How To MANIFEST Wealth Using The Law Of ATTRACTION! | Lewis Howes

We've got to understand that money is easy to earn. If you just write this down right now, I am so happy and grateful now that I have multiple sources of income. If you write that out every day for the next 30-60 days, you're going to become very, very aware of, well, the earning of money is an exact science. And It's governed by law. The amount of money you earn is in direct ratio to the need for what you do, your ability to do it, and the difficulty there is in replacing you. It's the need for what you do, your ability to do it, and the difficulty there is in replacing you. Now, in this business I'm in, you can earn an awful lot of money. Because there's a tremendous need for a person that does what I do. I've traveled all over the world, from Shanghai to Buenos Aires to all over Europe, Asia, everywhere. Everywhere they need what I've got. There's a tremendous need. I can earn more money than a neurosurgeon. Now, everybody has a brain, but not everybody needs it operated on. So, yeah, it's in- They need it.

Operated in a different way.

Yeah.

The way you do it.

It's a need for what you do, then your ability to do it. So, if a person, if there's a great need for what a person's doing, then they've got to get really good at it. So, you never stop getting better at it. you're good at what you do. And I don't mean to flatter you, you are just good at it. I've watched you do it.

Thank you.

And you do it like I was mentioning, you're sort of the... Larry King. Larry King, yeah. Because Larry was a master. Larry never talked about, and Larry, he never, it was all about you. You never heard him say, I, it was always about, you know, interviewing the person. So there was a great need for what he did. He was entertaining a lot of people. His ability to do it, he was very good at it, so he was very difficult to replace. Now when you're difficult to replace, your stock goes up. We've learned, we've got to learn how to earn money. And most people don't know how to earn money. Most people think you go to work to earn money. You know, I was in a seminar in Phoenix, probably a couple of years ago now, and this guy came over and talked to me. I knew him, not well, but I knew him. And he was a doctor, and he told me he was thinking of quitting. I said, why are you going to quit? Well, he said, the medical profession is all messed up now. He said, you got to put in more time to earn less money. I said, well, that's true. But I said, why'd you become a doctor? Well, he said, I love it. I said, what the hell? The fact that you're earning any money is a plus. You don't go to work for money. You go to work for satisfaction. There's two rewards in life. One is material and the other's psychic. we shouldn't work for money. We should work for satisfaction. You provide service to earn money. Take some recording stars. I can't think. Earn millions on a recording. But look at the millions of people that are being entertained. Construction workers, air flight attendance, restaurants. There's the music's playing. entertaining all the people that can hear that music. So they're entertaining all the people. And that's where it's coming. You see, you do what you work at what you love to do and you'll get tremendous satisfaction. Like I love what I'm doing. I would do it for nothing if I had to. I just love it. I really love it. And so the fact that I love it, Why would I want to do anything else? That's what I said to him. You get satisfaction from what you're doing, what you love to do. So every day when I get up, go to work, I'm doing what I love doing. You provide service to earn money. I have all kinds of stuff that we have, stuff that we sell, programs that we're selling. Somebody buying them now, I don't know who they are or where they are, but I'm earning money right now while we're talking. And when I go to bed tonight, I'll be earning money and I'll learn it all night. And I like that idea, you know, because we're providing service. So I think we have to get the money straight in our mind, and I don't think most people have it straight. If you, and if people don't, you're mentioning if a person didn't like to talk about it, they have a problem with it.

So start talking about it more.

Absolutely. Yeah. If there's somebody that you're around a partner, an associate or something, and they really don't want to talk about money, you, I think there's a problem there. Yeah.

If someone came to you and has struggled with money their entire life, whether they're in their early 20s or they're in their 40s or 50s, and they asked you, Bob, what do I need to do to make my first million dollars? What would you say are the most important things they should think and act on next?

Well, first of all, they got to believe that they can earn the million dollars. They got to develop a belief system. Our belief system is based upon our evaluation of something. And frequently, if we reevaluate the situation, our belief about it will change. We've got to understand that money is easy to earn. I work with our sales staff all the time helping them learn how to earn more money. I work with members of our staff, different members of our staff. helping them develop the desire to earn more money and then I show them how they can do it.

How do we believe if we've never seen evidence before or gotten results before of earning it?

Yeah, it's through the repetition of it, through the repetition of writing it and believing it. I had an affirmation that I used for years, still use it. I'm so happy and grateful now that money comes to me in increasing quantities through multiple sources on a continuous basis. I am so happy and grateful now that money comes to me in increasing quantities through multiple sources on a continuous basis. I just keep repeating that like a mantra. And you write out, you know, I'm so happy and grateful now that I have my possession a million dollars. And that's where you started out intellectually. Then you get emotionally involved. And if you keep doing that, ultimately you're going to attract the money. Now you've got to ask, how can money be earned? Money can be earned in all kinds of different ways. We have a company, MSI Connect. It's a pet of mine, not my partner's. I don't think she's too in love with it, but I think it's a neat company. MSI is multiple sources of income, connect. And there's a lot of people there and they connect with each other. And they set up joint ventures with each other. They set up affiliate things with each other. You can buy different things there. People sell stuff there. They study money there. You've got to get into an environment where money is talked about, where it's understood.

You know, it's interesting you say that because for years, I have studied money at different levels and those levels of studying have gotten me to those results. But I've never been able to really, you know, but there's always a cap and you've got to learn something new in order to break through that cap into a new level. And I've never really understood the stock market. I've always just invested in certain things and allowed them to just work on their own. but I've never actually taken full ownership of learning it myself. I've always had a financial advisor and things like that. And now I said, you know what? I just want to understand the stock market. I want to learn it because I don't know. I'm still uneducated. I don't even know how to bias. I bought my first stock like a few months ago myself. I've invested in stocks and index funds, but I've actually learned how to do it myself. And I was like, I need to find the best people that are doing this and learn from them and have conversations with them. And it's been amazing in a short amount of time by surrounding myself with people that are doing at an astronomical level just by having a couple conversations, taking the risk and doing it myself and trying it and fumbling around having no clue what I'm doing. I'm already seeing growth in a couple of months. But if I didn't have the awareness to ask those questions and surround myself with that knowledge, and then apply it and continue to learn from it, I'd still be stuck to where I was before. And so I think that's what we need to, I love the way you talk about the environment, about constantly being curious, asking these questions and having the conversations because it doesn't matter how successful we are, we'll be stuck to a level of our past knowing until we break through and find a new knowing. I'm curious for, for those who want to learn the millionaire morning routine. They want to master this. They want to learn what do those millionaires and billionaires do with their morning routine. You've already shared a few things that you do. What would it look like if you had 90 minutes in the morning to set yourself up to reprogram your money mindset?

Well, I don't think it would take you 90 minutes. You could spend Oh God, nine minutes. If you just write down, write it, write this down right now. I am so happy and grateful. I am so happy and grateful now that I have multiple sources of income. I am so happy and grateful now that I have multiple sources of income. if you write that out every day for the next 30, 60 days, you're going to become very, very aware of having multiple sources of income. Wealthy people all have multiple sources. They don't have one or two. They have a whole bunch of them. I don't know how many sources of income I got. I'm not even interested in figuring it out because somebody else looks after that. I don't look after it. But I do know that you can do that. That's what Keith did it down in New Orleans. God, he just. His life changed so dramatically. And I'll show you different things you can do because anyone can. You want to set up multiple sources of income. Do you know, I was flying on a plane to KL. I used to fly from Toronto to KL once a month. and back. It's 25 hours near one way. So when I'm on the air, in the air, I either work with names, words or numbers. And I wrote down one with six zeros. And I thought, what is the big deal about a million? You know, you often hear people say, what would you do if you had a million? If you want a million and. I get thinking about it and I played with that on the plane for quite a while and it dawned on me they do not have one source of income. They don't have a job. Now some people have a job earn a million dollars, but that's the unusual one. And then I got playing with it further and I broke it down. They'd have more than one and then I got it multiple and then MSI. Well, then I got thinking, we should run a seminar, teach people to earn a million dollars by setting up multiple sources of income. And when I got off the plane, I found Mark Victor Hansen down in Newport Beach. I was in KL, so I woke him up in the middle of the night. And I got talking, he says, great idea. So we started the million dollar forum. And he got involved, and Bernie Dorman, who just passed away, and Jack Canfield and Lee Poulis. In fact, that's where the Chicken Soup for the Soul books came from, from that particular seminar. And we were teaching people to set up multiple sources of income. Well, they are in many billions from that, but that's where that started. And you are in a beautiful position to set up all kinds of sources of income. So when you think of wealth, you know, you might only earn 10 or 15,000 from one source, you might earn 200, 300,000 from another. But you have a lot of them.

Right.

And that's where you'll earn wealth. Like I don't invest in the stock market. My wife's have bought stocks, Sandy buys stocks, I think. I just don't pay attention to it. It's not, it doesn't interest me. I'd rather earn it by thinking, putting an idea to work than let the stock market do it for me. That doesn't excite me. I'd rather sit here and think of, if I sat here for another hour after we got off, I could think of a way of creating a source of income. And it would be a good one because they're all good, very creative. My mind is, you know, conditional on that level. Yeah.

What do you think are three skills everyone should learn in order to generate more wealth and generate more income for themselves or just to improve the quality of their life in general? What are those three skills you wish everyone could master?

Well, you've got to be fairly creative. You've got to have a free flow of energy. Energy has to flow through. You can't be stubborn. You can't lock in on something and not want to let go of it. You've got to have a free flow. You've got to be interested in ideas, new ideas. You were talking about not wanting to watch television. I don't watch much. I love watching Shark Tank, though.

Yes, great. and I like watching Kevin O'Leary yesterday. Yeah, he's great.

Well, they were, you worked with him yesterday, did you say?

I just had Kevin O'Leary on yesterday.

Yeah. Well, you see, now that guy's mind, it's amazing the way it works. Yeah. But you watch all of them, all those sharks, their mind, it works like a rocket, you know? And they break things down, somebody will say something, they break all kinds of things down from what the one thing the person will say, They are very, very sharp, every one of them. And Kevin is certainly one of the sharp ones on there, but they all are. You know, I don't know if there's one any sharper than another, but they've got a very free flow of ideas.

Yeah.

So flow of energy, free flow, interested in new ideas. What's another?

I think you have to be service oriented. You really have to be thinking of how to do things for people, how to help people. 'Cause money is a reward received for service rendered. Yeah.

It's hard to help others when you're always consumed with the negativity in your own life. Oh wow, I mean that's- Mentality.

