The Top Sales Skills You Need to Start Making Millions // The Jacqueline Elliott Show - Ep4

What I've learned at 35 is, like, now I've got to calculate the cost of my future decisions a lot more because I have a really good life right now. But I'm still. I am now paying for the decisions at 21, 22, 23, making four or five hundred grand a year, not understanding that. I should have taken a lot of that money, invested it in a lot more things, and I'd probably have another 20, 30 million bucks right now. I literally wrote on the thing, cost of my. My future decisions on my mirror, and. And I wrote 30 million bucks because I wrote I was listening to the wrong people about money, and I was watching them go by all this shit that didn't suit their life. And that is a cost of a future decision. The cost of being unhealthy versus then having to be 35 years old. If you're 23 and you're eating cheeseburgers and you do that for the next 10 years. Well, now you're 35, and you have to unscrew all of those years, and your body can't ever really catch up to that, no matter really what you want to do. So everything has a future decision. Everything has a future cost, and you just have to decide what it's going to be.

Welcome to the Jaclyn Elliott Show. Today I have a two for one very special guest. We got Ian and Evan Macklin twins.

Yeah, we call it the Ian and Evan Macklin twins. We do not call it the Ian and Evan Macklin. I came first. And so it's just so super important that everybody knows that. Hey, see you never, Mac. Look, we're just blessed to be on the show. This is going to be one of the best podcasts on YouTube, Spotify, all that stuff. But please don't start off with being some of Jacqueline's first guests and lying to her audience. Can we not stop that? We got it. Thank you for having us, Jacqueline. We're here in Ian Macklin twins. We're excited. He almost said Ian and Evan, but let's rock.

I say Ian and Evan because I know you were born first.

See, she agrees. It's the only thing he ever won. Did you know that? You know that she's around us a lot.

It depends. Sometimes one of you is more loving than the other, and then I'll go.

Like, you always sound more loving than him. Every day you're like, you're so much more loving.

He's getting better, though, huh? You're getting more.

I give you hugs every time I see You. Evan's like, off doing. I'm out making. I got to be her top producer, so there's things that I got to handle. She's talking about love winning. Jacqueline's love language is, you know, showing. Showing kindness and time and going. Doing that stuff. I got to get better at that. But I also want to go some shit up. Her love language is also putting up a lot of revenue, too.

How can we not have it all? Don't we talk about that all time?

We do talk about that. That's why I'm getting better at this is why your love language is a lot of revenue, too. So you do crush. That is.

That is true. I will whip your ass and ask you, hey, are you tracking what you need to be tracking?

Totally.

Hey, your family needs this, like, what's going on?

100%. You got no problem.

Well, thank you for being here, both of you.

Thank you. So excited.

So, going back to the beginning, I guess, you know, like, you guys started in the car business. You guys were number one and number two, top Nissan sales guys in the world, right?

Yep.

We won't say who was winner and who was number two unless you guys really want to.

It was mostly Evan. About 70% of the time, it was Evan. About 30% of the time was me. You know, it takes a lot, you know, to carry somebody to their goals every month and, you know, to make them feel important. Evans, you know, so. No.

So we did go that way, which I totally expected.

But we both produced a lot, and we, you know, we had fun just competing against each other. That's probably why we did what we did because we were always competing.

Well, I've never met. Well, I haven't been around a lot of twins in my life, I'll be honest with you. But I've never met a set of twins that actually think so much in alignment as you guys. Like, it's the craziest thing. Like, if we go to a restaurant, I mean, you'll order the same thing. Not even being together. Go out from a store, and you have the same thing in your hand from different stores. It's the craziest, craziest thing.

So true.

And you guys get along, like, really good. Have you always been this way?

Yeah. Well, we don't always get along. We fight quick. We're always around each other, you know, but we are in alignment because we always understood that, like, you know, it's kind of crazy because you guys say an individual can. Can't be beat, or an individual can be beat, but A team can't. So we realized that early on that we were just blessed with an extra team member, and people couldn't usually take both of us on. So we always used to just say. My mom always used to say, especially when it came to, like, us running around the neighborhood, she's like, hey, if you guys stick together, nobody will kidnap you. Yeah. She's like, just run around the neighborhood. She's like, they don't want you both. She's like, really too much. We didn't have babysitters growing up. We didn't have baby sisters growing up. We come from a single mom household. So she's always used to say, just run around the neighborhood and. And listen, at the end of the day, if you guys stick together, nothing will happen to you. So we always just stuck together.

