Inside the Minds of Andy and Jacqueline Elliott

You want to be good, you want to be great, or you want to be the goat. You got to decide. And I told Jackie we're out to the goat trophy. And the goat trophy is just built different. You know what I mean? Like over my dead body, am I going to die without changing hundreds of millions of lives. And I know she's a big part of that too. I think that's why we were born. It's our ministry, bro. Interrespective, passionate, cutthroat. Our guest today is one of the most dynamic performance coaches in the world. Turn your wounds into your weapons. Andy Elliott is the founder and CEO of the Elliott Group, a top growing sales and leadership training company. I need to make sure I wear my heart on my sleeve because I really care about people. After more than two decades dominating the automotive industry, Andy built a company to train millions of professionals and transform how people sell, lead, and win. We can't teach other people to have it. We're not, you know, we got to be real, not frauds. From Scottsdale, Arizona, Andy's coaching elite athletes, CEOs, and top performers to reach levels they never thought possible. Ground and tell the truth. Get ready. This episode today will change the way you think about your mindset and leadership skills. Alright guys, welcome back to the mellow millionaire. Today I got Andy Elliott and Jacqueline Elliott, the Elliott Army. I'm part of the Army. I don't know how my thing with me, but they inducted me into the hall of fame. He's one of us. We're one of you. And well, it was a pleasure. You guys were in Vegas right now. Yep. You guys are in here for some huge event with Russell Brunson and his amigos and Tony Robbins. Yeah. I was in here for Ryan and you guys are about as busy as me here. If not busy. You guys are traveling more probably. I'm just busy like with my head down. Like you guys are amazing. I see you guys all over the planet. And you bring the family with you. Allow you bring the whole army with you. Yeah. How often you guys travel? It depends on when you ask for this year. We haven't really traveled much. But I mean, we just started the year. But I mean, there was we counted what was last year the year before we travel like 200 days. It was insane. 200 days. Yeah. So we're in Vegas now. Our teams here. We go back home. We fly out to Miami on Monday. We go to Miami for a week. We're taking our kids with us. We rock a big event down in Miami. And then we come back. We got the Dean and Tony deal in Scottsdale. And then we fly to Dubai. You guys both seem like you started out and they got the accolades here. And I don't need these. But you know, 19 top car salesmen in the state hold a sales record for the most money ever made by car salesmen in a month in a year. 74,500, 715,000. Three kids obviously. You started out. It was sales training. And then at some point in pivoted, not just the sales. My body sold faith. What were we out now when you say Andy's coming to Dubai and Andy's actually in the whole team. What is that? What is the message they're waiting for? Is it discipline? I think from 18 to 39 was Andy Elliott was an automotive guy. Right. And no, it was all sales, I think. Yeah. So November of 2019, we pivoted out of the automotive industry as a W2 employee to train the automotive industry. And we rock that for two years. We really niche down. And this is what you guys are doing crazy YouTube. Yeah. And we just took over the automotive industry. So basically from 2019 to 2021, we dominated, destroyed and crushed the automotive industry. That'd be like you crushing garage doors. Right. That's what you know that's your niche. You're like, dude, if I'm going to take something out, I'm going to take down some garage doors. Right. And then you've, I've noticed lately, like you've even pivoted from garage doors to some other products and some other things. And now you're in other businesses. And just like you did with all of that stuff, I every time I talked to somebody, like, yeah, tell me I've asked my business, he's doing this. And they didn't garage doors. I mean, you're a business man now. And you went from garage doors to business and we went from automotive to business. Right. And I want to say honestly, me and Jacqueline are just in the, in the, in the, in the people development space now. Yeah. Fully, and we understand sales, we understand business because we are business owners. We understand a life. You see people with their marriages being torn apart because they want to be successful all around the world, being bad parents. Right. I mean, it's just like you see these things that are happening. And we've decoded like how to be successful because we had to screw it all up. Well, sustainable success. I mean, we started by training people out of sell and make money. But we saw a lot of people were lost and they really weren't keeping the money. They were still cheating on their wives. They were still having bad, you know, they're bad, not the best parents. They were just lost like addictions, a lot of things that were going on. So we started, you know, focusing on people just in general. Yeah. A lot of people don't like themselves. Do you remember, do you remember when me and you got together and, you know, like nobody would believe it? Yeah. Like this is where like I almost like sometimes like to pull pictures up. Yeah. You were very successful. You were making a lot of money in those things. But dude, there was another man in there and I was like, dude, I was like, and by the way, it had nothing to do with money though. No. Notice I never once told you I want to help you make more money. I would be a fool for doing that. You were going to do that regardless. But I said, dude, there is a leader inside of you that I promise you. If he