to go back? You want to look great again? Let me ask you a question. Okay, cool. You want to say no today? Two years and come back 60 pounds heavier and then do something. Look, dude, if you know what you want, do it. Yeah. Okay? It's your life. Own it. Do you want to get in shape? Yeah. Good. Nobody wants to go on this journey with you but me. I don't see anybody else around here want to go on this journey with you. But I do. Okay? So is that what you really want? Because I'm willing to go on there with you. Absolutely. Okay? Once you commit, I won't let you fail. Let's do this. Like that's closing, that's selling, it's common sense. And that's why we teach people to do really. And plus that's really me taking care of you. And I just told you the truth. Okay, always tell people. If you want to common sense, close anybody, tell them the truth. So that's a big part of your brand, you know, always telling the truth. Yeah. Now what do you do in situations where the truth will really hurt that person?  But give me an example of like hurting them. Like hurting them like in a bad way or hurting them as in I can hurt their feelings. Yeah, I guess.  I'd be like, dude, what do you mean?  Okay, like if you want her to treat you good, you need to be good to her. That's how this works, man. You guys are going to keep running down this road. You're going to get into abortion and look back, you're going to regret it.   Okay, remember day one when y'all met, you're just dying to take her to dinner and take her to lunch and press her. Yeah, but like, come on, man. I mean, you're used to skip heartbeats and you used to have that crush. Bro, that's the reason why you guys are fighting. You forgot about all that. You taking that for granted, man. Is she uglier now? Is she not cool now? No, she's the same person. Did you lost your perspective? Go back and treat her like it was the beginning. I promise you guys, we'll be back and love tomorrow. Okay, like that's the truth or don't. Or I could just be like, oh man, I can't believe she's treating you that way. See, that's the world. Dude, if you had food on your face right now, would you want me to tell you? Yeah. I guarantee you this, do me a favor.  Most people won't.    Like, dude, I want to be around people that don't walk on eggshells when they're around me. I'm not better than you. Dude, I have no title higher than you. It doesn't matter how much money somebody has or what they have. Dude, it's like, dude, are we brothers? Are we really in to help each other? If we are, come on, man, let's tell each other the truth.  And what I've learned is that I tell people the truth in the beginning, they don't like me. Okay, but then they go look in the mirror.  Hey, I don't want to be right. I just want to win. Okay, so if you have the same goal as me and you want to win, eventually at some point, you're going to look in the mirror and say, hey, this guy was telling us the truth. So you change. Yeah. And then they become my greatest fans because they're like, man, hey, this is right, man. Right? Like everybody's been lying to me. Dude, I'm telling you, bro, we need more of the truth. That's all we need. So there's a guy that lives here locally. His name is Bradley, right? Three years ago when I started my business, I got close to him. Bradley goes, I'm going to give you the greatest advice ever. If you want to really stand out, if you want to really be different, if you want to be in this game long-term, okay, be really who you are.  You are the content.  Okay. And by the way, he's like, be real careful about watching a lot of other people. Okay. Because you don't want to sound like them.  I know nobody may not like you today. It's because you ain't really done nothing yet. Okay. And by the way, they need credibility. They need to see you get grow over time. You got to keep getting better.  Because then I'm like, well, if they did it, then I can do it. And by the way, who do you want to be around? People that have done it. Yeah. You know, anything that you want right now, what are you going to do? You're going to go find somebody that has been where you want to go, and that's who you're going to learn from. And that's why when you transform as being an influencer and you do greater, or in any area of life, it inspires everybody to want to do more. So I can tell the truth. My family is 350 to 500 pounds. They're most of them are on their second stomach surgery. So when I talk about like, don't be fat, like I understand that. Okay.  I will eat boxes of pizza all day long. If I do, I know what's going to happen. I'm going to hate myself.  And everybody who told me I wasn't going to make it is exactly right. And I refuse 10 years from now for people to sit back when I can quit and I gave up and then laugh at me and say, Hey, man, that guy got close, almost made it. You know, no ways, man.   And I'm going to become something everybody else that I couldn't have. Dude, I'm telling you that fuels me when people tell me I can't do it. It fuels me. Hey, don't trigger me. It fuels me. And I put that in the bag and I'm telling you, dude, when I feel tired and I don't want to get up or I haven't been slept in days or I'm building something great. Do listen, I just take a little bit of that out of the bag, man. That gets me back in the game because I'm going to prove them wrong. Dude, I'm not letting them prove me right. I'm not going to let them win. I love that. Yeah. So, hey, everybody has an edge. You got to figure out what fuels you. Okay. You know, and that's what fuels me, man. Sounds like you've really figured out your why, your purpose. Well, I know me. See, most people don't know themselves. Like you're good at talking to everybody else, but a lot of people really don't spend time on themselves. Every morning for an hour and a half, I go to the gym. I can work on me. I work on my mental health. I know this is a reason why a lot of people are mentally broke.  Everybody's watching social media. They're on a podcast or trying to figure out who they are. I know who I am. I work on me for an hour and a half every morning.  I know my weakness. I know my points and my mental toughness get strong because I work on me in the gym. And then when I leave, I bring good to my family. I bring good to my clients, my customers, myself. I'm in a better mood all day long. I know who I want to be.  So I know what my why is. I know what my purpose is. I want to change people's lives. I want to be the best at whatever I do. I work from a state of madness. I want to give my family a lifestyle I never had.   I don't want to lose anymore.   So I'm just like, dude, let's go hard.  If you don't go to bed, dude, the second I lay down, I'm out.  I've grinded so hard. My eyes are bloodstained because, dude, I've literally... And people say, well, that's not healthy.  Okay? But my point is, is that when you start maxing in...  You know what's unhealthy?    I wish I could...  I'd rather live another 10 years, go hard as hell, and be a legend in my family, change as many people's lives as I can. My life actually counted. Dude, imagine this if your life didn't count. You just showed up, you did it, and it's over. No ways, man.  It's not about how long you live. It's about if you really lived. That's it, man.   I'm like, dude, they don't work. I am... And by the way, you know what it is? I'm chasing a dream. I'm chasing a dream. You know what my dream is? Is that if I can do it, so can everyone else.  We're not gonna be crowd pleasers.      One day, all of our haters end up being our biggest fans at some point, okay? They all do, man. So, that's why I would tell you that if you really have a good heart, do things. Have great intentions and have a great heart. And if you have a great heart... By the way, I wanna tell you something. If I tell you the truth and I don't have a good heart, like, you know I don't have a good heart. Like, I'm telling you because I'm being a... Man, you're fat, man. No, listen to me. Dude, your children are watching you, okay? Like, dude, like, if you don't get healthy, your kids aren't gonna be healthy. And I know that sucks, but I know that your kids are the most important thing to you in your life. So, let's be a good example, okay? Dude, if one of your kids got diabetes when they were older because their parents let them eat whatever they want, how would you feel? Let's make a change now. Okay, like, that's the truth. And you know my heart's in it and I got good intentions because I care about your family. That's why I'll tell you. If you got good intentions and you got a great heart, you can be this leader that can tell people the truth. Yeah, so that's a key though because you've got to know that people have good intentions. Absolutely. Yeah, and I think that's why some salespeople get sort of a negative stigma, right?  Commission breath. I don't remember that. Yeah, well, it's like that's a lot of salespeople, man. They're like, Andy, I want to learn the script. I'm like, no, go to the gym. And they're like, what do you mean? And I'm like, and they're like, what do you mean? I'm like, go to the gym, bro. Like, go work on yourself. Go work on your heart. Go work out your problems. And then memorize the script tonight. And you're going to become a better person. You're going to love yourself more and you're going to give your customers more love. Dude, listen, there is an unspoken part of life that people just don't want to talk about because they get so much hate.  