If a person is like that, let's suppose they're really locked in on problems, but they hear what I've just said. They really gotta think of serving others. How can I serve others? How can I be of greater service? You're going to figure it out. Discipline yourself for, let's say, 30, 60, 90 minutes a day sitting down and thinking of writing down 10 ideas that could be of service to other people. And you probably won't get very good ones for the first little while, But if you keep doing it, they'll keep coming.

Absolutely. Or you'll try stuff in the beginning and you'll learn something from those efforts and you'll realize how to make them better. And maybe don't stick with them. When I started, I was like doing stuff, just hustling around trying to figure it out and you realize what doesn't work for you until you realize what does work. What's something else you recommend doing in the morning routine? I know you mentioned writing down this sentence every day, I am so happy and grateful that now I have multiple sources of income. What other things would you recommend for people to develop that millionaire mindset in the morning?

Get books on money. You too can be prosperous is one. That was the one by Robert Russell. You too can be prosperous. Think and grow rich. The master key to riches, when Napoleon Hill get reading these books. Get a partner to read them with. The partner doesn't have to be somebody you're living with. Could be someone on the other side of the country.

You, why is that important to have a partner reading with you?

Well, you usually will do it and if you take, here's a great book, Power of Awareness. Now, when you look at this, it's got a red band across the bottom. The Power of Awareness, you'll find it without this red band, don't get that, this is the one. This has also included a weakened imagination, Power of Awareness by Neville. This is a phenomenal book. This is going to expand the mind. Then get into Master Key on riches. You too can be prosperous and think and grow rich. You're on money.

Do you understand how much more valuable you are than money? And how much more... Remember, Buddhist monks, there's millionaire achievers that go to Buddhist monks all the time. The reverse never happens. There's no Buddhist monks going, How do I get the money?

I need to make millions.

Yeah.

Why is that? Because the highest thing we have, the number one asset we have is our connection to ourself. And then most of us think it's money. So we make that the highest vibration, but it's not-- Inner peace. It's inner peace. It's this moment, and you have that available. And we over-- you know, the best things in life are free is a very cliche sentence, but it's true. And that's true, but also we only pay attention to what we invest in financially. So we overlook meditating here, but if we could pay to meditate, we'd all of a sudden do it. So we have to understand that what is free for real will bring in everything else that you want. I have a rule too with money that you might think is cool. This is a thing that I want to offer people. If you're trying to figure out how to create a space for money, I offer people to think about how they think about money. Think about how unconsciously you think about it. Like you're never enough, you're the root of all evil, whatever. Now picture that you're money on a date with you. And if you're on a date with a person who says you're never enough, you're the root of all evil, you'd never want to be there, right? Well, money doesn't want to be in.

The vibrations of judging it. You reject that person. Yeah, yeah, you reject that person, so you're rejecting money.

Right.

When you think that, yeah. Yeah, I'm going to, how else do we say, I'm going to use you to get someone to like me. I'm going to, this is how money is seen. So how could money show up if that's how you see it? Because you wouldn't stay with someone on a date that said, you,'re never enough. You're the root of all evil. It's like, okay, So how would you like to be seen on a date? You'd like to be seen as I love you no matter what, no matter if you're small or big, if you're off or on, if you're feeling like shit, I love you all the way. And if you can look at your debt or have $1 in the bank and go, I love you. Now you're creating a vibrational space for it to show up because you're safe, because your focus isn't on money and how it needs to change. You're much better off because you're on how you're going to change. And when you start changing like we just did and looking at these things and not needing to overcome as much as loving it, now you're focused on the thing that actually creates the money. Remember, every dollar you've ever made came from you. So don't get excited about money, get excited about you.

Mmm.

Right?

Amazing.

Like, if I went on a hike with you, we get lost in the woods, I run a corner, I'm not with you and we find a waterfall, I find it you don't see it. I fill a cup up with water and I come back and I say to you, Dude, a cup of water. What am I not showing you? I'm showing you the small thing.

Yeah, not the waterfall.

Not where it came from.

The source.

The source of the water is the much more important thing. So none of us look at the source of where our money came from. We look at the money. So you're sitting here dwelling, not you, but People that we were dwelling on the cup of water.

-Yeah.

Not us being the source of creating more.

-Every dollar you've ever made came from you. Get excited about you. Start the focus on what you are, not what money will give you.

-And you know your energy is going to attract or repel more wealth. A lot of... A mentor of mine said, I was at a Salsa Club, learning how to salsa dance, terrified out of my mind. And I saw a guy who was amazing, who was a public speaker. He actually got me into public speaking. And he said, the world makes room for passionate people. I think money is attracted to passionate people as well. Because people are passionate about life. They bring an energy, they bring a richness, a fullness, a richness, and they attract riches, whether it be through the community or the art they're creating or the business they're creating.

Yes.

And you're going to start to attract.

Especially in this time, because I know there's people watching this go, well, what do you say about all the greedy billionaires and blah, blah, blah? And what I say is that's the old consciousness.

Yeah.

That there, in fact, we see through it and it's starting to crumble. So the old way of doing things selfish was a conscious shift because I believe in, like, the 50s, everyone was just, like, a factory worker working for a and then it was like this breakaway where an entrepreneurial boom happened. So taking your focus off of the old story and moving into what you are and learning how your thinking changes things was the highest consciousness we understood at the time. So at that time that created this old consciousness of your focus, you know, changes it. So you think positive, whatever, and that created it. And then we keep going and take a good thing too far, and then all of a sudden it's the this billionaire thing, you can feel the most controlling mindsets crumbling. You can feel the suicides from the people that have made lots of money but see that it's not the answer. You can feel the people that are controlling other people. All the control, as the control fell in you during this interview, as you said goodbye to the old story and kind of loved it, all control in the world is starting to fall. And the old structures aren't working. And what will work in the new in the new future is the birth of this consciousness. This consciousness following your heart, you will not be able to make money just from massive achievement. It won't work. I'm telling you, it's going to be, we see through it, the consciousness sees through it, it's too small.

When I see payments come through in my email or my bank or wherever they come through, I say thank you. I say thank you every time, whether it's a dollar or a big check, I'm like, thank you, thank you, I really appreciate it. I don't say thank you when I'm paying something. Why? And I want to try this because I think it's an interesting approach. Why should we also say thank you when we're sending out money to others?

Because.

If you get a bill, that means somebody did something for you. For example, if it's an electricity bill, because of the electricity company, I can use the internet. I can use a lighting and microphone and computer. And it's not only one man job. There is this service person, there's this people who are at the power plants, and also there is somebody who just brought oil to Japan from Middle East. And there are, I don't know, thousands of people working for the electricity, and they make sure that it's in my house installed properly. So there are millions of reasons to appreciate the electricity. And if it's, say, if it's $300 or $500 or maybe smaller or bigger, wow, you know, if I'm asked to install somebody's house with that electricity, I cannot do that with this money. So thank you for just giving me the electricity. Thank you for giving me water. Thank you for serving me good meal at the restaurant. Thank you for giving me a ride like Uber. So you can thank the person who gave you the service and product. So the reason you have to pay, you're getting something in exchange and usually takes more than one or two or could be a hundred people's work. And then you ask the money, thank them too. So that means the money you give to the electricity company will be paid to all the people.

Wow.

So like I can, it's like a magic wand. Even if it's a hundred dollars, this magic wand will start saying thank you, thank you, thank you guys. So, you know, it'll just thank it's like a domino effect of thank you. So it's not just thanking your money, thanking the people who are connected with me. So we are all living on this planet together. So if we have this feeling, everybody's feeling this way, we all connected. We all connected with our people in the Middle East, we all connected with the people in Russia, Africa, China, US, Like it or not, we are all connected. So, do we hate each other or do we appreciate one another? So, if we start doing more, there will be no exploitation of any kind. That's the economy I want to see in the coming years.

Yeah.

It's such a simple philosophy and practice that I think if we can all start to do it a little more, with money and with everything. The people that we see, our friends, thanking them when they're coming, thanking them when they're leaving for their time, their attention. My girlfriend does this with our meals. Every time we eat together, she's really thankful. She puts a lot of time and attention thanking the people that just made this, the people that delivered the food to the restaurant, the people who harvested the food, you know, and all the people. And it's not something I did until about a year ago with food. And it's something that I've noticed my digestive system relaxing, like me just taking in the moment and feeling a better sense of joy and happiness while eating food as opposed to just eating protein bars to get to the next thing. But really appreciating it. And I think when we appreciate things, which I'm hearing you say, when you appreciate money, when it comes, when it goes, when you appreciate food, when you appreciate your home, your family, your friends, those things will appreciate in value and they'll want to come to you more. Is that what I'm hearing you say?

Yes, exactly. And Luis, you know what I've been talking about and you've been practicing it without knowing maybe, but I think you've been doing it as a natural person. You know, there are certain things like a natural business person, natural artist. So you're one of the natural people who who just appreciate things, you know, that's why you're successful and people love you. And so if you want to be like, if, if, if the viewers, like, want to be like Lewis, you have to learn what he's doing, you know? So it's not just small habits, but I think the attitude toward life and somehow there are only two kinds, you know, one, one kind is a people who keep appreciating, the other one keep complaining about it. So if you just, you know, it could be something very small, but after 20 years, your life will be very different. So I hope everybody will appreciate one another a little bit more from yesterday.

And what happens if we start complaining about money more, whether it be just kind of frustrated, little comments here and there, you know, what happens to money in our life when we complain about it as opposed to appreciating and thanking it?

So if you start complaining about money, like 95% of us, money, just look at it from a money's perspective. You know, if you've been complaining about it, oh, I don't want to go to him anymore. And then, it's like a mutual feeling is mutual. Okay, you can complain, but okay, fine. I'm not gonna come to you. And I think subconsciously, if you are complaining about money, you don't want it to be near you. So my favorite question to people is, if money was a person, who would it be? That means if money was a person, would it be a fun person? Always joking, always making, entertaining you? or is somebody like a assassin, you know, who's going to try to hurt you or scare you or gangsters who try to, you know, intimidate you. So if you're complaining, money may not be such a fun, good person. So I think by complaining, you become, you make money a villain and you don't want a scary person to live in your house?

Is it possible for us to have peace around money? And if so, what do we need to start shifting in our minds to create that peace?