comes out, he's going to freaking rock the world. And so that's really the space that we've gone into is making people their most dangerous elite self ever, dude. And we're passionate as hell about doing it. Stretching people because we've stretched ourselves. Like you're probably going to pull up pictures of Andy the way he looked before. Yeah. And then I grabbed him by the love handle and all of a sudden he hated that guy. You know, that was the last man I got as a loser. That's the stuff that we're totally in the total transformation in recreating stage of our lives. So we're constantly trying to stretch people to become better better version of themselves. And that's what we're here. And going back to like Dubai, you know, we shot content for years for free. Like we really want to go bring the kids with us and show them like, hey, this is how you start business. This is how you get going. This is how they have to live that. People think I got lucky way to the fantasy what's going to happen. Yeah. No, I love it. So 200 days out of 365. I guess 366 last year. That's not all that's not what we plan on doing like obviously forever. But that was that was what we needed to do to build our brand. There's a there's a season for certain things being in the field with your men to get a really so you know like that. That was our season. I mean though if you build into buy you get into Australia, become a legend in Europe and you start going obviously England, France, Italy, Greece and the whole thing. And then I've a sudden Asia's not off the table. It starts to become and then there's a bigger purpose because you're it's kind of a dictate like it's not a big deal. Like it's a dictate when you help others. It's like it's extremely there once said you could have anything you want to live if we help enough people to do what they want. Yes. But you also have three kids that depend on you and a family that you need to raise. Where do you draw the line? Because I see last year you both were like next year dude had focused head down found hills were not we're not but you used to do a fact and I know that you're going to go to Miami. You're going to go to Vegas. How do you how do you balance that? Because I'm asking selfishly. Okay. Can I can I answer that I want her answer? Yeah. I'm going to let you guys answer. I'm not well know because because here's the deal. You want to be good you want to be great or you want to be the goat. You got to you got to decide and I told Jackie we're after the goat trophy and the goat trophy is just built different. You know what I mean? Like over my dead body am I going to die without not changing hundreds of millions of lives. And I know she's a big part of that too. I think that's why we were born. It's our ministry, bro. So you're willing to there's obviously discipline sacrifice that comes along with that. Well, I think that a lot of people get really confused on what sacrifice really is. I believe in having it all. And we don't try to separate our family from our business. I think a lot of people when they achieve success quote unquote success or they make money they believe in separating family from business and all of that. We bring our kids along with us because we want to teach them what we're doing. And they find value and become better kids because of it. We we're raising little entrepreneurs so we don't try to separate that you know. And of course we have our time or like hey phones aside we're going to spend some family time that's that's always important. And we believe we can we can have it all. But I think a lot of stress comes into families when they teach them what they think that society teaches them like hey family and business are different or separated. With us it all runs together and the kids know that hey we're out to change the world and you guys are a huge part of it. I love that. Yeah, you know Tommy what are you after an easier life or do you want to you want to make the history books. Yeah, you know the deal with the idea of discipline I put you know I cannot put you guys and listen. I put you in the realm of the ultimate sales a little bit in the discipline side of like David Goggins but two separate like not. This idea though but at the same time I think you guys really enjoy working out you enjoy the like the lift in the pump and your team does and you're getting them like you watch the way they smile some of the people on your team would be. Still looking down not making eye contact not be you know stuttering all over the places because they didn't believe in themselves. So I guess it's the idea of getting addicted to changing lives is what you guys have been just yeah in the end the sales space. Okay, so we are a sales company right our company sales we built a nine figure business through sales if anybody would train on sales it's like what we live we live sales. But if you want to really own your own business one day you know there's a difference between being an operator and an owner right right most people don't know that they're the operator right and they call themselves the owner they're and their their employee me and Jackie are becoming an owner. We are an owner now we are that's why we're going to to buy is because we own our business everyone in our company is set we don't even have to go into the office. Do you want to let go of some control in order to get there like you can't grow this big part of this last year you can have control and grow at the same time and that was a huge huge problem for me in him but mostly me I think because I handle a lot of the operations a lot of handling a lot of things that I wasn't delegating but in order to grow I had to learn to delegate I mean we talk about climbing a road you can't climb the road without letting go of one hand you're