They're depressed. And even if you make it to money, if you do, you're going to be miserable. And that's why I told you, like, I meet a lot of people that are really famous right now. And when I meet them, I don't want to meet. I almost regret meeting them. Wow. No, because I see the way they treat their wives. I see the way that they operate. So tonight, we're flying to St. Louis. Okay, we're going to Andy Frazell's house to eat dinner tomorrow, hang out in his headquarters in St. Louis, and Andy Frazell is somebody that we really look up to in our company. He speaks the truth. He's my age. I love Andy Frazell.  And you know what?  You know what? He talks the truth.  Everything that he does, he takes care of his wife. He's a good businessman. He loves his people. He doesn't talk about just changing people's lives. He talks about also changing the people that work for him, their lives. He wants everybody to get it all. And he's a great leader.    Like, I love that shit, man.  And the cause is he wants motherfuckers to stand up, be great individuals, be examples, be the leaders for other people, which is how we're going to really even make any change. It's not in politics, man.   So that's why you got to start caring about people more. And if you do that along the way, you will have enough money. That will never be a problem, okay?  They just, because you'll have an army of people running with you.  So like, just give an example. So we're going to flat, we go to Andy Frazella's. Anybody that we have looked up to, I want to get as close to, but I've gotten close to a lot of people. And, or I've wanted to anyways. It's like, oh yeah, we want to get close to that guy. And then I'm like, I don't want to be anything like this guy. And so that's why I think, you know, like you guys need to understand, like everybody needs to find who they look up to. And you need to self develop so fast, create your own identity. Stay always, stay super healthy and in great shape. Keep learning, like if it's marketing, dude, I couldn't even get on a night. I didn't even know how to make a video, right? That was three years ago. And like I said, we get 150 million views every 28 days on social media. Okay, dude, like you can learn. Okay, like, and by the way, always be willing to know that somebody can teach you something. Okay, that's the biggest thing. Most people aren't open-minded anymore to doing things a different way. Okay, it's like, you came up, you watch this program, you watch this, you learn from this guy, and now that's how your program. Pro, you better be open-minded, man.  Okay, now, it doesn't mean my core values change. It means that technologies evolving, things are changing, things are changing. Like we've got to be up every day and know that today we could make a change in pivot. My whole company is ready to change at any moment. I can walk into a meeting right now, say, guys, we're completely changing. Everybody's like, boom, what is it? Let's go.  You know what I'm saying? It's like the leader sets the tone for all the people. But anyways, but that's what I would tell you is that like, dude, it's never been easier to be great right now. We're in the era of the biggest amateur in the history of time, from business owner to influencer to salesperson to leader.    They're not perfect. They make mistakes all the time and they're normal people.    But guess what?   That's my bad, man. Yeah.  Dude, if you're not, you're fake.  Dude, listen, somebody says, hey, Andy, I heard that this happened. I'm like, bro, it was way worse than that. Okay.  It was really way worse. But the point is, is that changed?  Like you're not talking to that guy. Like that guy, we wouldn't even be talking if that guy still existed. So my point is, is that I recreated, I changed, okay, recreation, and I became a different person. The old is gone, the new is here. It's biblical. However you feel, I'm a different man. I got a different heart. I've got a different perspective. I've got different eyes. I've got different intentions. And by the way, you said something about salespeople earlier. And I was talking about commission breath. A salesperson intentions will decide whether he's a good salesman or a bad one. Okay. So I just want to tell you, like intentions are everything to me. Okay. And that's why I'm just saying like, dude, like it's, it's just, it's just easy to win right now, man. Okay. Like think about right down on a piece of paper, like everything that you think that your hero would be, and then just become that. And they do listen right now, the world's thirsty for leaders. Families are thirsty for leaders. Businesses are thirsty for leaders. The world is thirsty for leaders. So if you want to build something great, okay. It's not how cool you are. It's about how great of a leader you are. It's not about how much money you have. People say, oh, I got a hundred million dollars in a private jet.  Do I want to be like you? That's all I know. Like, do I want to live like you? Do I like your perspective? Do I like the way that you see things? You know what I'm saying? Like, like I need, I need to find people that have a good perspective on life. And then I want to steal that. You know, and I want to become that. You know what I mean? And so anyway, so that's who I, that's who I search. That's why me and Bradley are so close. Bradley has one of the greatest perspectives of all. You know, I'll sit there with him. We're, we're always, I'm going on vacation with him next week for 10 more days. Like him, my family, all our kids are best friends. We all run together. But we sit in there, dude. We never talk about money. We never talk about nothing. He's just like, dude, he's like, dude, if I wake up tomorrow, my kids are alive.  My kids are healthy.   He's just always reminding even me, but in himself, like how lucky we are. Yeah.  Which is why everything that he goes into, like if you're, if he can smell that your intentions are bad or he's like, dude, I don't need your money. I've watched Brad, I think I try to make a deal one time. Now I'll give you two. This is why you guys stand on your own. God tried to make a hundred million dollar deal with Brad, which would have been very easy. Brad wouldn't do very much. Brad didn't believe, okay, in his, the way that he ran.  Doesn't matter. No, because I'm not going to tie my name to that. Right.  So you need to understand this, like you be careful trying to make decisions off people with money, turn down money decisions all the time, do business with people that are like who you want to run with. And then I was at an event one time, right?  Like if you lie to them one time, so we have a rule in our company.  Because you don't need to be with me no more.  So I hold myself accountable by telling them that if I lie, you leave. So now I know I can never lie to them. It's a great accountability tool. But me and Brad are in Miami. We're doing this event. And there's this, you know, there's Rebook at the end, which is where like at the end it's like, hey guys, I got this mastermind, it's $50,000. If you guys want to join, you know, there's a couple thousand people, you know, 20 or 30 of them will raise their hand, makes a million and a half, and they do this mastermind, right? And we're in the elevator and with the guy that was holding the event. And we'll say his name, but the guy, he said something. And Brad goes, that's not the truth, man. You said that alone? Yeah. And the guy goes, oh yeah, well Brad, will you know? And Brad's like, so it's at the end of the event. We just finished speaking, we just finished talking, and Brad is supposed to go up and do the, do the Rebook. We call it a Rebook or, you know, resell the crowd on the next deal. And Brad got up there and I love this, man. And then after this, I was like, dude, that's my leader. Like this, he goes, he goes, guys, I'm to a point now where I'm supposed to talk to you guys about Mastermind that I'm going to be doing with you. But you guys all have flyers in your hands. You see it? I'm not doing it. I love you guys. Thank you for being here at the event. If you buy that package, I won't be there. I want to tell you guys, I'm grateful, I appreciate you. I'm not going to say anything bad about it. If you guys want to sign up, just know that I won't be there. I love you. So over money doesn't matter. He's very clear because I love you guys. I will not be there, but thank you for being here. We only have so many heartbeats in life. You guys have given me yours. I gave you mine today. Thank you.  And he walked off and I go, man, that's what I'm talking about. A guy that can finally stand up for what's right. And I saw that and I go, dude, now I'm really leaning into the truth. Now I know I'm not afraid to lose my business. I'm not afraid to lose anything.  Okay.  Okay. Like I'll go broke, telling the truth before I become a fraud. So anyways, and the cool thing is I've done some crazy so I know the difference between right and wrong. And I've made a lot of mistakes.  