And people don't like that because they don't like the truth But the truth is the only thing that'll give you the life you want All right, ladies and gentlemen welcome back to the Grow Your Moving Company podcast today We've got a very special episode broadcasting from the Lions Den. I've got Andy Elliott the number one Sales trainer in the world. He's blowing up onto the scene and I'm gonna be completely honest I did not know who Andy Elliott was until about July and you came to Tampa for the Tampa takeover John a friend of mine a moving company owner. It's like you guys got to come to this. I was like I'm all about sales I love going to these types of things. He's like, but who's Andy Elliott? He goes look up a video on YouTube one video on YouTube and I was sold. I was there and now here we are So thank you Andy. Thank you for coming on. I always say this man I say listen, don't ever get the don't ever underestimate the opportunity to self-develop you never know what's gonna happen. Look, I've gone to bad trainings even the bad trainings I still learn something and Occasionally I've gone to a really good training. I went to a seminar and event or something where I walked in one way And I left another right and it's cool, man. We talked about the power of proximity There's eight billion people in this world There are some people that you can get around that will totally and completely Transform and change your life and a lot of these people the reason why they know how to change your life fast is because they've changed their own life Right, you know, I wasn't a born leader, right? I messed up. I had bad leaders I did wrong things. I miss sales to learn how to not miss sales to learn how to be a great leader to learn How to be a great person because now I play both sides So I just want to say, you know, it was awesome meeting you in Tampa Obviously, it doesn't take very long to change your life. It really doesn't man. It's a simple decision when we met You're like, dude, I'm gonna go to another level.  I'm gonna speed this up and I'm gonna do more now Yeah, you know what I mean? And since I met you we've totally remodeled our entire sales team We remodeled our office. We fired like half pretty much almost the whole team I think we kept one person hired on a whole bunch of new people and we have the whole office right now Doing push-ups setups leg lifts. They're just they're excited. They're excited. Listen.   Because people don't like it or are you gonna go find new people that are okay with the new change, right? And that's what you did you leaned into this new idea this new Ideology of how you wanted things to be you wanted your team to be fire-breathing dragons You wanted people to be bought into the culture you wanted everybody fired up about you know Like like there doesn't have to be work and then home you wanted people when they come to work to To kick ass and to go home better people to their families because their work is so awesome, right? And by the way, like that's what you did You actually created a culture in which people love coming to work and most people Don't love coming to work and it sounds like your people do so you had to get rid of the old people with the old Ideology and by the way, you said one of them changed or one of them stayed with you that one when you're Like hey, we're gonna come to work when you have more energy when have more fire We're gonna do big shit, you know that person was probably like yeah, and you're like all right You're staying you know with the other ones are like wait. What are we gonna do? You're like listen. Hey by the way those people it's not like they're unemployed now They can go work for normal companies because he's not a normal person, right and normality and conforming is not what we're interested in anymore So you're on a self-development journey right now. That's insane. You're growing really fast I can tell it's changing your own life in your own company Which is why now you're so inspired to push this into other businesses and change their lives, right? Absolutely, and We started the 6 a.m. 6-pack club So your video that went viral about if you don't have a six pack you can't work for me started Circulating like right before the the conference you put on in Tampa. I sent this out to a few of my friends I was like I'm going to see this guy next week and seeing their responses were a little bit mix I'm we're like, oh wow like why would you want to go put yourself through that some of them We're like, let's go let's get fired up and it was interesting and so so right after that seminar We started it's a standard. Yeah, it's all it is and you know what it means You've got people that work for you that don't have six packs But you but you have people that are that are pushing to be greater, you know think about this You have a moving company, right? You have you have a business anybody watching this has a business Do you want your clients to be treated great?  It's the two college brothers, right? How long how long have you guys been in business over 11 years 11 years? It's taking you to build that brand in that business Do listen man That brand in that business 11 years We need people to really care about themself and really have high standards to take care of customers Customers are expecting when they pay us good money to take care of them For us to have high standards and give them the best service they've ever imagined matter of fact Such good service that it ruins the value of money for him. All right, put it on the calendar November 28th 9 a.m Mountain standard time.  I'm going to be releasing something that's going to stream through the world and change millions of people's lives And I need you so be on the lookout November 28th 9 a.m Mountain standard time.  So so the six pack or your fire deal like the reason why people don't understand it is because when you start saying that they immediately Say well, he don't like me. No, we actually like everybody We actually just want you to raise your standards and whether you ever achieve a six pack or not What it means is achieving more maxing out your potential, right? Yeah, and it was interesting too because when we started doing the six am six pack club we saw who showed up and We we do it every single Tuesday and Thursday during the week We have a fitness challenge now that we do throughout the month our sales manager the other day said we're no longer a moving company We're a health and fitness company that happens to be in moving and that that was powerful Yeah, that is that is so cool man. Imagine this okay The families the families of the people right that work for you guys Dude, their families have to have such a ripple effect of a husband or a wife going home I mean the energy when you take care of yourself The mood that you're in they've got to bring more love to their kids They got to bring more love to their wife. They got to bring more love to themself, right?  