always going to have to let go so we've been getting very good at delegating and trusting our team and they actually feel empowered and we have the right leaders because they take that on very well and they actually like surprises I used to believe that nobody was going to do the job as good as I did nobody was going to care as much as I did and they actually do care we just have to be tolerant as business owners that they're going to make mistakes. You built your life off of mistakes you just we look at people sometimes we say what were you thinking yeah because you already made that mistake of course and the delegation that there's actually an art between delegation and dumping yeah as a lot of times you like if you should call me but if they learn to rely on you but let them make their mistakes I kind of like it would be a mistake look we made that mistake just don't do it again I said a guy below 50 grand made a big mistake not the end of the world unlike we learned a lot and it was really a poor guy in the company and I'm not going to do it again. And that's like my job if I asked you guys right now I need you guys to 20x next year 20x you wouldn't say any and Jackie need to be instead of two you don't have more days right now so you need to start hiring better and interviewing more checking and inspiring more building the team right to build the team 20x that's a quick 20x I mean what's the other way to do it now that's the math equation that you're also delegating power you know and that's the hardest thing to delegate right because you're delegating responsibilities that you think anybody's equipped to have but if you're not preparing these people and you're not tolerating like you said the stakes and you're never going to grow but I think the biggest thing is saying control to exactly and a lot a lot of times people like they ask us like what how do you build your like your leaders how do you build the state of the world is going to be a lot of time you're going to be a lot of time you're going to be a lot of time you're going to be a lot of time you're going to be a lot of time you're going to be a lot of time you're going to be a lot of time you're going to be a lot of time you're going to be a lot of time you're going to be a lot of time you're going to make a lot of time you make a lot of time you make a lot of time you make a lot of time you make a lot of time you make a lot of time you make a lot of time you make a lot of time you make a lot of time you make a lot of time you make a lot of time you make a lot of time you make a lot of time you make a lot of time you make a lot of time you make a lot of time you make a lot of time you make a lot of time you make a lot of time you make a lot of time you make a lot of time you make a lot of time you make a lot of time you make a lot of time you make a lot of time you make a lot of time you make a lot of time you make a lot of time you make a lot of time you make a lot of time you make a lot of time you make a lot of time you make a lot of time you make a lot of time you make a lot of time you make a lot of three different shifts and I'm like, dude, if I out delegate and I want to work out and I want to have a family, I don't have kids yet. And you know, future self and faith and we talked about a little bit about Travis Hurn who will talk about a little bit, but, you know, I don't equate. Man, if I could get to 100 hours man, I'd be two and a half times more successful than my 40 because I look at your base those Elon Musk. I look at the top top top. I don't even cut to like, oh, this guy's pretty good. I go straight to the top most elite. I think that's the piece is this idea because listen, I'm really asking, is it out working? No, or is it because I don't think Elon's like putting in into going to Mars and his SpaceX. I don't think he's putting in 60 hour weeks into that. Yeah, no people, people tried time for results. That's how money comes. Money comes from results. Like you don't trade time for money. You trade time for results. Just to be for real, like me and Jackie, like I work out every morning, I don't even get into the office most of the time. My meetings don't even start in my day until 10 or 11 a.m. Yeah, like you can't get on my schedule before 11. You can't. But before it was like, we were the first ones there. Last one. So I take my kids, I take my kids to school. Or I mean, I'm sorry, I take my kids to dance class and all that stuff by by four o'clock. I'm done. But everything in the machine is running. But he's working so hard during that time. I think a lot of people think that, you know, time is like, okay, you will, you come in at a certain time and go out like he works so much. Yeah, I think so. But also I've been working on 45 and been working since I was 18. Yeah, for 25 years, I worked 19 hours a day. So the idea of it is just like you, you put all that time in and now you're finally getting wiser. You've built enough credibility in the marketplace. You've, you've had enough lessons. So I know you guys invest a lot of real estate. And I think it's amazing. There's tax. There's cool things you could do with that. I think the smartest people in the world made their money in real estate. But for me, it's going in and turn right of a turn. How many doubles do I have left? Why I can still enjoy them? How many doubles could I double once I get to a billion? So I'm like, probably 12 doubles. If I'm really good, I got 12 doubles left. But do you guys realize if you double a billion or double a dollar 12 times what happens those to one to two to four to eight to 16 to 32 to 64 to 128 turns into hundreds of hundreds of billions of dollars. But then I'm like, how many lives can I impact? Don't I got a fiduciary and a mental and a faithful duty to like make