Bedros Keuilian’s Time‑Freedom Blueprint + How to Scale Your Confidence AND Your Business

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Most people try and figure out how can I increase sales? How can I drive leads? Forget the how. Elon Musk is not asking how can I bolt on more tires on a Tesla? He's saying, who can do this for me? As entrepreneurs, once we figure out who can do this for me instead of how can they do it that gives you so much time freedom.

Hey everyone, welcome back to the show. As always, you know that you are my favorite people because you have been the most loyal listeners and been with me on this journey since 2016. Like are you kidding me? Which means I also love that I get a bunch of different sponsors and I get coupon codes for you guys, but I especially love that I get to give you a glossy code which is 25% off. That's like the biggest discount you can find anywhere. So if you have been wanting to upgrade your magnesium, your probiotic and get something that really works and makes your skin glow and helps you feel less bloated, then you're going to want want this for the summer. So go check it out. Go to getglossy.com and use code happy for 25 off. Please tell me what you think. Give it a 30 day try. I would love for you to let me know how awesome you feel and how excited you are for summer and your skin and feeling better once you're done. So I'm really, really excited about this podcast. This entrepreneur and human being has been such a crazy, crazy motivation for me. Like when I listen to his podcast and hear him speak, I kind of want to run through a wall and there's not a ton of people in the world who make me feel this way while also making me feel completely empowered. And that is Bedros Cullian and he came over to the house to record the podcast and it was one of my favorite episodes. So I hope that you love it too. He's an entrepreneur with six, yes, six companies. He's an author, he's a keynote speaker. He's the founder of FitBody Bootcamp, one of the fastest growing franchises hitting the Inc. 500 list in Entrepreneur magazine. Top 200 franchises in the world. In the world. He helps entrepreneurs scale their businesses faster. He's been a good friend of ours for years and he's just someone that I really resonate with. He's basically my long lost, hard charging, introverted, ambitious twin who's all about building and showing up despite any anxiety or introversion. And we dig into his no fluff formula for stacking confidence, building wins. Tactical advice for moving the needle in your business and turning morning routines into money routines. And if you've ever felt like you're chained to your to do list or hustling to even scale, this one is going to help you free yourself and get a blueprint and operate in your zone of genius. And as someone who scaled multiple successful businesses and consults entrepreneurs who pay him six figures for the kind of guidance he gives, in this particular episode, I asked him which is the most important thing to attack first, improving your personal habits or diving right into making improvements in the business. And let me tell you, you don't want to miss his answer. We also talk about facing rejection early on and what prepared us to play big as entrepreneurs. And he also shares about his Squire program which is a rite of passage that's raising the next generation of capable mission driven men and the profit proven playbook he uses to scale businesses so they're sellable. Get ready to take some freaking notes and be lovingly called out and delegate like a boss. Let's get started. Pedros, welcome to the earn your happy podcast. Thank you so much for driving here.

Yes. First off, thank you for the opportunity and it's great to be here in your beautiful home.

Oh, thank you so much. And we just said we're sitting here. For those of you who can't see or aren't watching on YouTube, we have two giant sheepadoodles who are keeping you company. We have Bananas and Bonkers.

Bananas and Bonkers.

We should have named them Zen and calm is what we decided because they're living, they're living into their names. But I'm so excited to have you here today and in person because you and I, I feel like we've gotten, I feel like I've. How long have we known each other? We met.

Well, you spoke it. I think it was Fitness Business Summit 2014, 15.

Oh, my God. It was. It was around my book, so it was around that time.

Yeah.

Yeah.

It's got to be, if not a decade, close to a decade that we've known each other. Yeah.

And I' I've always resonated with you because you are, like, the extreme of. For me, this is my perception of you. Like, I love that you can be so hardcore, such a badass, like, kick our butts back into gear. But also, you are one of the most sweet, compassionate, caring, generous people I've ever met.

Thank you.

And I think that just dichotomy is so incredible that you can hold both of those.

I appreciate that.

Were you always that way?

I think so. As I look back to my life, I realize I was always that way. I'm very. So my personality type is intj, right? And the J stands for judicial. So I'm very judicial, very structured. But being introverted and in a thinker, in. Right. Introverted thinker, intuitive, judicial and a thinker. I like to think I always put myself in the other person's shoes versus thinking like, you know, they're trying to do. Do me wrong. I always go, why does it feel like I'm. I'm being wrong right now?