He's a different human being. He's a different person I always say the eyes of the window to the soul. I see a lot of people. They're alive, but they're really dead inside Okay, and that means they've stopped growing There's that old saying evolve or die and a lot of people aren't evolving so when you hear this six pack Or you're fired.   Yeah, and and everything you said downstairs I made like three pages of notes in like the 15 minutes that we chatted But can you tell me a little bit more about why? Fitness translates into business success sales success leadership success Yeah, so so this goes back. I've told this story a lot, but When I'm in great shape I'm a better father to my children. Okay. I got three kids 11 to death I am a better father when I'm in better shape now look I don't know about you. Maybe maybe you can be really out of shape And you like bring extra special energy to your family. Okay, cool. Hey, that works for you. Let me tell you what works for me When I'm in my best shape The man I am to my children I'm like I'm like this really cool dad because I really like me Also, you know, I learned that uh, I'm a lot better to my wife I treat her really good, you know Um, and I'm gonna say something our sex life is through the roof when I'm taking care of myself And I learned when me and my wife have sex every night, we honestly don't disconnect from each other We stay really close. I know a lot of people that sleep in the same bed.  We're married. We have sex every night We stay really close and when I'm taking care of myself I mean, dude, we have sex every night because I like me When I take care of myself it made my wife want to start taking care of herself I find her more attractive. She finds herself more attracted. She wants to be in bed with me more Like like that's that's just one of the great things About this. So I treat her better. Also, I carry myself differently Not only at home, but also in business I see myself differently. I feel I feel differently about myself I'm more certain about who I am. I always say boys are confident and men are certain Like I feel like a real man and I feel like certain about where I'm going I feel like I have a backbone When I'm in shape, I feel like like I can be a leader, you know Leader right is about self leadership like any leader doesn't get to lead a team until they self lead themselves I I don't see my team following me when I'm not taking care of myself and I've always been a leader So like I'm telling you if you want to build a team or you want to build a company or do something big Like you're going to need to be in great shape and then It took me understanding this really my wife Okay, so if anybody's watching this your wife my wife tells me the truth She doesn't sugarcoat anything. She gives me the cold hard truth And she she just doesn't care if I feel good about what she's saying. She's very direct, right There was a time and I was 39 years old Okay, now I've been in shape at different points in my life me my wife been here 17 years She's seen me boom in business boom with her boom with the kids and then also she's seen me fall Right. She's seen me restart. She's seen me make bad decisions. She's seen me backslide You know see our wives see us go up and down and she noticed a trend That the times that I was in the best shape and I put myself first Hear me out here. I put myself first. I was taking care of myself. I beat the son up went to the gym was eating right During those times me and her were the most happiest the kids were the closest to me. We made the most money I had the best team like but I liked me more. I was more positive I wasn't negative my perspective in life was really good And then she noticed that whenever I got so busy and I was chasing all these things and I put more on my plate than I knew what to do with Or or I just got distracted. I would stop working out all these things would start to separate So one day my wife walks up. I'm 39 years old and she reaches behind me and grabs my love handle And you know like she squeezes it and like grabs it and she goes you getting a little comfortable And people say oh man. I what a mean woman. No, no, no, no my wife knows how to trigger me Now I got mad.  I've built something beautiful Okay, like sometimes you need to get pissed off, but she goes you're getting a little comfortable and I turn around I go do what's your problem? And she goes I don't have a problem She goes I see you walk through this door every day after work And I see your eyes and I can tell when you're fulfilled and I can tell when you're not She goes you're forgetting What all this is about you got one life, andy Who do you want to be? I said, what do you mean? She goes what is success to you to find it? Okay, it's success to you being out of shape or in shape And I always said well, what about money and she's like and do you think I care about money? I want to see my husband happy. I want to see you fulfilled. I married you not for money. I would have married a rich doctor I married you right because I thought you were going to bring massive value to us And we were going to have the happiest life ever. This isn't about money I want to see the greatest version of my husband. When is andy 2.0 going to be made? And I said damn man, you know like like I got I got to figure this out I'm like, do you not love me? Are you not happy?   Let's keep it the same or you can make a decision to understand what your wife is saying You have gotten comfortable You need to go become the best version of yourself for the company that you work for From the for the team that you lead for your kids that look up to you and for the wife that wants to admire you as the husband It is expecting you to lead the family I do not care about money I would rather have the best version of you and be broke and us be happy Then have money and you look in the mirror and hate who you are and I can tell right now You are not happy with who you want to be And at that point I said, all right, here's the decision I made. I said, I'm going to choose health over money It was the first time in my life That I chose health over money It was so awkward for the first 90 days. It was like learning to to walk again I had to start eating clean. I was meal prepping. I was starving at night I would I'm a snacker So I want to dig in the refrigerator now. Listen, my family's 350 to 500 pounds. Wow Okay, so like I'm just telling you like people like, oh, you're in good shape. Dude. I have no genes. I've no genetic Dude, my family has the most awful spot as you've ever seen. So like I'm trying to recreate a new bloodline I'm trying to create a new generation.  