5 Unbelievable Benefits of Being an Underdog

What if I told you that being an underdog could be one of the greatest unfair advantages that you have? All with a shift of how you frame it. Welcome to the Dean Graziosi show. All success starts right here. Today we are going to talk about the underdog advantage, as I like to call it, the underdog advantage. What does that mean? You see, I believe, and you can let me know in some way, shape or form. Have you ever felt like the underdog? Have you ever felt like the cards were stacked against you? You didn't have the money. You don't live in the right area. You don't have a supportive boyfriend, girlfriend, spouse, parents, siblings. You don't have the education other people have. You don't have a partner with a bunch of money. Have you ever felt like you were too small, you were too short? You know, whatever it is, I've been blessed to have thousands of people work in my companies and under my brands. I've read tens of thousands of posts in my life of my students. Like the post you're doing right now, or you go to Facebook or Instagram. We get thousands and thousands and thousands of posts or messages every single week. And I obsessively read them because I want to know what you need from me. I want to serve you to the best of my ability. If I don't do that research, then I'm not. Then why would you follow me? Right? So I read that, and I realize so many people feel that they're an underdog. In fact, I even had someone say, you understand, Dean, you had a lot of struggles as a kid. You didn't have money, you were stressed. You didn't have lunch money. So life was so painful when you were a kid, you have this desire for more. He goes, I have an unfair. I have a disadvantage because my parents were so good, they sent me to the great college. They paid for it. He's like, I didn't really need to fight for anything, and now I don't have that. His life was so good. He felt like an underdog, right? So I believe, and I appreciate all the comments, I believe so many people feel like an underdog. But what if I told you that being an underdog could be one of the greatest unfair advantages that you have, all with a shift of how you frame it? And that's what we're going to cover today. We're going to cover five points. What I believe are, are the underdog advantage. And I'm gonna back up and share this one more time. If someone asked me in fact, someone did. Someone asked me if I was going to run into my 21 year old self. It was on a podcast and it was live. He said, if you ran into your 21 year old self and you had advice to give your younger version, what would it be? And I thought for a moment because I had never been asked that question, and I thought, and I thought and I realized that I would say that your thoughts lie to you. Don't trust your thoughts. Observe them, prove them wrong and change them. Because your next level of income, your next level of life, happiness, joy and abundance. What's standing between you and that next level is in most cases the story you tell yourself on why you can't have it. Now, I want to frame that thinking we're getting into the underdog advantages. But I really want you to think. If I said to you right now, in two years from now, I believe, and this is just, I'm throwing a number out randomly, but if I said in two years from now, you have complete freedom, you have the success you want in your life, whether that's making a million dollars a year, whether that's being a stay at home mom, a stay at home dad, coaching Little League, spending more time with family, whatever success means to you. If I said to you in two years from now, you could have been making a million dollars a year. If you said I could be making a million dollars a year. But whatever that but is, is usually that story, but I don't have money, but nobody supports me, but my family's not supportive or my I don't have the right education, or it's not the right time. But with this president who's crazy like whatever that but is is your story. And that story will dictate where it is that you're going to go with your life and your income over the next couple of years. So with that, let's get to the underdog advantage and start thinking about how you can turn something that could be a negative you might frame as a negative and actually could be the wind behind your sail. So number one of the underdog advantages, the power of you can't. Now, let's just think about that. When you're an underdog, meaning I'm going to give you an example. In my life, when you're an underdog, so many people say to you, oh my God, stop being a dreamer. Oh, you can't do that. Oh, it takes money to make money. Hey, let me ask you, have you ever had an idea like you think of an invention like I'm going to create this widget that's going to help moms or new moms, or I'm going to create this thing that allows your car to do xyz or this app that's going to be amazing, or this something, something, something. And you tell some people and they say to you, oh, that's a great idea, but somebody probably already did it, or, oh, to get on tv, you need so much money, or you need how to be a producer, or you need to take lessons on how to be good on camera, or, oh, my God, you got a trade market, you got to get a patent. That's going to take years. Do you have money for an attorney? So people are looking at you like the underdog, and they're just taking their. Projecting their own thoughts and telling you that you can't. Now, here's the cool part is because of the change of story, the change of your thoughts, the change of framing, how things are positioned, you could say, they're right. I can't do it. And did you ever have that invention? And then you tuck those thoughts down and then a year later, someone else has the app, someone else has the invention, someone else has that idea, they're on TV making a gazillion dollars. What? Why didn't you do it? Because maybe people telling you you can't was the anchor. But what if we made that? The wind behind our sail. I wrote a book. My first book ever was called Totally Fulfilled. Totally Fulfilled was a passion of mine because I had been teaching real estate for a long time. And what I realized is when I sat in customer service or I talk to people that weren't making money yet in real estate, I found out that a lot of times, most every time, it had nothing to do with the real estate education that I was teaching at the time. It would be like, my spouse doesn't support me. I don't think I have the money. My boss is paying us. I don't have the time. All these excuses, except for the one that they really wanted. They wanted this next level, but they weren't actually doing it. So I said, how can I obsess? How can I learn? How can I dig down and climb inside their head and help people have the tool to have momentum, right? So I decide I want to write a personal growth book now. When I look at that book, when I look at that book now, I wish that I would have waited longer. That's why I wrote Millionaire Success Habits. I look at it now, you know how we all grow that was 10 years ago. I wrote that book. But let me just tell you, the Power of youf Can't. I wrote that book. First book I ever read. I had dyslexia. I'm not a good writer. That's a story. I don't know if I should write a book. I'm not that good. I. I don't know if I should write a book. I barely graduated high school. I don't know if I should write a book. My grammar is horrible. I don't know if I should write a book. That's what smart people do. I don't know if I should. I had all of these beliefs, but I said, the hell with it. I'm just going to write it. So I write this book. I write totally fulfilled. I get done with it. I'm like, I think this is a great book. And I go out and I hire what I believe I heard is the best editor. Clean it up. So I send it to her. She lives in Virginia. I fly all