You listen to your parents.

Yeah. So we. That's. That's. That's how it happened. And then, you know, we just always have worked together. We've always just bounced ideas off of each other. We've always been so stirred up about winning and having a chip on our shoulder and going out and getting it done. So we've just been blessed. Like, we're truly blessed. There are. We have four sets of twins in our family, though. And, like. And we've been around a lot of twins. You know, like, we've just seen a lot of twins. Maybe because we're twins, we see more twins, and, you know, they're always, like, internally competing, like, to compete to, like, be the better twin or whatever. Like, that's why I'm totally cool with saying that he was a little bit better than. Well, you're not totally cool with it. Well, like, because the camera's on, I'm totally cool. But, like, otherwise, like, it stirs me up and makes me want to kick his ass. But it people and compete internally, like, oh, you're not that great. Like, you know, they don't want him to win. Ultimately. Like, if he went and sold four cars, it would make me sell two or three. And maybe I wasn't even gonna sell those two or three.

Maybe.

But because my environment was like that, it always made me do really well. That's why we've always liked a team.

But you're naturally very competitive. I've seen you guys, like, run races and end up bloody because you're tripping over each other.

Totally.

I mean, it's.

It's. It's really because we want to be number one, and we know that, like, we're gonna. We're built the Exact same. Right. So it's mostly like mindset. Right? Like, because if we're. We eat the same exact thing. We're like twins of twins. We eat the same thing. We do all the same stuff.

Have you ever. Have you ever tricked your girlfriends or girls?

Yeah, totally. But they're gonna watch this, you know? But now we're 35. They're way smart. See, we attracted. After we met you guys, we started to attract a higher level talent.

We can't say that again.

You know, we became better guys. But before that. Yeah, we were able to trick those girls. They were freaking.

You did play games. Totally.

They were easy. Like, they were. They were not totally the cream of the crop, but now we got some good.

These ones are smart.

Yeah. But no, we always like to play jokes on everybody. We play jokes on our teachers, on girls, on any. Any type of twin thing that you wanted that you imagine yourself doing as a twin. We probably did it well. We saw all these twins, like, that just didn't own it, being twins. And so, like, yeah, we would. Like, you know, in the car business, the one thing that we could do that was different than everybody else, you know, when a customer come up and their. Their walls are up, they're like, oh, you're car salesman. They're pissed off. If we got a cold client, we'd walk inside to each other and we'd be like, oh, this guy's cold. So I would send Evan out and he would, you know, go pull the car out. Like, I was like, he was me. And he'd start going. And we'd be wearing totally different stuff. And then I would run out and be like, evan, are you stealing my customer? And like, the customers were always like, what's going on? And it was like, they forgot this is my customer argue for. And then we just joke around, dude. So we always look for, like, the competitive advantage and things that work for us. Like, everybody's got a gift that they could use that they probably don't know. Twins that, like, were like us. They had a gift, but they just never used it. So.

Yeah, so I think a lot of people from the outside see you as like, oh, my gosh, they have so much energy. They're always happy. They're always. So do you think that being a twin.

Yeah.

Has helped you with that energy, with that, you know, that competitiveness, but also, you know, that charisma that you guys carry that everybody looks at, you know, Because, I mean, I think that you guys, like, like, I. I like to borrow some of That I steal some of that energy sometimes. And that's why we're always, like, running on top of each other, doing stuff like that. But, I mean, you've had it since you were like. I mean, when we met you, you guys this way. And you carried it on to the whole team, which is awesome.