Who is your great leader? Dude, I didn't have one. You know what I did? I did everything wrong and I had a lot of bad leaders. So I just reverse engineered it. What should have gone down here? How should I have treated them? What should I have done? It was all reverse of how we were doing it because I had the worst leaders ever. And anyways, that's how I figure out. And you know, like, you're the younger generation. So you guys figure stuff out the same way. Okay. It's common sense, right? Common sense. If you don't go to the gym, right? You're not going to get in shape. If you go to the gym one time, you're not going to get in shape. You got to go to the gym a lot. Repetition is the mother's skill. You got to do it more if you want to get good at something. Okay. You're doing podcasts right now. You do 20 of them. You're not going to be very good. Once you do 200, start to get pretty good. When you do 2000, you're the best in the country. Joe Rogan. Yeah, you're Joe Rogan, man. It's like, that's the game. It's just more and more and more and more and more and more. But you got to stay obsessed along the way and you got to be geeked out and what's the value of the podcast to bring value to the people on the other side of the camera that are trying to get to where you want to go or trying to get to another level. And you're hoping that one piece of information, one piece of value could take them there. Yeah. It's never about me. And that's where I think a lot of podcasters mess up, right? It's about giving value to the viewers. That's it. People try to make it about themselves. Yeah. There's someone on the other side of that camera, which is why it makes it so easy to do this. Because when we decide to talk about openly how we live life, we know there's a hole, there's a gap on the other side of that camera in someone's life. And dude, a podcast can change everybody's life.  You can turn on a podcast and you can turn it off differently. Dude, I know people that watch a podcast 2,000 times in a row. I mean, it's just been like, dude, I have to watch this again. Like I watched it. I heard it. But I need to understand like what's going down. So I'm going to watch it again. You know what I mean? Dude, I've watched some things before, literally 2,000 times. There's this thing that says you can read a book, right? 100 pages one time or you can read one page 100 times. Some people need to stop right now and read one page 100 times until they understand it. Because dude, if you don't understand it, you're not going to change. You know? So I'm just obsessed with once I find something I like, I believe in total immersion, which means I just immerse deep into it. Yeah, man. I got to say I'm really impressed with you because when I see your content on social media giving sales training, I just assumed you were all about money. Yeah, no.  Like when you make money, like it'll magnify who you are. I was a great bro guy. I love people when I was broke.  Now, I wasn't very educated, which is why I told you the greatest advice I'll ever give you is to out self-develop everybody because that's how I did it. Everybody slowed down. The last three years, how we built a nine-figure business and how we'll create a billion-dollar business is because I don't slow down. I don't slow down. If you have a mountain right now, everybody needs to write down what they want. Okay, well, you're going to get that. So what's the next mountain? Dude, I know my next nine mountains. I know my next nine mountains. Okay, like I'm running over mountains as fast as I can to get to that next mountain. I know what I want. And by the way, time's running out. You know, Tim Grover, we just, he was at our place to an event with us about a week ago. And he goes, dude, I kept telling Kobe Bryant every day we're running out of time. He goes, and I wish I was wrong.  It's just the truth, man. You don't have as much time as you think you have.  Okay, most people are underestimating, underestimating the amount of effort that it's going to take to get the life they want. And that's why we beat everybody. So I'm here to tell people the truth that dude, it's going to take you 10 times more than you think it's going to take. For sure. At least. And you got to be around the right people in proximity, dude, because if you're not, you're fucked. Yeah. Okay, like we don't run with anybody. We don't want to be around. Dude, I don't hang out with people who I don't want to run with. I'm very careful about what I do.  You know what I mean? And by the way, hey, I'm still that freaking 18-year-old lost kid. I'm still that guy. When I see people, they're like, hey, Andy, I see people are like, hey, Andy, sign this or, you know, hey, look, can we shoot a video? Yeah, let's go. Let's shoot a video. Let's do everything. I remember one time I looked up to somebody and I'm going to go back about two years ago when I met him, I was like, dude, you changed my life because it was the truth. I said, did you change my life? He said, oh, cool, man, I have a blessed day. And I was just like, man, you know, like I get that, right?  Yeah. No, like, but I'm busy. I got to go. I know, bro, but why did you start this to change people's lives? See, and I'm going to give you something and if we run out of time, that's totally cool, but I want to tell you this. After an event, when I speak, I stay for four or five hours and I talk to everybody and take pictures. Wow. You know why? Because the way I felt when I told that guy it changed my life and then he said, oh, cool, man, I was like, I don't ever want anybody to feel that. Right. If somebody's at home right now consuming your content and they're watching it and they believe in everything you're saying and they've changed their life, if someone ever walks up to you and goes, did you change my life? Stop. What's your name? Andy, nice to meet you, man. Hey, number one, I'm proud of you for doing the work. Number two, I want you to keep going hard. Okay. I'm proud of you. I appreciate it. Let me borrow your camera. Let's take a picture. Let's not forget today. Okay. Go back out, brother. See you soon. Ten more seconds, man. Ten more seconds. You just put that guy on another journey. Or, hey, man, cool. Appreciate it. Ten more seconds. Now that guy doesn't want to roll with you no more. Yeah. Okay. And that's how I felt. And hey, by the way, you may say, come on, man, get over it. No, dude, listen to me. Being a leader is a privilege. Okay. So when somebody says that you changed my life, I just don't take it lightly, man. You know what I mean? I'm like, yeah, dude. And hey, by the way, look, whether I change one or 20 million, all I want to do is change people's lives. So if somebody tells you it next time, just give them 10 seconds. Hey, I love you, bro. Give me your phone. Let's take a picture. Let's not forget today. Stay at it. Thank you. And I love you. Go hard. Go harder. Okay. We'll see each other soon. You never know where that'll take you. That could be the motherfucker that grows your company. He might be the next guy working for you. Never know. Dude, you don't know, man. So it's important that you slow down a little bit, because if you want to build a great business, you're going to need people. Okay. And if you were to hire somebody right now, what kind of people do you want?  That guy's probably the perfect guy to hire. But we don't think like that. Yeah.  Oh, yeah, dude. And that's our goal, honestly, as we do this, is to have people surpass us massively. Your employees are watching. Everybody. Everybody, dude. You don't care that your employees do better?  Listen, at the end of the day, dude, do you want your people to have a great life? Yeah. Why are you a leader so you can stay on top? I will tell you something.  Now, with that being said, I do want them to pass me. Why would I not? So if they leave the company, start their own. Well, watch this. Why would you leave it? Number one, let's go back on the thing. Most people don't pay their people a lot of money. Okay. I pay my people a lot of money. Why? Because I want my people to always have a good life and stay with me forever. Okay. If I paid you a lot of money, 4 out of 5 millionaires work for someone else. Really?  Dude, when you... There's entrepreneurs and entrepreneurs. Entrepreneurs get sued. Okay. They get sued all the time. They pay all the bills, all the expenses. Dude, I've got a compound. It's a 70,000 square foot compound. I've got 16 places. I've got 16 little different buildings. Each one of those AC units run 1500 bucks each. So, 16, 800. The parking lot to take care of it. That's another 20,000. The building, the energy... By the time y'all look at... Hundreds and hundreds and hundreds of thousands of dollars they're going to... I pay out 30% commission to my guys, which is higher than anybody. That's the highest I've ever heard. Everybody pays 10%. I pay them reoccurring, which I'll tell openly. My guys, if they make it on my team, they're going to get rich. And they're going to get great.  Also, another deal is... I want them to get f***ing rich with me. I want them to raise their families with me. I want to see them have their kids. I want to see them get married and be great husbands or wives. I want to see them grow with their company. I want to be with them forever. Most owners are going to sleep right now and they're afraid somebody's going to recruit one of their guys. Dude, my guys can make... It just isn't much money is owning their own business. Okay? And they don't have to worry about all this s***.  Okay? Plus you pay f***ing payroll taxes on top of the 30% that you paid them. At the end of the day, you're lucky to keep 15, 20%. But it's worth it. Yeah. It's worth it. By the way, I want to tell you something. If I could go back to 2019, okay? And I'm in the room with one of my guys. His name's Danny. But he owned the company and he owned the Elliott Group. And I saw him have this company. I would happily go work for him and not own a company, get paid my 30%, change people's lives, build a bad business inside of his company because the way our company runs, I'm not the owner. We are the owners. We run this s***. This is our company. Okay? We wear shirts that say Elliott. Elliott isn't our company. It is. But it's a movement.  