That's huge.

What is. What is their perspective? And so being able to put myself in other people's shoes has made me empathetic and compassionate. But being judicial and structured, I can get up someone's ass, and I get up my own ass. Like, I'm my worst, like, critic. Like, I can beat myself up to a pulp, which, the older I get, now I'm 50, I. I've become so much better at showing myself grace. But anyway, so I've. I've had this good fortune to be able to be very strict and intense and compassionate and empathetic at the same time. And I hear that from a lot of people that I'm massively grateful for it. By the way, do you know how you, me and Chris met? Do you remember where we first met? Lewis. Yes.

Okay.

At Lewis House's Mastermind. It was in Santa Monica. Right. And I remember meeting you guys and just like, feeling such good energy off you guys. And then it was after that that. That, you know, relationship and friendship blossomed. And here we are a decade later.

I love that. Oh, my God. There's not a. I mean, honestly, I'm such, like a. In business, too. I really. I resonate a lot with women, obviously, because they're on the same path as me. But something about you came. You Came in and you were talking, and I was like, I feel so connected to this human. But I also think it's a lot of just learning about you and your. Your background, and just a lot of the different. The different ways that you talk about how you've turned kind of your journey and some of the pain and the different things that you've gone through into so much of your purpose that I feel like I. I think like you in certain ways. So I love hearing how you think.

Yeah.

Just to catch people up. Can you share with people a little bit about how you got into starting your business?

Yeah, well, the. The business that I'm in right now is. Is kind of broad because I own seven companies. When I think about all the companies, six out of the seven are all about empowering and building people up, Whether it's my supplement company, whether it's our Fit Body Boot Camp franchise with over 500 locations, fuel, hunt Apparel, which is all, you know, community of hard workers. But I've always. And I think we both started off as personal trainers. Did you start? Right, So I started off as a personal trainer, and that young, naive trainer in me was like. Because I was a fat kid throughout high school, I lost weight and got fit working out my senior year because one of the football players from my high school, he was in science class with me. And so we made friends, and I'm like, dude, you're fit. You're Jack. How do I get fit and Jack? Because I'm big, built like a pumpkin, you know, like, just fat.

And I'm remembering now why I resonated with you. I was built like a pumpkin.

There you go. There you go. We have. We have that, but our. Our shapes are definitely different now. And he. He was kind enough to take me into the school gym, and he was kind enough to teach me how to. I had no idea what macros are and proteins. I just ate whatever my Armenian mom put in front of me.

Right.

Just a lot of ethnic food. Especially being an immigrant to this country. Like, you don't. You don't turn your nose to. Away from food. You eat whatever's in front of you. And. And so I grew up fat. And when I graduated high school, I was like, I don't know what I want to do with my life, but I do know that I want to help more people achieve this transformation that I did more than the physical thing. I was like, man, I feel more confident. I feel a higher sense of self worth. Right. Anyone that's lost, because I lost, like, 40 pounds. Like, that's a substantial amount of weight for a young man. And all of a sudden, you're no longer invisible. You go from like, the whole school didn't see me to senior at the end of senior year. Like, you know, girls are noticing me, guys are giving me attention. And it felt good.

Yeah.

And I realized I have higher levels of self worth, self esteem, confidence. And I said, I want to be a certified personal trainer. Well, that led to, you know, when you're a personal trainer, in between sets, you're having dialogue with your clients. Totally. And the dialogue, you get to learn about their life, their insecurities, their fears, their frustrations, their desires. And in between training them, I would just kind of give them advice. I would get advice from one coach, personal training client who was an entrepreneur and give advice to this personal training client. And I'd pass just information along to each other about life. And I realized more than training them on fitness and nutrition, I enjoy this whole, like, teaching them to become a better version of themselves.

Oh, my God.

Same, right? And as months would go by, you know, you would hear the client go, you know, I finally had enough balls to go and ask for that raise. Thank you for motivating me. I'm like, I motivated you to go ask for the raise. They go, yeah. You know, this talks that we've been having. And so I realized I love building people up and helping them transform. And so today, all my companies are run by leaders. You know, Bryce, he coached. He's amazing.

Yes.

