Behind the Scenes of Andy Elliott Group’s $100M in Sales with Jacqueline Elliot

Jacqueline.

Elliot. How are you?

I'm great. How are you doing?

Excited to have you on the podcast.

Thank you for having me.

There we go. So for those that don't know, Jacqueline is the CEO of Elliott Group and Andy Elliott's wife. Right.

I am Andy Elliott's wife. Very interesting thing. People ask me that all the time.

A hundred percent. I know you probably got a lot of questions.

Yes. A lot to handle. Biggest project I ever had. But it's been very fun. Yes.

Okay, so before we get into the marriage and your business, I know you guys have done hundreds of millions of dollars in revenue. Right. I guess. Like, can you tell us your backstory? Like, where did you start?

Well, my backstory is very much like, I think everybody's backstory, you know, Experienced a lot of pain as a kid. Had a broken family, was born in California. Okay. Not a nice part. It was East San Jose, California. So it's like the ghetto NorCal. Yeah. Really? Yeah. It wasn't. It wasn't the best. I. My parents got divorced when I was little. I stayed to live with my mom. Actually experienced a lot of heartache as a kid. Saw just a lot of bad things. I think my mom started working, you know, and everything. I got a lot of good things from my mom, just from the work ethics side. But she also, you know, being divorced, being a beautiful woman, was dating a lot, doing a lot of things that probably weren't. Weren't the best. But she was one of 14 children. Wow. So I have 14 aunts and uncles on my mom's side, which is crazy. But I was one that was the child of the mom that wasn't there to take care of me. So everybody really felt sorry for me as a kid because they were like, I wish I was your mom, or I wish I was your dad, and I would do this and all that. So I saw that growing up, and I hated it. I hated it. I hated it because I didn't really feel like I had it all that bad, but everybody always tried to make me feel like I did. Yeah. So it was just kind of that kind of thing. So I hate, like, negative talk and feeling sorry for. And I. I grew with that. Like, I hate that. Yeah. And then so I lived with my mom for a while, and then I moved with dad, and I actually grew up in Mexico.

Oh, really?

New Mexico. I mean, Mexico, Mexico.

What part of Mexico?

In Sonora, south of Arizona. So it's a nice city, but I went from growing up in the states, and this is the complete opposite of why people moved to the States, you know, so I lived in the ghetto in the States and I moved to Mexico and I went to private schools. And it was actually a better life for me, completely the opposite. But my dad got remarried to a younger woman, 14 years younger than her. And there was a lot of jealousy involved because I was my dad's only daughter. But he was a great man. But what I saw growing up was a failed entrepreneur. He was just. He would start a business and he would fail and he would start another business and he would fail, and he would start another one and fail. So to me, it was a great way of being brought up because it gave me a lot of guts. Yes. I wasn't afraid of anything. I was just like, okay, I'm going to try this and if it fail, what's the worst could happen? Yeah, I live that way. So I learned business pretty early on. So I started working very young, went to school, had different jobs, grew up just basically taking care of myself. But because of my upbringing, because I had my mom and because of my dad, and I wasn't very, you know, I wasn't very emotional, I guess I should say I was kind of cold. But I was very, very smart in business very young. So I learned to make money pretty early on. And, you know, I went. Ended up like studying in Mexico, went to college, Spain. Then came and moved to the states and was like, in Arizona. Yeah. And then I was like, okay, I'll just move here. Didn't know anybody there. My had family in Mexico and family in California. So I was just kind of there by myself. So I got addicted to working. And, and that was just really, really how. How it started. So I just was like, just working, working, working, working, working, working. Well, fast forward, you know, later on, it was really hard for me to actually find, like, or not fine, because I never really looked for anybody to like, date or anything. But meeting a guy was just like. I didn't feel like I ever needed anybody.

Okay.

I felt like I could always take care of myself. I, you know, I was too independent.

That's how I am.

And I. And I was intolerant to anything. So, you know, later on I had to decide, like, hey, I've got to put my ego aside. Because women, we have egos too. Yeah. You know. Yeah. And, you know, being Hispanic and hot blooded, I mean, we're like, dude, like, it's my way or the highway type of thing. And it was, it was that way. So I learned from both sides, you know. So meeting Andy you know, we were both alphas at the time, and. And we just kind of grew and we had to learn to set certain ground rules, you know, to our relationship, because I figured it was going to be my fault because I was used to not putting up with anything, you know.

Okay. Okay, so let's. Let's rewind a little bit. So, like, where did you meet Andy at?

Okay, so I. Before I met Andy. Going back a little bit. Yeah. I was in Arizona and I had, like, several jobs. Yeah. I was just, like, addicted to working because that was just part my DNA. Yeah. And I started working at a car dealership. I went and. And I went in as a customer. Customer relations manager, you call it, when they used to get, like, customer service, you know? Yeah. CSI scores and all that other stuff. So I would just call and make sure customers were completely satisfied if we needed to do anything to make sure that they were completely satisfied, that the, you know, that everybody was taking care of them the right way for sales and service. So one day I covered for the receptionist because she had an emergency, something happened with her kids. So I went up there. I'm like, okay, I'll handle the phones or whatever. And they passed out. Back then, there were these little pink slips that were commission vouchers for the sales guys. And they had little cubbies at that at the front reception desk where the guys would just come and pick them up from there. Yeah. So they gave them to me and I was putting them in there. And as I was looking at them, I was like, man, like, I saw some big numbers on there that I. Man, this is crazy because I would look at these sales guys and they were always sitting there just, you know, playing with their phones or complaining or back then reading the paper because it was in 2003. So. Yeah. And they were just kind of just sitting there. So it looks like just felt like a big country club. Yeah. I remember the general manager passed by and I'm like, hey, Frank. I'm like, is this what this guy's really made on one car? He asked and I asked him, you know, he's like. He kind of, like, smiled at me. He's like, yeah, why? And I'm like, can I try this? And then he was like, well, what do you mean? No, you do great. You know, the customers relations stuff is great. We've never had anybody take care of. I'm like, it's ok. Okay. I can still do that once a week because, I mean, I was addicted to working at the time. I mean, I had Other jobs, anyway, so I was like, let me try selling cars. Yeah. And then he's like. He's like, all right, whatever. So anyway, come on Monday. And then I showed up on Monday. He's like, you're really serious? And I was like, yes, I'm serious. I want to sell cars. I really want to want to do this. So. Yeah. And I'm like, so I show up and I'm like, okay, what I do? He's like, go catch it up. And I was like, what does that mean? Yeah, well, go talk to a customer. Go get a customer. And I'm like, okay. So I go outside. I remember wearing my heels, and it's hot as shit because I am in Tucson, Arizona. So I could feel my heels just melting around. And it was like, I'm just walking out there. Finally, I have a guy, an older man shows up. Reminds me of my dad. My dad's really straight, lace, buttoned up shirt, you know, hair fixed, perfect, pants pressed. He shows up, very serious, no smile. Yeah. And he asked me about diesel trucks. And I was like, you know, I show him. I'm like, okay, trucks. And I'm like, looking. I'm like, okay, over there. I'll follow me this way. And, yeah, I have no idea what I'm doing. So then he starts asking me questions about the engine and all of these different things. And. And I start laughing hysterically. Like, laughing nervously hysterically. And he was like, just staring at me at first. And then all of a sudden, I just couldn't. I couldn't stop. Like, I started getting that cramp in the stomach. We started laughing. I'm so nervous. And he's like, what are we laughing at? Like, he starts laughing with me a little bit, and I'm like, I'm like, it my first day, you know, I'm like, look like the type of girl that knows anything about these trucks. I. I know nothing about them. But, you know, I can go get you one of the guys that's sitting inside or you asking me all these technical questions. I'm like, you know everything about that. I can tell you know all about these trucks. Why don't you just teach me? Or, you know, just tell me. He's like, all right, go get the keys. I don't even know where the keys are. I'm running in. I'm running. Like, I had these heels on and I was running. I got really good at running in heels because of that. So I ran in there and I'm like, finding the keys, trying to figure I Run out and I get the keys and I'm. Anyway, I take them out. And then. So we just kind of started talking and I just. I started learning, I guess. And later on I thought about, like, what did I do back then that helped me, like, develop that rapport with that customer? And everything was just being me and asking him questions. I didn't know what anything was. I was having him push the buttons and do all this stuff to this car. So we show up and I didn't know anything about negotiations. I didn't know that you can even negotiate for a deal on a car. I have never even, you know, sold anything like that before. So I show up and they give me the proposal and I go out there and I tell them, you know, this is going to be your payment. Blah, blah, blah, interest rate. Like, I didn't really know how anything worked, but I. Because I didn't know anything. I closed that deal on the first pencil, the first proposal, just because I was so sure that that was the best deal possible in my conviction alone. Sold the car. Yeah. So I was like, man, like, this was easy. This was great. And I didn't really know what I was doing. So eventually, you know, I've just started doing that. And I. And I could tell I was the only girl that then I was the youngest one. I worked at a Cadillac, Montiak, GNC, Saab. You know, these Saab doesn't even exist. All of these brands don't exist anymore because it's 2003. Okay. So then. And then they had a BMW store as well, that we had that. So we had the new and the used. So I was there and I had these older men that were there and they were always talking smack. I could hear them. And I was always. I would always ignore them. I remember just ignoring them, just talking about me and how she's always taking her customers. There she goes again. She's standing outside. Like, we can't even get to them. Like, I just hear him and I remember that noise being there. So when I. That kind of started affecting me kind of as a woman. But I never said anything. I would always just say hello and be polite and pretend like I didn't hear him. Yeah. But I got myself into debt, major debt. Like, I went and I bought a big, huge house, which now I don't even understand how I qualified. But the, the. At the time, at the time, in 2003, you can pretty much buy anything. Yeah. Like, you didn't have to prove anything to anybody or I don't know how they did it. Maybe they did some illegal stuff to get me qualified. Who knows? But I got a four bedroom house with a big pool in everything. Like I was. I had like a massive house. And I knew that I needed that to push me to work hard and not listen to the outside noises.