We are on a mission. Okay? I mean, it's a whole different deal, man. Yeah. And I intentionally built it this way to be completely different. So, but... I'm sure you built a gym in the office. Yeah. We got a massive gym. We're building another gym right now. Our team works out from like, or we work from like 8 to noon and then from noon to 1, everybody stops, goes and works out. They also have their own gyms close to their house. But we have a gym at the place, dude. If you're making some calls, man, and you're like, bro, I gotta go get my head right for a minute. You can go down there for 30 minutes, work your s*** off, take your shirt off.  I mean, we're ready. We come in our office, man. We got our shirts off, man. We're grinding. We're all working. It's a brotherhood. No, for real, like, dude, like, like, like, like, this is our life. That's awesome. Right? Yeah. Like, dude, do you have to be like anyone else? What do you mean? Like, you don't have to be like anyone else, do you? No.  You're so good. If you can remember what you just said, just be myself. Hey, now, listen, I'm not cool with this s***.   You're weak. No, be yourself as in like, look, dude, if you're going to do something big, like, it's okay to break the rules. Okay. It's okay to have an edge. It's okay to be different, man. You know what I'm saying? Like, it's okay, dude. Like, I'm not trying to f*** and impress anybody. If I am who I really need to be, you will be f***ing impressed. I love that. It's super impressive to watch somebody be obsessed about changing and recreating and becoming a better person. And when you're around these people, it's infectious. You don't want them to leave.  You know what I'm saying?  For sure. You know? I can tell because your employees rubbed it off on me. That's it, man. Yeah. Yeah. So, by the way, so that's a good thing for you because you're going to need to grow and build your team. And when you do that, you're going to want your team to be just like my team. What does that mean? That means whatever your core beliefs are, if you're a great leader, they'll be doing the same thing. And by the way, listen to me. People say, well, y'all are a cult. No, we're doing what's right. We're doing what's right, man. Okay? Like, you've got one f***ing life and most people take it for granted. We don't. And we're limitless.  It doesn't matter. Okay? Are you around the right people to get it? Okay? Are you putting yourself in proximity to people that believe that same belief?  But if you just take this one video, right, like everything we talked about, like this would be like, how to change your life forever. Right? Like how to totally recreate your life. And now you just have to do the work. Because if you have a vision, if you have an imagination of what you want, but you don't execute, no one will know your f***ing name. Absolutely. You know. You strike me as, I know you mentioned mental health earlier. I can't ever picture you having anxiety or depression, but is that something you struggle with? No. Dude, I was dead. I was making money. I was numb. Me and my wife had sex once a week, right? Which is normal to normal people. Because I was a normal dad. I was doing better than most. I had a better marriage than most. I wasn't fat, wasn't in shape either.  I was dead. You know what I did? I f***ing woke up. When my wife said, hey, Andy, we've learned to live without you. I looked in the f***ing mirror and I realized I had mediocrity crone all over me. I had pride, ego, and entitlement. I didn't have the growth mindset. I quit f***ing changing. And at some point, my wife married me, one man, and she never married a new man again. Which if I was continuing to change, she would have married a new man every day because I would have kept f***ing getting better. But you know what? She married me thinking she was going to get some great life. Oh, dude, I just f***ing settled down.  I went in the garage, shaved my head, started working out, started getting f***ing serious. I started deciding what I was going to do.  And I went to f***ing war on me, on my mind, on my body, and I went to war for my family. And dude, literally when that happened, everything changed. Never underestimate how fast you can change your life when you wake up and get f***ing serious. Okay? So I didn't have anxiety. Okay?  I wasn't doing anything great. I wouldn't change anybody's life. I wasn't inspiring f***ing anybody. Nobody was better because of me. I was taking care of me. I was very selfish. Okay? Well, I changed all that s***. And dude, now I'm f***ing more fulfilled than I know what to do with. I have more purpose flowing through my veins than ever. I'm ready to die now. Now I feel good. Now I'm like, f*** yeah. Now I'm finally doing something that I feel like God wanted me to do. Now I finally am doing. Now this is... It's like living a life of a ministry. We're just changing people's life. And you don't need to be in a church to change people's lives. Okay? You just do it everywhere you go. Everyone you talk to in the gas station. You f***ing change their life, man. When people come across you, they're like s***, man. That person's living. Like dude, I want to go be better to my family now. Just running across that cat in the gas station. You know? So I don't struggle with any of that. And I'm going to tell you this.  Okay? Two things. Number one, sell f***ing develop.  Put your phone down. Grind work out hard for an hour and a half. And when you come out of there, you will feel amazing. You might not feel good going in. But when you come out, you'll feel amazing. Yeah. Put your phone down. The key is, is put your phone down. And I want to give everybody one last thing. Be present. That means wherever you are, like I'm with you right now. Wouldn't it be weird if I was on my phone and we're talking and I'm like, yeah. There's been guests that have done that. Yeah, it's weird. I would f***ing slap the s*** out of somebody. If we went to dinner, right? And you had your phone on the table. Yeah. I'd get up and leave. Really? Yeah, because why the f*** do you bring me to dinner, bro? Like what, like I thought we were going, like are you wanting to talk to me? Yeah. Are we going to do some s***? Are we going to hang out? Are we going to get to know each other?  Yeah. Right? Like can you be present here? Like do we really go to dinner from 7 to 8 o'clock so that we could be together? Like we could f***ing hang out? Like how sad is it that a lot of people are taking their girls out to dinner? And the whole time they're on their f***ing phones. Just go look around next time you're eating and be like, this is f***ed up, man. Every table. Yeah.  We're on f***ing fire. I'm a different person. And by the way, here's what I'll tell you. I changed everything. So guess who changed? My wife. Now my wife's a f***ing savage. She went from being a f***ing housewife to literally one of the greatest. She's the CEO of our company. She runs everything. She's a f***ing killer. She can do f***ing 100 push-ups in a row. She can do 25-strict pull-ups. Bro, she followed me. She went with me. I took her with me. Our kids now, they're bad asses. We treat them like entrepreneurs. They're f***ing savages. I asked my kids, I'm like, do you want me to treat you like a little kid?  Yeah.  Or do you want me to give you the cold hard truth and treat you like the bad ASS? Me and mom know you are. At five? Yeah. Five, 10, 15, whatever.  Since we've changed.   Yeah, like, I want you to treat me like I'm a leader because I am one. Okay. Like our kids get serious, man. Listen, yesterday, we're at an event right now. So we came over here with you and I want to tell you some. My son yesterday, he goes, dad, what can I sell at this event? What can I sell? And I'm like, okay, we got a $600. It's a low ticket little deal over here for a fitness package.  What percentage commission do I get paid? Hey, are you going to pay me today, dad? Sure. I'm like, come on, son. If you sell for today, I'll pay you today. But if not, we're going to pay you on the 15th, like everybody else gets paid. He's like, dude, I'm going to sell 10 of these. Dude, my kids running around, right? With this post board card of one of the guys in our fitness program, f*****g shredded jacked up. So he's walking up to girls and guys. He's like, what's going on? My name's Ian Elliott. My dad's Andy Elliott. I just want to come over here. Hey, let me ask you this. Would you like your man to look like this? Seriously, am I right?  And she's like, okay, listen, he can. All you got to do right here is scan this. And you can buy this now in the next 90 days. We're going to totally recreate his body. Okay, now listen, your girl just said you wanted.  Yep. Okay, cool. And by the way, since he's going to level up and go to the next level, doesn't he think it'd be cool if he had you support him? Okay, let's go ahead and scan both of these for both of you. Dude, boom, boom. My kid hit his 10. He's running around, bro. I'm watching him sell, man.  Go, my camera lady, she followed him around. Dude, he's hustling. He's scared of nothing, man. Dude, he knows who he is. He knows what he's selling is real. He believes in health. He believes in fitness. He's 13 years old and he's shutting everybody down. So anyways, I just want to tell you, man, like, hey, life is whatever you make it, dude.  I'd probably watch this podcast 50 times until you understand it.   Go look in the mirror. Everything in your life right now that's not going right. It is your fault, but you're the problem. You're also the solution. Okay, so be a real leader.   Own it. Say, no, no, no, man, I got this one. That's mine. That's on me. Okay, I haven't been making good choices. I'm eating cheeseburgers.  Okay, I'm watching Netflix.  I'm not watching self-developing. I'm spending my money at the mall. I'm not self-investing in myself. I'm not betting on me.  