My CEO, Jeff. I don't know if you've met Jeff. He runs my supplement company. He's the VP of my supplement company. Joan, Ed's wife, runs my coaching consulting company that does 10 million a year. And so I've got leaders running my companies, which gives me the opportunity to then do podcasts, write books, speak on stages. And then I coach and consult other entrepreneurs who are high performing and who want to get to a place that I have gotten to with less bumps, bruises, scars, scrapes, and financial loss. And so I really enjoy coaching and consulting because I get to take the lessons from my life and my business, apply it to someone else's business. And because I work with the breadth of different coaching clients from different industries, what may work in your industry might be completely unseen. And I can take that and teach this guy. And then they'll get a, you know, two, $300,000 a month in recurring revenue because they never thought of that, because that's not something we do in our in the pool industry for Example or in the solar industry. Right. And so I realized more than anything, I love problem solving. So whether the problem is they were too fat, they needed to be fit, they were lacking confidence, or they need to make money, I've solved all those problems for myself, and now I just go around solving those for others as well and getting paid well for it.

So you get so much information from so many people. I remember that from clients.

Yeah.

I am learning so much so fast, and I get to do that for everyone. Okay, so I want to go back to when you had that realization of, wow, I really want to help people solve these problems. What was your kind of face off moment with yourself? What were you struggling with? Was it like, organization? Was it trying to figure things out? Like, can you remember back to the beginning of what those big obstacles felt like?

I can. For me, especially starting my business, the big face off moments where it's funny, you can lose weight and get fit and have confidence in your personal life. Yeah. But that doesn't always translate to your professional life.

Totally.

Right. And so while I could feel, like more confident walking around and talking to people because I don't feel like I'm fat and grotesque and, And I don't think anyone ever looked at me as grotesque.

Can just feel that way.

You feel that way. And I'm being very direct and honest with you. Like, I, it's, it's. And, and if, if someone's watching this or listening to this and they're like, I could relate. Yeah, you, you will feel fat and grotesque even though others won't feel that way towards you, but because you will feel that way, you will do things, you. You'll find evidence in the world to justify how you feel. Right. And so I would constantly justify how, how I felt. Like, see that person, you know, just, they kind of look my way. Well, they kind of look my way for a million reasons, but in my mind, they look my way because they think I'm grotesque as well. So anyways, the confidence did not translate to the business life when I wanted to start my own personal training gym. I just wanted to start one personal training studio, like 2500 square feet. Thankfully, I had a personal training client named Jim Franco, 62 years old at the time. And I didn't know anything about sales. I didn't know anything about lead generation or marketing. I didn't know anything about communication in terms of, like, how to communicate a message. And so for me, those were all sticking points. And when you think about being an entrepreneur, you've got to drive leads, you've got to convert those leads into paying clients. And as you build a team and as you build a customer or client base, you have to communicate things to them. The three key things, and the fourth one being leadership. I'd never been a leader in any sense of the word, because in the Armenian culture and my dad being a former communist, you know, your audience needs to know that we escaped the Soviet Union, came to the United states. I was 6 years old. My dad was a card carrying member of the Communist party. And when you've got a communist father, he's not like, how I am with my kids. And I was with my kids were like, oh, I'd love to hear your thoughts on this. Son or daughter, right? He was like, you're just supposed to be seen and not heard. That is it. And his solution to most problems were what he called the five brothers, which was a backhand across my face. Yeah, yeah. And you know, I love my dad to pieces. He's 91 years old. I take great care of him. He's got an awesome caretaker. My mom passed away a year and a half ago. But you know, people go, oh my God, your dad was an abuser. Everyone from the communist bloc was abusers. That's, that's just how it was. When I came to America and I made some American friends as a kid. I knocked on a friend's door, his name is Scott, and I said, hey, can you come out and play? He goes, I can't. How come? He goes, I'm on restriction. I was like, dude, what is restriction? I'd never heard of the word restriction. He goes, you know, I can't watch television. I can't come out and play with you guys because I got in trouble. And I said, can't your mom or dad, like hit you a few times and then you can come out and play? For me, I thought his punishment of being on restriction was worse because for two weeks he can't come out and play with us. Whereas with me, my dad gives me a good beating and then I'm off to playing with my friends again.

So, like, I learned these lessons fast.