the way to Virginia. I sit with her. I go over it. She says, okay, give me two weeks. She calls me three days later, I'm like, oh, I didn't think I was going to hear from her for three weeks. Two days later, she said, dean, I got to be honest with you. I can't edit this book. I'm like, why? And she said, I know you told me some of your insecurities. And it kind of shines through. This isn't a book. It's a 250 page conversation. It is so far off. It doesn't need an editor. It needs a real writer. It needs a complete rewrite. Wow. Felt like the underdog. As soon as I hung up, I'm like, what is wrong with me? Why would I try to. This is the stories that started. I'm going to show you the difference between the anchor and the wind behind your sail. The anchor sunk in. For the first couple days, I'm like, why did you think you could write a book? Oh, my God, I'm not that smart. And then literally, at the time, I had just met Joel Osteen, I think, at the time. And I popped open his book and I read like five pages. I'm like, now that's what a writer does. That was good. Mine does stink. And. Oh, God. And I had all these beliefs. And at that moment, Think of that. The pivotal moment in my life. Anchor or win. Behind the sail. Underdog. Poor me. Underdog. Advantage. It's no good. It doesn't read right. And all Of a sudden I went two days of thinking all those stories and I said, literally on the third day I woke up, I said no. And I switched it to an advantage. I didn't know I was doing this. I'm sharing you in hindsight, but I switched it. And I'm like, no. She wants to say that I can't write. Yeah. In fact, I don't even want to fix the grammar. This is how I talk. The book is written like a 250 page conversation. If you read Millionaire Success Habits, you know how I write. I write the way I talk. I think it's conversational. I think that's why Millionaire Success habits were over 350,000 copies. It's one of the best selling books in the last 12 months. Let someone critique that now. What's that? 1/10 of 1% sell over 250,000 copies. And I did that because it's the same. Millionaires are totally fulfilled. Totally fulfilled. I've evolved a little, but anyway, I get this feeling and I'm like, I'm going to show everybody what I'm made of. She thinks that this book isn't going to be a best seller. Watch how many books this sells. And I started taking the the power of you can't and said, really? You don't think I can? And I found this fuel. I can't tell you. Nothing changed. She still thought the book was shit. I never wrote a book before. I did have dyslexia. I wasn't special reading. All those factors were the same. You know what changed? The only thing that changed was my perception. I turned the underdog unfairness to the underdog advantage. And I started being empowered. Three days later, four days later, five days later, the power started to build, the thoughts started to build. And I'm like, literally, I was out of my mind. I'm like, no, this book is going to break barriers because everybody else wants to make it perfect. I'm just going to create a conversation. And the momentum started to build. I hired another editor. I said, do me a favor, just clean this up to make it look like I don't look too dumb, but let my words shine through. I don't care if they're perfect. I don't care if I have a vast vocabulary. Just do it. They cleaned that book up. I got a publishing deal and the book hit the New York Times best seller list within two weeks. It was my first book and it hit the New York Times best seller list. What if I look back, I've had a million of Those, by the way, if you heard that story before, I've shared that on stage before. But what if. What if at that moment and many other moments, did I feel like the underdog and just tuck my tail between my legs and go, yeah, they're right. No. I found a way to take the power of you can't and go, really? You don't think I can? And shifted it. So now what I want you to think about is when people come at you and tell you, you can't. You're too small, you're not rich enough. You didn't go to the right school. That's for dreamers. It's not the right economy. You're somebody that should work for somebody. Play it safe, play it small. Tuck your life in is what they're basically saying. I want you to start thinking now. Just flip. Flip the framework. Literally think of the words, flip the framework. Instead of it framing you down, I want you to think instead of it being kryptonite. It is the wind behind your sail. It's your motivation. It is the nitrous oxide. Because I have literally programmed my life, my brains, my thoughts. When people say, that won't work internally. You know the two voices we have. Think about the two voices. Did you ever. If you don't think, you have two voices. If you think, I'm schizo. Sorry, but we all have two voices. I'll give you an example. Do you ever have a friend and you go to dinner and they show up and it's supposed to be fancy, and they show up with, like, sneakers on and, like, dressed horrible or weird colors, and in your head you're like, hey, what's up? And your thoughts going, why the hell would you wear that? Or anything? Or sitting with your spouse, and they say something, or a friend and they say something like, oh, yeah, that's great. And in your head, like, that was the stupidest thing. Why would you say that? Right? I'm giving you an example. We have two thoughts right now. I have a thought in my head when somebody says, that's not gonna work now. Too many people have that, oh, Facebook marketing. That won't work. Oh, Barnes and Noble. Did you know that less than 5% of the books in Barnes and Noble sell more than 100 copies? Somebody said that to me. I'm like, oh, yeah, I know. That's. I feel bad for a lot of authors. They work so hard simultaneously. In my head, I'm like, did you just tell me I can't. Did you just tell me? And I Could literally feel vibration. I could feel energy, I could feel momentum. I'm like. So I have reframed, reprogrammed my thoughts. That when someone says they can't, that is my power. That's not my kryptonite. You're juicing me up. Tell me more. Tell me how many times that a guy that can't write good can't have a. Now I have multiple New York Times best sellers, sold over a million books. Come on. I'm using that as one example, but I'm telling you, it happened when I was a kid and I wanted to go into real estate and I didn't have money. And everybody around me, my friends, family, said, come on, you know, it takes money to make money in real estate. I made it happen because they told me they can't. So in your life, has anybody ever told you you can't? And how do you flip that around? That's the first one. Now these are brand new. I've been thinking through this unfair. I've been thinking through this underdog advantage process a lot lately. And my inner circle members are really getting. You're the first ones where I'm kind of talking this into life. I'm teaching it, talking it into life. This helps me as much as it helps you because it'll help me go deeper on new books, go deeper on my training, because that's my life. This is my life now. My life is to go out there, forge new paths, figure out what works, come back and share it with you and my high level mastermind group. Okay? Number two of the unfair advantages. Number two is they never see you coming. You're always underestimated. Here's what I've come to love. Ready for this? I know there's some great people, some great business people that tell you, and I'm not saying it's wrong, believe me. Believe me. But I'm telling you, this is me. And I don't want to talk too much about me, but it's the only way I can lead through example at this phase of my life. I love being underestimated more than anything. I love. I don't know if you guys have known the last couple of years, all I wear is T shirts. By the way. This isn't one T shirt. I