this work? And now I'm not going to be able to impact lives. I don't think is much on stages. Like you you guys have a way of moving people that I've never seen. Yes. And most of the time the people that actually make it. So what is it that idea? You guys are doing marriage counseling in some ways now. We do couples masterminds. Couple couple masterminds. Yeah, but I think the biggest thing is that we just value the family. Yeah. I mean, at the end of the day, like anybody that even works for you and your company or that you run into, you're always going to tell them, dude, take care of your family. Oh, yeah. Right. Like I mean, like, I don't know why but that's must but that's typical for coaching me more to talk about taking your family. What do you know, as well as I do you what do they say when you're on a plane? The mass drops. Yeah, put it on pictures on first. But you're so first and that it is you guys want to be so helpful to your families. But you don't you don't take care of yourself. You're not going to you come home and exhausted and you can't you crack a beer in your exhausted and and you eat fast food all day, especially the trades. You know what I mean? You're bringing home leftovers. Yeah. And that's really tough for a kid to grow up and not have a father or mother figure. Watch us. How many boys in this generation right now aren't going through manhood because we're in a fatherless nation. Or we have a bunch of dads that think success is what they need. They need to make money and they don't take on the responsibility of taking their sons, right through boyhood demand hood. Well, that's how the that's how the generational curse comes. Yeah. And so that's why it's hard to get out of that. Well, that's what we're doing. We're going to have to our freaking crack in their heads, dude. I you know, Jeff, one day you said, um, so it's creeping on your Instagram. And it said 168 hours and I quote this, I stole it from you. If every the whole world knows this, I stole it from you. You get 40 hours to, you know, you said 50 hours to work 50 hours a sleep 10 hours working. I used to that 60 hours left. And I even added that I go, you can take each child on a date. You take your wife on a date. You can watch your favorite show then night. You could read 10 pages of a book and still have 20 hours left. Yeah. It's just this mismanagement of time. I think that's the biggest culprit is this idea of you don't understand. I don't have any time, but that breakdown you did. I mean, I memorized it. 160 hours. I mean, literally, well, what is it that we do, but we're human beings too. There's got to be some downtime, some kids time, some even if you're on and your nutrition is perfect and your T levels are right. Because that's one thing that I needed is to get my my levels right. I have a lot of energy. But I still like a little bit of downtime, a little bit of me time, a little bit of focus. Just think reflect what could be prior could be anything, but I can't go. There's not a hundred sixty eight hours in my week of just full blown capacity. So, so how do you tell the average person to maximize schedule time? Well, most people what they do is they're they're spending time on social media watching every other people live their lives, or they're like wasting time just trying to keep up with the neighbors are trying to prove to the wrong people that, you know, they that they have a good life in itself fake. I mean, that's the truth. So, I think a lot of it is just being really intentional with your time. And that's what we talk about like when we're with our kids. And I think like you give priority to what's important to you in your life. You'll always find time for what you want to do. And I think a lot of times like we make excuses or we say, hey, you know what? Like my family is like really important. I work for my family, but those are the people that you take for granted the most and you don't show them either. So it's like well, focus full can be to distract a genius. It's true. I'm not very smart, but I kill people for a living. Yeah, because I'm focused. And I think that I got our life changed and we built this business really quick. Tommy. I know because but not because we were smart, but because me and Jackie really wrote down what was important. We got intentional and we attacked relentlessly on these things that we wanted to be great at. And it's what actually I had a podcast with the number one person on the planet, this psychologist, that's your left guess. Yeah. And she said our bodies. It wasn't made to get caffeine or heroin or it don't but mean is created in the morning. Usually by doing really hard things. It's an actual way to getting it. And this this discipline creates dopamine and it creates these things. But what do you want to put in focus? Are discipline or leadership? And I know there's a combination. So I'm going to say this real quick. When you work out really hard in the morning and do hard things that releases a biological reward in your body, oxytocin, serotonin, dopamine, and dorphins, they all release. It is crack that your body releases because you do hard things. So that that's that also where it look time isn't the most important thing in your life. What gets your attention is the most important thing in your life. And so what gets your attention to me is what you're focusing on. And so if social media gets your attention, you're out. I don't even know what you guys want to talk about it. But is there any accountability partners that you keep and what is it to keep you on track with the workouts is to keep you on track with. Is there anything that ever you guys are afraid to fall off on it? I will tell you this. The accountability to me has the my biggest accountability has been number one. Her. I have