Yeah, right, Exactly. We time collapsed. Exactly. So long story short, when your dad, you know, comes from a communist country and thinks the communist way and he's the dictator, there is no let's collaborate. And so leadership, communication, sales and marketing were not my thing. Those were all weak points. But I also realized and, and you know this as a, as a personal trainer, most of your clients are, well to do, especially if you're one on one. Personal training. Yep. You know, charging them 400, 600, $800 a month. Of course I wasn't making that money. The gym was. Because I worked at an LA Fitness. They were, the gym was paying me $14.25 an hour.

I was at an LA Fitness too.

Were you really?

They broke it to a 30 minute session and paid $6.

Okay, right. So my 1425 broke down. That's an hour. But it's seven and change. Exactly. Yeah, yeah. What LA fit work in New Brighton, Wisconsin. Okay.

Yeah.

And I was in beautiful La Habra, California.

Minnesota. Sorry, New Brighton, Minnesota.

Minnesota.

Where was I at the time?

Dude, that's funny.

Yeah.

We were under the same regime.

Totally.

And I remember thinking like, the gym is making a ton of money off this training that I'm delivering.

Same.

Yeah. So long story short, but what I did realize very quickly is I've got built in mentors. Every one of my clients, probably with the exception of a couple of the, the wives who were stay at home wives of rich entrepreneurs. I had built in coaching clients. And so Jim Franco, who I told you was one of my personal training clients, brought Dan Kennedy's book, he brought a book from Jay Abraham, he brought me book from Brian Tracy, Zig Ziglar. And he's like, these books will teach you how to lead, drive and market. These books will teach you how to sell. Because he owned a massive software company and so he comes from sales and marketing. And so once I realized I had built in mentors, what were what My weaknesses soon became my strengths because I had mentors who were coaching me, mentoring me, giving me audio cassettes because I come from the audio cassette world. And it completely transformed my mind. I had no idea that there's this other world. I thought, you know, if I'm in good shape, you're going to pay me because you see that I'm in good shape and you're not. So you're going to pay me. It doesn't work that way.

Yeah.

People need to be convinced and sold and we need to agitate the, the buying buttons, which is why are you here? What have you tried? What's your biggest frustration? What keeps you awake at night? You peel the onion, you get to the big why? And then you go, what happens if you can't get the results? Like, what is the chasm that you want to cross and what happens if you can't cross that chasm? And I would hear Mrs. Jones to. I was called my prospective clients at my gym, Mrs. Jones. And they would say, you know, I've heard women saying, this breaks my heart. I'm afraid my husband's going to leave me. I'm afraid my husband's going to cheat on me. I'm afraid that I'm no longer attractive to my spouse. And then I would hear the same thing from husbands, by the way, I'm afraid that my wife's going to cheat on me. And so when. If you can't agitate that fear and the pain in them, pain leads people to action. And so once I learned that, once I learned how to overcome the objections during my sales presentation, instead of waiting to handle those objections after, like, it was eye opening. Now it was just a matter of, here's the four programs that we have for you. And then I would always give them an option of one or two. So I would say, I think the two or the three time a week is going to work best for you. Which of these two can we get you started on? And that was a line I got from Zig Ziglar, which Jim Franco gave me that book. He said, instead of telling them, do you want to start or not? Which is a yes or a no answer, do you want option A or B? Because either way, they're going to pick an option and you win, you make the sale, they win, they get the outcome and the results. So for me, sales, marketing, leadership, and communication. Yeah. And it wasn't an overnight fix. Those were my struggles. And. But I am very OCD and I'm very intense and passionate. And so I dove in and within two years, I dare say I had mastery in all of those areas. Leadership being the last area that I developed mastery in.

So were you. Were you practicing those frequently? Like, was it because you were constantly talking? LA Fitness is a grind too, by the way. You are, like, you are talking to people every day and trying to sell people. Like, pretty much every day I worked, I felt like I trained, but I also. They made us do, you know, sales trying to sell clients.

Right.

For somebody who wants to get better at that, because you're like, in two to three years, you said you feel like you kind of mastered that. How many, like, what did the reps look like?