Yeah, but we. We didn't know where that was from for a lot of years. And it comes from my grandfather. Like, it really does. It's. You know, it gives me chills just thinking about it. But he was like the most charismatic guy in the room. He was the guy who always wanted to make people feel good around him. He was the guy that was always joking with the bartender. He was always the guy that was like, he was just so magnetic. And so we didn't even know, to be honest. Like, we used to talk about all the time, because we used to. People would tell us, like, oh, you guys got this skill. You just kind of influenced the room. And we didn't even understand what that meant. And we didn't know. We didn't know subconsciously. We were learning that from my grandfather. And then over the years, people would say, hey, you guys kind of remind me of your grandfather. We're like, really? He's fucking badass. You know, and he always had an authentic heart and he was always trying to teach other people. I think that's what ended up making us end up becoming teachers and coaches and trainers, which, when we were growing up, we thought that was a kind of a weird job. We're like, my grandpa was a teacher. We're like, that sounds so boring. Yeah, we didn't understand the fulfillment. But then, now that I compare and look back, I'm like, holy smokes. He didn't leave us with money. He left us with habits, which is what you guys talk about all the time. You don't know that your kids, your grandparents, your. Your grandkids are actually watching what you're doing. So we took on a lot of his habits and then it just. But also with energy. Like, you know, it's a total skill. Like, you know, there's a lot of that stuff that's pre programmed in us because of what we saw and who we are. Yeah, but like, before this podcast, man, I had like five zooms and then we all went and hit curls. Like, we are, you know, like your energy. If you're not manufacturing.

They needed to bring the special energy.

Because, like, dude, we have a gym.

We.

And you guys, like, you know, you guys used to say, like, remember our dream Was like, man, we're gonna build a gym in like our office one day. And then we had a protein shaker and like. And remember the fridge we had, like, it was just like the little.

We had a little 780 square foot little building. And we didn't actually have workspaces. So when we had events, we had to put all of us stuff in the trunks of our cars. Get going.

Yeah. Or the. Where. Where do we put it? In the next door office. Where was that? So we had a 700 square foot conference room.

There was a little storage. There was a little closet that had like a toilet that didn't work there and a sink that didn't work there. And all the stuff from the building didn't work. And we would just shove everything stacked.

One of the coolest things I thought about, like our old office, number one. We were just like, when things are get bigger, like, you have to be able to take care of them at a level that, like, it's like a different level. Right? So when we're at a smaller level, one of the things that I thought was the coolest thing was, you know, this energy is a skill. Right. And we were able to like, leave the office and go work out with you guys. And I never been able to leave work ever. And then you guys would have this vision. You guys would cast this vision. Like, we're going to live in Arizona. We're going to have a conference room that views the mountains. Like, I'm looking at the mountains right now. We have the most beautiful facility in the world. And you guys would tell us this stuff, and you guys had this delusional belief. Everything that you guys have said has literally come true. Like, it's like crazy. It's like almost down to like. Like to the day, the time you're like, it's gonna look like this. Other than your new house bin. Other than your new house. We won't bring about that. I'll talk about that.

It's still gonna look like I do that thing on a nasty.

I remember when you drew. This is one thing I'm gonna tell you about Jackie. When she knows that she's gonna do something, she's already designed it three, four years in advance. And I remember her showing us the plans of how the house would look. Exactly how it would be, like four years ago, we'd be like, oh, my God, that's crazy. But like, I'm thinking, like, she's kind of crazy. Like, I don't even know how that works, but energy, like going Back to that. Like, you know, you guys built it. Not always factory. You have. It's not always factory installed. You have to work on it. You know, when my energy is low, I'm very aware and I'll go freaking hit those push ups. We've learned, we've learned to be very self aware. So like, you know, it's a lot of things are caught, not just taught. So you get around people that have energy. So like our people, they come around us and they naturally raise their energy up because it's our, it's basically our brand. People walk up and they're like, hey, what's going on? I'm like, okay, dude, it's all good. Like, you know, it's, you know, but like we've, we've built this brand.

Well, they're trying to mirror you.

Well, it's like Bradley, when he makes a joke, if, even if he makes the same joke, you're like, you think it's Brad. You know it's Brad. So you laugh like, right?

But he just has a way about him that he just said, well, like.

Any leader, like even if Kevin Hart or somebody comes in and he. Since his brand is laughing, like our brand is energy. So people naturally now, it's like their energy goes from right here to here. Like Brandy naturally.

I mean, even I do that. I feel like we. Anybody. That's right.

So what do you do? You know, it's coming. You try to just get around people and then like, you just emulate it a little bit and you try to like, you know, you try to. If you, if that's what you want to be like, you know, if that's not what you want to be like, then don't. But like, if you want to.

Most people want to be that way, but they don't really want to admit it.

