The Difference Between Delegation and Dumping for Momentum with Business Leader Mario Arrizon

I am with momentum. Mario Arizon. Hey, Mario. And you know, we've had so much fun talking and we got into a subject that we're both super excited about because it's how we change our life and how we continue to go forward and stay excited. Because what excites people that have had success before is, is having bigger success, wider success, seeing that success get passed on to other people and have them be able to duplicate it. And that comes because you've created something that has momentum and you're able to maintain that momentum through the tough times. So, Mario, welcome.

Thank you so much, Uncle Larry, it's such a pleasure. I really enjoyed talking to you and I can't wait to get started today. I know we going to impact some lives. That's why God created us. We're going to impact some lives today. They're not going to regret listening to this.

Well, when it comes into impact, which is what all of this is about and it's why it's important for you to be successful and not to be apologetic about your success, even though people would look at you and say, well, you need to cut back, you're overdoing it, you're selling your soul for success. And these are people that are well meaning but ignorant and they can be your own family and friends and things like that, but they're in their world where you get paid a salary, you're in a job with a corporation where they're probably going to just fire you, get merged with another company and your job's eliminated. You're really stupid to put in extra effort into a no win situation. And that's been their experience. But they don't understand what, what it's like to be in a business of your own or be in a business where you have unlimited opportunity and where you control your destiny. And when you, they really don't understand when you're working hard, you're working hard for yourself and the people also that have worked hard to help you get the success you have so you can let them, you know, can duplicate yourself as quickly as possible. And so the thing that I'm curious about is what you, how, you know, when people want to grow their business, they get into something, an arena, an area, a group of people they haven't been before. A lot of times they're getting jobs, they're mailing thousands of resumes, they're knocking on millions of doors, they're doing this, that and the other. But most jobs, most breakthroughs come from friends. And it's like I know a guy who knows a guy. I know a person who knows a person. And it's that six degrees of Kevin Bacon where six layers down, pretty much everybody in the world knows everybody else. So how would you. So it's basically if you focus on making friends and like, you know, Art Williams did tell me this when I moved to North Carolina. It's not who you know, Larry, it's who they know. And so as you're meeting more friends, it's not just that you know them, it's just that the importance of the leverage it gives you at some point to be able to be introduced to people they know. And if people come to know you through a friend somehow, you're accepted in a way that takes forever. If you just bump into them on the street and try and strike up a relationship that way, you know you can do it, but it's just so much harder to develop a rapport and a friendship that way. Whereas if I'm visiting you at your house. And by the way, your cars last time were the G Wagon. It was the. Yeah, Lamborghini, not Ferrari. And then you had the Tesla.

Yes.

So what do you have now? What's in the garage now?

My wife surprised me with a new Rolls Royce Wraith.

Wow. What color?

It's white. All my cars are white. I like. White's awesome because they don't get dirty that fast. Larry. Yeah.

I was curious to see if the pattern had gotten broken and. Oh, congratulations. I can't wait to see it. But what has expanding your business and going. How has the technique of friend to friend growth and expansion allowed you to get where you are today?

Well, it's the difference between addition and multiplication. Right. When you use the warm market and people that like you and trust you, you're going to multiply, you're going to explode. It's going to be a whole nother level. When you do it the other way, it does work, but you're growing by addition, little by little, because the credibility is not there. But when I told my friends about, hey, this is what I'm getting into. Can you help me out? And I did that, it erupted because the credibility was there. So people try to do it by cold market and they have success. But to have an explosion to get it done faster, it's through relationships, through the warm market. There's a, there's a, there's something special with that. So that's how I build my business through the warm market. And I taught people to do that, too. You know, take care of your people. And guess what? One day your people will take care of you.