Yes, I noticed when I was in North America, I casually asked, I thought a close friend of mine, you know, I became very close to him. So I asked him, how much do you make a year? Just casually. And I know I said something wrong because he looked so shocked. You asked me that? And I said, oh, oh, did I say something wrong? It's not so secretive in Japan that if you become close, you ask, you know, how much money you make to each other. But in North America, you don't even do it among close friends, right? It's sort of like something that you don't touch.

Even family, families don't talk about it. Why is it more openly talked about in a peaceful way in Japan or other places?

I think North American people tend to be, tend to tie how much they're worth or how much they make with their worth.

Their self-worth.

Yes, self-worth. We have different value system, like how many friends you have or you're married or not. Do you like your job? So say there are certain points, right? So money is one of them, but not the major part of it. But in North America, I think it's a cultural thing and I'm not blaming it for. But I think people think how much they make, how much they're worth is it. You know, you may be good looking, but if you don't make much, like you're nothing. But if you make a lot of money and even if you're a terrible person, you get to be respected. So I think it's a cultural thing and it seems to bring a lot of shame and pride from money, which I don't see it in other cultures. So I think it's very unique to American culture.

Interesting. What would you say is the secret then to creating abundance financially in your life when most people struggle or fail to do that?

Mm-. Yeah, so I've been talking about this over the past 20 years and there are so many aspects of abundance, you know, I call it visible assets and invisible assets. So financial value is just a very short small portion of your abundance.

But.

That is not included in package, I guess. So that's why we obsessed about making money or we jump onto this investment ideas and that's interesting cultural phenomena.

Gotcha. What would you say, so the invisible assets, would you say those are more important to learn about and master in order to create abundance over the visible Assets?

Once again, invisible assets, it's part of your life. So if I say that going on fishing with your friends is so much fun for me, I'm not interested in doing much business. So by American standard, I become a loser because, you know, I'm going enjoying fishing with a bunch of my friends. but they could be old millionaires who retired early. But I think going for fishing with a bunch of friends are not as respected as going on a venture business and trying to make money or just to start a company with your own visions. So I think it's a criteria. Do you focus on more relationships? or peace of mind. And the peace of mind is the most precious invisible assets. But a lot of people trade for money. And that's a sad thing. All over the world, people do that. We think we have to do it to bring food on the table. But is it really worth it to trade with your peace of mind or with your integrity? But unfortunately, many people do that.

Is it possible to create peace of mind abundantly and also create profitable financial abundance at the same time?

Yes, that's what I've been teaching. But you have to prioritize it because all your questions come from at the end, I want to be rich. so can you give up the idea of becoming a rich? Because you have to let go of this idea of becoming wealthy financially. My mentor, who is called Warren Buffett of Japan, he said, if you want to learn about money from me, you have to forget about money. That was his first request. Oh, wait a second.

You're like, But how do I make more money?

Yes.

So how can I learn about money if I forget about money? So he said, you,'re obsessed with money making ideas. So unless you forget about money, I cannot teach you about money. So his teaching was very Zen. So I might be confusing a lot of viewers at the moment because I A lot of people always think, okay Ken, that's great. And then how can I make it?

Then how do you make money?

So you have to forget it, at least for the next half an hour or so.

When you forget it, what should you be focusing on instead?

What is the most important thing in your life? And that could be your family, that could be your hobbies, that could be certain causes. And if that's more important than money, you should go for it. and I can teach many ways to invite money in after you find what you do. But there are only two kinds of life on this planet. Kind of like that you follow your heart, do what you enjoy. The other one is the life that you cannot enjoy. So a lot of people choose the path that you cannot enjoy as long as they can make money. And then they think, okay, if I make enough money, I can retire and start doing what I want to do. But it doesn't happen that way. You'll be lucky if you can make a lot of money and then retire. But because you lose a lot of motivation, you lose a lot of energy if you go take a path of making money. And then you cannot make money And even if you're lucky and you made it, you don't know how to look for happiness because you sacrifice all the happiness and peace of mind for money. How can you change the attitude? It's very difficult because all you think.

Is.

Just a simple thing, efficiency. How can I cut cost? How can I increase my wealth? But think about it this way. If you just make a lot of money outside, but if you come home, do you always talk about cutting costs, you know, don't waste your time with your kids? Because all the fun time with kids are worthwhile, you know, just pull out all the tissue papers, that's a lot of waste. You know, making a pizza with your kids, It takes three hours or four hours. If you're a business owner, hire somebody to do it for you.

Right, right. Order from delivery and it's gonna taste better.

Yes.

I was earning $4,000 a year at the time and I owed $6,000. If I had paid everything I earned for 18 months, I would have just broken even. It was an impossible situation. And I was just looking at what was, I couldn't see beyond that, so that's what made it impossible. and he said, listen, write what you want on a card. Now, I got a cold, gold card in my pocket. I've carried one ever since. He said, write what you want in the card. You need a van. You want. So he's, what do you really want? I said, I want some money. I figured if I had enough money, all my problems would go away. Everybody, I'll get in the phone. Where's the money? You know, they're always after me. People I owed money to. So I wrote that I wanted to have $25,000. You know, if I had got together, all the people I know or knew at that time and put all their money together, we wouldn't have come up with $25,000. We probably wouldn't have come up with a thousand. I mean, it was an enormous amount of money. It was nuts. So I wrote that in the card. He says, you got to read it every day. And he keeps saying, did you read it? Did you read it? You know, so he got me reading it.

Reading the book or reading the card?

No, read the gold card.

The card.

$25,000.

Just the gold card. Randy Goldgar, I'm so happy and grateful now that I have 25,000. And I learned something very important from it. All I thought about prior to that was debt, because people are always phoning me, when are you going to pay me? If you think about debt, you're going to be in debt forever. You become what you think about. Well, this gold card got me thinking about earning money. I never thought of earning money before. I thought about debt all the time. time. And it got me thinking of earning money. So I started to hear people talking about earning money. And because I heard them talking about it, it started me thinking about it. And some guy said, There's good money cleaning floors. I said, I'm not proud, I don't clean floors. I was prepared to do anything. I wonder in this money. I say, I wonder in money. So I started cleaning one office. And by the end of the year, I was earning $14,500. $1,500 a month.

What?

I was on the fire department. The chief was only earning $11,500 a year. I was earning $14,500. This was in a year from the start. Well, I started to clean one office. It was Canada Starch. I'd wash the floor twice a month, $15 a time. I got $30. Then I got another one, Kirby's Construction. I get $65 a month. Well, do you know in less than five years, I was cleaning offices in Toronto, Montreal, Boston, Atlanta, London, England. I mean, think going like a rocket. And I was listening to Earl Nightingale's recordings. I was thinking, listening to, or reading, reading, thinking, grow rich. And every cleaner, I had them studying the same stuff I was studying. When none of us knew much about cleaning floors, we just did a good job, we cleaned. But if somebody asked me what I was doing, I'd say I was cleaning offices. It was almost incidental to what I was doing. I could have been selling siding for houses.

It didn't matter.

It was what I was studying, what I was doing with it. I was getting the other people to study it. And I was very irresponsible. I was earning all this money. I was earning well over a million a year. I was living in London. I'd get on the Playboy Club on Park Lane. Playboy, I didn't even care if I lost. And I hardly ever did. I almost always won. I seemed to know where the money was. And one day I thought, you know, this isn't very responsible. I don't know what the hell triggered my mind. And I thought, how did this happen? And I didn't know. I didn't know how in my life had changed so dramatically, but it had changed dramatically. And in a short time, I'd been raised to believe if you're going to earn a lot of money, you're going to be really smart. I knew I wasn't very smart. I was earning a lot of money, so I thought, that's not true. I was raised to believe if you're going to get a good job, you've got to go to school. Well, I hadn't gone to school. I didn't have a good job. I owned the whole company. Right. So I thought, that's not true. So I started to wonder about all the things that I believed. Are they true? They're not true. And so then I had to know what happened and I couldn't find out. It took me nine and a half years to figure out what I actually did.

How you got to where you were.

Yeah. Yeah. You were talking prior to starting this about mentors. I believe they're essential in life. And as I look back, I have been fortunate enough to study with some absolutely brilliant people. I mean, giants. And any success I've enjoyed is because I've had great direction.

Wow.

And starting with the first one, he says, do exactly what I tell you until you find out I'm lying or I don't know what I'm talking about. So that's sort of a rule I followed. When I pick a person that I'm going to choose as a mentor, I do exactly what they tell me until I find out they're lying or they don't know what they're talking about and they don't lie and they didn't know what they're talking about. So I've had great, great instruction in my life and It works.

Wow. Who's the most memorable mentor for you?

Well Ray Stanford, first of all, but they're all very important. Earl Nightingale, huge. I started to study his recordings and then I wanted to work with him and I saw where he had distributors and so I became a distributor. I eventually, I left my business. I was prepared to pay them to let me work worked there. I wanted to work with him because I knew if I could work with him I could watch him, you know. And I'd see what he did. I get to think what he's thinking and because he was a giant in my mind. I mean Earl Nightingale and Lloyd Conant literally started personal development as we know it today in recorded fashion. And he started on this strangest secret record. So he was really huge. But I studied with Bill Gove, who was a great speaker. Val Van Dweel, Dr. Roeder. I've had just phenomenal mentors. Most of them people, you wouldn't really recognize your name, but they were giants at what they did.

Do you remember having big dreams as a kid? Or did you just always think you would amount to nothing, you were a loser?

I never had any dreams when I was a kid. I think the area I grew up in, we were so poor, things were so rough. But you've got to remember, that was during the Great Depression in the 30s. I mean, there's not too many people in life that lived through that anymore. And we didn't have dreams. We just get by was the deal.

Right.

Now when I started to rethink and grow rich, I was 26. That's when I started to really dream.

And what do you think is the most powerful principle in the book? Obviously there's a lot of them. For you, what's the thing that stood out?

There's a number of them, but imagination is, you know. And I had learned, see I was studying many things at the same time, our higher faculties, School teaches nothing about them. Many seminars don't teach you much about them. We talk about you becoming what you think about, but you've got to go further than that. Most people live through their senses because we're programmed to do that. Literally, we're programmed genetically and then environmentally to go by what we hear, see, smell, taste, touch. But, you know, I have a dog at home that can hear, see, smell, taste, touch. All animal life, operates through senses. We've been created in God's image. We have these higher faculties. We are creative beings, literally. We have perception, the will, reason, imagination, memory and intuition. They're the faculties that make us separate from everything else. Like all the other little creatures on the planet are completely at home in their environment. We're the only creature that's totally disoriented in our environment. And that's because we've been given the faculties to create our own environment.

