Episode 458: Doing the Extras – Multiplies Your Payoff with Chris Achong

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I'm Larry Weddell. And before we get started, if you.

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Of Million Dollar Mastermind. I am talking with my good buddy from Brooklyn, Chris Homm. We don't couch the traveling man and Chris has been a success everywhere he has gone because he takes responsibility, takes charge, he's developing new skills and he likes winning. He's like Larry, he likes winning, have to win, you know, you know, that's kind of a qualification of being one of my buddies. It's like you gotta like winning and you gotta be focused on winning. And if you do that, you'll have some accomplishments in your resume, you know, to talk about and you'll have some people that you brought along with you that you have helped benefit from your success. And so as you've gone out there, what one of the things that separates winners from losers is they finish things, right? Our good buddy Art Williams said reason I wrote the book serial winner was the main reason for it was he said, we, you know, all the world is full of people who want to do something and almost do something great. You know, they want to, they try it, they almost do it. He said, you know, we need more people who actually do it. We got to go from almost to doing it. And then there's people that of the people who ever do anything great, rarely do people repeat. You know, it's like one hit wonders. But then we all know, you know, again, the book, you know, this is the introduction was we all know people that seem to always be able to bounce back strong, go from one positive thing to another. They might get diverted, they might change paths, but somehow they turn around and if they have something negative happen, they minimize the damage. And they don't take a molehill and turn it into a mountain. You know, they take mountain sized problems and turn it into a molehill hill. And now their first reaction might be to whine and come this whole thing that winners don't whine and complain, that's garbage, you know what I'm saying? And moan and groan and winners groan and moan and then, but the difference is then they go and fix it, right? You know, you can see, I mean I've seen so many top guys in my life that in business it's like, good Lord. I mean, he heard him pointing at this he'll never recover from this, this, and the other. And you check back in a week later and that he's put that thing in the mirror. You know, he saw the thing. He's got a whole new thing going there. It's like, what about so and so? Oh, I, you know, boom, boom, boom, boom. You know, I shifted gears. I did this, that, and the other. He can't even remember what the problem was, you know, and so don't I say this about Putin. You know, they see Putin now. Oh, he's got Parkinson's. Oh, he's bloated. Oh, his health is going down. Hey, maybe so. But the guy survived a long time, you know what I'm saying? And it's kind of like, you know, that Kim Jong un or something. The North Korea guy.

Yeah.

You know, he's sick and he's got, you know, all these somehow, the guy. That's what Trump said about that Kim Jong Un. He said, you know, that guy has survived a whole lot of stuff. You know, he's a tough little cookie. The thing about winners, not that they're winners now, I'm not, but they're survivors, you know, in their world, they've dominated. And so the thing is that people that get things done are able to, you know, they might complain and rant and rave and have the emotional thing. Don't mistake the emotional response for how they're. What they're going to do, you know, because they just blowing off steam real quick, you know, on a rant. But you, you know, winners, they'll go back and start to make smart moves. Winners make smart moves. And if you look at what they do. You know what? I was always encouraged, Chris, by the fact that good ideas don't care who use them. That's like my calls and everything that I've always done, it's like I want to pick the brains of the people that are currently hot. Because, you know, if someone were to come into your gallery or someone to meet you, they might find all kind of stuff they don't like about you, Chris. You know, and the same thing about me, you know, we might be very offensive. You know, people might be. They're probably already offended about the Kim Jong Un and the Putin talk, you know, but the thing is that you don't need to look at what you don't like are the things offend you. If someone is doing well and they're achieving things, like look and see what they're doing, right? Because somehow whatever little thing it is that they're Doing right is good enough, powerful enough to override all the negative damage they're doing to themselves. You know, this is why some of those CEOs we were talking about, that rant, rave and have the temper tantrums in the office. They still win, you know, they still win, yeah. Goods, you know, and then they survive for years past where you think the people would tolerate them. And so as you look at this thing, what do you notice about finishing the job? And what are some of the role models and some of the things you've seen at techniques that you've used to actually get stuff done and keep yourself on track?