Which I hated To me it was not watching tv at night and going to bed by 11 So I could get my six hours because I knew I was going to work out But once I created this 90 day pattern man Dude, I was on fire Dude, I honestly was running through walls. I was breaking records I mean dude me and my wife were thriving the kids were close to me I was bringing good energy to my family forget about money for a minute I was bringing energy to my family that I'd never brought and the craziest thing is Is I started to feel like I was alive again Again, there's a difference between being alive and and living I started to feel alive. I started to feel on fire. My energy started to go through the roof Everybody's like damn man. Look at all this energy dude A guy walked in. He's like damn, dude, you're looking good. You're leaning down man. Oh, is that a bicep vein? I was like, oh, man. I was like I was like feeling this, you know what I mean? And then dude, I just went psycho. I'm a person. I believe in something called total immersion Which means like if I believe in it, I totally Immerse into it right my wife when I married her no matter what woman comes across my my plate I don't care no matter what woman walks in front of me.  That's my girl. I'm with her till I die Okay, when I'm loyal to my people I'm loyal to my people.  No, dude. My wife her job is to bring out the best man in me That's her job. Her job is to tell me the truth and never lie to me. I was getting comfortable Once I got over the pride the ego and the entitlement and I looked in the mirror I realized that I was living in an alien's body. That is not me That is not who I want to become and by the way, I'm an example to my kids Okay, not only my team but but I still am I'm 44 at this time Now I was like, dude, I'm in my 40s. I'm going to go back to being in my 20s Like I'm going to recreate my I'm going to restart my life and dude, listen I just have gotten more obsessed with it. I eat clean food. I work out hard five days a week Dude, it's not only changed my life. It's changed my team's life. It's changed our business's life. It's changed It's changed everything We built a nine figure business in three years and I would tell you if you ask me What is the number one cause of all of it when I tell you this you're going to think that I'm lying It was staying physically fit to keep myself Always growing and out self developing everybody else When I work out whether I feel like it or don't and I do it. It makes me a different person I don't know about you, but when I don't work out. I feel like I have a cloud over my brain Um, you know, like there was a time one time and obviously I get on stage I speak all the time and I didn't I didn't work out in the morning because we had like a like a six It was like a 6 30 speech. I got all the it was super early, man So I didn't go to the gym. I didn't get off the plane till one in the morning Um, it was freezing cold outside. I didn't know where the local gym one There wasn't a gym in the hotel. It's just every excuse, right? I should have ran I should have done something but I said I'm just going to go afterwards Dude, I felt like I did the worst presentation the worst job I'd ever done.  I felt dumb And and I I hated the way I felt and I said, dude, I can never ever Expect me to give my best without hitting the gym before I start without waking myself out without And I I say beating the demons off me like like getting the negativity off me Like when I work on me and I put my phone to the side and I work out and I'm eating clean food Like dude, like I'm just a good person. So Anyways, I would say that that fitness allowed all of these other things to happen and my brain I'm all into like the law of attraction and like manifestation Like I believe if I can see it if I can manifest it, I'll get it And so will you and that is real. Just everybody understands like when you manifest something, it's totally real I have a really hard time manifesting A brighter future or a bigger anything or something greater happening or helping more people When I'm not taking care of myself. It's really hard for me to take care of anybody else. I feel like I'm a fraud I feel like I feel like I'm the I'm that leader that or that manager that people hate that boss that tells people to do stuff That they're not doing And so like I just want to make sure that so people will take me serious And understand that I have the right intentions and I have the right heart about helping them That like I need to make sure that I'm taking care of me and so that they don't need to look at me and go Hey, like is this guy disciplined? Like I want them to look at me and be like, I know this guy's disciplined I listen I want to say one more thing about this and you can ask anything you want But I want to say you can see because I'm I'm giving a lot of explanation here So if anybody hasn't made the choice to go in maybe this will help them All right, put it on the calendar november 28 9 a.m Mountain standard time. I'm going to be releasing the news.   So you need to set your calendars now and if you show up live on the call I'm going to be dropping one of my courses that I'll be giving away to all of you who show For free. So even if you want a free course show up and you want to change your life See you on the call You know, everybody knows when you see somebody that has a six pack That's in really good shape at any age The the discipline and the diet And the and and the work that it takes to get a six pack Okay, like you don't just get one right like you you have to really earn it You have to exercise you have to work out. You have to do cardio. You have to diet You know, you know, bodies are made in the kitchen, which means you got to say no to this stuff Which means you're good at choice making you're good at making a decision making You know, you had you could ate, you know, you had to not eat too late Like dude, like all these things have to happen for you to get that body So when I see someone that's in really good shape, if I'm going to do business with them I'm immediately saying to myself if they're in good shape, like this person can hold their word This person most likely is going to do what they say they're going to do because they couldn't carry a body like that Otherwise now maybe I need a little more information But just from what I see Tells me a lot about the way that you'll execute with me Okay, so I just want to say I common sense common sense I see that and it's like it's like when you go to the doctor and a nurse comes up She's 350 pounds and she's like, oh your heart rates, you know, your blood pressure. You're like, dude What are we talking about? You know I'm saying hey, hey, and I'm not knocking her.  