One of the things that I say is that the psychology of investing is just as, if not more important than the actual how-to's of investing. And that's especially true when it comes to something like the stock market. In real estate, it's tough, but the difference between real estate and the stock market is if you buy a, say, $200,000 home, it's not going to go to zero. next week, next month, or really ever because you have some land, you have a physical property, and the stock market, it can happen. And so there's a couple things that you invest in stocks too. I invest, I invest in five places. Real estate, stocks, startups, cryptocurrency, and physical gold.

Is that descending order of value from the most to the least? Yeah, I would say so.

And then, you know, if you want to put my business in there, then that would be number one.

Startups, number one.

Your business and startups. Number one, yeah. But I also invest in other startups as well. But kind of, I would say in that order, yes. But in the stock market particularly, it is a liquid investment, meaning you can easily buy, you can easily sell. And that's what becomes a big psychological game because every day people are watching that ticker.

Ah, I just made money. I just lost money.

Ah.

What's Tesla doing today? Tesla's up $2. Tesla's down $4. And it can really drain you. and I think most people who start off investing their money, they get sucked into that rat race. I did, too, because when I first started investing my money in the stock market, I was like, wow, this is fun. This is exciting. Oh, my God. It becomes like a drug. You become addicted to it because I. I was waking up every morning. I was like, I'm gonna become a day Trader. I got it. And so, you know, I took a summer of when I was in college, and that's all I did. I would wake up before the market, and I would read these stock charts, and I would trade these. any stocks and some days I would make $1,000, other days I would lose $1,000 and by the end of the summer, I don't think I made any money. You just spent all this time. I spent all my time. And I realized this is not for me. I became so addicted to it, all you're doing is watching the numbers go up and down and ticker symbols and you're reading these forums. So the first thing is you have to understand that your psychology is important. What I do is I understand I'm not a trader.

I don't trade, I don't flip, even.

When it comes to real estate, really any of my investments.

You invest.

I invest long term. So what does that mean? So I have two strategies when it comes to investing my money. I have an active strategy and I have a passive strategy. I'll start with the passive strategy because that's easy to understand. Every month I passively invest my money into stocks, physical gold and cryptocurrency.

Really?

And so what that means is it's automatic.

Audit payment coming in each one. Yeah.

All the time.

So you're doing index funds with stocks or stocks.

I do ETFs. low cost ETFs and I have ETFs to give me exposure to the S&P 500. That's kind of your safe, your value. S&P 500 are the biggest 500 companies in the stock market. So that's the kind of the safe value play. I have some ETFs that give me exposure to innovation, startups growth because I like that space much more risky, but you could see more potential upside. Risk means you could also see more downside. And then I also have ETFs that give me exposure to emerging markets. these are countries that are overseas, countries like China, India, Korea, Brazil, countries that are up and coming to give you some diversification, not just in companies, but also in dollars, right? Diversifying out of the dollar so it gives me that protection. So every week I have money that's leaving my account and being invested into these different ETFs. I don't care whether the market's up or down, it happens every week. In physical gold, every month, I use an app for this. There's apps that allow you to do this. I have money that's withdrawn out of my bank account that buys me physical gold.

Really?

Now, people are going to say, why gold? For me, it's real money. It's another way of saving real money because now if I have 50 grand of cash, would I rather save and bury that 50 grand of cash in my backyard or bury 50 grand of gold in my backyard? I'd rather bury the gold because I know that 50 grand of cash is guaranteed to lose value every single day. gold is a store of value because it takes time, effort and labor to mine physical gold. And that time, effort and labor is represented through the physical piece of gold. So that's why I own it. It's not a huge piece of my portfolio, but it's kind of that insurance. That's the way I look at it. It's protection in case everything else goes wrong that I have some physical gold. So I have that and then I have my cryptocurrencies. Now, I I'm mainly in Bitcoin. I have some Ethereum, a couple other coins, but mainly Bitcoin. And every day I buy a little bit of cryptocurrency. Again, I know it's volatile. I know you can see big swings up, big swings down. I don't care. I'm buying it every single day. So that's my passive strategy where it doesn't matter what's going on in the market. I'm just gonna keep buying no matter what's going on. Then my active strategy is now where I do more of the fundamental analysis, where I understand where am I? actually investing my money. So this requires much more time and more effort on my end. So on the real estate side, I'm looking for deals that are paying me that 7% cash on cash return. And so I'm going to be analyzing the numbers, looking for properties, walk through a lot of deals, and when I find something, I will go out and buy it. In the stock market, relatively similar. I'm looking for companies that I believe in, that I believe are good fundamentally, fundamentally means looking at the numbers, right? What do the revenues look like? Have the revenues been growing? How fast are they growing? 10% a year, 20% a year. What about the profits? But you also have to look a little bit deeper than just the profits because you want to see what's going on with the expenses. Where are they investing? Are their expenses going up because the cost of business is becoming more expensive? Or are the expenses rising because they're investing more in their company? So you got to do a little bit of digging in there and then in startups, obviously invest in my own companies, but I also invest in startup companies. I love entrepreneurship. I am a huge fan of entrepreneurs. I love supporting other entrepreneurs because I never had that support when I was getting started as an entrepreneur. So one of the ways I can provide the support is through money, through investing in some of these entrepreneurs. So I invest in these startups. Fourth, cryptocurrency. If a big cryptocurrency crash happens, well, I already know what I want to own. I'll just come in and buy more. And with gold, I don't really actively buy gold, but that's the four ways.

That I actively invest my money. And where are the three biggest revenue streams coming from for you?

Well, obviously business, you know, and that's across the different businesses. And then the second one, I would say, is real estate. That gives me that passive cash flow. And those are my two real-- when I talk about income, cash in my pocket, it comes from my business and it comes from real estate. That's where my cash comes from.

Well, I think we've been programmed quite a bit with our relationship with money. We have a relationship with everything known in our environment. You have a relationship, a neurological network in your brain for your parents, for your cell phone, for your computer, where you live, where you've lived in the past, what you're going to do tomorrow. For the most part, the brain is a reflection of everything that we know. Along with that is our relationship with money. I feel like I have a really good relationship with money because I work on having a really good relationship with everything in my life.

Did you always have a good relationship with money?

I think so. I think so. I've never really lived in lack. That just wasn't part of it. Even when I went to college and I had to take out student loans and stuff, I always figured out a way to always be a little bit ahead of the curve. And so, let's back up and just look at how people form beliefs. Most beliefs are created from past experiences, right? So children, when they're in their early ages, their brainwaves are very slow. Like their brainwaves are in alpha when they're like seven to 12, they're in theta when they're like two to six years old, and they're in delta when they're newborn to two years old. And so these brainwave states are states that were really suggestible to information.

So when we hear information, we believe it.

And we accept it, we believe it, we surrender to it as if it's the truth without analyzing it because there's no analytical facilities yet. The analytical mind starts around 12 or so, 7 to 12, and that analytical mind is actually what creates a barrier between the conscious mind and the subconscious mind.

So before 12, roughly, what we see, how we model our parents' behavior, all pray to us.

It's all being programmed subconsciously. consciously, right? And so that's really, really important because if you heard money is the root of all evil, money is bad, only certain people are allowed to make money, you have to work hard to make money, this is how you got to do it. And that becomes the foundations subconsciously. Let's like recording an audio file. You just keep recording that audio file, it becomes a subconscious program. So a lot of people have a relationship with money based on either what they've been told or what they've experienced in their outer environment. So then we gain information from our environment and the stronger the emotion we feel from experiences in our lives, the more altered we feel inside of us, The more the brain freezes a frame and takes a picture. And that snapshot is called a memory.

Based on an emotion.

Based on an emotion. The emotion alters our internal state. So you're going along, is Lewis feeling really good, and all of a sudden you have this trauma, you have this crisis, you have this shock, and all of a sudden you have this dramatic change in your internal state and your senses get heightened. And then you freeze the frame and you associate this internal state with whatever.

It is that's causing it, right?

And that's how we create long-term memories, right?

Are painful memories more powerful or beautiful memories more powerful?

They're both equal. They're both equal. But the problem is, I think most people experience more the negative emotions, right? And those negative emotions really are derived from the hormones of stress, right? So the alarm system, the emergency system, creates an arousal inwardly. And that arousal is saying there's something dangerous in your outer environment, right? and it could be a person, a circumstance, an accident or whatever. And that change in emotional state causes you to remember the event. You gotta pay attention. You gotta stay really and narrow your focus on the cause. Think about people who have relationships with money from the past. All beliefs are based on past experiences. You have an experience where you lose money, you have an experience where money is taken away from you, you have an experience where you don't have enough, you're living in a place where there's not enough money or a family that's not enough money, then the emotion that most people are living by on a moment-to-moment basis is lack. Like I'm in lack of having something that I want. Now there's nothing wrong with that because the experience changes your emotional state, you freeze the frame, you take a picture. The problem is That's hardware. So we think neurologically within the circuits of that past experience and we feel chemically within the boundaries of that emotion which would say, for example, be lack, right? So now the person says... Before you.

Go on to the next thing, what happens to the body and the mind when it is in an environment of lack? Mentally or physically, I'm in lack. What is the body of the mind saying?

Yes, so the body is saying, I'm waiting, for some external event to occur. I win the lottery. I marry the right guy. Whatever it is that you're waiting for that event to occur, that experience produces an emotion. So the emotion then takes away the lack. And so when we play the game in three-dimensional reality, the creation game in three-dimensional reality, We experience separation from everyone or everything because our senses fool us into the illusion, the hallucination of separation. I'm here and you're there. I'm here and the door is over there. So I'm aware that I'm here at one point of consciousness and the door is over there, another point of consciousness. Okay, so in order for me to get from here to the door, I gotta move my body and do something through space. I gotta do something and everything in this three-dimensional reality is going to take time and energy. -Yes. -Right? So, okay. So then here's Lewis right here. And then he says, okay, I want this experience in my future and your brain automatically predicts and projects how far in the future you think it's going to take. -Maybe it's a year, five years, 10 years.

-30 years.

-Oh my gosh.

-Right?