I promise you, you have a thousand percent ROI on yourself. Absolutely. That's it. Yeah, I'm super fired up. Great episode. I'm going to implement some of the changes. I'm going to stop using my phone at the dinner table. I agree with that one for sure. These little things, too, they make a big difference, man. The people that are around you when they see you present, they respect you so much more, man, because it means a lot to them to know that you're really there. Yeah, but yeah, man, it's been a great episode. Anything you want to close off with our promote? No, I would just say, dude, listen, hey, if somebody does, and I've talked about fitness a lot, I don't want to sell anybody any coaching. But if somebody does want, I have a bad-ass fitness program. It is called the 90-day Total Recreation, okay? I believe fitness is the foundation to everything. I believe in physical, mental business, like physical, like physically getting fit.  Then you're going to kill it in business. That's what I believe, okay? It worked for me. It works for all of our people. But I have a 90-day Total Recreation package. It's like 500 bucks. And for the next three months, we'll go on a journey with you. What to eat, how you work out and everything. And in 90 days, we'll transform your life. The guy that runs it for me, because I'm not the trainer, okay? He trains me, but the guy that runs it for me, he trained The Rock. He trained Zac Efron. He's a savage. He lives with me in Scottsdale, Arizona. He's a savage. My fitness division is crazy. But they can text. There's a number, 918. It's our fitness number.<PHONE_NUMBER>. If they want to get in great shape, and you're like, you know what?  I'll go in for 90 days. I want to do this Total Recreation, mentally get my physical life right. And then that'll catapult me in business and everything else that I'm doing. Let's just make people healthy. You know what I mean? So I don't want to tell nobody, no coach. I don't want to do anything. But I would tell you that<PHONE_NUMBER>. If you have a question, text me. Cool. But if you want to really change, fitness is the key. And that will catapult you into all areas of life.


Hello and welcome to another episode of our special series, Meeting All Odds. In this series we are honoring leaders who despite all challenges and odds thrown at us by COVID-19 are ensuring that our businesses and our economy stays healthy or as little affected as possible. So with me today is one such leader, Mr Vivek Bhargava, CEO of Dan Performance Group. Welcome to the show, Mr Bhargava. Thank you, pleasure to be here. I'll start with the first question, which I think a lot of people would be interested in knowing you are a veteran in digital space. What according to you is the most essential digital strategy that brands should adapt in these times of crisis? I think the biggest thing that brands needs to adopt is that I think take the marketing spends and rank it based on ROI they receive. So basically what happens is that instead of saying that okay, we're going to cut all marketing work at all advertising, see which are the advertising platforms and mediums that are giving them ROI. And especially digital being an auction medium, what happens is then the lesser people participate in an auction, you get rising which is superior. So something what happens is that let's say suppose you acquire H&I customer for let's say a travel vertical or H&I customer for a financial vertical, the cost of acquisition that customer would have been very, very high. Because it would go way beyond the lead price that a brand can afford, you could not actually target them. But now because of the lesser people being there in the auction, you can actually target those people who are not affordable for you and acquire them today. And when things turn around and recover, these customers will give you significant amount of revenue and profit in the long run. So I think if your media spends are going down, I think going after customers who potentially can give you small profits are the customers you should go after. So I think you need to sort of start a zero budgeting, look at all your marketing advertising spends and see what are the kind of customers you need to acquire that will give you most amount of profits. You can transition the strategy. I think you can benefit from this crisis because the best thing about digital is being an auction medium. Less of the number of people in the auction, you can suddenly get a lot more media benefits than any other medium. So these are also very unique times because the consumption is very high. Most of the people who are sitting at home and they're consuming. But we are still seeing a significant drop in the ad spends because there is no production. So what is it that brands can do considering both these things? I think one of the things that needs to be done is to work on the internal strategy. So what happens is that this is more like rather than digital marketing question, but more of a business strategy question. There's a lockdown phase. There's a recovery phase. There is a growth phase. There are a lot of important tasks that we as brand managers need to do, which basically in the college, Stephen Covey's quadrant two activities, right? They're important, but they're not urgent. So whether building a great CRM strategy or having a content platform that you need to start investing into or finding out who your best customers are, right? Peter Feder has said that 20% of customers give you 200% of your profits, right? There's also an interesting book called Velvet Robe where he says which are the kind of customers you should get into your brand. So these kinds of strategies can only happen during these kinds of crisis times, right? So if you tell me, right, then 2008, almost 70, 80% of revenues came from banking financial insurance clients. And when that industry got hit in 2008, that gave us time to come back that, okay, what is the new agency should be like? So we started focusing on between our businesses, consulting businesses, finding out what kind of content platform we should build for brands. And we had a transition in those days, it was called communicate into what I prospected today. I think today also this is a time to look at your company and seeing. So I'm doing a very interesting course of Harvard called a disruptive strategy. A professor called Professor Clay Christiansen, unfortunately passed away in Jan 2020. So just imagine, right, you're hearing him teach innovative and he wrote innovators dilemma. So one thing it tells you is that there is a job to be done and people hire your product or service to do that job. Now what happens is that if you can match what your product does to their job perfectly, then you will actually, you know, sort of replace that current product or service they use. So if you take today, a lot of agencies work on the acquisition part of the media, but we don't work enough on the making sure that we acquire the most profitable customers. Similarly, even the marketing departments focus on customer acquisition. They don't focus on how do you make your existing customers more profitable and acquire those kind of customers. So I think this is one area that we're working on how do we actually help brands acquire more profitable customers. And for this require some partnerships, etc. in the CLM space, but I think that's what we want to do. I think this is an opportunity to think of important things to be done, how you're preparing your company as a brand or an agency for the next 10 years. And then when you let a 10 year perspective, then this six months, one year, which may be challenging will suddenly not matter that much. Coming to your specific clients, you have a lot of clients in e-commerce sector. Now delivery has been hit badly. In a lot of areas there is no delivery. What kind of plans are you making for them right now? At this point in time, I think too many plans cannot be made. But if you look at it, this is an opportunity. What happens is that, you know, so I've done a race car driving a few times that I've tried to learn. I'm a sucker for learning. So I learn random things. So one of the things I learned was how do you drive a race car. And one interesting thing that caught in that race car driving right that when you curve, when you come to a curve, you break hard.  So you actually accelerate on the curve. So if you take today, a lot of brands, COVID-19 has actually given them that break. Now when this recovery happens, the guys who can bounce back faster and have all those important things sorted out, the data sorted out, the CRM strategy sorted out, the media strategy sorted out. And they on the get go, they can start accelerating off that curve. I think other ones will actually recover faster. So just imagine you were number two in a space. Now what has happened is because everybody has break, everybody has now become equal. So somebody who had gathered this huge lead over you, right? If you're number two, number three in any space, people had, like, you know, I was talking to Suchi the other day, and she runs line road. I did a webinar with her and Michelle Gondran and some of these guys, right? She said that Mintra has got this huge lead over them, even though they're number two, but they have a huge Mintra and a lead. Now everybody's break. So they both starting at the same time. So now what happens is who accelerates faster? Otherwise, it would have been impossible to catch up with them, right? So in a way, imagine this is like almost like all the brands are going to become equal. And they all want to start off again. So somebody who had built up this unassailable lead, which would have never been able to match, suddenly you have an opportunity to be equal with them and match up with them. So I think it's very important to look at this as an opportunity that something that was unthinkable earlier of line road. Let's say beating Mintra may just not be possible today. So very interesting anecdote that you shared with us. So I would also want to understand from you that these times have affected a lot of employees in the sense that there's uncertainty about when will the business, the actual business like the offices will start. People are also worried about whether we'll be able to, how healthy will be the business to be able to retain everyone. And then some people are alone, they're just the single people living alone. So what kind of initiatives you've taken for your own employees at this point? I think one great thing about Denso is the environment that we have for our team members is phenomenal, right? 