told her who I'm going to be and she has to hold me up. She gave me permission to grind up him when he got off. And also we've we've learned that discipline, you know, prevents you from making mistakes. So if you have a routine, like you're going to not make as many mistakes, you're not going to veer off. It's like, you know, like I listened to something like Conor McGregor said a long time ago. And it was like, he's like, he never lost a fight because the other fighter was better than him. It was getting off of his routine. Like he didn't eat right. He didn't sleep right. He didn't do certain things that made the other fighter win. So you always talked about like discipline, you know, when you're on your game, when you follow your routine, you're not going to get veered off. You're not going to be tempted by making mistakes and eating bad or, you know, not going to the gym or whatever it is. So this idea of it's called commitment. And in Robert Chideini's book influence, who's the best psychologist of all. I love Robert Chideini. He explained commitment. He said there's three things that need to happen. Number one, it needs to be your commitment. Can't be anybody else's can't be your trainers can't be Andy's telling me this. It needs to be you come up with your own commitments. You've got to tell me what you want to weigh how you want to look with your body fat needs to be. You need to tell me how much you want to make. I can't pick that for you. Number two, it needs to be written down in front of a group. And number three, it needs to be somewhere that we could remind each other every day what we stayed committed to each other. Now you create that every time. On social media, they you've got people reminding you every day. Well, they're the word about marriages because I think there's a lot of misalignment. Most times that you guys are the perfect. You guys both want this. It seems like you're both you're not living his dream. And he's not living yours. It's a combined dream. Well, we came from a lot of shit too. Like we're trying to catch up for last time. You know, I mean, that's just the truth. Like we're like I'm 43 he's 45 and you think like you're not that old. No, but we feel like we don't have time to waste. Like we've got our kids are watching us. We have people, you know, that are counting us counting on us everywhere that we want to make sure that like we live up live up to what we're preaching. Yeah, but also tell me I want to say something to you. Listen, do you want to be the father of the mother, right? The parent that shows their kids what's possible? Yeah, because at the end of the day, people say, well, yeah, your kids can't live up to your shoes. I never had a leader grown up. You know what it would have been like to have someone in my bloodline to look up to and say, man, I could become that. I don't know that 100% you're right. I mean, I get that. I get that. I get that. There's always going to be a different set of eyes looking at it and be like, oh, you shouldn't have went that hard. Dude, man, Jackie, now that we've we're world. So this is okay. So 4543. This is sustainable. Okay, we do this all day. We talk on stages. We do podcasts. We've got it going on. What's the unwind time? I mean, I can't tell you really what it is. You know, obviously God only knows how long we're going to have the energy that we have. But right now, I can tell you that like there's nothing that's going to get in our way. And we feel like we have more energy than ever. We feel like we have the health. I mean, we're going to go for it. We're going to go for wherever. I mean, whatever we can get right now. And then our health might change. I mean, just a lot of things can happen. Only God is like unwind time though every quarter. You're like this weekend three days. Like this out number one. Okay. So that's a great question because so our whole year. It was blocked off last year and this year. After the 200 and something travel days, we decided to put something in place for the following year. There's a week that's blocked off every month that nothing can get scheduled on. No appointments, no meetings, no nothing once a month, once a month, one week, one week. It's blocked off. You can't touch it. One week. One week, you can't touch it. We just got one week a month, one week every month. And this is you're not going to work. We don't go into work. It's blocked off. I'm with my kids, my wife, my family. But we just handed it to our assistant. And we said, Hey, you see these blocked off times. Nothing can happen here. It's very hard to say, you know, knowing, saying no is because a lot of people that they don't have bad intentions. And the deal is is like, people will look, I started work. You know, here's the deal. Today you think about the meetings. And then look, I left Phoenix at two. I will be back in Phoenix at 11. I will be back to bed by 12 30. Yeah. Let me start over tomorrow and send you a big deal to me because I'm hanging out with you guys, taking a lot of notes, thinking through a different lens. Right. And if this is work, I don't feel like I ever go to work in a way, but I still got a performance. I still got a schedule. You know what I mean? And it's a lot. It's a lot. It could be draining. People are like, how do you keep going? And I'm like, dude, we just get started. Well, you have a lot of energy, but also a question that you have to kind of train yourself. And I think that that's something that we've learned recently is like, can you do it? The answer is yes, right? Because you're so driven. You have the energy. Yeah. Is should I really do this? Like what is that? What is that? What is the litmus test of Zadir Jackie do it? Or do we delegate it or we just say no? I mean, we didn't do this before. Obviously, this is