Yeah.

So I did that. So I got into debt and I went in and I just worked really hard. I became, like, addicted to working. Yeah. So anyway, I smoke these guys. I sold more cars and all of them and everything. And then I just kept excelling and I just kept getting, like, promoted. Like, for example, like in fine, I got promoted to finance. And it was just by accident. It wasn't that I ever tried to get in there. I translated. Translated to a couple of deals for the customers that were speaking Spanish. Because I spoke Spanish. Yeah. And then, you know, it became that I started taking these people without them having to translate anything. And then the guy started calling sick. So I took over the deals. And then my, you know, I was. I was doing better. My per copy that they call in the car business was higher than theirs. So, yeah, I became a finance manager, then finance director. And I just kept excelling in all of these different areas just for not being scared and just jumping into situations. I feel like sometimes people like, they. They feel like they're not qualified to do certain things when all you have to do is just not be afraid of taking that next step, the next move. So that's kind of what happened. But then the reason how I met Andy, going a little bit forward in that, you know, I was doing really well at my dealership. I was making good money. I did really well, is that I took a finance class in Oklahoma after I was already in finance. I went in and I took a class. Yeah. Which is kind of crazy because they're like, okay, well, they have this class and I wanted to go. So I show up at this place and I remember them asking me, like, they ask all of us, like, okay, what. Where do you live? What kind of car do you drive? What kind of money do you make? All this stuff. They open all this stuff. And I was the only one that had my own house. I had the nicest car, made the most money than anybody in the room. Yeah. So it was like all of these guys that were there, they put us and they made us do presentations in front of people. And then I realized that I wasn't as good as I thought I was.

Oh.

And it freaking kicked my ass. And it. It kills me. Even though these Guys weren't making as much money as I was, and they didn't have all of that. I noticed that I had that gift of gab or I just had that relationship that I didn't have a skill behind it. I didn't have an actual presentation. Like, I didn't know really what I was doing. I didn't know how to overcome objections. I didn't know any of that. So.

But you would, right? Naturally you would get over objections.

I would, but I wouldn't really get them, which is a good thing. But then when it came to it, like, I really didn't know that, that I was doing. So I started studying and started like really understanding that there was another level in me. And so what I did is that I started like researching Oklahoma at the time. Well, cost of living is lower side. My idea was like, okay, I'm going to move there, get thrown into lions, like lion's den, basically with all the people that do, like the very competitive compared to where I was, because I was cushy. You know, I was. And I went out there, I'm like, I had my plan. I had my business plan set up because I'm that way. And I was like, I'm going to be here for maximum two years tops. I'm going to live here and then I'm going to save a bunch of money because I'm going to make this. And if I can get to this level, I'm going to go move to somewhere cool after that. Yeah, well, that didn't work out because, you know, obviously I went there, I excelled, and I did really well where I was. So I proved myself that I was good enough with the skill and the gift of gap and the personality and all the other stuff I was doing. And then I ended up getting a job offer at a different place at a Harley Davidson place, which was really so much easier than the car business. And I killed it there. But that's when I met Andy in the car business. We worked for a same dealer group and never worked together. Yeah, I'm never talking to anybody at work. I was that girl. Yeah. But, you know, we. We understood each other and, you know, we understood the. The same type of business and all of that. Yeah, kind of. Kind of helped that. But when I met Andy, he was a used car manager for the same place for 10 years doing the same thing. So when I met him, I was like, why are you still a used car manager? Like, why? I mean, you have so much more in the tank. Like, what unsettling and he got so pissed. No, he got so mad. He's like, who do you think you are? I'm Angelia. You don't know anything about me. My mom left when I was 2. I do better than anybody in my family. All this stuff. And I was like, dude, like, are you even talking like that? You're limiting yourself? Like, what's going on? Yeah, it was one of those things where he was so mad, but at the same time, he started, you know, believing that. So it was like, one of those things where I gave him that push to. Because he was real. I noticed the way people would follow him and, like, in everything, like, he was always a good leader, but he never gave me. He was just more of a showman. He had. He was cocky. He was arrogant. He was, you know, whatever. But I was like, man, if you really turn that around. Yeah. And you really try to do something with that instead of just showing off. Yeah. It would be really good for you. So anyway, it was a big transformation. And in that. And then, gosh, it was, like, crazy, because I was a ballsy one. I was the one that was taking risks because I had moved, you know, from California to Mexico. From Mexico. To Europe.

From Europe.

And then from. And I didn't really have to think about it. I made a decision, and I would just run and go. I didn't have any, like, leashes, and. Yeah. And with him, he was stuck in that position for a long time, and I didn't really understand that. Yeah. So seeing that failure growing up really helped me not, you know, hold back on anything. Yeah. So with Andy, it was the complete opposite. But then all of a sudden, like, you know, we built that belief and, you know, that he can get more. And then, you know, now. Then we flip flopped, you know, after having kids and everything. And it was just kind of like, dude, like, do we need to think about this or just jump? So we kind of, like, switch roles, and now in our life, we're. We're finally at a point where we're like, okay, we're aligned. Like, we believe the same way and. Got it. But we kind of had that. That switch off.

So how old were you guys when you. When you had this conversation with him?

I was about. See, I was 24 or 25.

Oh, so you guys were young.

We were young, yeah. Been together. We've been married for 15 years. Been together for 17 years. Oh, about to be 42.

Okay.

Yeah. So he's. Yeah. About to be 44, so. So, yeah, we've been together For a long time. But during that, I mean, just, you know, being in business and doing things on my own to getting in a relationship, I mean, it was, it was really, really hard for me. My level of tolerance for anything was like zero. Yeah. If. If he didn't any type of argument or anything, I was like, dude, I don't have to put up with this. And he was like, why are you so cold? And like, I'm not comfortable. And I was cold. I was cold.

I. We have very similar personalities.

Yeah.

And very similar backstories.

Yeah.

So I grew up a single mom, worked hard, she was abrasive, maybe a little abusive.

Yeah.

So I grew up super independent, very straightforward. But now I gotta, like, work on that.