Uh, I've been in sales my whole life and sales. I'm an educator In sales we educate people when we close someone or somebody calls about our moving company And we say, hey, we just want you to know we're not like most people. Let me explain why I'm going to educate you Okay, I'm going to explain to you number one what we do how this works from a to z Why we're different than everybody else and how when this is done The only regret you'll have is that you didn't use this and all the other moves for the rest of your life And I assure you the greatest compliment you could ever give me is sending me a referral Which is one of your friends or family that'll be moving in the future and we're going to do such a good job I we're doing such a good job.  So our goal isn't just to do one transaction with you We are a relational moving company Relational we want this relationship with you and all your friends and all your family And we know that we don't get what we want we get what we earn And we are going to earn the right for you to refer us to more friends and family So we love you and tell you thank you for reaching out. We do not disappoint. We take this very serious Everybody does what they do in life. We move We move our goals to take the pressure off the client our goals to ensure that all these things that you have in your life All of these beautiful pieces of property that you have that we're transporting from a to b that they get there You don't have to worry about it's stress free They go from here to there without you having to even think and then for a little fee We'll make sure that we take all the concern out of it. That's what we do Like we're the we're the best at it Okay, we have 110 percent customer satisfaction. I physically will oversee this entire job Our people that come and do your moving and work. They are vetted heavily vetted. We pay them more money I'm just letting you know you're a little bit more money. I know we are We pay our people more money that are going to be moving your life belongings Look, I need you to understand this. Okay. I can put an ad in the paper right now Need movers for ten dollars an hour and you can pay me whatever right now But when stuff gets broken, you're going to be pissed You do not ever want to go at the lowest price. I don't like cheap stuff to you No, and the stuff that you probably have that you're moving It's worth moving So it's probably not cheap and you probably want to make sure that because it means a lot to you That it gets there without being broken. Am I right? Okay, so listen to me.  That's what we do. That's what we stand for. We don't like cheap We love a great service and and all the stuff that you have that that's your belongings We treat it like it's our belongings when my guys move your stuff Dude, they're moving it like it's their stuff We take this personal Okay, so if you're looking for cheap, it's not us if you're looking for the best that is us And that's what we stand for and this needs to be every phone call But people can't be this way that they don't care about themselves And by the way, you'll notice when I'm saying this, I'm saying it with my heart I'm not even speaking with my mouth. I'm saying it with my heart because like I'm present in life I'm taking care of myself. I'm alive. I'm awake. I didn't just answer the phone Yeah, what's going on? I only give you an estimate. Oh too much. Okay. Well, let us know All right, what do we need to do? It's like, dude, what are we doing? Are we growing a business? If we're growing a business, you want your people alive inside of your business, which is what you're doing So that was a long explanation on health But but you're doing it right now and you're doing it with your team And I know the ripple effect Outside of money is going to be massive but the ripple effect with money Massive Massive man, you could triple your prices if your whole staff that worked for you was in shape Yeah, and I noticed that we came and toured the the lion's den a few days ago and every single person in this building Made me feel like the most important person in the world to them And I didn't even know almost all these people and now I feel like they're my friends when I come in today I go, hey, what's up, Wade? How's it going, Wade? Oh, you're Wade? Like it's it's awesome. Well, see and that's called onboarding Okay, their goal is that when they see you is they want to onboard you Not only to the elia group But to their name their brand each one of them they have their own Individual name their own individual brand and they represent the main brand, which is the elia group So when they meet you they're onboarding you to understand that they care about you Looks our guys have one one goal Is to show you that when they meet and they're not fake. Okay, they're real But they and and they mean this talk to them and look in their eyes They care about you their goal. Okay is to care about you more than you care about yourself And if you care about yourself a lot, they're going to try to outdo you They're going to try to out energy you they're going to try to out. Love you And and they're going to they're going to try to and there's a there's a selling skill called reciprocity, right? Which is like give first and that's the reason why I was like, hey, what can I get you a drink? Hey, what can I do for you? Hey, what do you need, man? Hey, let me give you a tour around the office Hey, they just want to give you give you give you give you Have you ever noticed a lot of sales people have commission breath and it's like take take take take take Dude our guys are give give give give give because if you play that game, you'll never even have to ask Dude, I was so good at selling whenever I sold and I still sell but they're whenever I sold That literally I gave so much people would just stop me and say, all right, Andy. How does this work? How can we get this going? Like I wouldn't have to ask so guys, what do you think you want to wrap it up? No, they're like, Andy, we're good. Now. How does this work? How can we pay you? Can I can I wire