I would literally say probably over 2, 000 reps of actual humans. And this is the beautiful thing about being in an LA Fitness or any big box gym, right? And if someone's like, well, I'm not in a big box gym, go knock on doors. Yeah, go knock. Find the affluent neighborhood that you think has your ideal prospect and go knock on doors. If I come here to your house and I knock on your door and I'm like, hey, I'm gonna sell you solar, right? And I give you the best pitch I can and you go, go away, I don't want it. I can go to your neighbor and and have a clean slate, knock on their door, give them my best pitch, and maybe they buy solar, maybe they don't. Now, when you're in a big box gym, you go to a treadmill. And you know this. Around 5:36pm at night, all the treadmills are packed and what are they, eight inches away from each other. So I walk up to a treadmill because you know this, if someone doesn't show up to your 30 minute workout session, they want you out on the floor prospecting. Cool, I get it. And so using those skills that Jim Franco had taught me, I would go to someone on a treadmill. Hey, my name is Pedros. You doing cardio right now? Have you done your resistance training yet? No, I haven't. Great. Can I take you on the floor and do some resistance training? And then you should do cardio because you're going to burn more fat that way because we're going to burn off the glycogen. Da, da, da. And you're going to go right into more fat burn. And they would say, no, not interested, thank you. And then you go, I got to hit the ellipticals next. And then I got to hit the recumbent bikes after that. But when you get that many repetitions in and when you walk up to people who are working out on the floor and you go, hey, it looks like you're training back, but I think there's a better way to do it. Can I help you? And they go, sure. You put them through a free workout and I would take them right into the office. And my hook was, you know, all the goals you want are made in the kitchen, not in the gym. In the gym we break down muscles, but the recovery is important and what you eat. And so it's not what you do for an hour here, it's what you do for the other 23 hours. They go, okay, got it. I go, let's go and talk about nutrition. And the whole idea was I would segue the nutrition conversation into a sales conversation and then ask for the sale. So imagine doing in a two year period, probably 800 to A to 1200 repetitions. Like, I developed mastery so quick that I felt super confident that I could open up my Own gym. Now, I needed to raise money, which is a whole other thing, right? But the repetitions, like when you learn a skill. And by the way, at the time I had a girlfriend, I was. I was doing so many sales presentations on my girlfriend, her parents, my parents. I would tell my dad, just give me objections in Armenian. Don't buy. When I lay out the prices at the end, don't buy, give me objections. And he. I would literally do the sales presentation in Armenian to my dad because it also involved, like, drawing diagrams on three sheets of paper. And I didn't want anyone to buy off the bat. I was like, give me objections. Give me the hardest objections. And I got so many reps in that I developed mastery quickly. And I believe anyone can. The whole, you know, 10,000 hour rule can be. Can be hacked if you are willing to face rejection one after another, after another. Like a Jehovah's Witness would give me PTSD about that.

We would have to go and talk to everyone on the treadmills during the busiest time. You just brought me back on. Forgot about that piece. Like, I completely blacked out and blocked it out for a reason. But that was one of the most powerful things I'd done. And then obviously, being a Jehovah's Witness was one of the most powerful things I've done.

Wait, you were a Jehovah's Witness?

Oh, I thought you were saying that.

Oh, my God, no. I had no idea. Get out of here. Yes. My whole.

My whole life till I was 18 and I moved out.

Are you serious?

Yes. I was about to tell you. I'm like, oh, well, I got rejected my entire life going door to door. So for me, even though. Even though that gave me a lot of anxiety, I was like, oh, this is familiar anxiety, right?

Look, I'm so glad you brought that up. In life, you're gonna have anxiety no.

Matter what, all the time.

Only one type of person has no anxiety. Can you guess what type of person?

A psychotic person.

Dead people.

Dead people?

Dead people are constantly feeling the same. The rest of us, we're gonna have anxiety, we're gonna have bliss, we're gonna have gratitude, we're gonna have anger, we're gonna have rage, we're gonna have depression, we're gonna have joy dead.

Honestly, I. I love even when you tell me you're an introvert, because, like, even doing things I love, like when you first walked in, I have anxiety. But you're a friend. Like, I feel comfortable.

We're like little kindred spirits sometimes in.

The Middle of a podcast, I'm like, I'll get a wave of anxiety. I'm like, why is this here right now? I don't want this to be here. Like, I do so much in my life. So uncomfortable. So uncomfortable. But Bedros and I know that you can feel this. Like, I am so much more uncomfortable not living into that person that I want to be. Like, that pain of, like, having that vision of who I know I can be and what I know I can do and who I can help and all the things, like having that right here in front of me and not being able to get there or feel it or something is blocking it is, like, so much more painful.