Yeah, yeah. When you can, once you get into relationship, you'll see how that affects you. And that's what happened to me. See a lot of times, like I was like always trying to find a reason or blame. Like, oh, well, he doesn't do this the right way. So. But it was me. I was just almost finding an excuse to just get out at a point. Yeah. Because I was like, okay, this isn't perfect. It's not going my way. So things would get difficult and I'd just be like, oh, I don't need to put up with this. So I drew really hard line and it was one of those things. And Andy, I mean, he was major alpha and I was Alpha too. Like, yeah. But I had to learn, like, this is my problem. This is me not having that level of tolerance. And in order for a relationship to work, I'm going to have to give and not find a way out. Like. Yeah, I'm really going to have to, like, you know, obviously, like, like we believe in fighting and we had to develop. We had a lot of heart. Like, we were just like, dude. Because Alphas can either just crash and explode or you can learn to grow together. Yeah. With us, at first, we were freaking exploding left and right. And being Hispanic and hot blooded is not a good thing because I learned that I was just like, man. And I'm the type of person that I, I would explode. But I also am have a good trait, which me, I don't, I don't carry grudges. Like, I keep myself busy and I'm like, okay, I'm going to tell you what I need to say and then once I say, I let it go like immediately. Like, you can come up to me, you can tell me something and I'll tell you, hey, you know, and I'll like, attack but you can come up to me later. And it's like the conversation never happened. And it's the weirdest thing. But I learned that also because a lot of people feel like they have, like, their friends and people to vent. And I always had friends and all that, but I wasn't ever the type of person that would ever say, like, oh, I need to go let this out with somebody. I just basically talk to you. Yeah. About a problem, and I want to go and say, oh, well, he said this and this, and I wonder why is. And I won't hold any grudges. But we. We get through it. And most of the times, like, it's not even what I'm thinking. Like, it's completely the opposite. Nobody meant anything bad by it.

Yeah.

So it's like, I learned to do that. But one of the things I think that helped me and Andy in our relationship is, you know, I had my relationship. I got. I'm really close, dad, but it wasn't like, he did marry a younger woman, so she was really jealous of me being the only daughter. So I wasn't very affectionate with my dad. I am now. We're really close. But one of the things I told Andy and. Because I had that upbringing with my mom and people feeling sorry for me is no matter what happens in our life, if we're in a tough spot, that we need money or we fight or whatever it is, we're never going to tell anybody. I don't want my family to ever worry about me. I don't want to want anybody to ever feel sorry for me ever. So we never, ever would share any hardships with anybody throughout the relationship. Another thing I did tell him, I said, hey, listen to me. Like, I'm never, like, if. If you. If we ever have an. It had an argument or something. I never shared with my family anything negative about Andy. So if you were. We were to get in a fight, I didn't call. Oh, dad. Well, we got into fight. Yeah. I had so many cousins and so many friends that would come up later and be like, I don't understand. I. Why my parents don't like my husband.

Oh, yeah.

And all this other stuff. And I'm like, oh, it's because you told them that one time that he called you that name. And you get past it, you forgive him, and you walk hand in hand, and they're like, look at how happy they look. They must be faking it. Yeah. Remember when he did this to her? Yeah. Oh, she's such an idiot. So you have people that do that constantly to themselves. You know, a lot of different things. It can be in your relationship or even about business. Like, ask me all the time, hey, how is it that you. You support Andy? Jacqueline, how do you support Andy?

Yeah.

So much or so. Yeah. And I'm like, well, how do you talk to your spouse about business? Oh, my boss, he made me stay late. He's such an. All he cares about is himself, and he does this or. Or that or my clients or I can't get anybody qualified, you know, for this, or I had to sell my car because I. All this. Different things. You know, you're talking about all your heart hardships too early. Yeah. You know, and they're, you know, you don't share the good stuff. You're not bringing home special energy. You're not telling them how much you enjoy your career. You're not telling them all the lives you're changing. You're not telling them, hey, I got these from this family approved for this house. And, you know, they went to so many different places, and they. We went this route and we really helped them. You know, we got them out of this place that they. They didn't have hope, you know, I wish you would have seen them. They had this little kid. He. He was so awesome. I was giving him a piggyback ride. You should have seen that. It was just so great. Like, you don't. You don't experience that. Most of the time, they bring home leftovers. Yeah. You know, they complain about work, and then the spouse, you know, they're like, dude, like, why should I, you know, support them if all they do is they bring home leftovers and they. They hate their job. Like. Yeah. And they really want to see you fulfilled. They want to see you be a badass and kill it in business.

Okay, So I want to ask you this because I've heard Andy talk about it too. How do. How do you guys level up to where you. You are a badass. You are fulfilled. You have enough energy to work and be at home. Like, most people don't have that. So, like, how did you work your way up to that?

Well, I think a lot of people kind of like, they're. They're one dimensional. And then I think a lot of young people, they. They think that, you know, in. When they're in a relationship, they think, you know, I'm just gonna go and I'm gonna give, you know, everything to work. And then what they do is they're constantly. When they're at work, they're regretting that they're giving up on their family and they're thinking about, man, I need to give my kids time. I need to go and, you know, and take my wife, date or do this. But then they get home and they're on social media, they're scrolling, they're doing stuff. They're not really there and they're not giving. I mean, they're not where their feet are. They're thinking about work or what they needed to do they didn't accomplish at work and they're at home, or they're at work and they're thinking how they should be home. So they're not really where their feet are. They're wasting their energy being where they're not. Or they're hoping that they did something that they didn't do because they're just. Their brain's not really functioning where they are. So. Yeah. So I think a lot of times, you know, people don't find that fulfillment or that stretch or their drive and they think that they can only accomplish one thing and not the other. Society trains you to just give everything to your job, Especially, like, for people like your age. Like, you know, give out your young, give your special energy, do all that, Grow yourself, grow your business. But then you're stuck and you're so busy with that. Yeah. When you have the right relationship, you don't know how to balance one or the other. So you're losing one or the other. See, we've made a lot of money and lost it all just because we didn't have that solid foundation. We teach. You can have it all. You can have a good marriage, you can be healthy, you can kill it in business. You can do all of it if you do it right. But the thing is, is bring your family along the journey. Like, when we started our business, we had to make a lot of sacrifices. We had to make so many sacrifices. We had a beautiful house. Like, it was, like, magazine worthy. Like, it was really nice. We had everything we could have ever wanted at some point going. And I didn't really understand. Andy was not fulfilled with work. Like, he didn't share a lot of things with me. But one day he just broke down and said, like, everything that he really, really hated about it. And I was like, he had the golden handcuff syndrome. He felt like he was a slave to work. Yeah, he felt like he was a slave to a paycheck because he was paid a lot of money. So then I was like, having all this stuff wasn't what was Most important to me, having a fulfilled man and somebody that I could look up to that was proud of what he did, being a good dad. Everything else was what was more important. But because we started sharing everything as a family and talking about all of this stuff and envision. See, I would say, like, your spouse will support you in your dreams, and what you look at is success. Most people say, oh, success. What is success? Well, I want to put this amount of money in the bank, or I want to make this amount of money. And they don't really know or identify what that really is. Yeah. What is success really to you? What do you want to do with that money? What is it that you want to accomplish? And is your wife and your kids or your family included in that picture? Picture, yeah, because most of the time it's so vague. Being successful is vague. A lot of people don't even know how to identify that. If you don't know what success looks like to you, you're never going to achieve success. You're going to make money. You're going to lose it again. That's just it. Yeah. So if you include your whole family in that picture, they will support you. So when we had to go back and sell our house and sell all of this stuff that we had and we had to go and sleep on mattresses to build their business. Yeah. We talked about what the vision would look like. Like, we shared it, and we're like, we shared it with our kids. It was my idea to sell all that. If I would have went and I would have told my family, hey, mom, dad, you know, you know, I built. We built this house. We got this perfect thing. And all this time and effort and everything that we put into the house, I'm gonna. We're gonna sell it. Because Andy has this dream that one day we're gonna have the best sales training business or company in the world. They would have been like, why would you do that? They would not get it done. Their level of success or their idea of what. What should be success for us is different than ours. Yeah. You understand? So it's like we didn't share the hardships. I think a lot of times we share the hardships of what we want in life too early that people talk us out of our dreams, you know, so you can say, hey, you know, I'm starting a new business and I had to sell my cars because I had to go spend money on marketing or leads. You're like, well, why did you. Why did you give up. Up your 9 to 5 job. You can complain about all this stuff and all the sacrifices that you had to make. Why don't you stay in your 9 to 5 job? Yeah. Like, and a lot of times people, when they start businesses, that's why they fail. They fail because they talk about all of these sacrifices and they complain too early to the wrong people. You know, and it can be your family. Yeah. It's trying to keep you comfortable. It can be your friends that like, see you a certain way or they don't understand. Yeah. You know what that is? Because they've never really under understood being entrepreneurship or anything in business. So.