the money? Can I put it on a card? What's the best way to handle this? Like like that Is a total different style of selling but it's called reciprocity selling Okay, and the only way to do it is by outcaring the client And also believing in your product really good a second side of that You said you saw my people and they're just so loving and so nice so came but also they believe in the company They believe in what we do they believe that every time that you say hi to somebody that you're changing their life You know, what's crazy because I know this is a you know a moving podcast, but You know, like how many people just sound like they don't even care When they're when they're when they're doing the work or are they're just transactional Okay, if I was calling and I was going to be moving and I was getting I know that it I could move it myself Okay, which is going to be a bitch Okay, and it's probably he's going to suck and it's going to take me lots of days And I don't have time but I'm going to have to make time and I'm guessing there's going to be this $10,000 quote That I'm like god dog. I knew it was going to be that much But if that person answers the phone man And they say listen our number one goal is this when you move 99 of the time it's a nightmare The most important stuff to you breaks you spend all this time moving your husband ends up throwing his back out It's a nightmare problem that caused fights divorces problems. I've seen it all in the moving space. Okay Our goal is to take all the pressure off you and your family Where do we need to pick it up? Where's it going? You're going to go to that location. You're going to see all of your stuff there We're going to wrap it the way you want it. We're going to pack it the way you want it We're going to take care of it better than you would take care of it If that's what you're looking for Ma'am sir, that's all we want to do We charge a little more money than most But we also pay our people more money We're not interested in making a lot of profits. Most people don't talk about it I'll be happy to talk about it. We don't want to make more profits We want to pay for better high quality people that are better vetted that take better care of your stuff If somebody breaks something That we're moving with you we take it very personal Now we have all the insurance the liabilities and all that stuff we're moving to make sure everything's covered But we take it personal. We've done 176 moves in the last week and we haven't broke one thing Listen, we're on fire We care about moving more than anyone else.  It's worth it. I could probably move you guys to the front of the line and get this taken care of You sound like an amazing person. You sound like you got a great family and Congratulations on the move whatever's going on. We just want to make it seamless and easy We want to make no headaches a part of it when it's all said done. I want you to say my god If moving was that easy, we would have done it more often.  Okay, and I'm going to show you with this first transaction How great we are sort of in the future if you decide to do it again, you can call me back Okay That Is this new era individual that is onboarding them to our brand Nobody can have that conversation with someone if they don't like themselves And if they're not self developing in their own life to want to bring self developing to someone else's life Hey, listen, by the way, did I just sell you? No, I really coached you through the process of how our company does business with people like you I just coached you man. I tell my guys. I'm my guys yet You guys sell but you're not salespeople you're coaches who makes more money a salesperson or a coach a coach Coaches make the money Salespeople right our our guys listen take this understand this Salespeople, of course we sell because we're coaches. We're selling you on this is the best way to do it We're influencing. We're persuading you. We're painting pictures. We're telling stories We're articulating our words to make you understand what we want you to understand and take you where we want to take you But we're coaching you along the way Okay, we're not high pressure selling you Look, we just want you to do what's right Spit spend less money get a bad job spend a little more money take all the stress away But the person that's talking to the client that person represents the entire company 11 years 11 years you guys been doing this whoever answering that phone man They have got to out care everyone I love that. I think one of the biggest struggles that we as moving company owners have is is getting the actual people that are Doing the moves on board, you know moving usually you end up as a mover because it might be your only option It's tough work. It's not sexy. Uh, you're sweating. You usually don't make a ton of money It's usually an hourly job Even if you are paying the highest in the in your market in the industry How do we as owners lead the charges with the front lines that are going into people's homes and handling the stuff To be able to have that that experience that onboarding experience cycle all the way down so that the salespeople can back up What what they're selling it is a daily conversation just like a football Coach has to a football team before they take the field All right Wade Today we've got a lot of people that paid a lot of money And that trusted our company Okay to do something that they don't think that's going to get done right now. Wait, let me say that again They're paying us to do something that they don't want to do and and they still yet believe That we can't execute it and do it right and properly because they've been burned and let down before Today Wade You're going to be given an opportunity to prove that we are the best Now I want to tell you something. Okay. I see I see I see a lot of potential in you I see you going far in our company Okay, you may start as a mover, but I don't see you ending as a mover Now you may say Andy I love moving so much and you may never want to change but wait you're capable of doing whatever and I believe in you So I know this I worked when I was younger flipping burgers I was a best burger flipper in that entire place one day. I was going to run the joint Okay, but you know what flipping burgers when I did it. I did it the best I want you to know this you moving stuff.   