Why Most Men Never Hit $300k - And How You Can
Why Most Men Never Hit $300k - And How You Can
How does a business owner focus on their business and family simultaneously?
There are a lot of people who think you need to grind your face off to get there. Well, my question is, why would you want to be there with no face? I need a face. I can't grind my face off to get there because, by the time I get there, I'll have no face. There's a way to get there and it involves some discipline. You have to have some discipline. You have to have some consistency. It's going to be a little bit uncomfortable. You're going to have to sacrifice some things. The question is, what do you sacrifice? And that's up to the individual.
What qualities make a person successful?
It's always mindset, skillset, or habits. Your problem, if you have one, is your mindset, it's your skillset or it's your habits. Why? Well, you could have a positive mindset full of abundance and optimism and passionately run in the wrong direction. Wouldn't you agree? If you run in the wrong direction, you can be passionate all you want, you're going to end up nowhere.
So it's not just the mindset. If you have a passionate mind and you're talented, but you have bad habits, you're probably not going to be successful. But if you've got a positive mindset, you're talented, you're good at something, you don't have to be the best, but you got to be good, and you have the right habits, you're crushing it.
The only combination I've seen that's contrary to that is you can have a killer mindset and killer habits and not be that good and still crush it. You don't have to be that good to win in life. That's why anyone can win in life. If I can win in life, bro, anyone can win in life.
What are the misconceptions about sales that hold people back from embracing it?
There are so many people out there who are against being pigeonholed as a salesperson. They think there's a bad rap about it. I personally do not believe that. If you're one of those people who think poorly of salespeople, let's break that down for a minute. The reason you think that is because you've been in situations where poor salespeople have soured you on salespeople.
Why do you think it's such a bad thing to be a salesperson? You got to ask yourself that question. Oh, I'd never be a salesman. Oh, I hate salespeople. What you're talking about are people, certain people, that you've experienced were gross, certain people screwed you over, certain people pressured you. Ao you act like all sales are like that. That's not true.
Number one, you sell every single day. You're just not aware of it. You sell your kids on getting better grades. You sell your wife on which restaurants to go to. You sold her to marry you. Everybody's in sales. We're selling something to somebody every day, no matter what the difference between good ones and bad ones is. The bad ones don't know they're doing it. So if you know you're doing it, then get intentionally better at doing it. There are techniques to it. There are things you can do. There are questions you can ask. There are skills that you can develop that allow you to become better.
How can business owners increase sales and scale?
Sales isn’t rocket science. It usually comes down to the simplest things. For example, the more hands you shake, the more money you make—period. If you want to make more money but don’t plan to improve, practice, read books, or hire a coach, there’s still one guaranteed way to increase your earnings: talk to more people. The more hands you shake, the more money you make. That’s the bottom line.
Do more, get better, and scale.
If I'm making 80,000 as a salesperson right now, talking to a hundred customers, well then talk to 200 customers and I'll bet you, I make 160 or more. Why? Because it's the law of nature. That's just how it works. So that's the do more part.
Then I would get better, right? I would buy books, courses, coaching, and education on sales and human psychology. I would study, study, study, study, study, and I would learn, learn, learn, learn, learn as much as I could.
At some point I'm going to be maxed out, right? I'm as good as you can get. I'm freaking working as much as I can work. Well, the only way to grow after that is you got to scale that. So scaling is very simple. You're just leveraging people and technology.
There's a formula that goes along with it and it applies to sales perfectly. That's what I would share with people. Use common sense. It's not rocket science. Be honest, and be likable because people buy people. At the end of the day, talk to more people than you're talking to right now, and you'll make more money. Start getting better intentionally every day.
How can business owners build confidence and trust their own decisions?
I would tell myself to read regularly. Don’t question it, don’t complain—just start reading 10 to 20 pages a day. Focus on self-help books, psychology, and human behavior. No fiction or fantasy, just real, useful information.
Second, I’d say stop worrying about what everyone else thinks. Focus on your own thoughts and develop trust in yourself to do what you believe is important. Don’t worry about others’ opinions unless you’re paying them for advice. If someone isn’t your lawyer or counselor, their opinion doesn’t matter as much as yours. I value my own opinion just as much, if not more, than others—no matter who they are.
People often pay me a lot for my opinion, but in many cases, they already know the answer. They just want validation from someone they admire or trust. My question is: Why don’t you trust yourself? Why don’t you believe your own opinion is enough? Getting a second opinion is smart sometimes, but most people don’t value their own opinions because they haven’t done the work to build confidence and certainty. It all comes down to mindset.
Why is gratitude important for business owners facing challenges?
We often take life for granted. Years ago, I put a sign on my wall that says, "Congratulations. You get another day." I look at it to remind myself that despite my problems, I'm fortunate. Recognizing that I have another day shifts my mindset toward optimism and abundance. My perspective is different from most.
Someone once asked me on a podcast, "What did it feel like to be homeless and at rock bottom?" I told them I don't think I've ever truly hit rock bottom. They were confused and said, "But you were homeless." And I replied, "Yes, but it wasn't for long, and I was on the beach." The key is to shift your perspective to one of gratitude. Just getting another day is a gift. If we don't appreciate how lucky we are to wake up, walk, talk, and see, we miss out on the bigger picture. Even if someone can’t do those things, they should still be grateful because there’s always someone in a worse situation. I remember hearing, "I was upset I had no shoes until I met a man with no feet." It’s a powerful reminder of gratitude.
How can business owners maintain gratitude despite ongoing issues?
I don't think it's a conscious thing. I think it's just a habitual thing. We forget. Just like sometimes our wives, we forget to date them. We forget to love them. We did in the beginning, which is why they're our wives. And then after we marry them, we forget. I don't think it's intentional.
I think that happens with life. Sometimes it's hard to remember to be grateful, especially with all the negativity the mainstream media serves up. Social media now is like you're a loser because you don't have a Rolls Royce and private jets when in fact, neither does the person that you're watching nine times out of 10, they're just faking it.
It's easier than ever to start feeling the wake. I tell people, “Did you open your eyes today? Great. Then it's a good day. The question is, how good is it going to get?“
*This interview has been edited and condensed for clarity.*