have like 20 of these and I have like 5 colors and 20 of these shirts. I used to. I feel blessed. I had a partner that we did really great business together, real estate and a whole bunch of other stuff. And he was a watch person and he bought Me, some of the most amazing watches on the planet. Watches. I mean, I had a watch on yesterday. It was almost $50,000 or $42,000, something crazy. I would never spend that for a watch even If I had 17 gazillion dollars. But I had on yesterday. It was the first time I had a watch on in almost two years. I'm in this place in my life where I want to be underestimated. It makes life easier because it empowers me. I found a way. I know some people teach, you know, perfect suit, dress sharp, pointy shoes, shiny. I own all that stuff. And maybe in six months now, a year, I'll go through that phase. But where I'm at right now is I like to be underestimated because they never see me coming. I've had big multimillion dollar companies with board of directors and CEOs. Look at my, you know, I run my companies. I own my companies, have about 13 companies. I run them. And I have no fort fact. Some of them were like that. They won't get to us because we're a big conglomerate and I love that. And they never see me coming. And I drive right past them like I have nitrous and they're dragging concrete blocks behind their car. I love that. But let me give you an example. I want to give you this and I want to give you as many examples as I can today because I want you to frame this in your whole life. Like I want you to think about, well, they don't think I can do it. Instead of, oh, they don't think I can. I'm nervous about saying what's on my mind. I'm nervous about asking the partnership, no, if they don't think you can use that as fuel. I love when people look at me like, who's this guy? Does he know? Again, framework. Flip the framework. So, example, conference room. Now, I could share an exact scenario here. I wrote down conference room story that I want to share with you. But let's just think about this. In every single negotiation, I go into everything. You know what I love more than anything? I love when everybody's dressed in suits and dress sharp. And I love people dress nice. I love to dress nice when I go out. But if I'm going into a really important meeting, the more important the meeting, I just closed a 14 million dollar deal, I don't know, six months ago. And I wore this T shirt, not this exact one, but one just like it, a pair of jeans and some Nikes. Literally at the deal on Purpose. But I want to tell you, so you. Here's what I like. I want you to visualize a conference room. I close a lot of deals in this phase of my life. A lot of partnerships. I'm buying into a couple companies right now, and I love negotiating. I love to make it a win win for everybody. Never looking to take advantage of anybody ever. But here's what I know. I love going in and everybody's dressed to the nines. Couple attorneys, right? Couple CEO, Everybody's dressed nice. I like walking in like this because I know at first I get the memo is when you're supposed to dress up. And then secondly, I like the fact that I don't wear a watch. That helps me in my loving being underestimated. And then third, I never talk when I first go in. I introduce myself and I sit and I let and especially listen. I'm not. I'm a dude. I'm a guy. I love being. I have testosterone. I'm a driver. I'm enthusiastic. I love closing deals. I love winning. As long as it's a win for everybody. But. But what I've come to realize is most men especially want to come in and just vomit up everything they're all about and what they want. Hey, listen, this deal, I want to tell you, I'm going to go first. We've been doing this for 14 years. We've compiled this together. And this is what I want. This is what we can do. We can take the numbers to do. And I just sit and listen and just sit and listen. And I even get to the point where it's uncomfortable, especially if someone is trying to sell me or I want to buy from them. If I get to the point where I don't ask them any questions or don't talk, I can feel they're underestimating me. Like, in their head, they're doing one of two things. They're like, everybody said this guy was smart. He shows up in a T shirt and he hasn't said two words. But what happens is that uncomfortableness or that underestimating you? What happens is people just continue to talk. And here's what I know. A couple strategic questions. Like, so I don't understand, if we did this deal, what would that look like in a year from now? That's like, maybe I say that 15 minutes in. Or, and if this was a complete win and we were celebrating a year from now, what do you think that would look like? Like the silly questions, like the old Columbo questions. Ever watch that old Show Columbo on tv. My whole point is what will happen is because they underestimate me, because they're uncomfortable, because I haven't said much, or maybe they think I'm an idiot. They start to talk about the things that I'm using as my fuel. They start telling you what their desires are, what their fears are. And people get say, you know, if I don't close this, I'm not going to get the promotion. If we don't close this deal, we really don't have the cash flow to get to the next level. If I don't close this deal and people just talk and talk and talk, and then I come in at the end and being underestimated, all of a sudden flips when I close the deal in about five minutes when I go, because I accumulate all this. I know your fears, I know your worries. I know your desires, I know your dreams. And the cool part is I don't use it unfairly. I want to make fair deals for everybody. But someone else is being unfair, and I need to get them where they are. I will win every time because I walked in and I was underestimated. And I listened and I listened and I accumulated. And when I regurgitate it back, it's a win. I want you to think about that. Where are you underestimated? Where do they not see you coming? Where could you jump in a company, jump in a business, ramp up your real estate, do things. Don't feel like. Here's the thing. I hate when people say what they're going to do. I love when they just show me. Be that person that just shows people have that. I love the word quiet confidence. Like, you don't have to wear the. I mean, if you love it, that's great, but you don't have to wear the Rolex and drive the Rolls Royce to be successful. Success could mean anything you want. You got 2 million bucks in the bank or whatever that number is, or you get to retire your wife or help your parents out or be with your kids more. That's success. Let that fuel this again. Why am I going so deep on this? Because especially in the last year of being around so many people around the world, I know we all feel like an underdog. And I did my whole life, and now I look back and I thank God I was the underdog. I do. I thank God that things didn't go my way because I had to find new ways. I. I had to transform those feelings that were anchors into gasoline. Do you feel this? Do you See the shift? Do you see how you could change the framework? Okay, number three, innovation is a must. Underdog advantage. Number three, innovation. Think about that. You see, I don't know how to. I don't know how to start a company that's not making money and raise a whole bunch of capital and use other people's money to see if you make it work. Now, I'm not knocking that at all. It's because I'm limited on my knowledge on that. That's it. I'm just not smart enough to know how to do it. I have so many friends that are in Silicon Valley and everybody's fighting to come up with the next thing, the next widget, the next app, the next Facebook, the next Instagram. They're fighting for that. And lots of of these companies will go raise 20, 30, 50 million. Some of them raise 400 million