You're more important than all of us If you move this load today and you don't do a good job Our company goes out of business I don't know if you've ever wanted to be trusted. I don't know if you've ever wanted to be have you yeah You're more trusted than than I can explain If you'll go out today and you'll make sure every time you pick up something every time you put it down Every time you move something I want you to think about what I said I trust you Our company counts on you and you're the most important person in the company Do you believe me? That's all I want you to do. I want you to know how important you are to me I want you how important you are to the company I want you to know that when we sold the job and we told the clients that we were going to be the best We knew that you were going to be the one doing the work or all you guys were Okay, with that being said, I want to send it.  We're all a team They're making the calls right. We're investing the money Some people are doing marketing and some people are doing the moving We're all a team and if one of us doesn't do our job right all of us sink Okay, so I want to tell you you mean a lot to us your job's important We couldn't do what we do without you Thank you And I don't see you being a mover your entire life unless you want to be So give it your best Do the best job it's ever been and the future looks bright And I just want to say thank you Are you having this conversation one-on-one? I can have a one-on-one with the team. I could have it with 10 people right now I could say let me tell you guys why you're the most important part of our company And I'm saying you guys are the most important part of our company. We could not do this without you see People forget man Just because people let listen listen, let's get this out of the way A lot of moving companies and companies in general but moving companies because These people are doing the job that nobody else wants to do that doesn't mean that it's a bad job And by the way, who told them that it was the job that no one else wanted to do Okay, like like who's telling these people that Dude, I would say guys every day People are looking to do things that have purpose and matter when you guys move someone's family That's purpose and matter when you pick up that bed You don't know if that bed was or dad's dad's dad's bed. How much that means you don't know So we got to pretend that everything is ancient and sacred. It means everything to everybody Everything that we touch. Can you guys stay in that state? All right. That's cool. All right. Now next, what are we going to do? We're going to talk about who are you guys going to become Right, if you guys do a great job moving with me for a year or two And you keep your standards high and you show that you can be counted on as a mover And you understand how the mechanics of our company work, which everything is about moving Dude, you guys can move up and you guys can lead a team. You guys can run a team You guys may move to the sales side position at any point in time if you want to you might be leading the team or managing I don't know But I know the way that you go out today will determine what happens tomorrow the decisions you make today shapes your future tomorrow Our company is growing. We're opening new locations every day I'm wanting to bring people from internally inside the company Up and out to new locations and different stuff like guys listen to me the way that you work today The way that I can count on you will let me know where you fit tomorrow Now listen to me guys. Do we do you believe in the company? Do you believe in what we do when we tell people we're the best? Were we lying to them or are we the best and who's the only person that can deliver the experience to show them that we're the best you guys Okay, so I'm going to say it. I'm going to say it one last time. You're the most important people in the company period That's it. I care about you. I love you.  People say, oh my god a moving company doing that Don't do it Go out of business fine Anybody who's listening who wants to grow and be a bad Listen up own the market share take over the world Everybody wants to move The reason why people have stopped believing in moving companies is because of amateurs people don't like sales people, right?   No, you need a good one You're good. I got my heart broke. I'm never going to fall in love with again No, you fall in love with the right person. You're like damn. This is the best feeling I've ever had It's like come on man. Like what we got to do is whatever you do You got to be the very best at it no matter what they say. That wasn't you. I hate moving companies with us Was that me?  Did I do it? Listen, I wasn't there.  That's the only regret you'll have Okay, but you won't regret doing business with us. When matter of fact when it's done You're going to want to write me a check for a little more for sure Every time people say, let me tip you. I say we don't take tips. They say, let me tip you. Let me tip you Let me tip you.   They feel like they owe you more Okay, that would be my deal. Do such a good job today that the client feels that they underpaid Tell your movers every day. Do such a good job that the client feels that they've been underpaid When you're done moving, I want them to look at you heartbroken feeling like they've ripped you off because they haven't paid you enough money That's the key I love that. I'm making notes left and right. I make it. I made a note earlier downstairs when we were talking You said that you have to earn the right to have a direct conversation like you're having right now Like you've earned that right you've proven yourself I go back to florida. I have this this huddle with my team What's the first step I can take to earn the right to have that exact conversation with okay number one? Everything's your fault as the leader good and bad So I would say hey guys number one. I just want to tell you. Um, I'm sorry. Let's say you go to an event Are you say guys say first of all? I want to tell you um, I apologize honestly I went to a another company this weekend and I saw a level of leadership That honestly was mind-blowing to me And my whole life I've done better than most we've got a good company because we do better than most and honestly I've been surrounded by a lot of mediocrity a lot of people who don't care. I'm doing better in them. I do care a lot But there's a time in which you meet someone or a company and you realize That you're not as good as you think you are And I had that I had that realization this weekend And so I wanted to come to you guys and tell you That I'm sorry And that you guys I'm capable of being such a better leader For you guys and you deserve it all of you deserve a better leader And I've been giving you my best but I have so much more in me You know going into this event this weekend. I thought you know one to ten. I was probably nine I'm doing pretty good doing better than most. You know, I realize I'm one to ten. I'm a I'm a two and Maybe my two is better than some people's 10 But when I get to my 10 I'm going to be dangerous.  