Huge. What.

Tell me about that version. Like, I know that. That, you know, how have you let that drive you and explain that feeling that you get with that to me?

Well, here's what I know. And for me, I use two things that drive me really well in that area. Number one, our mutual friend Ed Mylett. Ed Mylett tells this great story. When he had me on his podcast several years ago, he went on a little tangent. He goes, pedro, you know what I'm most afraid of? Because he asked me, like, what are you most afraid of? And I told him. And then he goes, you know what I'm most afraid of? I go, no, tell me. He goes, well, he goes, you know, I believe in Christ. I believe in Christianity. I believe Jesus died for. For my salvation. Like, okay, I'm. I'm tracking. He goes, imagine if I go to the pearly gates of heaven and St. Peter's there. And he's like, ed Mylett, I want you to meet the potential of what Ed Mylett could become, right? And he goes, I'm afraid of looking at that guy and not recognizing him. Oh, gosh. I was like, holy crap, Ed. He goes, I want to go up there, and I want to see that guy like I'm looking in a mirror. He goes, I want to be twinsies with that guy. Right? He didn't use that word. That's. That's what I thought. Yeah. I would love to have. Have Ed say that. So. So one. Listen, wherever we end up, we go to our Creator. We go to the universe. You go to God, and. And there is a potential that your creator has put within you. Every single one of us have a greater potential. And by the way, anxiety. That's the gnawing of greatness that you feel. When we feel a sense of anxiety, it's because our consciousness and our conscience doesn't know how to Grab you by the shoulders and go, hey, Lori, get back on path. It uses anxiety and depression. Like our creator uses anxiety and depression to go, hey, what you're doing right now is out of your comfort zone. I know everything about you is like, red flag, red flag. Go back to comfort. But I'm telling you right now, keep pushing through this anxiety and depression. On the other side of it is the better version of Lori is the better version of Bedrose. And so if I want to ultimately pass away and be twinsies with that guy at the Pearly Gates, number one and number two for me, I've got two kids, Andrew and Chloe. Chloe's 17 now. Andrew's 19. I've always, ever since, you know, once they've gone into junior high, we gave them a phone, an iPhone. The day I gave them the iPhone, I always imagined that there is some kind of a drone flying over me. Well, before drones, I. My, this is going to date me because I'm 50 years old. I was like, I pictured Andrew. Andrew and Chloe were getting a live reality feed of a camera crew that's following me, and they're recording all the audio and video, and it's just going right to their phones. So I was like, if Andrew and Chloe saw that I had an opportunity to do something great. But out of my comfort zone, that gave me anxiety, that made me depressed, made. That made my palm sweaty, that made my butthole pucker. And then they're like, dad zigged instead of zagging. Oh, my God, what kind of a poor example of humanity would I be to them, right? So everything I do, I assume today, now with drones, I assume there's always a drone flying on top over me. And what is dad doing? Did he. Did he miss that last and final set because he didn't sleep well last night in the gym? Because in my head, Andrew and Chloe are seeing it. In fact, I was in St. Louis. I have some amazing coaching clients out there. The Sansone brothers. They run a industrial construction company. So they make all these big industrial buildings, like giant warehouses that semi trucks can go into. And they're refrigerated warehouses. Their dad started the company many years ago, like in the. In the 60s. Nick, Doug and Jim, now the three principals, they run it. They're in their late 40s, all the way to early 60s. They're my coaching clients. The company does 1.3 billion billion with a B a year. They invited me out to speak to their leadership team because I coached them privately. But they also said, hey, can you come out and speak to our leadership team. I said I'd be more than happy to. So I'm speaking to their leadership team, 15 people who collectively run 300 of their employees. It was a Saturday, and then Jim, Doug, and Nick were there. So 15, 16, 17, 18, plus me, 19 people, giant office structure. And we took a break, and I went to use the men's room and the urinal. There was two urinals that were taken. So I went into one of the two stalls, and I noticed that some guy had obviously lost all control of his penis and his stream. And it looked like I. I swear he had probably put his hands behind his head and was dancing the Macarena while going pee. Because it was everywhere.

Yeah.