Yeah.

Just really don't, don't really get that. And they're trying to keep you safe. They don't want you to suffer. They don't want you to give up stuff that you really like. Yeah. So it's like you always have to constantly like, talk about that stuff after, like. We didn't talk about the mattresses or anything like that until after we were off the mattresses. And we didn't.

But okay.

We brought our kids. Yeah. We're like, hey, kids, you know, guess what? You know how mom is a pain in the butt and she doesn't let us jump on the bed in the house and she doesn't let us make a mess ass in the house. And she's such a neat freak. She's such a pain in the butt. She'll let us do anything in the big house. Right? Yeah. Everything has to be perfect. Well, we're gonna go and we're gonna build forts all day, all the time. We're gonna be able to jump on the bed and do all this fun stuff and we'll be so close as a family. We're gonna sell the house and guess what's most important? Our family. And we're gonna have so much fun. We're all gonna sleep together in the same room and we're gonna have so much fun. It's gonna be awesome. Oh, my gosh. Like a sleepover.

Yeah.

Yes, like a sleepover. A permanent sleepover.

Like an everyday sleepover.

Everyday sleepover. So our kids were all about that. Yeah. Got rid of their toys. We got rid of the swimming pool. We got rid of their rooms. They got rid of everything. And we went and we all took on the risk together as a family. But we shared what we envisioned. We. We shared, you know, what we saw our training company was going to look like and the people, the lives that we were going to change and all the people we're going to impact and what we're going to do together and how. How we're going to be so close and how Andy and I were going to build this business, and we're all going to be there together. Yeah. Now, a lot of people ask me, like, hey, you know, because we have help now. And I travel everywhere with Andy. If you see Andy anywhere, I'm right there with. Yeah. And he's right there with me as well. And we do that now, and we have help, but there was a time where we didn't have it. Yeah. And people ask me, like, when you have your kids, like, what do you. What do you do with your kids? Well, when we were building our business, we didn't have the money. Money. Our kids were involved in everything. They learned entrepreneurship and business very, very early. So I worked off my laptop, and I. We didn't have an office in the very beginning. And, you know, Andy shot videos by putting, like, stacking, like, file boxes and with his phone and all this so it could be really quiet. And then we had to. Basically, I had, like. It looked like an FBI lab. I had, like a. A table from, like, Walmart. Plastic table. Like. Yeah, those ones that you put, like, and you take to the park. And I set up my computer on it there. And my kids would come up. Mom. And I'd be like, in just a minute, you know? Yeah, mom, just a second. They knew that if I was in my little work zone, that designated area in the house, that that was a time where they had to have patience and wait. Right. But as soon as I put that phone down or something, I put it down, and it'd be like, hey, mom, you know, whatever. I'm like, yes, tell me now. I'm ready. Like, mom, you know, this thing happened at school and. Oh, really? No way, dude. That's awesome. Andy, did you hear that? He did this at school and. And it was like a party. And we, like, reinforced that and everything. Teaching my kids patience. Yeah. And also. And I put that down. I was present with them the whole time. But they need to know that. They needed to see that. So it's. When they come to the office, they know, you know, they know they get along great with our team. They know what it's like to work. They know the sacrifices. They're not entitled. Old. You know, you talk about, like, what you leave your kids. You can leave them money if something happens to you, or you can leave them habits. Yeah. Our kids know habits. Like, we talk about death. We talk about a lot of different things in order to prepare them for that. And they really. That. Yeah, they understand that.

How old are your kids?

7, 10 and 12.

Damn. You talk to your, do you talk to 7 year olds about that?

Yeah, I asked my son all the time. I tell my, my oldest son's name is Ian. I say, ian, I could either treat you like a normal kid, I can give you video games, I can give you whatever it is that you want. You'll have a normal life. I'll be a normal mom, and you'll have a normal dad, and, you know, you'll be happy, content. You get whatever you want, basically. Yeah, to an extent. Or I can treat you like the badass that I foresee you, I foresee you being a leader. I foresee you being this way. You're going to be changing a lot of lives. You're gonna do this and I'm gonna be tough as shit to you. Like, I'm gonna be like, mean sometimes. Sometimes you're gonna hate me. Me, you're gonna hate me.

But your seven year old.

Yeah, I talked to all of them. I said, but I have, I gave you a choice. Yeah. I can treat you this way and you're gonna be a normal kid. Yeah. Or you're gonna be a badass. You tell me how you want me to treat you. He's like, no, mom, treat me like the bad ass. And I'm like, okay. So when they get weak and they fall or something, of course I show them massive love and everything. Super close. If you see my kids, like, they're massively loving, like always hugging, kissing, showing tons of attention. Yeah. In everything. Because I'm there. When I'm there, I'm with them. Yeah. But you know, they, they learn that at a very young age. And you know, they're not, you know, you know, their kids are going to complain and they're gonna do stuff and I remind them, hey, you want to feed your ice cream, Treat you like a normal kid, or do you want me to be tough on you? And I'm like, you made that choice. And they're like, okay, mom. And then they get it. But you know, a lot of it is like, you know, like there's a lot of controversy and like what I talk about a lot of people.

Yeah, I've seen it.

Yeah. Because it's like a lot of times people are always talking about, like, I feel guilty because I'm working. Yeah. I need more time with my kids. And I'm like, well, listen, listen, your kids, like, it's great. You can give them A lot of time. But most of the people that I know, they're. They're with their kids and they're on their phones or they're not intentionally with their kids. Yeah. So I talk about like, you need 20 minutes, 30 minutes of intentional time with your kids where you can become. I show up and I'm a different mom every day.

I'll throw.

I'm in the air, I'll run around. We play Duck duck goose. Yeah. On the roads. We do different things. Things. Yeah. And we play, you know, we play games and do things where they have fun. And I wear them out to the reason why I work out. And my kids, I mean, they, I. I want to have more energy than my kids. And that's tough to do when you have 7, 7, 10, and 12 year old. I mean, they run. But that's just it. When you're there with your kids, no matter how much time, whether it's 30 minutes, 2 hours, 4 hours, if you're intentional with your kids when you see them. Yeah. And you won't feel guilty about words. And they want. You want to teach them that you're a badass either way. So you want at what you do. There was a time when I was taking care of the kids and I felt like I was a slave. I was a slave because I mean, obviously, culturally, you know, your parents, their background and everything they teach you all have your three meals a day, serve your kids. Yeah. Everything's perfect. So I made sure my kids hair was perfectly fixed and their clothes match and their clothes wasn't wrinkled to make sure that everything was perfect on them. And I walked around with a bun all the time. Like, I was just. I left myself last. And the thing was that I really didn't like myself. And Andy would show up and be like, hey, kids, how are you? Throw them up in the air and everything. Hey, babe. And it was like, I'm like, dude, like, what's up? Like, I'm. I've been taking care of the kids all the time, and they're not that excited to see me. So what happened is that I decided to switch that. And I was like, you know what? I'm gonna start putting myself first. I've put myself last for long enough. Yeah. I wasn't happy or fulfilled with what I was doing because. Not that I didn't like serving my family, of course I taking care of them, but they almost took it for granted. Yeah. But then I flip flopped and I was like, I was. I was eating my food cold. I was Eating their leftovers. I was picking up their stuff, like the kids needed to. I was making their beds, doing all the stuff that I really shouldn't do. My kids, they get up, they make their own bed, you know, they clean their own stuff. Yeah. My kids are so self sufficient that my seven year old, if she's hungry, she will make her food. Like that's how they are. And they, they love it. And you know, like now, like, I used to be the type of girl. I was like, man, I. I can't wait. My kids can, you know, walk and you know, do stuff. They can probably bring me a glass of water one day. And now it's like pretty cool because they walk up and they're bringing my cup of coffee and the world, hey, mom. And now they're like interested. I went from being the slave to being like, see when your kids can come up to me and they watch a movie, like they watch the Wonder Woman movie and they're like in. And you can see like, and you can hear them in the back of being like, oh, my mom's stronger than her. My mom could do this, my mom could do that. And they're like looking at this actress that's a badass on tv. And they see me like that. Like I was like, man, that's pretty cool. Like they should, they see me as a hero because I put myself first. Yeah. Became another version. I started taking a shower, fixing my hair, doing stuff. And they were like, oh, mom, you look nice today. They don't, they weren't used to that. They got used to me being just the mom. Yeah. Now I see like my daughters, they're inspired and they want to be like me now in my son and is inspired by his dad and by me as well. And he knows how to treat a woman and also value her and things like that. Because, you know, a lot of times we tend to put ourselves last, you know, as women.