before they've made a dollar, before they've made a penny. And then I look at, you know, if. Now, again, I'm not knocking this. I don't want to seem like I'm bitter. I have so many successful friends that their families were successful and they just carried it on. That's what I want with my kids. I don't want to have to make my kids suffer. I want to teach them the right value so they take on what I've done and start off where I left off, right? But just think about if everything went smooth, you weren't an underdog. Nothing went wrong in your childhood. Perfect parents, perfect income, perfect location, then you went to the perfect college. Then when you got out of the perfect college, you had the money to start a company. I've watched this happen. Sometimes when you have money to start a company, you're setting yourself up for failure because you don't need it to cash flow. So I'm going to use this one example, this one thought process is every company I've ever started. I sold firewood in high school, fixed wrecked cars out of high school, fixed wrecked cars for business, fixed wrecked cars to sell. And then I had. Then I started buying rundown houses and remodeling them and putting apartments in them. Then I started subdividing land and building houses. Then I went in the education business and then the book business and the live event business. And then, you know, sharing now in masterminds and trainings like this, right? As I went through all those companies, never once in any of them did anyone ever give me money to start. So guess what? I had to be unfair advantage number three. I had to be innovative, I had to create cash flow, profitable companies. So now what you could say is, oh, man, I have nobody in my family that's got money. I have nobody that's got family faith in me to lend me money. I can't get any money from the bank, damn it. I can't go in business. Or you can say, hmm, I have no money. Banks won't give me money. I have no friends that will lend it to me, no partners. I gotta be innovative. I gotta find ways to cash flow right away. My company's cash flow two weeks, three weeks into the company, because I have to. That's how I grow. Everything. But that started because I was a broken kid with nothing. Now I know no other way. I'm going to launch two new companies, you'll see over the next six months, going to blow your mind. One partner with a great dude in the fitness world. Something else that I got to wait and tell you when it's done. But both of those companies, I could fund both of them with millions of dollars. Just being honest. I'm not. I'm using the same model, that same innovativeness. That's the word, being innovative, coming up with unique ways to say, no, no, no, I'm not one of those guys that's going to run a company for five years and get a great evaluation, hope to sell. I don't know how to do that. I was an underdog with nothing, and I had to use that to my advantage. And that advantage turned it into, I had to find a way to be innovative. I keep using that word to be cash flow right away or I would be broke. So now take that underdog disadvantage and make it your underdog advantage. You don't have money. And if you don't think you can make something work without using money, then Google. People that have Google, Richard Branson, Tony Robbins, me, so many successful people started with nothing. I know you might be facing stuff that I don't even know about. I get that, but here's what I know. Did you ever have a headache and you go online and you Google for what could this headache be? And by the time you're done, you feel like you got a tumor and you got three months to live, right? We find what we are looking for. If you went online with a headache and wanted to search for someone that said, ah, you just didn't have enough water, drink a glass, you'll be fine, you could find that in two minutes. But our brains want to go towards the tumor. And what could be worst case scenario. So we do that in our own lives. Like, I don't have any money. Look, my friend tried with no money. It didn't work. You're just searching for what went wrong. Your subconscious is looking for security so you can feel safe about your inaction. Get disturbed, get uncomfortable. Go online and Google and find successful people who started with nothing, that had massive fear, that were scared. And all of a sudden you'll see all these people, all these millionaires, all these hugely successful people that started with nothing. And all of a sudden you start building momentum. And then you say, I'm going to create innovation here. I'm going to create cash flow. We're talking about business. But could that be the same in every area of your life? Of course it can. So think of the unfair advantage we have of being an underdog because we get to be creative. That was number three. Okay? Number four, unfair underdog advantage. Number four, enthusiasm over perfection. I want you to think about that. Enthusiasm over perfection. Now, I told you before about the books, but I'll tell you. In life, I don't have a vast vocabulary and I can't spell for crap. I spell so bad that literally when I type, there's so many words lit up, it's like every third word is lit up. And sometimes the words, I try to respell them like four times. And if the computer could talk, it'd be like, yo, bro, I don't know what you're doing. Try something else. Or you're an idiot. I don't know. I'm glad it can't talk to me. And I'll just come up with a simpler word. I don't have a vast vocabulary. I'm not the smartest guy in the room when it comes to Booksmart. I don't watch the news. I have no idea what's going on around the world. I don't. Clueless people come up and like, well, you know, what happened with, you know, Trump? Or, you know, what happened in South America? Or, you know, I'm like, I don't. I don't. I haven't watched the news in probably over 10 years. All it does is bring me down. I don't want to. I protect my confidence. So I don't watch the news. I didn't have a lot of experience in these new companies. When somebody says, you're going to write a book or you're going to go on stage, hey, people say to me, I'm going to go on stage. And somebody say, have you. Did you take journalism in school? Did you go to college for that? Did you train under a mentor? No, no, no, no. No experience. And most of the times, like I said on the last one, I had no money. So here's what I know. Sometimes when you have all the I's dotted and the T's crossed, you're obsessing on perfection. You're obsessing on the details. You're over analyzing so much that it's causing you to be paralyzed and do nothing. Being an underdog, you're starting to wear this as a badge of honor, right? Did you feel that? I don't know if you did. I just, the way I said it, I felt it internally, like I want someone to go, I want to have a shirt that says I'm an underdog, right? Where I overcame things going where I didn't have the money or the vocabulary or I didn't have the super smarts or the money or the experience, I masked with enthusiasm. And if you look at underdog stories from the movies, right, from the horse races and the Olympics and the games that shouldn't have been won before they let American athletes that were professionals playing the Olympics, you might know this story. You probably know it better than me. You guys can tell me. It was just college kids and at the last minute, they just round up these college kids to play against the world's best hockey players in the world. And America won. Biggest underdog upset. But one thing I noticed, what did they have? They were enthusiastic as shit, for lack of a better word. I remember watching, watching the Russian team, like just no enthusiasm. Just like, I'm not going to try to talk with a Russian accent. I was almost dead, but I'm not even going to try. But I remember they were just like, these