Yeah. If you admit it, which is the first step, get around some people that have a little bit more energy and raise it. And then when you're at home also, you got to understand, we've been doing high level habits for a lot of years, especially as us together as the Elliott group, you know, taking good care of yourself, what you eat, all that stuff, everything that you do. Your routine, My routine, actually, from two, three, four, five days ago, the last two, three weeks of my routine produces the energy today.

Of course.

Yeah, it's like a, it's like a manufacturing machine that's going on inside of you. So if my energy sucks today, it's probably because my last two days was terrible or something.

And a Lot of. A lot of the transformation that you talk about having, which we've seen a massive transformation in you guys just from when you first came.

Bigger than me, probably. Right, well.

And both of you guys, she's not gonna.

She was gonna say it, but she's waiting. But when you turn around, she's gonna be like, you're so doing this.

Oh, yeah, Miho, it was you.

No, she's actually not like that now. She doesn't do that. She's very diplomatic. Yeah, she's more like, there's more in the tank.

You're gonna make me forget what I was saying. Come on.

There's not a whole lot of pat on the back. Yeah.

So I. I like to. When a lot of people see that. That big growth, you know, and everything, and we believe in fast wins and we teach that and we. And we do that, we're very intentional with them. That's why we grow so fast. A lot of people see, like, in our business, we've grown the last three years, grown massively. But people don't see the work that it takes before that. Like, with Andy, there's a massive transformation, but before he became like, you see all the results. Like, we had to change ourselves. What we believed we had to recreate in the dark. So what kind of in the dark transformation did you have to do to prepare yourself mentally to get to this level, to be here with the Elliott group and change?

Can I go now? We're raising our hands. I think that might work better. Good job. No, honestly, we just followed what you guys did. Honest. Honestly, we backed into what you guys did, and as. I think a lot of people even like. Like, we just watched what you guys would say, and we truly believe what you're saying. Like, we don't have to go recreate the wheel. We're like, all right, go to Andy's oldest YouTube video. Look at the way he talked. Look at the belief that he had.

What made you trust us?

Well, number one, I'll tell you how I started trusting you guys. When we came down to the seminar, it was one thing, but then when we. We would say, hey, man, like, if their kids act a certain way, it. Then they're probably living. Well, we. We said. We said after the first seminar, we were like, we're gonn down there and just see how they are with their. Because we got to meet you. And we're like, we'll hang out with them outside of the lines in and see how they, like, they act, the families and all this stuff. And Then we. And then we just started seeing how. How good your guys's kids were. We started seeing how crazy little Ian was about learning and. Objection. Handling. About winning and about winning. We were. And then we actually saw how you guys treated each other, which we. We never really were other than my grandparents. We were really never around, like a power couple. And with my grandparents, it was like, he went to work, and then she kind of did the woman thing. It was never like 60 years of marriage, but, like. Yeah. Which. And by the way, I'm not discounting that there's like, the reason why he was so powerful is because of that, but we never saw that because we come from a single mom household. So when we got to see what you guys did, it inspired us to take a deep dive into ourselves and be like, okay, if Andy. If Andy you up in a meeting today, and he's like, saying some stuff that you really. Your hair stick up on your neck. Yeah. Don't get defensive. That's probably your problem, you know, which is. That's hard. That's hard to hear early or it's hard to hear just naturally. And we had to start realizing, like, we go back to that trust. Do I trust them? Yeah. Well, the only ways we were able to trust you guys is because you guys were always. You guys were always living by what you said. Yeah. You guys are total frauds. Number one. Take notes on that. Number one. But, like, since we knew, like, your family was this way, the way you. You're like, hey, if I'm working all night, Andy would piss me off because he'd be taking leads at, like, 2 in the morning, and. But, like, the fact is he would wake up at two in the morning like, I outwork you. And I'm like, I know. And I hate it because I want to outwork him. And I still pisses us all off. But, like, you know, like, the fact that you would do all these things and then just live by what you said, if somebody. If you guys said something that was really freaking, like, it would come off harsh or whatever. Or you'd be like, it's hit my heart, because I know that's me. And your ego would jump up. You'd be like, well, they do it well. They tell the truth. Well, you trust them, so might as well. I think. I think it just comes down to everything. People don't want to be led by hypocrites anymore. People want to just be led by people who are actually doing it. So just watching you guys do it, I think that's why people can trust you guys immediately from stage. Like, you know, we'll go into these things with all the top speakers in the world, and then there'll be lines for you guys and none for them. And I can see that, like, it. People like that are. The speakers are like, ah, man, like, you know, But a lot of people that are speakers, they've lost that edge of being really current in the market of people know that, like, they're not doing the work. And people know that you guys are doing the work.