Yeah. And it's kind of self the trouble with the cold market is itself limiting because it's one thing if you're out there and you have to cold call and everybody in sales at one time of their life has had to do that for a brief period anyway. But if you've got 50 people out there knocking on the same doors, it's like, what are you guys, a plague? You know, it's just like somebody was just here, Someone just called. Yes. Five minutes ago. What is it? And you just lose. I have heard this, that you can't oversaturate your market, but you can pollute the market by people just going out and annoying people like that. And so the way you build momentum and still keep the powerful positive reputation is friend to friend to friend. Tell some stories of how that's dominoed out. That chain has worked in your business with some of your original people.

Absolutely. So for example, when somebody's in the business, you know, the credibility is there. I ask them, like especially they're getting started, I want to show them the ropes. I let them. Some other financial companies don't let them talk to their friends and family. It's a conflict of interest. I do that. Like, hey, let's help your family and friends first. Who do you love? Who are people that, you know, you want them to be insure to have their finances in order to get out of debt. Like, well, first person I care about is my mother, my sister, my best friend. Perfect, let's do that. And once we do that, they see what we do. I'm always in the growing business. If I like their attitude, I like their mindset and say, hey, do you mind if I share with you how we get paid and we get them involved and guess what? They, they know another 10, 25 people that the person I was trained doesn't know. And then it just keeps on growing and growing because we deliver on our promises. One thing is you can talk all you want, but if you're not delivering, guess what's also going to spread that you don't take care of what you're not a man of your word, you false promises. So for me, Larry, in the beginning, I was so excited, I was so unorganized that I said I need to slow down a little bit, make sure I'm organized, have the right team by my side to make sure I come through on my word. And an explosion happened, you know, and.

It'S not just in the sales world, folks, you know, I got the privilege of knowing a lot of people in a lot of industries, and let's just say you have an investment company, a hedge fund, or I've got some friends that have. They syndicate horses, Mario, or they have, you know, they have. Or they syndicate real estate. And, you know, you know, like, there's one fellow I think, I don't know if I've interviewed him yet, but I'll get to him eventually. But it's like a young guy, he's not yet 30, started, worked five years for somebody else, learned the real estate market, putting together deals and all. And in five years, starting from scratch, he and his friend, they're up to 650 separate investors. 600. And to get in, you have to come up with $100,000. So just to know 650 different people have bought. So I said, let me ask you this. I said, how many of the, you know, it's like in our business, how many did you directly recruit? I said, how many of those did you go out and directly get? You know, it's a very low number. And I said, so what you're telling me is that you've got guys. And they went and they went. And they didn't make any money at it, you know, but it was a good. Because like you said, if it's a good deal, if you impress people with your quality and your attention to detail and respect for them and. And their resources they put under your control, you're going to talk to your friends about that, because there's not a world full of those. And he said, yeah, we've got people that have got 25 of their friends in, 10 of their friends in like that. And it turns out even in the investment world, it works the exact same way if it's syndication, if it's real estate, if it's whatever. So this is a technique you're stupid not to use. You know, friend to friend to friend. Go make friends.

Yes, absolutely. It's the best way to do it. And anything. That's how you can actually multiply. You know, it's the difference between addition and multiplying. So, yes, Larry, you're 100% right on that.

And it comes. It's key to maintaining momentum, because since you're dealing with a network of friends, there's a consistency there that people are not going to go in and out where if you have 100 sales, two to friends, if it's investments or whatever it is, shares of a horse or financial products, if 100 sales to cold call people to people you Never knew before versus 100 sales to people that are in your network of friends. The hundred sales from the network of friends are going to be much more stable and allow you to do the momentum because momentum means you're growing more than you're dropping. So it's one thing to get all these things, but it's another thing to get in reverse gear when things get tough and you're more likely to be able to go blow through the tough times. It's not just as you get bigger, it's not just you keeping your head on your shoulders when times are tough. It's like, is everybody going to hang with you? You know, that's what you need to think about. Have I built a network that is going to hang with me? And if you built that network through a layer of friends and where people have known forever, your stability is going to be much higher. So you're more likely to come through that whatever the tough time is, you know, doubling and tripling your momentum.