guys, they're not going to have any chance with us. No enthusiasm, just thinking they were going to do it. And then all of a sudden the enthusiasm to me helped carry that team to win the Olympics. It was the biggest upset ever. But think of basketball games, think of horse races, Olympics in your own life, when you were the underdog. What carried me wasn't the book smart, wasn't the money, wasn't the experience, wasn't the vocabulary, surely wasn't the connections. I knew no one with money when I was a kid. You know what carried me? Enthusiasm. I just found a way to turn this. I could be the underdog with the anchor, carrying it, dragging it across the desert. Or I could say, I'm afraid, freaking underdog. They are never going to see me coming. They told Me, they can't watch what I do. Oh, I don't have money. I'll just get innovative. I'll find a way to get the money. I'll get the money. And that led to this enthusiasm that drove me. I mean, think about this. I hope you follow me, because I share incredible wisdom, knowledge, and capabilities. But if I share the same exact thing every month when you showed up here live, or you're watching this as a replay, if I said, today we're going to talk about the underdog advantage, on how you can use the things that people think hurt you and use them in a way to position yourself for wealth and abundance. I'd like to start with number one. You guys would be done with me in five minutes. Five minutes, you would be done out. I don't care how good the wisdom was. It's because I hope that you see this is all authentic enthusiasm. But if I really boil it back down, it came out because I was an underdog. I didn't have all the other stuff. So I had to go to the thing that boosted my confidence and got results, and that was having enthusiasm. Okay, number five. Now I'm going to create a lot more underdog advantages. I've been thinking through these, as you can tell, but there's. I want to make it 10 total, but today we're going to cover five. And here's one that you might not think is an underdog advantage is transform heartbreak into your leverage. Hmm. So as an underdog, your parents or your friends may not have faith in you or support you, and that's heartbreaking. Did you ever have. Just like you watched me one day, you read my book or somebody else or you saw something online or you got involved in my real estate course and you're like, damn, I'm doing this. And you're using the power of. You can't. You don't even know. You are. You're being innovative, you're enthusiastic, and you go tell the person you care about the most, and they shut you down like a lid. Just like shutting off light switch. Like, oh, that's so dumb. This is the wrong time. You don't have the money, and they shut you down. That's heartbreaking. Also, I've watched so many people when they have a desire for more. You're growing, okay? So, I don't know, maybe you guys can tell me it's ever happened in your life. If you're watching me, you're someone who's working on your personal growth. You're working on your Success. You want another level of life. You realize one of the biggest plights of our world is living knowing you have un untapped potential. It's the worst feeling in the world. You know you got more gas in the tank, but you're not putting the throttle down because people are telling you and you can't. I just told my daughter I stole this from Sean Stephenson, my three foot giant. My dear friend, he said, don't ever let anyone dim your glow so you can match them. You're bright. People are like, nah, nah, nah. And a lot of times we turn down our lights so we can match that. Screw that. Brighten yours up more. But it's heartbreaking because here's what I want to ask and you guys can be honest with me. Have you ever been in a relationship? Could be family, friends, partnership or significant other. You're in a relationship, you, because you're here, there's a million other things you could be doing. You're here with me. You're working on your personal growth. You are your success abundance. You want to tap into that next level, not leave it. Don't die at 98 years old and go, wow, I had a lot more to give the world, but I didn't. Oh my God, did you feel that? Screw that. I want to be like, nothing left. I'm done. Time to go. Nothing left. But think about this. You're working on your personal growth. You start with somebody, here they are at this level, but they decide this is a perfect level for them. And all of a sudden you're continuing to work on your personal growth and you're going higher and you're going higher. And now they're saying, oh, stop, you're getting all foo foo. Oh, you're too, oh my God, what are you going to go to a Tony Robbins event and jump up and down? You're going to go to a Dean Grazios growth event and blah, blah, blah. And all of a sudden you're going and going and going and you get to a point and they're like, oh my God, we've grown apart. And somebody leaves you or someone calls you, tells you that you're a dreamer or, you know, good. I've watched it happen so many times with people who desire another level of life because the people around you want to stay status quo and you make them uncomfortable. So heartbreak is pretty high in this world, in this world of growing, of going next level. And that's okay because that's the way it's supposed to. I believe God, the universe Whatever designed it that way because they're meant to be with these people and you're meant to be with us. It doesn't mean you have to hurt anybody along the way. But there's a lot of heartache, there's a lot of heartbreak. So what I noticed with underdogs who spin it into a win is they take that heartbreak from any area. From parents, from a relationship, from a marriage to a bad partnership. They take that heartbreak and they ball it back up. Poof. And use it as energy. So they transform heartbreak into leverage, heartbreak into energy, heartbreak into success. Now maybe I'm completely off. Maybe no one on here has ever had any heartbreak and I'm totally off. No one in here has ever felt like they were growing and the person alongside them was staying still and it felt uncomfortable. If that's the case, I'm sorry, I'm completely wrong. But I bet to say it's over 75% of the people that are watching me right now, maybe even more. I want you to think about how being the underdog can make you innovative. I wanted to go a little deeper. So I have some notes here that I want to get you on. Innovation. This is just really powerful because I have a dear friend here in Phoenix, Arizona named John Langbein. And John is super successful, great guy, love him, amazing dad. He's probably one of the. I have friends that I've had forever, but out here in Phoenix, he's like my dad, dearest friend here in Phoenix. Outside my work relationship, got great working relationships, but friends. So John's got a great company. I'll tell you a little bit more and more about that. He was the underdog. John grew up in a family, I think of six or seven and he was somewhere in the middle. They lived in a three bedroom, one bath house and had no money. And the car, like literally some people would get left home because they had one car. And he said he'd go and sit in the car like in the winter with a snowmobile suit on like an hour before so he could get in because he'd make sure he'd make it if they were going to the mall or going to the movies. Like last kids that didn't make the car didn't go to the movies or go to the mall on their once a quarter trip to the movies. Everything that you could imagine on John was set up for him to fail. Now, all his siblings, great people, but they all work for like the post office in this little town where he grew up or for the county. And none of them ever did anything more than what maybe their parents did. And again, that has no disrespect. But why John Breakout. Why does