The one thing that comes to my mind when you're speaking that I coach a lot on, and I tell people, the average person waits till there's an emergency to have a sense of urgency. But successful people, we have it all the time. Last month, we had one of our best months ever in history of me being in business. I've been in business 25 years and I was still waking up. I was. I started waking up 4 o' clock every morning, almost like it never happened. And you might go, well, that cycle. Well, it just. Something clicks on and, you know, and I coach alitis, you have to have a sense of urgency. When you're running a company or you're running a business, they have to see you more excited. They have to see you with that sense of. And it never goes away. You know, I don't care if it has nothing to do with the money, it has nothing to do with the winning. It's something that just clicks back on all the time. It's a fire that never gets. That never stops. It just keeps going. And what I've noticed is a lot of the people that are successful that are around me, they have a sense of urgency. You can have a lot going on. You can have tons of money saved up, tons of real estate, all that cool stuff, but you still wake up with a sense of urgency. Not. Not that it's not enough. It's. This is just who I've become. So when you learn how to develop that sense of urgency, which is. Which is you just understanding where you come from. You know, sometimes we got to be a little bit more clear on where we at right now in life. And, you know, I always tell people we're one generation from poverty. One generation, you know, one generation ago, we was in poverty, the majority of us. And it's a high possibility one generation from now, our family name could be back in poverty. And so we have to Put things in place and make sure that we do things the right way. I gotta, I gotta. I was, I was speaking to Uber driver a couple days ago. Yesterday, actually, I was celebrating the new. The guy that bought the, you know, Twitter. I always sell. I celebrate business. You know, when people get fired up about sports games and stuff like that. I don't do sports at all, so, you know, you couldn't get me excited about. But they'll celebrate the jets win and I celebrate when I see a business person win. It's almost like a game to me too. That's what I look at, because I actually have a chance to make some money at it too. Okay. Right. Which I haven't yet, but we'll see how that goes. But I don't know if I went over that question a little bit past what the question was, but go ahead.

I mean, you look around, I mean, you travel a lot and you see a lot of businesses, you see a lot of people, you know, a lot of successful people. What stands out to you? What have you picked up? And especially what did you pick up that you modeled? You know, when you see people doing these things, I mean, you can incorporate that approach into your life, you know, a lot. One of the things about even the big hitter call that we do on Mondays is like, I always like to hear if someone has a better way of saying something than I do. You know, a lot. You know, it's a lot like saying things like you were talking about honey and vinegar and you know, being, being direct with people, what you do with a smile on your face. A lot of that has to do with also the words that you use. You know, there's just like, you know, some of the actors, especially in the past, I don't know actors now, but they just had a way of talking and of course they were just reading the words, they were on the page, but I shouldn't give them too much credit. But they just seemed to be, you know, just flowed, made people feel better, there was a graciousness to them or something. But all of that stuff, you hear a great phrase, you can use that phrase. You know, if you hear a great explanation for that, you can use that explanation. And so what, like you said, you learned from a book or you heard somewhere that the higher earning people get up earlier in the morning and get on the attack earlier in the morning. What are some things that you could think back that you incorporated early on that have been part of who you are right now that have, like you say, informed what you've become, because you just adopted that into your style.

A big, a big part of even, even today, I, I don't surround myself around anyone that's going in the wrong direction. I won't, I won't, I won't go to any environment that you know that there's not people that you know that want to go in the right direction. I'm, I'm at a critical point in my life. I'm still at a critical point in my life. At this phase of my life. I can't have anyone pulling me down. I don't care, you know, who, who it is. Okay. So I've always kind of like made sure I, I separated myself and you know, get myself around the right people. I remember, you know, even when I didn't have money, I used to, you know, every Sunday night around 8, 9 o', clock, I would go have a cocktail and usually I could only afford one cocktail. This is early on in business. And I would go to the city, I would go to the Plaza, you know, the Oak Room. And I'd go to some of the real high end hotels where only billionaires, millionaires hang out. And I would go sit at the barge. So I think a big part of it is just, you know, making sure you're around the right people. And then when I couldn't be around the right people, I, you know, I listened to audios, I read books. I liked a lot of biographies on different, you know, on just the strategy, how people win. And it's always like, up, down, up, down, up, down, then a win, then up, down, up, down, up, down, then a win. So what it did was when, when times was tough, I knew that that wasn't forever.

Yeah.

And so I think that's one of the things I did, you know. And you know, I've been blessed to have so many great mentors. You're one of them also, you know that I've always just been there to just say the right things and just be a leader from the front. Appreciate that.

Yeah, thank you. And you're awfully, you're awfully nice to say that. But when you, you know, the thing about that, Chris, is you can say these things to the world, but only a few people pick up on them. So the people, you know, the fact that you picked up on it, the credit goes to you, you know, for that. And so as you, who, you know, what, what are specific things that you find yourself saying over and over again?