Larry, let me, let me, if you, by the way talking about that, let me show you something that really helped me. This will help everybody on growing. See good leaders, if you can write this down, I'm telling you, good leaders know their self that know themselves. They know their weaknesses and they know their strengths. That is super important. Good leaders know themselves but great leaders know their people strength and weaknesses.

Right, exactly.

Because you're only as good as your team that's around you. I'm telling you. So this is super important. So this is where I did a mistake. I'm telling you right now, if you apply, this is going to be a game changer. Start creating momentum. So look, there's a difference between delegation and dumping. See what I did in the beginning is I just, I figured out my weaknesses and I put the team in place and I just dumped my responsibility on them. And you know what happens in the beginning? They do a good job, but once you just dump that on them, they realize, guess what happens. They realize like wait a minute, they're not even checking up on me. So if I do good or I do bad, doesn't matter, it's up to me. And your job is to delegate. So delegate is that you put that responsibility on them, but you check in, alright, show me a progress this week. How are we doing? So now guess what? That's true. Delegation. And when I started doing, I realized how to really move people. It changed everything. And your job as a leader, look, everybody's, everybody's different. Everybody gets moved differently. Your job as a leader, see what inspires people, what gets them to move. Because you get the least out of your people when they feel they have to do it. You get the most out of your people when they feel they get to do it. They want to do it. So your job as the leader say, okay, this person. Let me give you an example. Shaquille Neal is one of the greatest, most dominant centers of all time. But imagine I play him, me as a coach, I play him like, hey, all you do is you're going to shoot free throws for us and you're going to shoot three pointers for us. What a waste of talent. That's not what he was created to do. He's going to look like the most horrible basketball player of all time because those are his weaknesses. And in my job as a coach, as a leader, I didn't know that. What I need to do is I need to put, hey, you're good at shooting, you're good at dominating, and you place people in the right positions and watch your business take off. You're going to have to take one step back to move a 10, 10 steps forward. But I promise you, it's very important that you write down your weaknesses, you write down your strengths, and then you can delegate that. My goodness. You watch the momentum that starts happening.

In your business, and you learn that by observing them. You know, just, you know, what do they enjoy the most? What do they do? And they really light up. You know, even when we would do meetings, I would. You know, I always tried to break. I knew meetings are boring, so I'd always try and break them up into little segments. And I would have lots of different faces because I knew people would get sick I. Of anybody at the front of the room if they had to listen to them all the time. So what I do is whatever little thing any one of my leaders was good at that, you know, somehow they could explain it that part better than anybody. I'd have them up for that part, you know, and then I'd. Cause I could showcase them, and they could showcase themselves. And as a result, they walk off the stage feeling like a million bucks because they got such a good response from the audience, because they were good at explaining that thing.

And.

And so all of a sudden, the people. The audience is fired up. My leader is fired up. You know what? I'm preparing them to be independent and do the whole thing on their own, step by step.

By the way, Larry, what I wanted to share with also on how to create momentum on what we're talking about. Is this exactly what you said? Like, when there's a meeting, Larry, When I add competition. So whenever you feel like your people feel like they have to do it. For example, we had to make 100 appointments. And you know what? I had a group. I had a group that. A small group of 30 people that had to set up 100 appointments. All we're going to knock this out in minutes. Larry, you're not going to believe it. Those 30 people to set up 100 appointments, it took four hours. I couldn't believe it because they had to do it. You know what I did the following week? You're not going to believe it. Those same 30 people. I said, all right, guys, we're going to split up the room, and we're going to compete. We're going to see what team sets up 100 appointments first. And the first one that does this is going to. Man. And it's just going to. Are going to get these pins, are going to do this. We're going to have bragging rights that you just want it more. And, Larry, what took four hours, we did twice the amount. Each team did over 100 appointments in less than 30 minutes. The same team, the same 30. We just divided 15 versus 15. And you know what? That happens when you add competition to something. It replaces work with fun. Your job as a leader is to pinpoint things that they feel like they have to do and make it fun. How do you make it fun? Competition. Yeah, competition. And it's unbelievable. And you know who I learned that from, Larry? My kids. You're not going to believe it. It's amazing. Let me tell you. My wife, she the house. We have someone that cleaned up the house. And my boys got home from school, and they just tore the place up in less than 30 minutes. The place was a disaster. And my wife was like, what is going on? Toys everywhere, couches everywhere. They had a pillow fight and everything and just freaking out. And my wife's like, boys, clean up after yourself. Pick up the toys. And they're like, mom, do we have to? That's so boring. We just want to have fun. They are two little boys, right?