I'm sorry Um, I'm not as good as I think I am I saw a new level this weekend. I want to bring that level to you guys. Okay, so I would like to ask for permission Okay, I'd like to ask all of you for permission for me to positively Pure pressure you guys to max out your potential Would everybody be okay with me?  So I'm going to push to my 10 Uh, I want you guys to hold me accountable to this new level of leadership. I want us to be open I want us to be direct Um, I also want to be that way with you guys You know, so I'd like to ask you guys a question since I'm going to this new level Would you guys like me to feed you ice cream and make you feel good and treat you like two three four and five year olds like most companies do Or would you guys that I'd like me to give you the cold hard truth treat you like the bad That I know you guys are Which one that I'll say bad. I'll say all right. Let's get started Rule number one today.    I know we all want this to work out We all want to be the best and the only way to make that happen is to build a family and a team So I want to ask for permission For us to treat each other like family Ask for permission to be direct with each other and you know, hey, listen, I don't want any complaining Okay, somebody's doing something. Okay, let's let's talk about it. Let's get out in the open Let's hold each other accountable. Let's fix it. Is that cool? We're not going to whine We're not going to complain. We're going to challenge each other. We're going to push each other We're going to make each other better human beings. Okay How about we take this And and make this more than a job Who who's who's okay with that and then they'll raise their hand and you'll say What do you think that would do for our families? What what kind of person do you think that bring back to our children and our wives? Yeah, so uh, so that's what we're going to do is we're going to get more We're going to hold each other accountable for more. We're going to do more We're going to make more money But it didn't always going to be about making more money It's going to be about being a better person every day I want one of us I want all of us to get 1% better and I also want us to hold each other accountable Can we please Make an agreement That we have a goal to make each other 1% better every day And that we will hold each other accountable And the truth is dark The truth is dark, which means if you're doing something and I know it's not good for you And I know it's not the right thing that you should be doing based on what you told me you wanted in life That I can shake your ass And I can hold you accountable as your brother Okay, can we can we do that here? Can we have that kind of relationship? Can we live this kind of life? Can we live to this kind of accountability? And what would our life look like if we did? See like this is it man. This is how I talk to my team every day. This is how I talk to myself Um, and this is how I think listen anybody that can understand this concept That can do this and you can okay because I learned it You can learn it by the matter of fact. I didn't learn all this by having a really good leader I actually learned all this by not having this And I thought well if that wasn't working if I'm not growing my company Well, then why don't we just reverse engineer this bitch? What would grow my company will inspire people the leader running with the spirit The leader having a different perspective the leader being in good shape the leader having direct conversations every day And the leader has to not have a double standard the leader must do what they're asking their team to do and then do like It's just magical what happens dude, and it's a compound effect Where you'll where you'll be at any year from now if you do this every day where you'll be at any year from now I mean, dude, you'll be building leaders that will be building leaders and your whole entire company will be a group of leaders There'll be no titles. There'll be no entitlement There'll be unity. There'll be one team culture People think cultures like people being nice to each other dude our culture We're very direct to each other People that are around here would actually think that we're mean Okay, because I'm like I'm like my wife got in my left handle like that was her being good to me And look at what she triggered look at the animals she made by telling me the truth That's how we create animals in here look look We're poking at each other every day And exposing weaknesses and holes in front of each other's faces And people don't like that because they don't like the truth But the truth is the only thing that'll give you the life you want. Okay, so wow Phenomenal, I don't know how much time we have left here. I have one last question for you And I think we got a roll but How do we keep that momentum going you mentioned that for the last however many years you would do fitness You'd fall off, you know cycles.  Find people to help you feed it Everybody in this world needs a coach. I'm not even joking Okay, um in the bible whether you believe in god or not, but it says iron sharpens iron So true dull iron You get dull iron Sharpest iron you get sharpest iron like dude I I'm sharp. I make my team sharp I find people that are crazy like me and I lean into them I want to know everything they know. I want to know why they do what they do Um, I want to be around people that take good care of their families I want to be around people that take good care of their health I want to be around people that are excited about growing their team growing their business growing marketing Growing sales. I want to I want to be around all this customer satisfaction customer retention Reach revenue. I want to be around all this right like I want to be around all that so I find people Listen, just two people just if everybody could just add one or two more People right or a training system or something to their life Like it could change everything like people just need to plug in To something that they're wanting to become so right now you guys are on a spree, but really it's not a spree Okay, you you didn't get lucky. You're intentionally doing these things now. My question is is do you love it? Does it make you feel good? Are you liking what's happening? Okay. All right. Do more do more do more Show more give more love more Lean in more become more obsessed become crazier Uh next next part bring their families in Bring their families in Okay, if you're doing it with your team now, right six packs, right? Okay. Now the next one you say, all right guys We want the kids and the families to come out too. We want the whole family to you. Oh, not the whole thing No, we let the whole family Okay, because your family is important to you the time that you spend with us It's super important. You're spending the time away from your family We want to get to know your families number one We want your families to be a part of this culture earlier. I mean also we want them to be a part of it as well Like listen everything that we're doing.   