Because that's what it's going to take to pay off that house, right? So now, one point of consciousness, I'm here, the other point of consciousness is where I'm placing my dreams. So I mean separate from that experience. So then how do I get to that experience? In three-dimensional reality, you got to get up and you got to do something. You got to go to work, you got to drive to work, it takes energy, you got to fill your car with gas, you got to eat food, you got to work, you know, all this stuff. You got to sleep, you got to recover if there's stress. And now people are, in a sense, waiting for the experience that's 10 years down the road or 30 years down the road to happen. to take away the lack of them not having it. And unfortunately, many times when the experience finally occurs, they can't enjoy it because they're too exhausted, right? So then, so you play the game, you go to school, you study really hard, or you study on your own, you develop some skills, you make the right choices, you start saving money, you start learning from your mistakes, and then the game is how many things can you accumulate? And that accumulation then you associate with being wealthy or being abundant or being successful, right? And some people get really good at it, right? You can get really good at that. But for the most part, though, when we create from three-dimensional reality, we're creating from lack and separation. In other words, you're driving down the road and see someone driving a car that all of a sudden you realize that you don't have. The moment you become aware that that person has that car and you don't have it, you're in lack. of having it, right? So what the brain naturally does is it naturally creates you driving that car and you have an image of yourself driving that car and you start identifying, wow, that would be a greater experience for me to have. The problem is the distance between the thought of what you want and the experience of actually happening for most people is the concept called time, right? Between cause and effect, right? So some people develop the ability to manage themselves and manage their life, they've got certain skills and they can pay for it and they can get it very quickly. The problem is when the novelty of that experience wears off, you know, the car and they're no longer identifying with that and the feeling of emptiness and lack comes back.

They need to find something else.

They gotta go find something else. And so there's this game that goes on where you never have enough, right? And that's the lack game, right? So then if you think about people having the things they want in their life, When they create from lack and separation, it's the experience in three-dimensional reality that produces the emotion and the emotion is saying, let's feel that experience this thing that you've been in lack and separation from and that emotion then takes away the lack or separation. But you've worked really hard to get it. Okay, nothing wrong with that. Is there another way to do it?

Yes.

Okay, so the person who's living in lack is waiting for their wealth to feel abundant. They're waiting for their success to feel empowered. They're waiting for their healing to feel gratitude. They're waiting for their new relationship to feel love. They're waiting for their mystical experience to feel awe. That's the Newtonian model of reality of cause and effect, waiting for that event to happen to take away this separation or lack. Nothing wrong with it. It's the way most people create. But what we've discovered is actually something else. The moment you feel gratitude, your healing begins. The moment you feel worthy and abundant, you're generating wealth. The moment you're empowered, you are moving towards your success. The moment you're in love with yourself and you're in love with life, you'll create an equal. The moment you are in awe of life, you're going to have a mystical experience. That's causing an effect, right?

I think the vision at a young age wasn't, I wouldn't call it as much, it was the early development of manifestation. And it was drawing, I have a self-portrait of myself from when I'm 14 years old where it's me, this is no joke, it is me in a matching hat and shoes, like with a skateboard on the side. all of these like this art easel and then just stacks and stacks of money.

Really?

You drew this? I hand drew it, right? And it's like the most fascinating aspect is it's this bizarre matching hat to shoes combo, you know? And to me, like I always like could feel intuitively the law of attraction.

Really?

And so even when I look at like I needed I was lost at 25 years old when I was like searching for some sort of way to, I was like affixed to help like redirect me and get me re-motivated and refocused and that's why I was looking for a hypnotist, right? And then I found a hypnotist who was at the Scripps La Jolla Hospital and like, and so to me I'm like, okay, this is like a clinical psychologist hypnotist. this is real.

Right?

And so when I got in there.

Not some stage performer.

Yeah.

And so to me, it was like, like when I got in there, I was like looking for like, you know, give me, make me focused on skateboarding so I can win contests, like, you know, whatever my vision was. And he immediately did this test and said, you don't believe you were meant to be successful at your subconscious level.

And so that's what he discovered after doing this test.

And then the initial hypnotist hypnosis was just reinforcing at the subconscious level that I was meant to be successful, right? That I believed that, right?

How do you learn to believe that if you hadn't believed it until then?

And look, I would say that I had, I grew it and built it at an early age and was starting to lose it.

Okay.

And then you got it, which made.

You a professional at 16 and kind of go to the next level. But then somewhere you lost it.

Right.

He reinforced it and then boom, you know, and most recently I went to his house, you know, like a year ago. Really?

Yeah.

I went to his house. He's like this hypnotist now, his lifelong friend, you know what I mean? I found him in the yellow pages. It was free internet. The great Dr. George Pratt. And so, you know, I will, you know, I've sent friends there. I go see him all the time, you know, on my five-year anniversary, he presided over five year anniversary of our, when we renewed our vows. But I'm like, hey, can you just give me a check real quick? I just want to verify that I'm gonna be a billionaire. He's like, come on in here. He's like, come on, stop it.

You know that's gonna happen.

Wow. Like him, like his, like psychological power. He's like, stop it. And it's just like, you're right, Dr. George. But look, I think even, you know, we were both in think and grow rich that I had, we had shot before we did the initial interview together, too.

He was in the movie?

No, no, you, me and you.

Oh, yeah, yeah, gotcha, yeah.

Right?

And, and it was even back then, like, now I'm evolving and getting more intuitive of things being attracted to me. But it wasn't till 2018, I was in a bit of a, you know, like a bit of a pit of chaos, right? Because, Here's these great plans that I have built that were unfolding. 2016, it was all coming alive, right? Our interview was at peak youthful energy of like, the world is mine. I just moved to Beverly Hills. I'm having my first child. Got my new office in Beverly Hills, like my forever estates. Just launched the machine that month, right? I remember that. All of these things, like, I'm gonna build and sell all these companies. Still had never done it. Just the vision, the hope, everything. The energy of what was going to become and so, but in 2018, things got sideways, right? The energy got sideways.

How so? Was this the NBC show that didn't work out?

No, this was them talking about ridiculousness going away, right? Really? And I had built Super Jacket for it to be acquired and it was just like, wow, it's like this entire thing that I've got, built up and this is the first company I'm building to sell is going to kind of drift away here. And my wife suggested, like, why don't we just watch the Secret?

Wow.

And so I'm like, you know, like, what? You know, and I kind of remember the secret, you know, I sort of like remember the secret. And then, I mean, the first 15 minutes, it just shifted my being. It shifted my being in way of thinking of like, like, like, stop it. Like, look at who you are, what you've done, and look at, like, like, the good that has constantly, like, found its way to you. Don't lose sight of that. Like, and I began to practice belief, and literally, like, a month later, my. My internal medicine specialist is talking about meditation, and I'm like, I have to meditate. And she's like, oh, I. In my office, we have this new company that has these meditation pods, the Soma Dome, right? And I'm like, Can I try it out? And inside this Soma Dome, it's a guided meditation about manifestation.

Really?

And so what I started doing in 2018 is I was like, I'm not going to like hope for the law of attraction. I'm going to begin to practice it. So I would go to sleep every night watching the Secret, So it was the last thing I went to bed and then when I would get up in the morning, I would get in my dome, right? And I would just like think of all the things I wanted to happen, right? And so instead of thinking in 2018 when they were talking about ending Ridiculousness and I was in season 12.

I.

Wasn'T, I decided I wasn't going to manifest Season 13, I kept manifesting, walking onto stage, introducing season 30.

Holy cow.

So you weren't thinking about the next season? You were thinking about 20 seasons away.

Right, right. And so for me, it then evolved and it literally began, it was like the seas began to part, right? Because what happened is, Because I own the production now, I was able to negotiate directly with the head of the network on the unit economics of the show rather than talent and producing fees. And so we got to a place where we decided from a business perspective what was best for the network and the ever-changing landscape of linear cable. And I gave him the, I'm like, give me the price you want and then let me go and try to make it happen.

Because you used to have a talent feed that was bigger and then you said, let's work on it.

Somebody else would produce it. Now I produced the entire thing, owned the entire production, so I understood where all the opportunity was to get it to his cost. And that, it's a nuance now, right? So I negotiated with him on the unit economics, where most, like even big celebrities and producers are still like, it's fees. You know, like you don't have the ability to get in that into depth because you don't understand or own the production company at that level. And so it goes from right there. I got it to his number. We negotiated and I was getting 30 episode seasons at a time back then. And I said, I can only do this price if we get to 42 episodes and you got to pick up multiple seasons.

Wow.

And I was hoping for two. He picked up four.

Right.

And so it went from thinking that it was completely like, I'm gonna have to regroup and like, like, television's over here to like, now you're shooting 186.

Right?

Like, and the beauty of it was, is I had built the company up to that point, you needed three years of EBITDA to take it to market and sell it. The entire plan was like, we got to get through the third year and take it to market. And on the third year, they were like, we don't think the show is coming back. Basically like, okay, that means the production company is going out of business after I was getting ready to take it to market and be my big first win. And instead, that 186 order, I took it straight to market. Now I took it to market. Here's the three years in EBITDA. And we have the biggest order in the history of cable television.

Right.

Like, what's the biggest order? One of the biggest ones.

Right.

And so that is how huge that, that, that changed. And then what happens now? They have more episodes. They air more. It gets this new, entirely new life. Then they're like, can we get more?

Really?

Then by the, by the following year, you know, and keep in mind, in that time, I sold the company.

What year is this now?

The company was acquired in 2019.

Right.

So.

And then it was like it had this explosion. So then it's like, how many can you give us? And I'm like, so I went through all time management, all aspect, 'cause keep in mind, I'm still doing all of this while living super balanced, happy normal life. So I could do 250 max. 250 in a year? Yeah. And then I was like, but in order to do that, can you pick up two years? and then they were like, no-brainer let's do it. So they then ordered 500.

500 EPS.

Yes.

In two years.

And two years. And that put me to 30 Seasons.

Right.

So it's like.

So, you know.

Oh, my goodness.

So you're visualizing 30.

Visualizing 30. And I'll tell you one thing, you know, I I actually spent some time with the great Dr. Joey. dispenza.

Right.

And, and the one thing I heard from him is this idea of, don't try to think it, try to feel it. You know, don't, when you're, when you're trying to, to, like, tap into the quantum field and, and, and generate energy in the law of attraction, the things that you are thinking about, think about the feeling. That's why I thought of, I, like, went through the feeling of like what it feels like to be on stage, welcome to season 30, right? So it's a much more richer sort of existence. So now, now it's like I practice it every single day. I am in that Somadome meditation pod, like feeling what I want to happen seven days a week. I almost never miss a day, right? And I track it super extensively and like literally It's like 97, 96, like almost every, like 97% of this entire year, I have been in there just visualizing what I want to happen.

I gotta get one of these domes.

Look, keep in mind, think how hard it is to just meditate every day.

That's so hard.

Think about how hard it is to just do anything healthy every day.