It's, it's, you know, I want to be happy. I Think, you know, so that that's one of the greatest self improvements now is how to be happy. It's not money, it's not all that stuff, how to be happy. And you really got to figure out, you know, ways of having a business. I think the healthiest businesses is a business where you can actually help other people. Where you can, you know, not help other people. I learned given money and all that stuff is one form of helping, but it's not the highest form of helping. The highest form of helping, in my opinion, is when you teach someone how to become successful. You teach them how to become an example. You teach them how to, you know, for instance, rent in the office to them. And, you know, I asked all the questions, you know, you know, how to, how to get down to, you know, can you put this in the lease, make sure that we're not responsible for the ac. Ducks and, you know, you know, where, you know, and all the things you got to say, you know, and all these, I learned from experience, but when you teach someone how to do that. And so now this guy is going to go open up a business where he's going to get a ton of people to make money, which he already has. He has pretty decent size, but he's just getting a big office. So now his business is going to grow. He's going to make more money. I got so many leaders that work with me that they've bought their family's houses. You know, if I could tell you how many charities that, you know, my organization run a year, you'd be blown away. And it was just the. I feel like it was just the other day where I was bringing them to charities that I was doing and saying, just help me give out the money. Just help me do this, help me do that. And it was, it was only. I was the only. I was the only one that was doing charities. Now there's, you know, 15, 20 guys that they have. You're the number one guy in the church. The tithes, the bones, you know, it's all these different things. So I think that's where, you know, I would say that my sweet spot is, you know, I'm happy. I just like being happy. I do the things that's happy. I'm, you know, I mean, I don't always rub people to write with all the time, but, you know, hey, can't please everybody. I'm happy as long as I'm happy.

As long as you're happy. Chris, I wanted to ask you. This is an extension of everything you've been saying, it kind of ties it together. And this is doing the extras. Because when you think about it, Chris, when you do the extras, because, you know, the sense of urgency all the time, getting up early, you know, putting this. Whether they can explain it or not, people that are successful have found that when you do the extras, you multiply the payoff. You know what I'm saying? You can. You know, we come in and we learn skills. That's the fundamentals and everything. But fundamentals are no good unless you use them. You know, the value of fundamentals comes in when you actually use the fundamentals. And so you go to greatness by how you use your fundamentals. You got to learn the fundamentals, like you said, learn the skills. But then you go to greatness by doing the normal stuff and then do extra. You know, like if you're an NFL player, you know, they say when they're interviewing, like, the All Star, the top guys say, you know, are most of the guys going through the motions? They say, yeah, you can't tell. But they want the paycheck. They don't really care if the team wins. They'll say they do, and they'll. You won't be able to notice, but they're. They really dog it. They just put in the minimum effort. You know, they're getting so many millions and this and the other, they're going to hold back because they don't want to get an injury, they don't want to extend themselves. But the people that are all Stars, you know, that are the people that are MVPs, I mean, like, you know, you're in New York, you had Lawrence Taylor was the linebacker all time great linebacker. I mean, when he hit you, he destroyed him, you know, and he wasn't like, going through the motions. And so he's like a legendary hall of Famer of all time, greatest football player, greatest giant. And when you. The people that wind up on top, it's not an accident they're doing the extras. And the message of these podcasts, you know, like, listening to winners talk, is to get it in your head that if you do the extra, so just do, you know, do the normal thing, but do extra, the normal thing. And just challenge yourself to think, what other spin can I put on this? How much, you know, just if it's an extra appointment a day. I used to say this about appointments. You know, a daily setting up appointments. Like, you know, you'd set up three appointments every night. You know, if you go to, you go to cpu, have Three set up. And I used to tell people, if you have three set up, they're not all going to be there. You know, you'll have one, you know, one will just not be there. They'll forget about it. They won't show up. One will be, yes, and then there'll be a maybe. Okay. You know what I'm saying?

Right.

But if you want to guarantee appointment, sale or recruit or whatever, have three set up, you know, rule of three. But I said if you want a guaranteed second sale, set up four, I said the fourth appointment is almost always a sale. So if you want two sales every night, and all that is, is you make one more appointment and you double your payoff. And so the thing is, that's a simple way of illustrating how the people that do the extras to squeeze in the one more rep, you know, one more appointment, one more meeting, one more promotion, one more contest or something with their people, it's just like they explode out the top of the organization. And the secret is that when you do the extras, you multiply your results. And I've always been impressed with how you take your people. And you might be with a, you know, a brokerage house or something where they run a contest and they take people to wherever you'll go in and go in early and hire, you know, you'll basically have your convention on top of a convention and come up with all these extra things. And some people could say that's just Chris being Chris because, you know, he likes. He likes to have that much fun. But no, it's Chris learning how to multiply his payoff where somebody else is spending money for this. So I'm going to go match it and I'm going to get a monster payoff out of this thing. Talk about that and how you learned that and some of your experiences from that.