70% of the entrepreneurs, even after the sale, they come to Denso, stay back and I'll be an example of it, right? I think we've always had this long term view of team members. Even if you take Denso as globally, right? Like you meet somebody from Denso, he's been working in the company for 25 years, 30 years, 35 years. May not be possible in India that easily, but that's how our approach is. So I think one of the things we're doing is that we're putting a lot of effort on learning and training. So we have IProspect masterclass that has started off as initiative IProspect. I think even yesterday I was in IProspect, sort of a town hall, everybody's questions were answered and we had 200 plus people in that town hall on a regular basis. I think the tools that we have, whether it's Microsoft Teams, whether it's our Yammer software, our internet, I think it's working beautifully. So we've always had this work from home culture at some level or the other. And people work on weekends, people work in the night, sometimes the campaign is going live. So we've had that balance. So I think even yesterday, one of the things that Rubina said in the town hall, which was very interesting. He says, just because we are at home and we know that we are available doesn't mean that all the manager should be giving tasks on weekends. And I think it was a very sweet thing for her to say, right? Because I realized that last Friday I had fixed up a lot of video calls and Saturday I was working. In fact, what has happened is that now is there no concept of a weekend, right? You just do things, you do Zoom calls and you are suddenly working. So I think it was a very sweet thing for Rubina to think that this may be happening. It was happening with her, it's going to be happening with her team members and she was doing that. I think that having that empathy as a leader and making sure that we're all together in this. Luckily, I think that network has been, I would say, much more positive about the future and what we're doing for the team members as unfortunately as compared to some of the other networks. So I think I'm proud to actually work for Denso. These are the other networks who are going through very, very challenging times with the team members. What which sectors do you think will be most effective and will take really long to recover? I know you have some hospitality clients, not talking about your clients in particular, but in general, which are the sectors like like travel industry, hospitality industry or real estate, which in your view will take really long to recover from this crisis? I think, see, I think, you know, when basically the tide goes down, right? All the ships go down, they say rising tide places all ships. So I think this is a crisis which I don't think any industry is going to similarly benefit from it, right? Barring a few gaming or some things other than that, I would say the long-term impact is going to be on consumption. And then you have less money for consumption, all industries get affected. So there will be some industry that will get affected in the short run. The short run industries could be hospitality, travel to a great extent. I think even auto will get affected or save, you know, so there will be some industry that will get affected in the short run. But I think if you take long run, a lot of industries will get affected by it. You know, I'm an angel investor in 10, 12 different companies. Even an online education company that I funded is actually now not able to sell courses. I would have thought that in the lockdown, online education will just go through the roof and sell so much per se. It's not happening because what is happening is that somebody told me that in India, you don't sell education, you sell jobs. So people are not sure if they're going to get a job or not sure if they're going to keep their job. They're not investing in online education. So the thing is that I think a lot of millennials, a lot of Gen Z have seen good times where they were spending on experiences. They were spending and savings was not a criteria. It was not a very critical component of their life. So I think that is going to create some kind of behavioral shift. Which is not good for the country. It makes the country more stable. But I think the consumption will reduce a little bit. But again, you know, I've been surprised in the past. We were doing a webinar where I asked a question deep kalra. And she said that people are still booking travel. So I said, like, you know, there are always these optimist people in this world. They are saying that, okay, we are allowing free cancellation, but people are booking travel. So they were booking travel for like 14 of April. It's like, you know, lockdown. So I think there is a, there is this world we live in. There are a lot of optimistic people. And sometimes what happens is that that things allows us to bounce back faster. So these just, you know, like, just imagine, like China, Wuhan came out of the lockdown and people walked in and bought $3 million worth of Ames bags and shoes, right? So even a lot of it, like, you know, there's also, you know, there is a lot that we're controlling. There's a lot that we want to do. So, you know, it may happen that, you know, that the recovery may be much faster and people go with a vengeance for consumption. Like, there is no tomorrow. We also want to celebrate it, you know, in a way that they might do those little things that bring joy to them because this lockdown is almost like living in a prison. So, coming back to digital space, the consumption has increased. And a lot of people who are not earlier, for instance, somebody like my mother-in-law was almost 80. She was so used to our newspaper. Now, even she's consuming newspaper on digital. So do you see that the patterns, you know, the way people consume digital will also change in these 30, 40 days. I don't know how wrong the lockdown will continue. But do you think people will be more digitally evolved after this lockdown? I think they will be. Because I think they say that it takes 21 days to 28 days to form a habit, right? So once you form a habit, then you don't go back. So in fact, you ask me, digital came to India after 2008 to 2009. Because what happened was, lands didn't have enough money to spend on television and print. And then when they got the money's back, they didn't go back to print and television the same way. They started spending signal money on digital. So I think the same thing people are realizing that digital can allow you to work from home. So I think you take the next five years, 10 years, I can almost guarantee you that if you had an average of 100 square feet per employee, you end up having 50 square feet of employee because some of the people will be working from home. So automatically they will be less requirement of commercial space. These people have realized that we don't need someone's space, right? So immediately I see there is a long-term behavioral change in that similarly. So actually I have invested in this company called Empowergy. They basically teach elderly people how to use technology. So you've got 200 plus videos and four languages, a small plot for the CEO of the company called Aparna Thakkar. But the thing is that she's seeing a huge spike on the usage of the video. A lot of the entity now stuck at home. They have to order online. They have to learn how to use WhatsApp. They've learned how to use Skype or any of the Zoom software, et cetera. So I think there's a very clear spike in that. And I think once they start using it, right? Once they see their grandchild on a video and talk to their grandchild and the grandchild can send a heart to them, et cetera, right? They're not going to go back to a phone call. Let's get this straight. So they will want to do a video call thereafter. So I have a feeling that, you know, and the reason I actually invested in this company was a personal experience that I can share with you. My father learned computers when he was in the 70s. He passed away, you know, five years ago when he was 86.  