So do you have like workshops or something like that for women?

I have a lot of people that reach out to me and we actually just had, you know, last week we had a couple's mastermind and a lot of it is helping the men understand women and also the women, how to communicate and everything. We talk about lots of different things, talk about, about how to fight fair, how to not get historical, how to, you know, you know, obviously get, you know, relationships. I mean, there's a lot of, A lot of things that people don't understand about women and men see society and just everything around you. Like it could Be culturally or in, you know, even, you know, religion. Like, everything teaches women, like, to not to be open about a lot of different things. Like you talk about sex, for example. Yeah, like. Like for women. Like, men, you know, are taught different. Like, they're taught, oh, go for it. You know, women are taught, hey, don't. Don't do this because even ask about. Don't ask about sex because you're gonna be. I would. Like, you're thinking about it like, yes, that's. That's wrong. That's, like, not supposed to do that. And then they get into these relationships, and then they're not open with their husband about what they want or don't want. Or the man will come and touch the girl and she'd be like. He'll be like. Like, oh, well, I guess she doesn't want tonight. And she doesn't react on the first move. Yeah. And he just kind of stops. And then they stay like that, and they're not intimate because the girl just is used to being, like, asked a little bit more. Yeah, it's like asking a girl on a date, like a first time, and you imagine going, hey, you're nice. Would you like to go out? And she's like, sure, let's go. Like, you don't get that. Like, you're like. She'll ask you questions. She'll play a little hard to get. In the beginning, they're wired that way. But then you get married, married, and people don't understand that. And there's a level of trust that you build. Yeah, we talk about these things, like how we're wired that way, and then we're expected to just be like, oh, yeah, I'm here and I'm. I talk about everything that I like or don't like or move on the first move or whatever. And it doesn't really work that way because it's all of that, you know, all of that. You're training your body and your mind the whole time to be a certain way, and then all of a sudden you're supposed to change.

Yeah.

Like, it doesn't happen that way. So. So we talk about how to be open and how to learn that level of trust and how to communicate and how to, you know, have fights and not walk on eggshells. And, you know, because, you know, a lot of people that have, you know that. That are together for 20 years, for example, and they never fight.

How does someone. How does. How does a couple have a fight? Because I've heard you talk about that before.

Well, you Know, just. Just going back to, like, the couples that don't fight. Like, I believe in fighting. I'm an advocate for fighting, as long as you do it right. Okay, maybe a little too much, but. But I'm an advocate for fighting because I know a lot of people, like, even, like, in our family, like, I would look at my aunts and uncles or whatever, or the ones that were married, and I was like, you know, I would look at them and I'll be like, oh, they're the. They're the happy marriage, and, you know, they're perfect and everything. And I remember, like, wanting to have marriages like them, but then later on, as the kids grew up, then they got divorced, and I was like, hey, what happened? And then it was just like, they can't even answer what happened. You know, they can't even answer what caused them to grow apart. And what I learned later on in life is that they had all these unresolved issues that they never talked about, and they never really understood each other what they liked or didn't like, and they. They thought it was easier not to fight, but they never had that true intimacy. It became like a business relationship. Yeah. Like, you take co workers, you take the kids to soccer. I'll take them to Belly, I'll pick up the dry cleaning. I'll do this or whatever it is. And it was not like it was. There's no level of intimacy anywhere. There's a true level of intimacy, you know, Death and taxes. You can't avoid fights is another one. That's the third. People talk about death of that there's only two things. No, there's a third fight. You can't avoid fights, you know, But I believe in fighting. And the reason why is because that's where you really, really, truly learn what the other person feels or thinks. And you don't walk on eggshells. But there are rules. Like, you always fight for resolution, not for personal victory. See, a lot of times, people are just trying to prove their point. You know, they're trying to. And they say things they don't mean, and they want to have the last word, and they're trying to be right. Win, win, win. So, yeah, there's a rule. If someone wins, no one wins, you know, so it's not for personal victory. You don't get historical. There's no sense of judgment. You have to find a way to. To. To make sure that your point does get across, you know? Yeah. You have to listen. You know, you can't do two things. You can't talk and listen at the same time. But, you know, in understanding, feelings are real. Yeah, feelings are real. And, you know, there's a lot of times that we're like, you know, you feel this certain way, but you. We're. They're different. You know, the man and the woman are different. Yeah. You know, and the women can feel different things, and men can't validate that because they don't understand that those feelings. Things are real. And then they look at certain things there. Or you might talk about a fighter and be like, you know, well, you did this, this, and this and this. And there could be 20 things that were. That were said during a fight, and then one person's gonna pick the one thing that wasn't said accurate and then drag on. Yeah. Just find a way out.

I do that.

Yes. That's what happens. You're gonna. Well, I did not say that. And you're like, you said that I always do this. And I'm like, well, yeah. What about the other 19 things?

Yeah.

Said like, you just discarded all of that.

Did Andy do that? Or how did you learn that, that move?

Well, it's like, it's keeping the main thing. The main thing. Were you going to fight about something?

Yeah.

You have to have one thing to fight about. Get through that thing, you know? Well, we. We discovered we were. We were always. Because we're alphas, we always wanted to have the last word. Yeah. We always wanted to pray, prove a point. And I learned a lot of times, too, like, there's sometimes we hold on to, like, the facial expressions or the emotions, the tone of voice, and you're not really listening to the words. So if you're. Like, when you get into an argument or things, you know, also, like, I started looking at my face, so I have a pretty expressive face. Like, if I'm pissed, you can tell him.

Yeah.

And it doesn't matter what I say, and if I have validation in my words, like, you look at my face. Face. So we had to set up that ground rule, too. Like, listen, I know my face is shitty, and I know that my face is going to look like I'm mad, which I probably am. But please just focus on what I'm saying and try to understand that there's emotions involved and just get on with the words. Focus on the words and not really the face. So we had to. We both had to learn different things to make sure that we did understand each other. And, you know, being vulnerable in the sense and understanding. We're both on the same the same. On the same page. Yeah. You know, and. And that's just it. Like, if, like, if someone wins, if somebody hurts the other person, then there's no value to that, you know? Yeah. So it's just, you know, like, in. In relationships, like, there's been so many different things. And I always say, like this, it's so funny because, you know, going to bed angry is one of the things that's. This one that people do all the time. And I always laugh about this because I give an example about, like, the huffer. The huffer and puffer in the silent one, they get into a fight, right? And you go to bed angry, and you have the one heifer and puffer, they have some puffs and moves and pulls the sheets and doesn't like one. Yeah. And then they go to the bathroom, slam the toilet. They want to make sure that, you know, that they're pissed and the other person is just, like, silent. And they're like, I'm not going to give them the benefit of the doubt, not even going to breathe and show them I'm alive. Right. And then you create this barrier, you know, and then don't let my leg touch type of. Of thing. And it's just like, there's always one of each. Right. So there's a lot of. A lot of ways to kind of prevent those things in the way that you fight. Right. Because we went through the huffing and puffing stage. We went through the silent stage, we went through the hurting stage. And like, even, like, with us, we're in business together, so talking about certain things or difficult things that happened through in the business, like, was something that we would talk about sometimes before we went to bed, and it was never good. So we always have, like, rules on doing that. Like, hey, we're going to talk about problems. And right before we get into the bedroom, like, we keep the bedroom, like the sacred stuff, like, you know, has to be something that's going to be like now, if we're trying to think about new ideas and implementation that's a. In a positive way, then it is cool. Because sometimes in your sleep is when you come up with the best ideas and solutions. That's okay. We talk about that kind of stuff, but we never bring the bad stuff into them. So.