So we care about individuals.

Yeah. But you can feel it. You can feel when somebody has that edge. You can feel when somebody has that progression. And I think it makes. I think it makes people move their belief. Like in our Thanksgiving video, we did a Thanksgiving video for our entire company, and it was our present to Jackie and everybody. We didn't know what everybody said. Everybody went up into the room with the media team and said things you appreciate about the Elliott group, the Elliott's. And then everybody almost said the same thing. They were always like, you believed in me when nobody else did. You showed me. There was one thing that kept coming up in my mind there. You kept showing me a different version of myself that I knew was there, but I couldn't get to. And like, people have to trust you in order for them to understand that and to be able to see that other version of themselves. And that's how our crowd is. That's how the seminars are.

And you know, it's crazy because we talk about that, we talk about being direct with each other. Like, you know, I've, I. When we built this company, I told Andy, hey, we've been, we've had jobs before and we've shown up. And when the owner or the leaders show up, they're like, pretend like they're working, they're walking on eggshells and all of that. Like, I told Andy, we need to build something that feels like it's a family. We need to build something where, where people don't feel like they're walking on eggshells. And we don't want to walk on eggshells.

Totally.

And we want to be ourselves. But I think that you guys are pretty direct with me when you don't like something, you're very vocal. And you know, and I know that your heart is good. So then we don't have to walk on eggshells. And me too. Like, I'm very direct with you guys. And we've gotten into it many times.

Yeah.

But you know, that, that you know, my. My heart and my intentions are good. And that's what that level of, like, hey, pushing you to be better, you know, comes in. So, yeah, you guys, it's a unique.

Kind of trust, for sure. And I. I think companies wish they could get that, but I don't think that they're willing to go through, like, the suffering with people doing the work like you guys doing the work yourselves and, like, recreating and doing all the things you did then. We were able to even have that conversation, have that frustration, have those headaches, have those tears, and then go back to being a family and figuring it out. You know what I mean?

And people say it all the time, you can't. You can't do, you know, work and family together. We've created a family. I think that what's cool is that you guys have gone through some shit. I mean, obviously you've had a hard life. I guess that's subjective. Obviously, with everybody, everybody is there somebody out there has always had a hard life. But I think with us, we have a lot of the younger guys that work with us that haven't had a lot of people deceive them or hurt him or do that.

Right.

So I think Andy and I were always talking about certain things to make sure that those people can learn from, hey, we burned our hands in the.

Fire, so don't touch it.

But I think you guys have a different level of gratitude because you got a chance totally through those hard, hard things. What is something that you would, you know, maybe suggest, because we have a lot of people.

You're good at this, Jackie, at the audience.

What if something. What is that? What is something you would suggest? A younger audience hasn't put their hands in the fire enough to get burned, to really understand and grow.

Because, man, that's a good question.

People that are, like 22 years old that work with us.

Yeah.

And they can. I mean, they. They're massively grateful and all of that, but they haven't experienced what you've experienced before. What is one way that they can stay motivated and grateful and still want to, like, elevate and push themselves?

Well, I think that's a good question. I think there's a lot of. There's. There could be a lot that could go into that, but I would just. First, just self reflect on yourself and, like, what do you want? What do you want out of life? Like, know what you want. Like, what do you. Like, what do you want? And you know it's going to come down to you keeping your character and your intentions. I think a lot of the times the reason why we all got burned is because at times we weren't the best people and we were letting ourselves be put in situations that we probably shouldn't have been in in the first place. So but, but like, but we were putting ourselves in those spots right? Like so I think that there was times where I let people in my life that I shouldn't have let in and then I got burned and trusted people that I probably shouldn't have trusted in the first place. So I think with young people you got to like figure out what your character is, what your intentions are, what your core values are and I wish I would have had people like you or even influencers that would have said stuff like that so then I could have said well hey this isn't, this isn't right or this isn't where I should be or why would I be doing this or man I'm having terrible thoughts today. Is that.