John have a company that does over $100 million? Why is John successful? Because he found a way to turn being an underdog to his advantage. He got through school the best he could and got down to ASU when he was older, paying his own way through asu. And he takes a trip to New York one day. And I just want to tell you how underdogs can think and how you can create exponential growth compared to the people along the way that don't. I know this. Maybe it doesn't tie in, but I thought this is a really inspirational story, and I thought you could get a lot of value out of it. So John goes to New York City, and he sees that they're selling these fake Rolexes on the street for like 75 bucks. He's like, oh, my God, they're amazing. He buys like 10 of them. He's in Arizona State University here in Phoenix, Arizona. He goes back to and he sells all of them for like 150 bucks just like that. So now he realizes he didn't have money. He's the underdog, but he did everything here. The power of you can't. He went and talked to his best friend. He goes, oh, that won't work. And you need money to make money. Everybody told him they couldn't. People never saw him coming because he saw where he come from. Didn't have money. He was working his ass off to pay for his way. Working every day to pay for his way through school. How's he going to start this business? Business? He had to be innovative because he didn't have the money to go buy a lot of watches. But he found a way to be enthusiastic over it and, of course, transform heartbreak because his family told him he should never even go to college, that he's just wasting his money. So he transformed all that. He goes upstream and he finds the guy that's buying the guy. He didn't have money to buy a lot of watches, but he went to the guy. He went back to New York where he bought these imitation Chinese Rolexes. And people knew they were fake. They weren't trying to be imitation. They were fake Rolexes. They knew it. You buy it for 75 bucks, not five grand. So he goes to the guy and says, listen, I don't have money to buy a lot, but if I gave you a $100 bill right now, would you Tell me who you buy these from. Think of the innovation. He didn't have the money, but he wanted to find the supplier. So now he finds the person this guy's buying from and the guy that's selling them for 75, he was buying them for 25. He goes to this guy and says, he says, listen, I got to be honest with you. I think I can move 10 of these a day, but I don't have the money. Could you front me just 10, I'll give you the money back. And then as I go, just keep exponentially growing the inventory you want. That guy said yes. He starts in business. Now he's innovative because he's got money coming in and he's growing this crazy business in school of selling pretend Rolexes. And all of a sudden he sees the opportunity, opportunity of being innovative on another level. They never saw him coming. He goes to a frat house and says, guys, how would you like to all make money selling these Rolexes? Now he's paying 25 bucks or 50 bucks at the time. He takes all of his profit and he goes to the next guy and says, hey, I'm buying you. You're the distributor. How can I. Can I give you a thousand bucks and you just give me the name of the person who makes these watches in China. He went all the way upstream and then got him for like 12 bucks. Now he could give the difference in a $50 commission to people selling underneath him. There was a point where he was selling thousands of these Rolexes a week. Now, John went on, that was just a temporary business. He stopped doing that. He went on to doing the same kind of transactions with tickets. And now he's one of the largest ticket providers in the world for high end tickets. You want to go to the super bowl, you want to go to World Series, you want to go the World cup, anything you want to do that's a big event in sporting, in the sports world. He owns the high level tickets. He's an incredible guy. But his story just reminds me of he was the underdog and so were all his siblings. And all of his siblings let being an underdog keep them stuck. Where he found a way to use these five and other ones that we'll be recognizing as his fuel and to never give up. And that's a little inspiration. I know that story maybe didn't match perfectly, but I want to inspire because he's just a regular guy. I love the guy and look where he is now. No reason you can't be there. Okay, let's get to some questions. Okay, question one from Christopher Brown. How do you overcome lack of resources to be able to pay for speed? Okay, here's the cool part. Think of, I don't know where you are, Christopher, but I don't know anything that can exponentially grow what you want to do than modeling or learning from those playing the game at the highest level possible. So what happens is, I don't think we're taught that the value of wisdom, I mean what I share today, really think about it, I share the same exact strategies with my group who pay me $8,300 a month to be in my group, my 100k group. Same strategies to people who pay me $2,300 a month in my $25,000 a year mastermind. Because these are the strategies that work. There's no magic money machine. There's no, ah, open up this box and this is the gift to be a millionaire. This is the secret. There is none. It's all these little steps. It's all these foundational things that lead up to success. So with that, I don't know if you or anyone, you or most people, not the people on this watching right now, place the value on wisdom that you really should. So with that is whatever it is that you want to do, Christopher. If it's real estate, if it's online, if it's a brick and mortar building, find someone playing the game at the highest level possible online, my stuff and get as much. You're here, get as much value as you can, but don't let the what I'm sharing today. You might think, oh, this is all good, Dean, but I want to start making money on Amazon. That's what people think like, Dean, this is good, but I want to start flipping my first house, doing a wholesale deal. And they're like bypass that. Realize going upstream, this is the stuff you need. Because if you don't have the enthusiasm, you don't have the innovation, you don't have the power, you don't have the transformation of that heartache that doesn't drag you down. If you don't do that, if you don't do those things, then it doesn't matter if it's Amazon or real estate or online or anything else, it's not going to work. So just you being here right now is gaining you so much resources that took me 30 years to figure out. But there's other places, places. There are so many great videos online for free. Whatever it is you want to do, search out who the best Are, find their videos, find their interviews, find their podcasts. And when you can sacrifice, and I mean it, sacrifice money for things that aren't fueling your life. Save it up and then get the next level. Deep dive courses or training, or go work for somebody for free on the weekends. You want to be a great real estate agent or a real estate agent investor, Find someone great in your area and say, I'd love to work for free for you on the weekends. Listen, it's success, tax. I use that word all the time. Everybody wants that next level of life. Most people aren't willing to put the work in. I'm not saying you are, Christopher, you're here, man. That's awesome. But put the work in. Because a little hard work now can mean a lifetime of abundance and freedom. All right, Christopher, great question. Okay, Irene, journaling has always been my weakness. Any tips? It's been your weakness, meaning that you don't do it. Irene, here's the thing. Find something that does work because you're spending time. Maybe journaling is not for you. Maybe journaling's not it. I mean, here's the thing. I tried journaling. Not tried. I did journaling for