For five, 10 minutes.

You know what I mean?

It's a, I didn't do it. overnight. I had to grow into it. It's a muscle. Getting that level of discipline, being able to commit to it, you need to do it over and over. You go through your highs and lows. You stop for a little bit, you go back to it. You stop like it. It goes like that till you finally grow the muscle of the consistency and the discipline to where it turns into a way of life. I just don't, now I can't even imagine not doing If I don't do it in the day, I'm like, oh, like, where are all my dreams?

How important is it for people to feel their, what they want to manifest on a daily basis then, as opposed to once in a while?

I mean, look, I'm living proof that you can exponentially accelerate towards it if it's part of your focus.

Where do you think you'd be if you didn't do that on a daily basis?

It's hard to say.

And go to sleep almost every night watching the secret.

I mean, look, but I, look, I have been falling asleep to a lot Jim Rohn, this old Jim Rohn, this old school sort of his sort of philosophy that's also super sharp because what I've just found is, is like you're like this, you know, I'm gonna fall asleep instantly, right? Like I sleep pure and quick, but it's like, let me be in this like sort of growth mindset as I'm like drifting off asleep to like set the tone, right? For what it is. So I don't know. And it's again, I think with a lot of stuff that I do, it's extreme. It's like so extreme.

You track every minute of your life.

Yeah, tracking all, every minute of my life, having the qualitative data of every single day, asking myself how I feel about my life 0 to 10, right, of life work and health. The beauty of that is it is a clear indication of the quality of your life.

Yes.

And I see direct correlation to my discipline on my quantitative stuff. Did I get up at five? Did I brain train? Did I meditate? Did I get in the gym? Did I have a clean diet? Did I not drink? You could look straight up the line and look at the qualitative numbers and they are one for one. And at scale, you've gamified your discipline.

Yes.

Right, and in a sense, you've gamified driving the quality of your life, right? Which what does that do? What are all those things actually deliver to you? You're just happier, you're more fulfilled, you feel better about yourself, you have more confidence, you have more belief, right? Like all of these things. But again, I started it in 2015. I was never able to do an entire year until 2020. It took me five years to do an entire year. Now, in 2021, I set my goals in 2021 based off of having an entire year of this data to be like, I'm going to average 20 points above on the quality of life qualitative data, and I'm going to be 80% on my health balance quantitative stuff. And that's what I committed to. Only I am currently at like 21 and like, 95. It just, it like once I gamified it and now I'm playing the stats, like it made me even that much more disciplined and excited and energetic to stay more disciplined, which in turn gives you more energy, more discipline and more self belief, more self belief, more success, all these things that compound on top of each other because that you know, it really is a compound effect in all aspects of your life. If you're, if you see your life as all of these different systems that have the ability to expand.

Right.

Because as they expand and they, they're, they're harmonious, you, you get this extraordinary energy and build this, this great foundation that you grow into the ideal version of yourself. Because that's ultimately everybody's goal, you know?

So what do you do with a thousand bucks, right? You know, I think you just got to keep investing in you until like, oh, now I'm making $3,000. Okay, boom, reinvest all that again. But what we do is we start taking it off the table, right?

We save it, we don't invest it.

So I think people just need to get on that cycle of like, okay, I'm gonna keep repeating this activity. I'm gonna reinvest the money in myself, go to the workshop or whatever. Mondays, I gotta be hustling again. Until, okay, now I got $4,000. Okay, now I got 5,000. Now the income's starting to pick up. Income has to pick up.

The income should be an indication that.

Whatever you're learning is helping you. That's interesting.

Until one day you're like, okay, I.

Have more money here than I can actually invest in myself. I can't, like, there's nothing I can.

Go to to get rid of this money. You need to get rid of that money though. All my free time is going to my workshops. I don't have more free time to invest in me.

Yeah.

Developing skills. I'm working. I'm earning more.

Yeah.

Now what's the next step?

Yeah.

And now, now, now it would be, okay, I got to spend money on marketing. I wouldn't go make a. I wouldn't go look for an investment right now. I'm gonna spend money on marketing now. Now, now, now I'm gonna spend money on marketing to get me more leads. And I would, you know, big mistake I made in my career was not.

Spending more money on marketing.

Because you turned, what, 50 when you really started investing? I was 50. I was 51 when we started playing the social media game, and. And I was probably 56, 55 or 56 when we started spending money on marketing.

Wow.

Yeah.

51, when you started doing social media.

Yeah.

Yeah.

And then.

And I should have been spending money. I should have been spending money when I was 25 years old, when I was selling cars. I should have spent money, been spending money on ads, but I was scared, man, so.

So what made you not scared 25 years later? 26 years later at 51.

I started studying, hey, what do all these successful people have in common? You know, whether it was the mattress dealer, the car dealer, the furniture dealer, or Elon Musk, they spend money, man. You know, they spend money. They spend a lot of money. And they don't worry about money the way I was worried about it. They used money, you know, they used it. They didn't save it. They didn't hoard money. And the greatest companies on this planet today, the ones that have just like, some of these companies have lost money for 25 years. Look at Amazon.

Yeah.

Reinvest 1.7 million employees. When I started, I remember I looked at Ernst & Young. I said, I have a buddy that.

Worked at Ernst & Young.

I said, How many employees you got? He's like, 240,000.

Wow.

And I'm worried about 10 people? What am I thinking? So when I quit studying individuals, and started studying people, everything shifted for me. When I quit trying to be the, you know, when I quit worrying about what Bob was doing or Pete or whoever, and started saying, Hey man, what is this big company doing? Because that also relieved me of being competitive with this guy, Pete, and started saying, okay, I'm gonna go do what Coca-Cola does. That's when I bought the plane.

Really?

Yeah.

How old were you when you bought the plane?

I was 50, maybe 55, the first one. I bought it because I studied what Coca-Cola was doing. They bought planes. I said, why are they buying planes? Oh, then I learned how they write them off, and then I learned how they trade them every three years. That's crazy. So notice, every three years I'm trading a plane. I'm getting rid of it, replacing it with another one. But what are they using it for? They don't use it for pleasure. They're not using it for Instagram photos. They're using it to go and set up headquarters orders in other countries.

Wow.

You know, so that's when I wrote, if you're not first, you're last. Because when I started studying these companies, I'm like, Coca-Cola is everywhere. You can't go any place and not see Coca-Cola. And I was like this big. I was always thinking about, what can I keep? And they were thinking about, how many shells can we get on? How many eyeballs can we see? So that's when it all clicked for me. you know, and, and that goes back to that thing about the financial misinformation, right? It's like, who am I studying? And, and that's, that's when we started, you know, open up the funds for, for, I was at, went to New York City to go walk in Goldman Sachs and JP Morgan's offices. I wanted to walk in and see what it was like. These are 100, multi-100 billion dollar companies.

Crazy.

You know?

And I walked in, I was like, Oh my God, man. It just all hit me in a second. I've been doing everything wrong.

What were they doing different?

They owned the building.

They weren't renting the building.

They owned the building. Well, they don't care if they rent. They could rent it, but they owned it. The elevators were bigger than the studio. One elevator. And 60 people got on that elevator and went to the 120th floor. And then there was six of these. Elevators, people going up and down. Everybody told me, Don't take people's money. Do not let investors invest with you. Keep the whole deal for yourself. The second I walked into Goldman Sachs.

Because all they're doing is getting investor money.

That's all they do. Okay? And the difference is, what I do is I could go to Goldman Sachs, I was there, they would give me money. And I'm like, I'm not gonna get money from them. I'm gonna do what they do.

From individuals.

Exactly. From my friends, from people that follow me, from people that support me. Goldman Sachs will give money to anybody.

Right. Okay.

They don't know how to go to these people. They're not on Instagram or Facebook or LinkedIn or TikTok. So I'm going to create a fund where I can tell my audience, Hey, Louis, you can invest with me. I'm going to kick Goldman out of the deal or JP or whoever. There's a bunch of these guys, you know? It's not that they're doing a bad thing or anything. I'm not saying they're the devil, but they're close, okay? Because they're not gonna call you up and say, how you doing, man? Without saying, hey, you got any money to invest? It's just not, you know, that's not what they do. Their job is to make money, period. So anyway, when I saw that, I'm like, okay, these people are, these are the richest institutions on the planet. They fund everything that happens. The company BlackRock, BlackRock's going to be BlackRock and Vanguard, these are multi, you know, probably going to be worth $20 trillion each in the next handful of years. They'll own, they say they'll own 99% of all the assets on planet Earth, not just in America.

How are they able to do that?

Because they scale, right? Because they think big. So they're funding everything, everything that happens on this planet from media at a pharmaceutical is going to be funded by those two companies. So it just, when you're studying your rich uncle or the neighbor down the street, the think is only so big. And then when I started studying these other companies, I was like, okay, this is who, if you want to create that kind of legacy wealth and really help a lot of people, because they are in a position to help or hurt a lot of people. that's the scale you got to think at.

Yeah.

But it took you really 25 years to get there to start thinking that way. Is that right? Because you weren't able to see yourself spending money for 25 years. You were just trying to earn more and more and more.

Yeah, because I was just trying to. Because I was. The grind. The grind. The grind was so. It was such a low level grind.

Let's say you had the right information in 25. Let's just say you had a rich uncle.

That did what these people did and.

You got to witness this. Do you think that you wouldn't have been able to get there faster?

Yeah, 1000 years.

Or do you feel like money only comes to you when you're ready for it?

No.

When you're ready to make it and when you're ready to take on the risk or the responsibility. Sabrina will never make the mistakes I made, okay?

Because she won't get in the wrong car. I got in the wrong vehicle. I didn't know. The vehicle I got in when I was 28 years old, I could actually make a hundred grand a year doing this. My daughters will never get in that vehicle.

What would they do?

They'll be like, I'm not getting in a hundred thousand dollar ride. If they can't bring me, they're gonna be like, hey, if this doesn't have a billion dollar possibility, that they're gonna pick, this is the wealthy, they put their kids, their kids see things differently. If they're not ruined. If they're not completely ruined. and scathed by having whatever they want, then they'll see, they'll see, they'll see opportunities different.

Yeah.

You know, and, and, but when, when you see the possibility, then you're like, I'm not gonna get in that car, that car, that car. I'm gonna get, I'm gonna get, I'm gonna get in a spaceship. So if I was 28 again today, I mean, I would know what, what industries to pick.

Top three industries to pick.