something that we've like recently gotten good, gotten good at. You know, we blocked that week out of the month, but we also look at a how many events are we going to plan? Let's say we have one event per oh, how many speaking no matter how many like come up later like Andy, we need to speak as such and such. We already have the year pretty much planned out. Our team can handle so much. We've given him so much power. And with us. Yeah, you ever afraid. Now here's a question for you guys because you guys. So how do you get over getting burned? Because this is the biggest problem is people lose. They start not trusting. Right. And I'm sure you got the checks and balances and you'll pop in. It's still let people know who big mama big daddy are. But what what do you what do you do when that happens? I think a lot of people are scared of being burned and it prevents them from really going all in and really giving their business and everybody else their best with Andy. And I guess of course we've been burned and people tell say don't get close to your people because they're going to take advantage of you or don't share this with them. We're like, you know, we share pretty much everything. I mean, probably not just saying ever let him at your house. I see everybody's at your house every day. I mean, you've let us oh my guys at your house. Yeah, and we're so we're so open. But I think the best example you can give to your team though is when those people do burn you. And by you showing them like, Hey, you know what? I'm still going to be the same person with you no matter what. And I'm not going to let this person affect our relationship. They respect you more. What about firing? You guys find it. Who does the firing with somebody screws up or let's decline down or like I'm not good at that. I never wanted to do that. It is very rare because I mean the people that we have like they really do love that they have great hearts. But we do have things now like we have score cards of things that are kept. So it's like we make sure that they follow certain. Yeah, so we've gotten really data. Yeah, we've gotten very data heavy. But we also love everybody's heart. So like, you know, I'm going to go through some speed questions and I'll get you guys out of here. So total recreation. In order to get what you've never had, you have to become someone you've never been. Yeah. Let's hear that. Well, you got to you got to reinvent daily. If if Jackie sees the same man show up every day, you think she's going to fall more in love with me. It's going to stay the same or she's eventually going to let me less. I mean, what do you think? I mean, I'll be less eventually. If it's just it's mundane boring. It's the same gym workout you go in every day. The trainers put you to the same workout every day. Yes, I'm going back. If you quit getting results, you're not going to go anymore. The newness for is often everything. Yeah, so so me reinvention never lets anyone outgrow you. This is a very important thing for a marriage for a father and to be a leader and also to prove to yourself what you're made of. The daily art of reinvention and to be reborn is huge. I love it. Confidence is the mental muscle. You have to train every day. Confidence is the mental muscle. You have to train every day. Yeah. Yeah, I will unscuse them and sells belief and confidence of the two keys to success without those two. You're screwed. You are screwed, but I think a lot of like confidence like comes from within. I remember like when Andy and I used to go places before we even had a falling or anybody like we had to really believe in ourselves and we'd walk places and people like do I know you from somewhere? I'm like you don't know us, but like they just we just carried that with us. And I think that it comes from believing in yourself. So the confidence people can't make decisions with you if they can't see that certainty in your eyes and people see people on a soul level. Yeah. And confidence without the confidence, right without arrogance. It's just knowing your confident within yourself. Yeah, it's hard to it's actually hard to see a guy that's been working on a lot without the cockiness, but there's walking in and having an ambience that I know I love myself and I deserve this. And I've always had this idea of why not me? Nobody wants to stay in a relationship with somebody that constantly lied to me. If I lied to you, would you say in a relationship with me? No, no, what if you lie every day to yourself and you don't do what you say you're going to do internally, you don't like you? So if you do what you say you're going to do, it'll increase your self belief, self confidence. Everything will go through the roof. But if you don't do what you say you're going to do, you're not going to like you and your confidence will never be real. You can't lead that way either because people can sniff it. Well, again, I can look in your eyes and I can see like did you don't keep your word? Yeah, no, it's a big deal. And there's a lot of people they walk in their timid. They're not contact. They don't have it. They don't show up consistently. Consistency, I've talked a lot about. I think discipline beats motivation and this idea of consistency is tough. I was telling Jackie Tony Robbins, who's like one of the number one like psychologist in the world, but he's super smart. Yeah. Like people try to fix people for five years. Tony fixes him in five minutes. You see an all the time. And Tony always talks about patterns and cycles. And he's like, dude, first of all, three things that every person must know a skill of sound. Her night number one, you got to learn patterns and cycles. Like you got to learn them. Like they you got to understand it. Secondly, you got to be able to use these patterns and