I don't ask for them to bring them. I demand them Hey, Jake. I'm gonna see your wife right tonight, right?  Listen to me.  First of all, unacceptable Okay, unacceptable. We actually like you more than we like Jake. Okay So let him stay home and do the laundry And you're coming because we want you to be with us. Okay. Listen. I mean it. It's important that you're here with us Okay, we don't get to spend enough time with you. We just you're important us We want you to know that we want you here. Okay, grab the kids bring whatever I'll pay for someone to come over and do the laundry. I don't give a I need you here Dude, when she feels that she's important and a part of this, you know how she'll support him to work for you Do you know The way that when he's like, hey, babe See because listen, let's talk about retention in these movers Anywhat happens as they quit and move away. Listen, some of the guys are like, hey, man, you know Hey, babe, I got this guy. He said he'll pay me twice as much as we're making now with Wade You know what I mean? If I'll go work for him in his business. She's like You're thinking about leaving Wade He's like, yeah, we're gonna make more money.  Why don't you work harder for Wade and increase your value and get more money there from Wade Okay, babe moving somewhere else. You're not even thinking about us now We like where you work.  This is a this is a master strategy and it's it's called the retention strategy of Heaven on earth given people a good opportunity to make money Explaining to people that listen, Wade, you don't make more money if you don't increase your value Money made money paid you got to do one or two things Okay, you got to do your job better and I can pay you more because clients will pay us more for a better job Or you need to figure out how to make me more money if you can make me more money I'll pay you more money out of the money I make it right But listen, hey, I love you. Okay, but if you want to make more money You got to increase your value and I know that you're worth it. You just got to help me find it Okay, listen. I love your family. I love your kids. I love you. You know, we got a great life together Okay, I know a lot of people who make more money Wade. They're not happy Okay, right there's times where you probably made more money than you're making now and you weren't happy Okay, you guys are happy, right? Okay, well being happy is priceless So let's not give up the happiness. Okay, let's try to together Figure out how you can bring more value to the company. Okay, whatever it is So I can figure out how to pay you more dude Now we're now now we're talking about having a company And matter of fact just anybody watching it's like this isn't a family. I mean, this isn't a company now. This is a family Dude, this is called the inner circle of one of the greatest companies that will ever be existed anybody that can pull this off And and we're doing it. We have this. This isn't this is I'm basically explaining my company to you And I'm explaining how you could replicate what I'm doing And dude, it's hard Yeah, it's uncomfortable. Yeah, it takes time for people to buy in Yeah, sure the first couple times the family shows up. They feel awkward and weird Well, it's because no one's ever included them So it takes time and by the way women Um, you know, if most of men I'm guessing are movers, right? Most of them most of them. Okay Women have a very good intuition About who their husband should be around In every woman wants their husbands around a good influence And if it came down to your husband to a husband being able to make more money at a job Where she was unsure or uncertain what kind of influence he would be under Or him making less with you Knowing the influence that you provide with him and making him a better man and the standards You demand that he holds She'll always protect you So now you can take care of him as doing the job, but also You know that when she she's and then he's not at work and she's there with him She's running and rooting for you Right Yeah, nobody does this Andy i'm excited to work with you We've got the training platform that we're partnering up on we've got the moving tight and retreat in march You're going to be doing a full day of sales training And I can't wait man.  I mean, we're going to be there live and if you've gotten it Hey, I always say this to you if you've gotten any value from this podcast if you're like, dude Like let me ask you a question. You've paid for training before, right? Okay, think about the yeah, but think about the information you just got What did it cost you it was free? Do you think the information you just got could make you money? Well, if somebody that you pay nothing for can give you value that makes you a lot of money Imagine if you actually paid for the paid training I mean dude because I I mean I shared one percent of what we do So we're bringing a lot of it to the retreat. So anybody that's not got their ticket Um, I think they need to reach out to you if they're in the moving space. Yeah, absolutely Yeah, reach out to me. You can find me on on instagram. You can email me set a million times on here before What's your instagram? It's at weight swichle. It's just my first and last name. There you go I'm kind of cool that way if anybody's watching this you're in a moving space you're in a grow business Make sure you're hooking up with him. Yeah, we're taking over and he's infiltrating the army is infiltrating. It's gonna be awesome Let's kill it Hey guys, I just want to tell you the true one percenters you made it till the end of the video Do me a favor share it with the friend that wants to go to another level Make sure you like the video comment below so I know who you are Set your notifications and then subscribe to the channel. We got daily sales training videos dropping. I'll see you soon