Hedge funds have to be one of them. Advertising and marketing's got to be a best space to be in. And probably, you know, something to do with healthcare. If I could scale healthcare. If I could scale the organic alternative medicines, you know, so those are three massive spaces. Maybe financial too, the financial world, you know, in the next 30 years, we're probably going to have a disruption of the dollar. And the way money's, maybe we're a crypto currency environment in the future. So any of that's gonna happen, you know. But the reason I would go there is like Jeff Bezos. When I saw the first interview with Jeff when he was saying he was studying algorithms, I think he was at one of the big firms, selling stocks.

Before Amazon.

Yeah, before Amazon. And then he saw something came across his desk where there was a spike in internet activity, eyeballs going to the internet. That's when he said, I'm gonna go do Amazon. And he followed traffic. I didn't ever follow traffic. He followed scale. He followed scaling possibilities. And then what did he do? He followed this traffic, the possibility. Then he invested in the possibility, and then he went into debt. on the possibility, and then he was willing to not get paid any money.

But what did I do?

I need money today. I gotta have money this week. I need to have a little more money next week. And if I get a little more money after that, I'm gonna save it all. And then I'm gonna go do that again. And I'm gonna feed the bank, and I'm gonna keep feeding the bank. I don't even know how much money the bank's made off of me for 20 years.

Really?

We don't know anybody that works harder than Grant Cardone. And as soon as he gets a bag, he brings it to us. What do they do? Hey, y'all want to borrow this money?

Now repeat that 300 million times.

Wow.

And that's the American people.

What about a family that's thinking, you know, I really feel comfortable having six months to a year of savings because I got kids, I got, you know, the rent, I got the all the bills.

Yeah.

What do you say to someone who's like, you, know what? I see where you're coming from, but.

Maybe I don't feel that comfortable yet. Well, then keep, you know, money if you think money's going to save you. you're just, again, they're stacking information on top of bad information. Okay? The money that you have saved in the last six months has probably dropped 11%. So the money that you have, you got 100 grand, I gotta have six months of savings, I need 4,000, my bills are four or 5,000 bucks a month, I gotta have 30 grand in the bank, gotta have 30, but they really have 180. So first of all, I guarantee they have more than six months. and they don't even know it because they're living out of Terror.

Right.

It's not logic, right? You say it's logic. I need six months, but you got three times more than you need. Sure.

Number one.

Number two, you've never had an emergency that cost you 30 grand in your lifetime. Very few people ever had that emergency. Everybody hears about it. Oh, yeah, my guy got in the bud. This happened, blah, blah, blah. But if you had assets, if you'd have been investing in assets, you can always go use those assets for collateral to loan out. You can do cancer surgery.

You can get a loan out from the bank.

100%. Or if you just took the money that you earned and keep reinvesting in assets that pay you, not assets that you wish one day will pay you, but assets that pay you every month. If you keep investing in that asset class, one day your cash flow will be your emergency account. My emergency account last month paid me a million six. My cash flow.

That's crazy.

That's free cash flow.

That's crazy.

That's no work involved. That is not one second of one day. Okay? That was, and that happens every single month in my place. But that's been because I made a bunch of investments for the last, you know, 25 years.

Right.

End of every year, I dump all my cash out every year. I'm like, you need to get as close to zero as you can. and replace it with assets that in January, if I dump out in December, January, I want a payment from that. It doesn't have to be a big payment. Just needs to be a drip off that asset.

Something, yeah.

So I'm gonna go, I'm not gonna buy a cup 'cause the cup won't pay me. So in December, I had a bunch of money.

Boom.

I'm like, make a deal. You were in it, yes, a couple days ago. Yeah, yeah. Take- you- bought that house. Take that cash, that garbage that you have. Already had a surplus of money. So if I can't buy two of these, I'm not gonna buy one of them. If I can't write off some portion of it, I'm not gonna buy it. If I can't do it out of passive income, I'm not gonna touch it. Interesting. So those are my criteria for making investments, right? And it needs the cash flow. So I took a bunch of this cash that was sitting here just deteriorating, not providing me with safety, and took it and put it into this asset. And people are like, you're ridiculous. You paid that much money for that thing. okay, we'll see, you know? So I buy this thing, this thing will provide rental income. I think this year I'll make 3 million bucks on this deal.

Wow.

In cash flow.

And how much do you have to put down or do you buy the whole thing?

Well, I pay cash for this house.

Gotcha.

So, but the reason I did it is not because this is a great.

Deal, but this is a terrible deal.

Keeping the cash. Keeping the cash is garbage. This Malibu house is probably one of the worst investments I ever made. Okay.

But.

But I had a bunch of surplus cash. I had already bought. In December, we bought almost 2000 Apartments. If I could have got another apartment deal, I'd have bought another apartment deal with a 40 million. But I couldn't. You couldn't find one. I couldn't find another deal. Okay. I still had this money left over.

End of the year.

It's just a thing that I do. End of the year, dump out literally, like, flush the toilet on your savings. So every day I look at my savings accounts, okay? It's not because I'm worried about any more money anymore. I I know for sure the money is going. going down in value. Everybody knows that this year. Your money is depreciating, right? It's dropping down in value. What you were told that is 100 grand is not 100 grand. The bank's not even telling you the truth. It's 100 less 11,000.

It's 11% right now.

It could be 34% less. Some people think it's going down 34%.

That's crazy.

But you're going to still see 100 because this is invisible taxing, right? It's inflation. So I know that. I know it's not a hundred. So when you guys look at your check, I got 180,000. You're lying to yourself. Because you're not doing all the math on money. This is why Mike Saylor went and took all that money he had and invested in Bitcoin.

Bitcoin, yeah.

Because he's done the research. So I would listen to him, and I'm not saying you guys should go buy Bitcoin, but I'm not buying Bitcoin at those levels. Okay, I'm buying assets that can provide.

Me with more cash. with more income.

Maybe I should be buying Bitcoin, I don't know. But anyway, so I dumped this out. I dumped this for now, I've been shopping this piece of real estate for 19 months. I've been working this deal for 19 months. So I'm not being like, okay, I just gotta go buy something. I'm not gonna do that. But I'm trying to get rid of this cash to go into an asset that has the potential to go up in value over time. I dump out in January, okay, I do three webinars That's why everybody wants to know, man, what's the rush to make more money? Because I'm broke, man. And I got a new house.

You got bills to pay now, you got expenses.

So January 1st comes, I've done three webinars already to start filling this up again.

Somebody watching right now could be like, okay, well like how do I make the money? How do I get the lead? But this is how you get the lead, is you serve first. In a digital world, you provide value for them.

Value, value, value, value, value, value.

Give out, it's the 3 E's, right? You're putting out content that is either educational, encouraging, or entertaining. And typically some mix of all three. Educational, encouraging, or entertaining. And the digital marketing strategy that we We employ at Brand Builders Group, for Rory Vaden Personal Brand, and for all of the clients that we work with, that we teach these personal brands, is teach everything you know for free, one bite at a time, but in all random order.

So it's not packaged in the right order as you would have in a book or a course or a workshop or an event.

Right, we've said this before. People don't pay for information. They pay for organization and application. And we have a thing called the services spectrum, which basically says, you know, information is down here, it's free. Organization is here in the middle. You can charge a little bit, like in a course or a book or a membership site. But applications up here at the top, which is like a coaching program or consulting, you know, like done for your services application. Information is social media, podcasting, blogs. YouTube, videos, people don't pay for information. But you're just giving them bite-sized chunks of information. You're teaching everything you know but not all at once in the right sequential order. People pay for the right order. That's organization. I mean, we tell... One of the reasons people hire us at Brand Builders Group is because we have a very set curriculum, the Brand Builder Journey, and we say, look, One of the biggest problems with personal brands is that people do the right thing, but in the wrong order. They're launching Facebook ads the first month, and it's like, that's step 76. You're skipping all of that.

They don't have a funnel yet.

They're launching it to nothing. Yeah, you're driving it back to nothing. You're spending all this time on social media driving back to nothing. So the first thing is find your uniqueness, figure out what you're good at, then extrapolate that into a product, you know, create your service, your product offer, you may already have that. And then after that, it's like, okay, how do I drive traffic? And there's two worlds here. When I think of marketing and sales, I think of the online world and the offline world. And we've done both, which is rare. Most of the people have done one or the other. And it's like, I've done the door-to-door thing. I worked for a startup IT company, do an inside corporate B2B phone sales. Then when we started our former company, we did phone sales like B2B for like small businesses and we did free presentations and we sold. But the fastest mechanism to generating a lead is to do a free presentation demonstrating your value, your expertise. It's giving people a sample. and then offering them the next step. Here's what it is. It is the food court. When you go to the food court, you want some orange chicken.

And the orange chicken on a stick. Man, tastes good. I want the whole thing now.

It's a sample, and if you want more, I'm right here.

She's candy, gets me every time. If you're a free piece of candy, just go into the store and you're.

Like, Ooh, I want the whole box.

Yeah, I mean, it's a free presentation. You could do this through many different mechanisms. It used to be free workshops in person. And by the way, like, when I.

Say-- this is what everybody does. Like, this is what Jim Rohn did, and Tony Robbins, and Brian Tracy, and Tom Hopkins, and like everybody in the personal development industry, they used to go do, which is how we built our former business.

This is what people in real estate industries do. They do it. They teach at a free seminar. Free seminar.

A 90-minute live free training. all advisors do this. Come to my free dinner presentation on 10 Keys to Retirement. Why? Because it works. You're giving value and you're leveraging the law of reciprocity. As I give to you before, instead of ask, the way you make sales is by giving so much that at some point they ask you to buy versus showing up and asking all the time. In fact, we use a rule called the rule of 10 and this is a pricing, this is more of like a pricing thing. But you know, people get really weird around price and asking for the money and you know, when it comes to collecting a credit card and or if you're on like a webinar or a Facebook Live or if you're, it doesn't matter if it's Facebook Live, it's a webinar, it's a video funnel or it's standing on stage or it's talking to one person, you got to be convicted in the value you're bringing And the way you do that is by over-delivering. The number one way to drive your own conviction is over-delivering. And everyone teaches sales as like, you know, the voodoo mind tricks on the person you're talking to. The real game is the mind is winning the battle in your own mind and being convinced that what you have is valuable and the rule of 10 helps you do that. So basically, when people are putting together their first offer, they tend to like, swing for the fences and go, I'm gonna charge for a $2,000 video course or something. And they say, well, I saw a video and my coach told me, Charge what you're worth. That's terrible advice. Don't charge what you're worth. What should we charge? When you're starting out, don't charge what you worth. Charge what you can get. Charge what you're convicted on. Charge what you can massively over deliver upon. If I'm charging what I'm worth, there's gonna be a bit of reluctance when I deliver the price, they're gonna feel it and it's going to massively reduce the percentage conversion.