cycles that other people have. So like if I could watch you use a pattern and cycle to beat stop being an alcoholic, then I would just learn that you're doing a pattern and cycle. That would be skill one, skill two. Be then I would do that pattern and cycle. I would learn that pattern and that cycle. Now I'm using it. And then three, I would start to create my own patterns and cycles. Now I'm free. But if you understand patterns and cycles, that's how you fix anyone. That's how you fix any business. I want to learn more about that. I've never understood. I've not learned nothing up about. How do you make a million? If I was to ask you, how do you make a business this times this plus this? Yeah, there's a formula line. That's pretty simple. But once you understand that formula, you can make a million to a hundred million, a hundred million to a billion. And once I understand if an alcoholic does these things, these patterns and cycles, they can get out of it. That guy, the gym, that pattern, that cycle keeps them out of the bar. It keeps that edge that itch. You got to teach this new cycle. You're almost changing the habits. You're replacing certain things. That's it. He broke the pattern and the cycle that was bad and created a good one. And he won't. And now he won't let anybody create this out in the pattern cycle because he's figured out the formula. He knows his formula. What do you mean by getting rich versus living a rich life? And what's the difference? Well, in the beginning with us, when we didn't have a dollar, like we decided to become married millionaires, we didn't have to have any money to do that. We just had to be good to each other. For example, I believe that a lot of people like money magnifies people. You're a good person with money. You can help a lot of people. That's why you talk to a lot of people and give them business advice. But in it, it magnifies who they are. And we've taught people how to make money for a long time. That's what we're really good at. Everybody thinks if you make more money, you're going to be successful. Am I right? Yeah. How many people right now got hell of problems at home? And they think if they make more money, it's going to fix it. It's not. It's just going to bury all those problems. The money's going to cover it and those problems are going to come back out one day and everything's going to implode. And the second money stops coming in, guess what? All those problems are coming back up. And so basically what I'm saying is living a rich life is this. I want to be a good daddy. I want to be a good husband. I want to look in the mirror and be proud of me. I want to be close to God. I want to put a financial fence around my family. I want to be a good leader of my team. That's me being rich. What are the most common ways leaders fail their teams? They're not keeping the word. Yeah. The circle of trust gets broken. Trust. Yeah. The circle of trust. Once I get broken, you're finished. And by the way, not accepting also new ideas in the company from other people. Everybody has to see where they fit in the company. Big picture. Significance. Five years, 10 years from now, 15 years from now, because if not, they're not going to be there. Yeah. So it's always leave you for somebody else that makes them feel like they're a part of their picture. These are all circumstantial. But the deal is, is like, look, at the end of the day, I feel like a lot of leaders that I've seen, they come to this real money. They go, sorry, this is mine, my family's. I've taken the sacrifice. And they said they were going to do this stuff all along, but they never experienced what it's like to give. And then it looked, I've done the math either way when you're able to give and create an army behind you. These people are loyal and they'll do whatever. But you should leave from up front and you guys do lead up from up front. So give me a game changing piece of advice that each of you wish you what have known in your 20s. Quit trying to please the wrong people. I think that was like huge like for us. I think a lot of it, like most of the problems that we've ever had as a couple or even Andy or me as a person is that, you know, he tried to find that significance, you know, in the wrong people. And I was going to say the same thing that she's saying is basically when I was around the wrong people, I'm going to do bad things. But staying uncomfortable is another big thing. I'm just an idiot. Staying uncomfortable has been a huge thing for us. Like where it started this whole conversation with, hey, we find comfort in discomfort basically. We want to stay uncomfortable because it stretches us to grow. We find fulfillment not by, obviously gratitude is a huge part of being fulfilled. But it's not it alone. You can't be fulfilled by just being grateful. You're going like to us, we're addicted to stretching ourselves. Like reaching a goal that everybody like doubted us for and then all of a sudden we like we hit it. And then it's like, oh my gosh, well, now you feel powerful. And you feel like you said another one and another one and another one and it seems like that's where you've reached success as well. And I think a lot of like, you know, people that have success or you know that have built good businesses is because they're addicted to that. The field goal always moves, you know, get a billion. And I'm like, most people say that exact same thing, a billion. Here's a problem with a hundred million. Here's a problem with a million is most people think about what they're going to do with the money. Yeah, exactly. And I think that's a mistake. But most losers that win the lottery, they lose all the money because they go, I'm buying this, this, this, this, this, this, this. I think you know what I think about now is like