about a nine month straight run. And it really helped my life. But my life went to another level that I don't journal right now. Because when I wake up in the morning, I think of something I'm grateful for immediately. A lot of you, if you read my book, you know, my morning routine, I think of something I'm grateful for immediately. Like low level, like just being alive or the sheets feel good or I got a good night's sleep or my kids are healthy. Just to put my frame in that mind. And then I think of one thing that was a win for me the day before. Because we always think about what we didn't accomplish. We don't give ourselves enough credit for what we did. So I go, oh, wow, yesterday, I closed that deal yesterday. I had that moment with my son yesterday, me and my daughter, da, da, da, whatever it is. And then I think of one win for today. Today, one thing I'm absolutely going to accomplish is this. I do all that in just a few minutes. And right now that works for me. As good as the journaling, because I'm in a really good space in my life right now. I feel really enthusiastic, really energetic. I feel connected with my clients, with you guys, more than I've ever felt felt in my entire life. So I'm in a good space. I don't need to journal right now. Now maybe somebody else can give you different advice. There are phases in my life where I need to journal every day. I also need to set goals and then look at my goals literally every day. Right now, I'm probably looking at my goals once a month. But I teach people, look at them every day, journal every day. Because if you're at a place where you want to grow, sometimes you need that. So you might say, hey, I'm going to journal every day for the next 45 days, next 90 days, and I'm going to see the trends of when I felt good and when I didn't. Like. That's what I loved about journaling is I'd write down, I had a great day today because of these thoughts and these actions. Oh, today was a little tough because of these thoughts and these actions. Then I'd go back over the last 30 days and go, wow, when I do that, I don't feel so good. When I do that, I feel good. I'm going to do more of that and less of that. That's what journaling did for me. And I like looking back and see the emotions I had at that moment and getting it out. But find something that fits you. Journaling might be amazing for your best friend, who's crazy, crushing it, but maybe it's not for you. Maybe it's practicing gratitude. Maybe it's 10 minutes of gratitude meditation, just thinking about all the things you love in your life, all the things that are good. Get in a space, shut off everybody around you. I don't know what it is. Find what works for you. Find what fuels you. Because all I'm trying to help you do, Irene, is be the best version of you. Don't try to be someone else. And I'm not saying you are, but so many of us make those mistakes. Okay, next one is from Vanessa. What's up, Vanessa? Okay. People sometimes have a bias against me, and I have to prove myself more than others. How do I strike the balance between staying quiet and then smashing it? Okay, so people sometimes have a bias against me, and I have to prove myself. So for me, I used to feel I had to prove myself all the time. But now, and I hope I'm answering this right for you, but now I don't feel like I have to prove myself to anybody at all. Unless it's somebody that's a needle mover. Is it the deal I want to close, the partner I want to bring on, the money I want to make, or the boss that you want to get the promotion from? If that's the case, then do it in a quiet, confidence way. Because here's what I know actions will show me if someone's a badass. I've had someone try to tell me, work really hard to prove it to me, and really, they just put on a show. If you're here, I know that you're truly a badass because you used the word smashing it. So you are a badass. That's all I can say. So here's what I'd say, is be the best version of you. Be the person you would like other people to be. You know, there's a great saying Tony Robbins says in a relationship, if you're not sure, if you're, like, planning your escape, trying to get out of a relationship, he always says, why not try this for the next 90 days? Treat the end of your relationship like the beginning. Because sometimes if you treat the end of a relationship like the beginning, then there is no end. So what he always says is, spend the next 90 days being the exact person you would love your mate to be. Sometimes we're like, I wish they would give me more attention. I wish they were closer. I wish they'd ask questions. I wish they would listen. I wish they would wish, wish, wish, wish. What about sometimes if we just be that person, someone who listens more. You want somebody to listen more, listen more. Someone who has your back more, have their back more. Someone that does the little things about recognizing, do the little things. So sometimes we just be the person we want others to be and they'll mirror us, like, wow, I got this. And then Tony says, if you do that for 90 days and the person pushed further away and you're truly authentically, then maybe you got to decide, do we do counseling or do we end a bad relationship? I would say that kind of applies to you, Vanessa. Why not, instead of trying to prove yourself, why not just be the best version of you and be the person you would love them to be? And if they don't see that, then hell with them. Maybe they shouldn't be in your life. And if it's someone you need for business, be the best version of you. And if they don't see it, then there's going to be someone else that does. Sometimes when you're trying here so hard and you're being the best version of you and this person doesn't see it, the person over your shoulder you didn't see come and taps you and goes, wow, I really like all that. What about us in a relationship, in business and in life. So I would think about that and continue to smash it. Stacy, how do I overcome the weakness of asking and making the deal? Oh, that's a good one. Love that question. Stacy. I love asking for the deal. I love asking for the money. So the first thing, here's the first thing. Change your framework. Somehow you believe that selling or asking for the deal or asking for the money is bad. Nothing happens in the world without a sale. If you don't get your spouse to marry you, you don't have the marriage. If you don't get people to come into your business, you don't have a business. That whole build it and they will come not true outliers every once in a while while there's this thing that goes viral on its own. Everything else, it's marketing and sales, it's asking for the deal, asking for the money, making the deal happen. So I would say the best advice I'd give you is to go upstream and change what that means to you. So I don't know what it is that you do, but let's just say you want to start a business making money in real estate. I'm just going to use that because I teach real estate, of course. And you want to ask someone, somebody to invest with you. What happens is if you start thinking, oh my God, I want to make money in real estate and I gotta ask my cousin for money, oh my God, what's he gonna think? I'm gonna feel weird. And you start talking and if you get involved, you start stuttering and like I really like to. Because you're thinking you're doing like a disservice. Like somehow in your brain you're thinking like you're doing something wrong or it's bad when if you flip it and say, I'm going to let my cousin invest with me because I can make an impact on their life, I can make more money for them. See, what allows me to talk without a script, without a teleprompter, whether I'm selling, whether I'm teaching is I love what I do so much that I feel I'm doing you a disservice if I don't get you to take action. If you bought my book, you know, my book