Yeah, someone once told me charge what 10x the value.

Yeah, that's the rule of 10.

Right, it's like if it's a-- Charge.

One-Tenth of what it's worth.

Exactly. If it's $10,000 worth of value, then charge a thousand, right?

Is that right?

And if it's $1,000 worth of value, charge a hundred. It's 100, charge 10.

So you always have, you know, if it were a bank account, you always have this like credit, this balance with people. And you go, and it starts for free. It starts on social media, which is amazing. Like the power that social media gives us, it's not that you have to reach millions of people. It gives us a mechanism to push a button and deliver value. Because it's like people go, it's like like a chicken and the egg, how do I build an audience? I want to provide value, but I don't have an audience. No, you provide value first. If nobody is watching, you record and you teach value, you deliver it, and people will engage with that. Now we have a process, which I'm happy to talk about, of converting comments into customers. So I don't know if you want to take this more like online or if you want to do more offline.

Mind'S cool.

Okay. Yeah, yeah. So, let's talk about that. So, you know, it starts with the mind, okay? Self-centeredness is the problem. Service centeredness is the solution. Yes. You never feel fear when the mission to serve is clear. You get your mind right. Then you go, okay, I'm going to go out and provide value. So, you start pumping out value. We have a thing called the content diamond which I know I've talked about on other episodes. We can touch on that but anyways, you're putting out value. And now what happens is people like and comment. And what most of us do is we go, six views. And it's just like, I mean, and we get self-centered again. And we go, I only have six views. Jay Shetty gets like six billion views. And it just makes me feel awful because I'm thinking about myself. And you know, there's like a comment and then you're like, I don't have a time. And then what we do are like, I don't have time to deal with these comments. You know, someone sends you a DM and you're like, I don't have time to deal with these DMs and you're missing it. Comments and DMs are where the sale happened on social media.

Right.

Like the dollars are in the DMs.

Ooh.

The dollars are in the DMs because When somebody leaves a comment, they're saying, Hey, I'm interested. I'm interested.

I want to know more.

I like you.

Whether they're not saying I want to know more or not, they want to connect.

They want to connect.

They're coming to your door. They're knocking on your door.

You got to open it.

Bingo.

Yeah, that's a great way of thinking it.

You're not going to their door.

They've come to you. They have come to yours. And it's like, if you're too busy to interact with those people, don't be on social, period.

Right.

I mean, unless you're just doing the thing where you're gonna do it for years and years and years and one day you'll have more audience, but even it's like, if you wanna really impact lives, impact lives. Like, that's what pisses me off, is people are like, I wanna impact lives. And it's like, great, okay, let's put a video out there. Well, I don't have any followers. Well, I don't care. Like, I'm not getting paid to do it. Focus on one at a time. One person, you said you wanted to impact lives. Impact lives. There's no barrier to impacting lives. There's no barrier. It's easier than it has ever been in history to impact lives. You can do it with text, you can record and make it a podcast, you can do video. But you are a button from impacting, I want to change the world. Great. You're one button away. Get busy. The truth is we want to have millions of followers, we want to feel important, we want other people to respect us, and you go, let all that crap go. Just focus on what you originally said. Impact lives. And then, so anyways, so we use a little formula here when someone comments. Usually we will try to move the conversation from comments into DMs. If it's a sales conversation, if it's just chatter, we'll do it in comments. But when you go, I want to convert comments into customers, you do that in the DMs. So you move them over to your DMs.

Send me a DM or you message them.

You message them and then you come and you say, Hey, Thanks for this, I just sent you a DM. Now, you might comment back on their comment related to what their comment was and then you say, by the way, I sent you, you know, check your DMs, I sent you a message. Okay? And then here's, we call this the four Fs. Super, super simple. Yep. Okay? So here's the four Fs. The first F is, how did you find me? And that's it. I just say, oh, Louis, yeah, man, thanks for leaving a comment. How'd you find me?

Mm-.

And they're gonna say something, right? They're gonna say whatever I saw your, I don't know, I stumbled across organically or a hashtag I was following or whatever, right? And it's like, cool. Then the second F. The School of Greatness.

Yeah, School of Greatness.

Yeah, a lot of people find you if you get on the School of Greatness, that's for sure. And I'll say, what was your favorite part? So, what was your favorite part of that video? So wherever they found you, I read your book, I saw this video, I read your blog, I saw you in an interview, I saw you speak somewhere. I saw your ad, I mean if it's an ad, it's probably not the favorite part thing doesn't work. But usually, well we said you're not running ads yet because you're just starting out. So you just said, what was your favorite part? Or what's your favorite thing you've seen me teach? Or what's your favorite thing to talk about? Or even if you don't have that, you could say, what's your favorite thing to learn about? Which leads to the third F, which is tell me about your future. Tell me about your future. So in other words, what are your goals? What are you working on? Like before you try to sell somebody something, figure out what they care about. Spend time learning about them. Ask them, and this is what's so cool, and if there's one defying point about our sales philosophy, and I would say specifically AJ, so my wife She's our CEO at Brand Builders Group. Her and I were business partners in our former venture and she is the greatest salesperson that I've ever seen. And I mean she outperformed three to one record-breaking sales people in 100-year companies. And her and I have a departing philosophy, a defining philosophy about sales that has caused us to separate from other people and constructs because we believe that you should always win the relationship even if you lose the sale.

That's good.

You should always win the relationship even if you lose the sale. And if you focus on making sales, you're gonna feel pressure. If you focus on building relationships, man, it's gonna be great. Here's the other thing. If you focus on making sales, there's wins and losses. If you focus on building relationships, there's only wins.

Yeah, the interesting point to that, the longer you've been adding value, whether it be online or offline or whatever, just in the world, without needing to win the sale, the longer you'll have the ability to have someone buy something from you later in your life. Yeah, you're just building relationships. I've had multiple people on webinars. when I'll say, you know, how long have you known me for? I'll just ask people, how long have you known me for? And when did you first find out about me? And people will say, I watched your webinars back in 2009, 10, 11, 12, whatever it is. And you'll always get a comment of Sam was saying, I've never bought anything until now. Like, I've always just been a fan. I've always gotten great value. I've always learned and applied it. But I've never bought anything until now until it was the right time for me. It was the right season until I was ready for this or until something you said clicked with me and I finally was like, okay, yeah, now I'll buy. But if I was just like, Leave my life. If you're not going to buy something now, as opposed to saying, I'm here to add value. I want you to succeed whether you buy or not. But we can support you in this process from our application, from our service, whatever it might be, from our program. We can support you if you're ready for it. And if not, then, hey, we've got other great free content here for you as well. I think when you have that mindset.

You win long term.

You win.

I mean, you're such a great example of that and you have to be that. And people don't, it's just a win-lose. It's a combative, you know, most people do combative selling and it should be collaborative. It should be, you're discovering them. And this question, tell me about your future. What, like your future goals, your future plans, your future dreams. What's so cool about that question? is almost nobody ever asks you that question. -Very few. -Even when you meet a stranger, we always ask them, Where are you from?

-What do you do?

-Past. What do you do? We ask them about their past and their present. Almost nobody ever asks us, what's your.

Hope for your future?

-Yeah. -What are you working on?

What's your dream?

-Yeah. -That's so inspiring, exciting, uplifting. And by the way, it's a great to create a context for a sale to happen.

Absolutely.

Because if they say something, gosh, I really want to blank. If their answer to that question is something that you have done or you have a service for or you know something about, right? Like when somebody tells me, I want to be a speaker, I want to be an author, I want, you know, I'm like, oh my gosh, can I change your life? I mean, I spent my life learning exactly a roadmap that you can follow like a step by step for that dream to come true.

And one of the things to add to that is if you can't sell them something, if they can't buy something from you or become a customer of yours through your products and services, you want to, I always try to ask people this question like what's your goal, what's your dream for this next 12 months or the next year or whatever? And if I can't help them in any way through my business, I always want to become the champion of an introduction to them who could help them.

Amen.

Whether, and that could be an affiliate partner or not. It could be, well, I don't do this, but Rory's team does this extremely well. Let me connect you and he can accelerate this goal for you. But I've had that champion introduction mindset of like, let me just introduce to the person who I know can help you. And that always pays dividends in the future as well. You may not get the sale, you may not sell them something, but you help help them accomplish their goal and they'll always be grateful.

And they trust you and more and more, this is interesting, even if you don't have a product to sell, you can earn referral fees. I mean, any of us can go to Amazon and sign up for a link to have affiliate links for everything and lots of people have, our whole business runs on referrals. We actually pay our clients to, if they introduce us to somebody and they sign up, we pay them. And that's becoming really, really common. That's actually a great tool referral partner marketing if it's not slimy. Like you don't want it to be slimy. Again, another thing that's kind of similar in this vein is never compromise long-term reputation for short-term revenue. Don't compromise long-term reputation for short-term revenue. Just because I can increase my conversion rates by adding a widget that makes it look like there's a million people commenting even though there's not actually anybody there, you know, I'm not saying that's right or wrong, I'm saying you should think about that. You should make a decision consciously to go, play the long game.

Yes.

Just play the long game, like you're saying. Even if you don't, I mean we refer people to stuff that we don't have referral partners for all the time. How can I help? And this is, you know, this is the problem is people go, how can I make money? Don't ask how can I make money? Ask how can I help? I'm telling you, if you ask how can I help, you'll make a lot more money. If you ask how can I make money, you may end up doing some things that are compromise. It's not that money is bad. I mean, we love money. Money is good. We're fans of money. We want lots of money. We're good at making money. We're good at making other people lots of money. We enjoy money, but money is not the goal. The mission is the goal. Service is the goal. Helping the person is the goal. And you make money as a byproduct of that. It's solving a problem in the world.

Yes.

And that's the third F, oh yeah. About your future goals.

Okay, great.

Yeah.

So then the fourth F is where the close happens, the conversion, the sale, is a free call to action. So, free call to action, which is like, what's your next free step? The next free step is request a call. The next free step is check out this full-length training I did. The next free step is step is subscribe to my blog. What is the next free step?

Unfortunately, a lot of the things that we talk to ourselves are negative.

Yes.

So do you want to feed negative thoughts like this or do you want to pour more positive thoughts? You have a choice. But unless you write them down, you never know it.