He saw YouTube, he saw movies, he's listening to music. He did the PASNA courses online. My mother never learned computers. So although I wanted to spend time with her, I would go and meet her as often as I could. But I think she had not as fulfilling life as my father did. So I think technology is a great enabler to have a very, very fulfilling life. And I think in a way this will force some of the elderly people to use technology. But if you take a 10-year, 20-year perspective, in a way they'll be glad they learn because they'll have the next 10, 15 years of fulfilling life compared to having not learned technology. With my personal experience, I'm in a way, the positive of this could be that a lot of silverhead people will come up with knowledge of technology which will help them for the next 10, 20, 30 years of their life per se. Sir, before we close, I would want to know from you that in the situation that you've been in for the last 21, 30 days now, I'm sure one of its kinds that you've not experienced before. How has it involved you as an individual or maybe a professional? What are the things that you've never thought you would do and you're doing now? So, you know, honestly, Najab, I have had this very clear philosophy about life that happiness is a muscle, that you need to work on it every day. And happiness brings you success. And I think this 21, 30 days that actually proved it to me that this philosophy absolutely works because I've never been happier. I am as happy as I was earlier or happier. I am doing all the things as a discipline that I used to earlier, working on the muscle and building on it every day. And I just feel that I think I thought that this would affect me, right? But I am still smiling. I'm still laughing. And, you know, when I talk to my friend also, he's like, how can you be so happy? And I just, in fact, I'm giving a talk on happiness is a muscle as a topic to a group of people on Sunday. And this is like a talk that I'm doing now with them. But I generally believe that I think the way to live your life is to throw a discipline, not goals. Instead of setting a goal that you want to lose weight or be the Indian number one in table tennis, whatever exercise that I may have, I'd rather have disciplines that I will do this every day. I may not have alcohol. I will eat this. I will exercise. So when you set these disciplines, then automatically you will achieve your goals. Other than saying I want to do this goal. Secondly, I think happiness has to be worked on every day. Whether it's through meditation, through generosity, through a lot of these things. And when he said that, I never thought I'll be spending 10 hours a day doing video calls. I never thought I'd be doing an online course in Harvard and doing assignments like a homework. There are 400 people in the cohort and I'm working with all of them and we're doing calls and assignments together. So I would never thought that this kind of learning was possible. Listening to a person who died three months ago, right? That person means I'm unfortunately never got a chance to know him, but I just feel I know him. He's teaching me, the best guy in the world to teach you innovation. He's the guy teaching you innovation. So all these things were impossible to imagine, but I think productivity wise, I never thought I'll be so productive. We are doing a pitch today. 20 of our CEOs have come together and had brainstorming sessions on what to be done. We are working on sales meetings. Like I did a pitch with a client of mine, which was like a new client at 9.30pm in the night. So I was talking to him and he says, what are you doing? He goes through the night late. I said, where are you going? So at 9.30pm, I did a sales pitch. I never thought I'll go and I'll do a sales pitch at 9.30pm. I thought most of the pictures are put on hold. I did not know the pictures are still on. Everything is continuing. Because it has to, right? Each and 15 days they thought of putting in a hold, but now that it has been extended, people have started. Yeah, not only that, I think what is happening is as they were realizing, that this is suppose you had to pull into the strength of Dan Ray. The 25, 26 CEOs, we have 4,000 people plus in digital. If you want to get the best guys into a room, physically would have been impossible. But now the video call, you can actually access a lot better talent. So for groups like us, which are large and have amazing talent in different locations, actually this lockdown is actually beneficial for us to demonstrate our capabilities. So in fact, I feel that this way of pitching, we are putting a better foot forward for our partners and actually giving them a better solution than what we could have given them in a normal day. Because only a few people will fly down, right? So now what is happening is I think this is benefiting us. Our pitches are more collaborative. Our pitches are superior in terms of the talent we are getting on board. And I think the solution of coming up with a client is superior than what it would have been otherwise. Because I think we have more attention span or senior management going into the pitch. So I feel that this is going to benefit us and help us win. Some of the pitches would have been more difficult to win in a non-lockdown stage. I hope you are playing your table tennis as well. Yeah, I think that's the only thing I'm missing the most. Table tennis is one thing that I'm missing the most. Because I was just talking to one of my friends. She's my table tennis partner called Moon Moon Mukherjee. And we were discussing, is there an online course that I can do? I think that's one thing that I'm missing the most. I'm not playing table tennis. Now let's hope that this coronavirus thing gets over soon. And we are all out of this lockdown and you are able to follow your passion again. Sir, I want to close by saying be at home, stay safe, stay healthy. And thank you very much for speaking to us. My pleasure, Nasia. Awesome as always. Thank you.


Hey everyone, December is in the books, 2021 is in the book. So I want to take a couple of minutes to go over our trade results for the month of December and jump into some statistics for 2021, the full year as well. So starting with the month of December, really nice month, over $4,800 in profits, 24 winning trades, just four losing trades. The four losers, we had an iron condor in natty gas. We were actually up on this, almost getting ready to close it out and then it just fell out of bed. So we ended up taking a loss on that one. So that was unfortunate. A couple of little losses on weekly double calendars and the rest, some nice winners, some max profits on some iron ducks. One right there, one right there, one right there. One right there as well and some other big winners on some weekly double calendar. So really great month, not showing the day trading in December just because there's only a handful of days that I was really focused on our traditional strategies. I've been testing a lot with our navigation trend trading on the day trading and just kind of refining that. So we'll get back to posting our day trades but I ended up in the green. I think it was a little over $2,500 for the month of December total but again, I'm still kind of testing and so I'll get back to reporting on the day trades here going into next year. So the other thing I wanna talk about is I wanted to look at some of the strategies for the year of 2021, starting with, let's look at short strangles, our most profitable strategy, a little over 7,900 in profits on short strangles and we really didn't do too many in the beginning of the year, about mid-year we started doing some of these long duration short strangles on the micro S&P futures and we'll continue to do that but the only loser we had on the short strangles was a little $72.50 loser. So really nice profits on the short strangles. I'm gonna go over these strategies and I'm gonna talk about a little bit of a game plan for 2022. Iron ducks didn't end up as profitable as I would have hoped but I did break it down to show a little bit of segmentation. So I looked at, okay, how would we perform on the S&P? And so that's SPX, SPY and we did a couple on the ES futures. So all the S&P 500, a little over 4,400 on those ducks, NASDAQ profitable, so that's QQQ, almost $1,000 in profit there. Russell a little in the red. Obviously the Russell is, A, it's a little bit more volatile but B, did not have the same price action mostly to the upside as we saw with the S&P and NASDAQ. So that makes sense. Now, will I stop trading the Russell? No, I will not. That A, that's not a huge sample size even though it is a full year. The Russell will continue to be one of the top but we'll be a little bit more selective because it is a little bit more volatile than the S&P. And there's nothing wrong with not trading RUT or IWM as well, but statistically over time it's still performed very well. It was a really good performer for other accounts as well as last year, over the last few years. And so I'm not gonna stop trading it just cause it was red for the year but certainly, and I did a lot more trades in the S&P but certainly the S&P performed a lot better on ducks this year. I also broke out earnings iron ducks. So red on the earnings iron ducks by about a thousand bucks. And then I also broke out stocks, non earnings. So you can see we did some in Amazon and Tesla and CMG and a couple other stocks. And so in the red there, 84% win rate, 83 winners total, 16 losers. So a good win rate. We always set these up with about 84, 85% probability of success. So it's amazing how that always plays out. So really the focus going forward, you know, we'll still continue to primarily focus on the S&P 500 with these ducks but I'm not gonna shy away from doing selective stocks and I'm not gonna shy away from doing selective Russell trades. I probably will not be doing, at least in the alerts portfolio won't be doing earnings iron ducks just because they're so dependent on that one day move. And for based on the size of the alerts portfolio, which is about 60,000, just, you know, I just, I think it's a, you're taking a little bit too much risk. I'm still gonna trade those because I did have a positive return in my other bigger account. And over time there is a positive expected outcome but for the alerts portfolio, I will probably not be doing any earnings ducks in 2022. On the weekly double calendars, these were profitable but just by a little bit, 39 winners, 24 losers, 62% win rate with, which again, the win rate holds true. It's right there. Based on a couple of things that I think hurt the performance.  