ads are all over Instagram, all over Facebook, like non stop. Do you think I'm going to apologize for selling? If you read my book and you think it had a positive impact on your life, let me know right now. Give me a thumbs up or a yes. What if I didn't sell you on that book. Would you be here right now? Could I make this impact on your life? Did you have one thing today that I said that made a shift? A thought can course correct you in your life. If that's the case, it never would have happened if I didn't sell you. When I get on camera and I want to sell my book, I want. I want to sell what I do. I want to sell me. I want to sell my courses. One of the things that is in the center of my soul, Stacy, is I know what I'm doing benefits you so much that if I don't present the deal to you and I don't get you to take action, then I did you a disservice. So love what you're doing. Find a way to love what you're doing. That if you're going to your cousin, using this metaphor, if you're going to your cousin asking for money, you're not like, oh, my God, I got to ask my cousin for money. Okay. No, it's like, wow, I found the path to probably get him about 20% interest on his money, and it's sitting in the bank doing nothing. When you go to them, it's not like, do you think it's like, you are giving them an opportunity that if you don't get them to say yes, you're doing them a disservice because their money's not making money and you both aren't flourishing. So change the meaning of what you're doing, and then sales become easy. Asking for the deal becomes easy because you're helping them. Listen, when I asked for a credit card, if you bought my book, I'm not like, oh, okay, the book's really good. But now click the link below and, you know, give me seven bucks to get this book, and I hope it's okay. I hope you don't mind spending no 7 bucks to transform your life. I'm like, listen right now if you want to transform your life. Because in the back of my head, I know I can change life. Look at everybody saying yes right now on the book. I'm like, in the back of my head, I'm like, change your life. Change your life. Change your life. Hey, right now, if you want to change your life, stop messing around, click the link below and get my book. I can do that authentically. I can do it with enthusiasm. I can do it with excitement. Not because I'm a hype man, because I want to change their life. So change the meaning of what you're doing, and I promise you, you won't be afraid to ask for the deal. Okay. What's the key to having grit? When you've lost enthusiasm or you lost the fire in you, how do you motivate yourself each day? Caleb, great question, man. There's a lot of different answers to that. But if you're here, if you're here right now, you haven't lost all your enthusiasm. You're searching for another level of view. And that's okay. We all go through phases of searching. But if you have my book, go to chapter two, like today, and do the exercise on why you want it. You're here. That means you still want another level. You just don't really have the energy. You need a stronger. Why you need a stronger thing that gives you the enthusiasm and the power to move forward. And I would bet to say some of the things we get stuck in our head of like, yeah, I'd like to make more money. Yeah, I'd like to have my own business. You need to go deeper in that exercise. I talk about asking the same question twice. Like, I could start by saying, caleb, why are you here? Why are you watching me right now? Do you want financial freedom? Do you want to just figure out what kind of business you want? You don't want to work for somebody. I don't know what it is, but you're here for a reason, whatever that answer is. Say you want financial freedom or you want to. Let's say you want to start a new business. Then if I said to you, caleb, why do you want to start a new business? He said to have more freedom. Okay, great. Caleb, why do you want to have more freedom? I'm not quite sure. Freedom. Because I want to make my own choices, and I want to spend more time with my son. I don't know. Maybe you're 17 years old. I don't know. I don't know how old you are. But he said, I want to spend time with family. Okay, so you want financial freedom. You want to run your own business. You want to spend more time with your family. Why is it important that you spend more time with your family? If you ask that seven times, follow it in chapter two. I think it's chapter two. What happens around the fifth question, you get out of your head and it lands in your heart. And I really want you to think, because I've never had anybody go through that exercise and not find a whole new level of enthusiasm to fight for what they really want. Why the hell they want it, why you're here. And when it drops from here to here, you get different answers. Like, my parents were never around for me. I don't want to be that same person. Or my husband never supported me before he left me. I'm going to show him. Or my mom died before she saw what an amazing young man she raised. And I want to show her in heaven what a good man she is. These are all answers I've got from people on stage. And when I watch it, their physiology changes, their energy changes, their talking pattern changes. And I watch them. I did this exercise yesterday, day in my training, and half the room, 25 people, tears coming out of their eyes because they realized why the hell they want it. They went from the tears to freaking straight up enthusiasm. They were rocking the house after that because they're like, no, I'm not doing this just to make money. For me, it was that I never wanted to go backwards because I was broker than broke as a kid. I want my kids to have choices. I don't want to raise entitled breaths, but I want them to have choices in life to carry on the family name. And third is I wanted to to be in control of my life. I moved 20 times by the time I was 19. I never felt in control as a kid. And I need control. The only way for me to have control, give my kids choices and not go backwards is I need to kick ass in business. I need to have grit, I need to grind, I need to have enthusiasm. If I was doing that for financial freedom or to get to $100 million a year, or to buy the boat or buy the airplane, eh, that doesn't help bad days. Eh, doesn't help my enthusiasm. Tell me that my kids won't be able to have choices in their life, that I'm going to go back to being broke or that someone else is going to tell me when to go on vacation, when to coach Little league, when to coach baseball. You're going to take away my control? You're going to take away control of my time? Hell no. I'll chew through a concrete wall. I'll climb Mount Everest. I'll do whatever it takes to keep those things in my life. So I would encourage you to dig deeper. If you think you did that exercise, you didn't go deep enough. Find the why that makes you cry. Wow. I don't even think I said that. I didn't mean to rhyme. But find the why that gives you chills or makes you emotional and you'll find your fuel, you'll find your nitrous. Oxide. Listen, it's such an honor and a privilege and a pleasure to have you guys here on my podcast. The podcast is on fire because of you. We haven't been promoting it because of word of mouth. We're doubling every month since we started, and it's. It's all because of you. I appreciate this. I appreciate the. The wisdom, the messages. Make sure you follow me on Instagram and let me know, because you can hit me up with DMs and let me know any topics that you want me to talk about. Again, if you love this, share it with friends, like it, post on it, comment, anything you can do to keep the momentum forward so we can affect more people's lives. If you liked this podcast, make sure you rate it. And also make sure to click subscribe so you never miss out. Remember, all success starts here.