Yeah.

And she's like, mario, talk to your sons. They are driving me crazy. I said, frannie, watch this. And you know what I did? I got two buckets. And I said, all right, boys, you ready? Like what? We're going to compete. We're going to see which one of you guys picks up the most toys the fastest. And Larry, In a matter of like three minutes, they picked up all of their toys. And my wife's like, how did you do that? Because I added competition and it became fun. So look, look at ways and things in your life that instead of having to do it, figure out a way that you can compete, get your people to compete, and you're going to get the most out of them.

Mario, I can't tell you how much fun this has been. Can't wait to do it again. And we're going to get back together in the future and maybe we'll talk some more about momentum, things like that, to help you kind of flesh out concepts for. For this future book. Because now you're on the record that that's in your future. For all I know, you already probably got it written. But anyway, we will get back together and talk some more. Thanks so much. This has been fantastic.

Thank you so much. What an honor. Thank you.

Do you want to have a last word before we. To the upcoming. We've got a lot of multimillionaires who listen to these things, too, but people that are, you know, they know they got more left inside of them and they love doing big things and they listen to this for, you know, just to stay on track and get some more ideas and fresh insight. Anything you want to offer to them.

Absolutely. You know, I struggle with this myself, that we. Can we compare ourselves to other people. It doesn't matter how many. How much success you have. You want to get depressed, compare yourself, Compare. I'm just telling you. And you're probably comparing yourself right now. You're probably beating yourself up. And you know what? You're probably doing better than you were before, even if you're not. Stop that. Look, your attitude is everything. What you need to do is focus on a plan to have progress every single day. If you don't have a plan to grow every day, be prepared to be passed up by someone that does. If every day you just have a plan and every day you feel good, I'm growing, I'm on track. Guess what? Everyone gets tired. But if you just stay consistent, growing every single day, let's say you just grow 1% a day, just 1% a day, in 100 days, you won't even recognize yourself and you feel good. So I challenge you. Don't get discouraged. Keep at it. It is so darn worth it. And one day you're going to inspire the masses because you decided not to throw in the towel when things got tough.

Yeah. And it's great. You know, giant steps. It's great when you can run. You can take leaps and bounds, but the baby steps count, too. You know, just keep. Some days all you can do is baby steps. But if you keep stepping, you're going to get much further down the road, much higher up the hill than you ever could imagine. And the thing. And the thing that Mario and all of us will tell you is it is so much more rewarding than you think it's going to be. And we.

Mario, Sorry, I got a story that you just. You triggered me. I'm just telling you, you triggered a story that they need to hear this.

Okay.

You need to realize that tornadoes and hurricanes get all the press. They get all the news. They're big steps. Right?

Right.

But termites. Termites do more damage than hurricanes and tornadoes combined. See, it's not the giant things that are going to destroy. It's the little steps every day. It's the little bad habits that we do every day that can hurt you see, it's those little termites. And also in the opposite, it's those little steps every day that can build you up. Don't underestimate what you can. I'm just telling you, those little things that you do every single day that create momentum. It can change everything for you. So, Larry, I just want to let them know, those little things, they're little termites, but they make a huge difference.

Absolutely. Perfect. Thanks so much, Mario.