All right, can we transition a business? So what is, like, what does your business look like today? Like, revenue? Like, what are you guys doing?

Well, we started off by, you know, it was just me and Andy, you know, and I did a lot of the stuff in the back end. Like, you know, all the stuff that really nobody really wants to do. But we come from the same cloth. Like, when Andy was working in the car business, like, he was actually running stores. And I used to go in and train, which is funny because we. I did a lot of the training. So I wrote. I write a lot of Andy's content. I write a lot of the courses. I write a lot of the stuff that we do. Like, most of it, I copy. Yeah. All the copy and all, so. So we. We understand each other in that sense, but we were trying to do so much, and we grew our business just being us. Hiring the first person was the hardest thing that we've ever done. And I'm telling you this just because I know that a lot of people, when they start their business, I mean, that's where they get. Get. They get stuck. Nobody's going to take care of my customers the way that I take care of them. Yeah, nobody's going to make sure. Yeah. No one's smart enough where I can't trust anybody to do so. So our first person that we hired, we put him through the ringer. I'm telling you, like, it was really, really hard. And that guy really wanted to work with us. And I was like, dude, you're not good enough. I mean, we. Andy was on, like, a David Goggins trip, and he was just, like, running him like crazy CrossFit. We were making him puke everywhere. We were telling here, like, all this stuff. Both of us, we were just tack.

There's no HR for sure.

No, no, no. Well, HR is me. I would basically.

You were like, this is.

Yeah, you're. Yeah, I just basically say you're a. You know, to say it in a nice way, like, whatever. But anyway, so we would go through that. So hiring the first person was, like, the hardest, hardest thing. But then he showed that he had heart, and. And we were like, like, okay, well, I don't know how we're gonna pay you, dude. Like, honestly, like, we're just starting this thing.

So when was this? What year?

This was in 2019. 2020. So our business has grown very recently, very, very rapidly recently. And Covid really, really helped us, honestly, because we started making YouTube videos, and, you know, we started giving out free content, you know, that was better than most people's paid content, you know, and everything. So when we started training, we really didn't have product to sell. Like, it was just one of those things. We're just kind of building the stuff out. And then we created A seminar. And that's how that guy came, basically. And he wanted to be a part of our seminar, but we didn't have, like, you know, courses or anything. And we started kind of building that, you know, started writing them out and all that other stuff. But he came in and wanted to be a part and build a team. And we're like, no. Like, we. We don't know this. You know? No. So anyway, we. He came, and we. We let him. And, you know, Andy wouldn't even let him handle our leads. I was like, build your. Like, you're not talking to our people. We were just so scared. So, so scared. Then finally we're like, man, like, this guy, like, he really loves our company and loves our business, and he believes how we believe. So we hired him, and then we hired a couple of other guys and all of that. But it was really small. We had, like, a group of, like, four people, and it was, like, really, really small.

And what were you guys doing exactly? Like, what was the business?

We were just basically seminars and just sales training, selling a couple of courses that we had written at the time. That was it.

Okay.

But then we decided to move, and that's when we moved to Arizona. Now we got a bigger facility, and when we moved to Arizona, we had a lot of people that we helped that were products of our training. Now, going back, and I know we're going all over the place, but going back to why we started to do sales training. Yeah. Okay. This is what happened in 2014. The end of 2014, beginning of 2015, we recorded, like, 10 YouTube videos.

Okay.

10. Only Andy was sick as. But I recorded him. We were, like, using an iPhone to record him. It's terrible quality, terrible audio. We put him up on YouTube. We didn't know what monetizing was. We didn't know anything on there. I don't even know how we got him on there, but I would basically post them in all this other stuff. So I put them on there, there. And then we were working and forgot about them. Okay. In 2018, I go back to look for a warranty on a refrigerator because it was like, you know, something that went to an old email that I never looked at. Yeah. So I started reading comments, and a lot of them. Greasy car salesman. Oh, all these bad stuff. But then there were some really, really good ones. You would change my life. I used to live in my car. Now I run my store. Or you. I was about to commit suicide. All this other stuff. I saved my marriage because I. This. I started your CR we built all these people. They were making a lot of money and doing really well with those 10 YouTube videos. Yeah. So when Andy wasn't super fulfilled with this job, you know, I told him he came home one day and I was just stuck watching these videos. And he's like, you know what? This is what we're going to do. We're going to build a sales training company. And that's what we did. So when we started our company, all we did was record YouTube videos for a whole year and a half without making a difference. $. And that's why I said we gave a lot of free content that was better than your training. So that's where that content came from. Just free YouTube videos, recording them from our house. We didn't have anything. Our first seminar, I cooked for every single one of the people that was there. I did everything. I was setting up the coffee. I was there. We had them over our house. We rented this little 780 square foot little building in Oklahoma, and that's where we were. And we shoved people in there in the middle of COVID Close the blinds. Because that's when the said, no more than 10 people. We're shoving 50 to 80 people in that space to 100 people at the end. Before we moved to Arizona and built a training facility there. So. But when we. We had all these products of our training and we said, we're going to Arizona. And then people were like, hey, we want to come to Arizona and work for you. And we're like, well, okay. So we decided to hire some coaches for our new facility that we. We were going to open in Arizona. We had people that came and followed us here to work with us, didn't ask one time what they were going to get paid or even visited or looked up Arizona. They went online, they rented their houses, did all this stuff, moved across the country, not asking for one second what they were going to make for money. That's how much they believed in our training, which is crazy. Which is our coaches that we have now that are there with us. And because they went and they traveled and they did this and didn't ask one time. We have the highest training sales company in the world right now. We pay our coaches very well because we want to make sure that they, they. They're taken care of. We're the type of people that, hey, we want to do well, but we want our people to do better than. Than us.

Yeah.

You know, we have our guys, I mean, they have Lamborghinis. They have all this Cool stuff. And they, they buy all of these things and they do really well. And the cool thing is that when we first hired these guys, they were like, they were all single and you know, except for one. One was only one that had, was married. Yeah. But they were single and they were just kind of like, you know, they were, they were good salespeople and everything. And then they came to work with us and because of the way we lead, because we try to lead by example and how much Andy honors me and I honor him and the way that we preach how life should be and that we're not one dimensional and everything. Everything. Like they are really good to their families. Like they have their, their girlfriends and wives now and we tell them like when we're like if you're ever bad to your, to your, to your girlfriend or your wife, I mean, and you ever cheat on them or anything, you're fired. Like, we protect them because we know that they need to be bought in to us. So they don't bring that, that bad energy home after work. Yeah. You know, they're highly motivated, they're involved in everything. Like we treat them like family. So when we hire somebody, we hire both of them, actually the whole family if they have kids and we talk to them because it's a lifestyle, it's not just a job. I mean, this is our whole life. We gave everything to be here. But we're going to make sure we protect each other like family.

How big is your business right now? Like, what does that look like? Yeah, I keep at how much revenue you guys do it? Like what, how, what's your revenue? What's your employees like? What different businesses do you have? I know you have a health business, you have a sales training business.

Yeah. Well, the Elliott Group, we train a lot of different things. So we started with the sales, the sales side. Right, okay. But then we also, we also preached as the physical mental business. Right.

Okay.

So we very recently started a fitness division in. I don't know if you've seen like the, the big guy that was everywhere with us. Aaron Williamson. Yeah. I mean we basically brought him, you know, we recruited him from Vegas. Yeah. And we basically took him to Arizona. Say you're moving to Arizona, got him a house and everything. And that was a very important side to us because we needed to have that energy and all that stuff. So we brought him in and he trains me in Andy. But now we have a whole fitness division. That's huge. And so we can offer that to our clients. So yes, we have we have that. We have the business with that. But we train in so many different things. I mean. Yeah, we do. I mean, we have, like, six different business. But. Yeah, but. Okay. But. Yeah, but as far as employees, we have close to a hundred employees. Bam. Yeah. From. Yeah. And it's very recent, which is really cool because we didn't really start hiring anybody until 2020. Yeah. And then really, when we moved was 2021. So we're talking. We're 2023. Yeah. We've really, like, kicked everybody's ass in the. In the sales training space and just keep growing and growing and growing. So. Yeah. So how much revenue? Cool.