That's too big of a loss. I let it get out of, let it get out of hand. There's a couple other losers here that were bigger than I should have let them go. That one there and a couple others. But so that would have helped. We will still continue to doing these. If implied volatility gets low, we will go back to our traditional 721 DTE instead of the shorter duration. So we'll be doing some more testing around that but we will continue to do weekly double calendars. And then if you look at just double calendars and double diagonals, so this is primarily on stocks, not our traditional weekly, has had a nice positive outcome there, almost $1,200. And that includes, I was doing some ratio double diagonals earlier in the year, took a decent loss on Facebook there. So we won't be doing any more of those but overall we'll be having a focus on really looking for additional double diagonals, double calendars in 2022. Pre-earnings trades also did well, didn't do very many at all in the beginning of the year and then started jumping into these in June. Didn't have any losers on the pre-earnings trades and a decent performance. So we'll have kind of a renewed focus on doing more of these pre-earnings, double diagonals, double calendars, this was a single calendar. So nice decent profit there. And then another big focus for 2022 is these VXX trades. Kind of got away from doing those for whatever reason but in 2022 we are going to have a really big focus on selling volatility on volatility spikes. So you can see we only had a handful of these, one, two, three, four, five, six, seven and four of them were in December but nice profits overall and we'll continue to focus those in 2022. So those are some of our profitable trades. I didn't break down every exact directional trade or other strategy that we only did two or three of but I do want to focus on a couple that did not do so well in 2021. Namely, post earnings trades. And this is a post earnings long call or post earnings short put vertical as I mentioned here. Now, I'm still gonna do these because over time they do have a very nice positive expected outcome. What you'll see here is in May, we kind of loaded up all around the same time and the market tanked and we got absolutely smoked on those. So that made up pretty much the entire year as far as the loss total. So we'll still be trading post earnings trades as post earnings short put verticals, post earning long calls in some cases but we're gonna be a little bit more selective and really the biggest thing is not load up all in one time where we can get smoked if the market reverses on us. Really just be a little bit more one here, one here have one or two on at a time. So that'll be the goal with post earnings trades in 2022. And then another one that didn't do well is the vertigo. Part of this is just the time of entry. You can see we started off doing really well in January. And then we had, again, we had a couple big losses that these are just way too big. These are trades where I left the trade on too long and didn't cut losses. And just those two trades there, 800, 1600, that's $2,400. Well, there's the annual total right there, minus 2,400 on vertigos. I also included long iron condors because I did a few of those. So the risk profile on vertigos and long iron condors is pretty similar. So I kind of grouped those together. We'll still do some of these long iron condors and vertigos would just be A, a little bit more selective and B, make sure we're cutting our losses a lot quicker. One day to expiration at the latest and we put these on with longer duration, we will cut them even sooner, two or three days to expiration. So post-starting trades and vertigos, those were a couple that did not do well. Game plan for 2022. So number one, we're gonna do more short strangles, more premium selling after IV spikes. We didn't do near enough of this. And obviously our short strangles were our most profitable strategy. And so we'll continue to do that. And we'll continue to ladder into our long duration short strangles like we've been doing during the second half of 2021. Iron ducks will continue to do most of our ducks on the S&P 500, SPX, SPY, be a little bit more selective on RUT IWM. And like I said, stay away from earnings ducks. It's just, it's too dependent on a one day move. And with the account size of the alerts portfolio, we'll probably just shy away from those. Double calendars and double diagonals. We'll continue to do our weekly double calendars in SPX RUT with a focus on cutting losers fast. And then more pre-earnings, double calendars and double diagonals. And we're also gonna be doing some more longer duration calendar and double calendar, calendarized trades in stocks and indices. We've been doing some testing around some longer duration stuff. And so we'll be adding some of those in as well. And then I mentioned VXX really have a focus on selling volatility after every IV spike. I've got some, in our VIX course, we talk about this, but I've got some pretty, some additional criteria that we'll be looking at. So we'll look for more of those VXX short trades in 2022. Post earnings trades, like I said, will be a little bit more selective on the entries and we'll hold minimal positions at one time. You know, just one or two as opposed to loading up like we did in May of 2021. And then vertigo and long iron condors, a little bit more selective on entries, focus on cutting losers faster. And then these are not part of the alerts, but we've got our navigation trend trading, which has been uber successful. So I'm gonna continue with the high volume of trades on options on stocks. And then I also have a separate account where I trade just futures on those. So I'll continue to do that. Every day we post the trade opportunities in our Discord channel for those. So we'll continue to keep going on that. And then on day trading, towards the end of the year, got a lot more selective on Mighty 90s and runner. So we'll continue that. And then I'm gonna continue with what I call the navigation trend trading ping pong trades, primarily using futures. And we have not released a class on this yet. So that's gonna be coming out with more specific details and criteria here in the first quarter of 2022. So other things we're doing in 2022, we are going to be updating the calendars course. We are going to be coming out with a couple additional courses, which I won't talk about here, but we've got a couple of really awesome strategies that we'll be looking to roll out in 2022 as well. So really look forward to 2022. 2021 was profitable, but not as profitable as I would have liked. So really look forward to engaging in some of the new things we learned. This is the beautiful thing about trading. I've been trading for 20 plus years. And there are things that I learned in 2021 that are gonna continue to elevate my trading. And so that's the beautiful thing about trading is you're always continuing to learn. You're never going to have it all figured out. And that's good for those who like challenges. If you don't like challenges, well, maybe trading's not for you. But anyway, I wish everybody a great trading year in 2022 and look forward to guiding you along the way with the focus that we have. Talk to you soon.


Just before dawn, a massive 7.8 magnitude earthquake shook the Southern California area into utter chaos. It's the job of these emergency managers here at the State Operations Center and those throughout the state to collaborate on a common effort to help those within the impacted area and educate those outside the danger zone on how they can help most. What we're doing today is we're actually exercising a simulated earthquake in Southern California, in the southern basin. We've already mobilized 11 of the regional task forces. What you see in the State Operations Center today is the activation of the Operations Center, the various state agencies that would come together to help coordinate all of the state's response in support of the local governments and support of the citizens and being able to mitigate the situation. Disaster response recovery is not the sole responsibly of one level of government or even government as a whole. It really is what I call a public-private set of responsibilities. You know, we lean on the private sector businesses, corporations and non-governmental organizations to help us respond to disasters and recover from disasters. And likewise, we coordinate and work very closely with our federal government partners and all of the federal agencies that have a role to support what we're doing at the state. California National Guard has about one quarter of its people are full-time and on any given day, chances are we're responding to an emergency. The bulk of our capabilities are focused on providing transportation, logistics support, communication support. The things that the first responders and law enforcement don't have, we have in the military and we make that available to the people of California. We certainly don't have a crystal ball. We do hear that a large-scale earthquake 7.08.0 is predicted to come in our lifetime the next 30 years. But anytime we can prepare, anytime we can exercise, the general public should feel comforted that we are trying to do whatever we can to prepare ourselves for that next event.