compound interest. How do I, what can I do with the compound interest? And then I could do nice things for a lot of people. But if I lose the principle, it's gone. One of the things I think that we made a big decision a long time ago is we don't make decisions based on money. Like and it's a really hard thing to kind of grasp and understand, but we don't make a decision on how much money we're going to make. We have to feel like, I think if we don't make any more money, even if we got paid 10% of what we're making now, I think I would still want to live this life. Yeah, I would, I mean, I just help people for a living. I really do. I'm finally doing something I love. Is there anything coming up that you guys want to discuss? This is not going to come out right away. But is there like this year or something in the summer or fall, like the mega event or? No, I mean, we got a big event coming up in April with David Goggins. Okay, he's going to be here with us in Arizona. We have some big things planned, you know. I love that. Yeah, we want to do things with like, just the best. Yeah, but you know, like just we just want to be a good people. Yeah. The main deal is, is that me and Jackie just want to keep, we want to keep growing and we want to keep becoming better people. But we want to contribute as much as we can to be able to make that connection with people that are lost in a lot of ways. For a lot of people, I think 95% of the people in the world are lost. Yeah. And I think we'll come back kids. And so I think staying out in the public is pretty big deal. Yeah, it's a big deal. I'm able to hear it. The coolest thing is like when we have like the 15 year old son that turns his dad on to training or something and they come to an event together and the dad comes up like, Matt, this is amazing. Like I'm a realtor or I do this for a living in my son's been watching your content and got me hooked on this. How many people do you think fit the of like that you meet and you get to know him for a while? Was it 20% you wanted to do business with? Is it 30? Is it just I think it's 50 50, but our team does such a good job of vetting people. Oh, yeah, yeah, yeah. They know like who me and Jackie are attracted to. Like they know that we're not too good for anybody. But if you're not coachable, well, they've seen a lot of the content. They already know that Andy's gonna be hard. They're ready to know that they need to be coachable. They already know what we're looking for. And the people I bet you guys have got you know this and you've seen this a million times the people that him haul around. And they don't dive in and they're like maybe, maybe, maybe the babies are the worst like a great no quick no is respectable right quick. Yes is like hell yeah. But maybe is like, dude, don't don't cause back because they kick you guys around and like your team is very, very outgoing and they they make the calls. I'm gonna let you guys both do whatever you want to close us out. No, I just think I'm gonna finish with what you said the quicker that you can make a decision the quicker you get to success when you're short when you're when you shorten your decision making time you'll be more successful faster. And lastly, I think I would say this because you believe in self development big time. Yeah, that's how you were built. That's how she was built. That's how I was built. The greatest gift and I think we'll finish with this but the greatest gift you can ever give yourself is to just spend time working on you. I think your mind isn't your friend and I think you've been just been 30 minutes every day. Just programming yourself first thing in the morning. I think you're gonna kill it. I think if you do that for a year, you're gonna have a really big life. Programming the more than just working out. Just been time working on you. Yeah, this has nothing to do to the gym. This has to do with like your brain isn't your friend. It doesn't want you to do big things. It, you know, the father of lies, which is the devil has brainwashed you to believe that you're not capable of this. I think if you were to listen to like a podcast or training or something and you plug into it, you start to believe in yourself. You think differently, getting a different state and then you want to go win. I do it every day. Still I've been doing it for five years. So I just think this that that's the gift and no one's gonna do it for you. You got to make the time to do it. So you wake up. That's where you start. You take a shower. You co-plans. What is that start? Usually I drink my coffee. I'm reading a book. I'm listening to a book. I'm trying to plug into something to get me ready to dominate that day and kill it. And due to it, when I don't do it, I notice a big difference. Okay. That's great advice. Yes. So just, so just, hey, just try it for 30 days. See how you feel. I love that. Yeah. Move out. So it's a good, it's a gift. Well, you guys are amazing. And it's a hell of a podcast. I will see you guys go. Thank you so much. Thanks so much for listening to this episode. Like always, we're gonna close it out with the Tommy Truth, which is a little slice of wisdom for me to you that can help guide you in whatever you're striving towards right now. When I started a podcast, every single one of the people in my management team said, why are you giving away all of our secrets? I go, well, I'll teach you how to get a six back to. It doesn't mean you're gonna do it. Everybody knows what they should be doing, but they don't do it. So I don't feel like we're giving away like the secret sauce, the secret sauce as we grind, we come in, we work hard, we take care of our clients. And you can tell people that it's a different thing from saying and doing. And that's it guys. We'll talk to you next week.