You don't want to answer?

I don't really, like, f. Always talks about it.

Yeah.

I'm just like.

It's called.

Yeah, it is. It is. You know, so, yeah, we're. Yeah, we're. We're doing. We're doing very well, you know.

Is that more than 100 million?

Yeah, we're there a year. Yeah.

Damn. Is it more than 200?

There we go. But. But we do. We do. Well. We. We scale really, really rapidly.

Okay, can we talk about the. The scaling? So, 2019. What was your revenue?

Or.

Where were you at?

Oh, God. Yeah. We weren't doing. We weren't doing very well at all. But we were having seminars, so we started by having, like, a. We. We said, we're going to have a quarterly seminar. Right.

Okay.

And we started doing that, and then we had, like, little courses here and there. But back then, it was so crazy. We're just trying to get. Stay ahead with just Covid. Yeah. And we would have, like, all these. Because so everybody starts saying, okay, you're gonna go B2B, you know, business to business. And everybody's like, you're still. We wanted to get those people that were in the bottom because we. We're. I mean, see, we didn't have any qualifications to be where we were. I mean, we're underdogs. Like, my upbringing and Andy's upbringing, like, we were just in the shitter. Yeah. Nobody believed in us. So what we did is we went and we wanted to build salespeople first. And everybody's like, oh, salespeople are broke. All this. So back then, it was just automotive sales training. Now we train everybody. Yeah. Every industry. So it's grown a lot since then. But back then, it was just car salespeople, which was crazy. So nobody had money, and the people that were looking for training were basically broke. Yeah. So we would just basically get them to a stage where they were making a lot of money. So we had like, little course 0 to 100k and then 100k to 400k and then it just kind of went from there. Yeah, but yeah, it was, it was just we didn't start paying ourselves until like a couple years after that. So.

Okay, so 2019, you probably didn't make any money, it's safe to say.

Well, we made, we've always, like, made money, but it wasn't a whole lot of money.

Like 100k a year more.

Oh, no, we made more than 100k.

Okay. You made like.

We've never.

Figures.

Yeah, probably really?

Damn. So even in 2019, seven figures.

Yeah.

2020, what that look like?

I.

And there's a reason I'm asking. I'm not just being nosy. It's not for nosiness. So 2020, what that look like revenue?

What do I want to say was, well, we went from 20, I can tell you that. From 202022 to 20. Well, 2021, 20. Between 2021, 2022, we went from 40 to 100.

Damn. From 2021 to 2022. Okay, so you went from $40 million to $100 million. What happened?

I think it was a lot of. See what we were doing at first. A lot of in business really has been with relationships. Like, relationships. A lot of people are like, probably like thinking, oh, well, I'm going to work really hard. Like, we, we made a lot of relationships. One of the big relationships that we made, like, for example, that really, really skyrocketed. Our business was with Bradley. Like, he introduced us to a lot of different people. And we actually, he opened up our eyes to really see that we were more than automotive sales trainers. And that's when we went to all different industries. Like, you know, like, we don't, we don't just do that. Like, we train all different industries. And I'm talking about every single industry. So we went from the goal of being that, you know, remember going to. To about like the vault, you know, with Patrick Bad David was in 2021. Yeah. You know, and that's where we were. We were at 40 million when we went there. Yeah. You know, now we're over the hundred for sure.

So you think the, the, the relationships is what.

But a lot of it has to do with relationships. And it's a handshake away. Like, sometimes it's just getting in the right rooms. And we did. A lot of times when you start developing wealth, I think, you know, what happens is. And I'm going to smaller numbers and because I talked to a lot of people. But if like, a lot of people go from like 0 to 400,000, for example. Right. Yeah. And they're like, you know, they work really hard when they don't have the money. They're like, oh, I'm going to prove myself, I'm going to build my name, I'm going to put in the work. I have nothing to lose. And they go all in. And then they make that 4, 400,000 and then they stay stagnant and they're like two years later, they're still at 400,000. You can't figure out scale. Yes. And it's because they don't take those same risks anymore. They don't, they don't feel like they're. They have too much to lose now. They have that wealth and they're afraid to start over or move themselves or even make their name anymore. So I think one of the reasons why we've been able to scale so much lately and we keep growing and growing has been that we have that broke mentality. We're not entitled. Like, we go back and work hard like day one. See, a lot of people are afraid of going broke. Andy and I aren't afraid of going broke. We know that if we lost everything today, we would rebuild. We're afraid of going backwards. We're afraid of not learning. We're afraid of not taking that risk. It's like we teach sales training and a lot of people are afraid of investing in training. When we did not have money, we were still investing three grand a piece. But before we met in training, we're doing that right. They say, oh, invest 3% of your income into training or whatever. We were doing three then we did 10 and all this now we're spending hundreds of thousands of dollars a month in self development for ourselves, in our personal training to get ahead. And that's what we do all the time. Like, we go and we train ourselves all the time. And that's just the difference between having that scarcity mindset and the, hey, you know, we have so much to lose now. But. And we're constantly growing in Andy. Like, he's the type of guy that he doesn't want to know about money. He doesn't. Well, he doesn't look at the bank accounts. He doesn't, he doesn't even carry a card. He loses them first of all. Like, he loses all the time. He's like, I lose my card too. He loses his card. I give him one. Like Every week, and he loses it. So I have to, like. Like, measure it because he loses it, but he wants to live. Like, he's rogue. He works well under pressure. Pressure. He feels like his back is against the wall. So sometimes I'll be like, hey, Andy, I don't know how we're gonna make it. We have all these expenses and all this. And I put him against the wall, and then he goes into this mode that's just. Yeah, it's really cool to watch. Yeah. It's like. Or sometimes we'll have a seminar, and I'll be like, hey, you know what? Like, because I know his levels, and he's always very intense. I'll be like, hey, you know, the crowd looks a little sleepy or what? And it's just like, oh. Like, it's like, all weapon is. I. Like, we do that sometimes. I know how to push Andy. It's like when he wasn't in elite shape. For example, if you were like, why did you do this? And I'm like, okay, so I'm. I'm Mexican. In. In. At least in my family, like, working out was not a big thing. It wasn't very, very big. And a lot of times in Hispanic now it's getting really big. There's a lot of athletes and a lot of different in Latin American, Mexico. But the way I grew up, nobody in my family ever worked out, ever. So it wasn't as important. I didn't even know what a dumbbell was growing up. Right. But with Andy, his family is all, like, most of them are obese. Like, he comes from a big, big family. I'm talking three to 500 pounds. Like, some of them is, like, big. So he has a tendency of being very big. Yeah. Genetically. So that's why we're like, cut the generational curses. We always preaching that. But, you know, with Andy, there was a time where he was worse than working so hard. But I can see that his level of fulfillment wasn't there. Like, he. And work in business. Like, I could tell, like, as a. As a husband, as a man, as a dad and everything. Like, I felt like there was a level in him that wasn't a hundred percent. Yeah. And what I did one day is I went and I grabbed him by the back and felt his, like, little love handle. Oh. And he flew. Flipped. Flipped. Like, you have no idea how, like, bad he was. Like, what are you doing? And I was like, sounds like we were getting a little comfortable. I told him, and that was, like, torturous. Torturous. But I didn't do it to be mean. Yeah. Didn't do it because I wanted him to be ripped or I wanted him to, you know, I did it because I knew that he had another level to the man that he wanted to be. To be fulfilled, and he needed that extra push. As his wife, I knew which buttons I needed to press in order for him to have a reset. Yeah. And the next day, he freaking shaved his head. He went. He worked out like, three hours in the. In. In the garage. He was like. And then he went. And he freaking, like, started, like, being more loving. He started being more intentional with the kids. He started. His mind did something where he started believing in himself so much more because he needed that reason. See, sometimes we have our spouse that can tell us certain things. Things like you can be in a relationship and your wife can tell you, hey, you know, I think you should do this. And then the guy will be like, oh, yeah, whatever. And then. And then it takes a stranger to tell you, and they should like, what? Like, we know a couple that, like, the guy smoked weed for, like, 10 years. 10 years, right. And like, what is one thing that. That you do that's like, your downfall? He's like, I. I smoke weed. And how long have you been doing it for 10 years. And then has she told you, like, nds has she told you to quit? Like, everybody every day. Yeah. And then all of a sudden, I said, you're quitting right now? And he quits. She could have either said, I told you to quit, and you didn't listen to me. Like, yeah, why are you listening to this guy? You don't even know him. Like, it's not worth it. Like, what's your problem? Yeah. And instead she was like, man, finally somebody got through to him.