Yeah, so I've learned that most people, they mix up priorities with obligations. And so my priorities, my family, my priorities, my kids, you know, but above your priorities is something called your obligations. And if your obligations are not in place, then all of a sudden your priorities no longer become your priorities. So we have learned how, you know, I had a conversation with a bunch of my VPs, and I go, I understand you do a lot of fancy stuff with your family, but you need to invest back in your business, too, because, remember, it's your business that actually take care of your family. So you can't take all your money and put it in your family. I understand you want to, you know, spend money and do it you have to be able to. And so, you know, years ago, we found out there's, you know, there's an opportunity for people to raise their level of belief and level of thinking. Especially when you're in a business like. Like the one I'm in where, you know, your goal is to get people to obviously perform at higher levels. They have to be exposed to a different lifestyle, and they're not going to be exposed without you doing that. So I've used exposure, you know, so I'll spend Maybe, let's say 50,000 on a trip or something. I just. I just took. I have a house down in the Dominican. I took 60 people there, and people go, oh, my God, you wasted all that money. And I go, you don't know. You know, when people set goals and they, you know, they dream in the same living room, in the same office, it's not the same as when you dream. You set goals on the cliff somewhere, overlooking the sunset, going down. You know, you just go, man, this is the kind of life I want to live. So we've always just stretched it. We became a master copy. I think it took me two years to build my financial company that I have right now. You know, I was. I was involved and I was just doing things, but it took two years of me becoming a person. Perfect master copy. And they run very successful agencies because they learned the strategy of, you know, I've just given a lot more than just, you know, and I. And I see people save pennies and lose millions all the time in our business. And, you know, we've learned how, you know, people go, well, you're lucky you have, you know, black, you know, cash flow coming in. And I go, no, no, I worked on this cash flow. This was. This was. This was an intention. Okay. You know, we got it down to where, you know, we can. You can. We can buy properties every couple of months now based on our cash flow. And, you know, and that. But it wasn't that way in the beginning. But we did all the right things, and we all know the difference between the right thing and the wrong thing, you know, and so if we could teach people how to, you know, just kind of copy to write things, which is, you know, in every business, it's different, but we know what we want, what we want to teach. And, you know, just paying a little bit, investing a little bit more helps your business grow.

Investing a little bit more, pushing, expanding people's vision a little bit more, but even adding in, you know, what people don't understand is like, even with the charity things, those are vision expanders, you know, like you said you would take people in there. It's like all of a sudden things open up in their minds. They don't. You know, some of the people I haven't interviewed, I've got friends that I haven't. I don't know if I get to all of my super successful friends on this podcast, but, you know, I have friends that have done amazing things from the charitable type thing, and I won't divulge that, but, you know, it's just changed their life. You know, you just, you know, in terms of giving them stability, giving them sense of self worth, being, you know, when things go wrong, like, okay, you know, I can handle it, you know, because I've just been able to help a whole lot of other people, you know, see how other people live, be a difference maker. It's not just a vision about bigger lifestyle, but it's expanding the vision of what's possible and the impact that you could make. And the one thing we'll leave with this is tell people, is it worth it? How much is it worth? Is it worth it? Did you really expect this? Or does it go beyond what you could have imagined in terms of paying the price early on on this thing? Because they need to know, yeah, it's worth it.

It is so worth it, you know, to be happy and be a person that's constantly taking people to the next level, that's worth it, you know. Yeah, the success is awesome. The fancy stuff and the traveling, all that stuff is great. But, you know, there's, you know, it really always boils back down to, you know, are you happy and you want to create. I had a conversation with a guy says there's strategies in accumulating wealth. You know, you can't save the world, first of all. Okay. It's something that, you know, and so when we're talking about giving is given when you got not given, before you got, okay. So you have to, you have to learn that. That's a whole nother talk, you know? You know, just knowing when, when's the right time, you know, and you can't save the world. You got to help the people that want to actually go to the next level. You can't invest time with people that don't want to, you know, maybe you can get back to them later on, but you need to go put yourself in your face. You got to save you and your family first. Okay? That's the rule. And then, you know, after that, you can you know, bring a lot of people with you because then you become an example. You become someone that people can look up to. So, you know, it. It moves people more when they're. When there's an example, people. Belief levels go through the roof. When they know you especially, a lot of people know me, and they go, you're kind of like the same, but it just. Your net worth is a little bit different now.

Yeah.

Yeah. But you're still the same. And so for them, it's kind of confusing, but it's also, you know, awesome to them that they can achieve this stuff and they can go after it because they know me and they know, you know, anyone knows, we know I'm the same. I'm just regular old me. But, you know, I always get nervous with this type of stuff. But, you know, coaching and, you know, doing podcasts is two different things. Yeah, I think I'm a better, better coach than a podcast, but, hey, I can get better. I can get better.

You did great. I mean, this is unbelievable. You look like you look like you do this every day. So look like you got your own.

Radio show, Chris, so might start one, you know.

Yeah, there you go. There's something to think about. So, anyway, thanks so much for everything. This is fantastic.

If you enjoyed what you've heard and are dead serious about finding out for yourself exactly how this works in the real world, I've taken the most valuable business lessons I've learned over 40 years and put them into something for you to watch. Go to Whiteellumwinning.com webinar now in order to move up as fast as possible. I'm Larry Wydell, and I run the Million Dollar Mastermind. Go, go, go.