Oh, that's good.

And that's awesome. And now he could be a better husband, and he quit smoking, and he's like, more elite. And they got in ship and they did all of these different things, and it was another level. Sometimes it takes a stranger to tell you, but sometimes in marriage, your wife could be telling you this stuff the whole entire time.

Yeah, I know.

And your. Your ego is so big, and it goes both ways. I mean, to us women too, but it's so big that it gets in your way. Yeah. Don't wait for something bad to happen before you take action. That's just it. Sometimes we wait to show our family love until something bad happens. Yeah. You know, like, you know, a lot of we've all had scares in our lives. Like we could all, we could have all been dead. I'm sure you can think about two or three times in your life where you almost died for sure. Right. You almost got run over. Like something happened. Yeah, I was passed out, whatever. Like, you know, you got drunk, you almost got hit by a car, whatever thing happened and God gave you another chance. Sometimes we wait though, until it's too late. See, I had something that happened to me, me. And it changed everything for me. And how I looked at my kids and how I. I changed to being that mom that's intentional with her time. And I almost lost my daughter. She almost drowned in the pool. Yeah. And I was a really good mom. I was paying attention. I was always there. I was great. I mean, I have always been very good with my kids, but sometimes it's an accident or whatever. I was nursing my daughter. I had just gone with my son to mommy son teacup thing for a Mother's day tea party at school. I just gotten back and I was nursing my daughter and there was a little section in our, in our backyard that had a table. That was a blind spot. My kids had gone around the pool a hundred different times. They know not to get close to the pool. They know like they're trained. Some reason she happened to slip. There was a puddle and fell in the pool. My son was five years old. Most five year olds could just watch their sister fall and stayed in shock and just watched it happen. Yeah. My son at 5 years old reacted and he ran to me and said, mom, Sophia fell in the pool and I dropped my daughter, put her on the floor, ran, and I jumped in with my shoes and everything. Got my daughter out. She wasn't in there for long. Oh, good. If my son would have not reacted and he would have been like, like any other son in the world. Yeah. I believe if you would have just watched a normal kid, I know that would have happened 100%. He reacted. That was my wake up call to be. I have to be the best me in the world. I have to be. And I couldn't sleep for months. Like I was traumatized. I was checking her breathing, all this stuff. Nothing happened to her. And she's perfectly healthy. She's great. But it takes an accident. I was right there looking out the window. Window, yeah. Nursing my daughter, looking out the window. And it was a little blind spot. It was just. Yeah. No splash, no nothing. It happens to anybody. It happens to the best of us. But I talk to so many people and so many families that wait for something Bad to happen in order to value what they have.

Exactly.

And that's why we preach, you know, keeping it new in your relationship, keeping a new business quits. Stop. Stop. You know, you always should try proving yourself. You don't just come in and start your career and say, I'm going to be the best at this. And then all of a sudden, the newness wears off. And then all of a sudden, you have no purpose. Like, that's it. You keep it new in your relationship. You keep it new in business, and that's how you strive. That's how you get good at everything, and that's how you find fulfillment and stretch yourself do something uncomfortable every single day. When you first try to prove yourself in your business, Maybe you didn't like talking in front of people. Maybe you weren't, like, the best at it, and you were probably very judgmental of what you did, but you knew that you had to keep doing it, and you needed to make your name. You needed to prove yourself. Yeah. And then you stop doing it, and then what happens is you die off. That's why a lot of people retire in life, and then they don't find their purpose, and they end up getting sick, and then they end up dying because they quit trying to stretch yourself, stretch themselves towards discomfort.

Yeah.

And that's the only reason why I think that we're succeeding in growing at all different areas of life, because, you know, we're constantly stretching ourselves different levels. So. So that's. That's the reason why we keep scaling in that sense, 100%. So.

Okay, so last thing I want to ask you about. So now you're running a $100 million company. You know, you have a family with kids. That takes a lot of leadership. So what does it take to be a good leader?

Well, actually, I learned a lot of how to lead a team by being a mom. Honestly, I learned that my kids. I can tell them. I can tell all three kids, hey, go make your bed. One of them's gonna make it the first time. The second one, I'm gonna have to push a little harder. And the third, I'm gonna keep reminding them until I look like I'm pissed. And I'm gonna, hey, make it. Do your better one. Beat your ass. And then they're gonna do it. Right. They're all different. Yeah, reinforcement also with your kids, like, you can say, hey, you know, I'm. Let's go spend time together. And they'll be like, oh, that's great. Oh, you know what? I'm Gonna buy you a toy or I'm gonna do this. Like, our team is the same exact way. You know, you can tell somebody to quit leaving their. In their trash somewhere, and then they don't really understand it, and then you have to talk to them differently or reinforce them differently. Some of our guys like watches. Some of them like to go to dinner. Some of them like trips, and more like different things. Things. You have to talk to people in a different way to motivate them. Some of them work better through fear. And some people like being like, you know, recognizing all these different things. I learned to lead our team in that way. Some people, you can be very direct and tell them certain things that they're doing wrong, and that'll light a fire in their ass and they'll work really hard. Some of them, it'll shut them down that you have to talk to them completely different. So it's like one of those things where I love everybody in our team, and I see them honestly, like, they're all my kids. Kids. Yeah. And people are like, hey, well, you can't really take it personally. You know, this is business. And also I'm like, I see bullshit. We gave everything for our business, and our whole entire life is revolving around our business, that it's our family. Like, I take everything personally. Well, Jacqueline, aren't you afraid of, you know, somebody taking advantage of your heart? I'm like, listen, yeah, I've had my heart broken many times, but that's the sign of being alive. I mean, that's a true blessing. I would rather have that heart and be warm in that sense. I've been cold hearted before. Trust me, I don't want to go back to that. Yeah. You know, and the thing is that I would rather not take somebody taking advantage of my heart and using it against another person that I know that won't take advantage of that. It's not fair to them. So I believe in leading with the heart. And if people know that you care about them. Yeah. Then you can talk to them directly. You can. You can push them in so many different ways and empower them and show them how you truly believe in them. Because. Because in. In this. In our business, it's very different than other business. Most people, they look at, you know, their job or in their career, and they're like, man, I could do better. Like, I. I have, you know, I'm. I'm so much better qualified than all these people. They're always looking and thinking like, hey, some sense of entitlement. Like, hey, I am better than this, you know, and people don't recognize that. In our business, we believe in people so much that it's almost like, man, like. Like they're so afraid to let us down, and they feel like they're almost not capable. And I always have to build them and empower them to do so, which is the cr. Just. It's the opposite thing. So to us, it's very, very important that they feel like they. They know that they're family and that they can count on us, because most of the people that work with us, I mean, they don't have any family around. We become a family. We've built our own family with our team. I didn't have the best upbringing. I didn't have the best, you know, role models. I didn't have any of that. So what I did with Andy is we built a business and we built a family, and we can all work together. We can. We all go to church together. We vacation together. We do all of these different things together other. And it's really cool that we can do. We can have both. We can have. We can make money and have business and push each other and everything and. And still be a part of the family.

All right, well, this was a great podcast. I love it. If people want to find you, where do they go?

They can go to Official Jacqueline Elliott J A C Q U E L I N E E L L I O T T I also have a little training that I put together that's.

Oh, okay.

Yeah, you can give to people if. If they want to. They can text and they number and they can just text powerhouse. It's basically five pillars to create a powerhouse that I kind of put together that helped me in business and everything. So what's essential to build a business and have the best family and all that other stuff. So if you text 4806-8077-5248-0680-7752, you just text powerhouse, and I'll send it over to you for free. Beautiful.

All right, guys. Well, this was the wealthy Investor podcast. We are out.

Peace.