On the back of the toilet seat. All over the toilet seat. And at first, I shrugged it off. I'm like, well, I'm gonna go pee. I'm gonna use my foot to flush this thing. I'm gonna wash my hands and go back to the meeting. But then I'm like, andrew and Chloe are watching me right now. Like they are watching me, and they're going, what would dad do right now in this toilet stall when no one is watching? And I got toilet paper, and I cleaned it all up and wiped it all off. And then I went pee. And then I closed the lid and I flushed it, and then I went out. And then when the meeting started, I let them have it. And I said, how dare you guys? You guys run a team that collectively makes 1.3 billion, yet you don't have the decency to flush the toilet of these people who pay you so well, give you benefits, 401ks, unlimited PTO. By the way, those guys give them unlimited paid time off. And now, obviously, whoever did it didn't identify themselves.

Yeah.

But I'm sure they never did that again. Because ultimately, how you do anything is how you do everything. And so, to me, I've got to measure up with the version of myself that my creator has instilled in my heart. The potential. And then I've got a measure to the standard that I have set for Chloe and Andrew to live their life by. And those two things keep me on track. And when I don't feel like doing something, I'm gonna do it anyway, because plenty of times I don't feel like doing something. Maybe I didn't sleep well. Maybe, you know, we are too busy with the growth of the franchise. Or maybe I got a. I got a cold or a flu. And you know what? I make a lot of money I can take the day off, but I got stuff to do and so I do it. Now. Does that mean that I don't take time off if I'm sick? No, I'll take time off, but I don't skirt my responsibilities is the point I'm making. And that when we skirt our responsibilities, we begin to ruin the reputation that we have with ourselves. Reputation with self is confidence. If people go, how do I build confidence? You build confidence by keeping the promises that you make to yourself, stacking little wins. And that is how you grow your reputation. It's like a credit score with yourself. And so when people don't keep their promises to themselves and break those promises because it's too easy, too comfortable, it's too late, it's too cold, I don't want to. You begin to feel like a hypocrite or an imposter. And of course you're not going to be able to lead an organization. You can't even lead yourself. You know what I mean?

Oh, yeah. I, I think so much of that is where confidence is made. And I think about, I do a lot of little things like that. I think I learned it from my dad. Just like, if you're in a space and you see something, it should be better after you left it.

Right.

And like I still have moments where I'm like, why do I do this? Like, I'll be in a bathroom picking up other people's paper towels. But it makes me more confident about who I am.

Yes.

Like, I have so much respect for the type of person that I am.

Yeah.

And it's those little quiet moments that build that. Where in, in the past, like, I think I had some self confidence growing up, but not much. There was just a lot, you know, there was a lot with how I grew up that made me not very self confident. Just being overweight and then being a Jehovah's Witness and getting bullied and all of those different things that I had to build self confidence along the way. And I did it a lot through fitness and I did it through my habits and I did it through discipline. And that has made such a huge difference. What do you think for somebody who feels not very confident right now, like they are, they're feeling like they feel like they can't even take swings at things. Like maybe they're in that place.

Yeah.

What would you say are little builders? Like, how do they start actually taking action? What reps would you build them?

Oh, great question, great question. Because most people, and I think social media is Very guilty. For this. We see something inspirational, motivational, we get all hyped up and gassed up and go, tomorrow morning, I'm taking that big swing, right? I got an idea, tough guy. Don't take any big swings. Just. We're not trying to get any home runs here. Let's just hold the bat for a minute. Yeah, let's just get on base. Let's get a base hit. And what does that look like for the average person? If you're drinking soda, just cut out soda this week. If you're not drinking water when you wake up, drink your 20 to 30 ounces of water first thing in the morning when you wake up. If you're going right to your phone and screen sucking, just tell yourself, I'm not going to screen suck. Instead, I'm going to listen to an audiobook for 10 minutes instead of scrolling for 10 minutes. Right? Pick simple tiny wins that you could achieve and accomplish. Because in a perfect world, it'd be awesome if we can go from eating chicken wings and pizza and pasta and ice cream for dessert because we feel like it's to tomorrow morning, I'm eating salad and fish four times a day starting tomorrow morning. Like, that would be great. But we're not a robot. We have thoughts, feelings, emotions, right? Willpower. I mean, think about the willpower factor. You know, you see a jar of peanut butter on your counter first thing in the morning, you're like, not today, big boy. Evening time. You've battled as an entrepreneur. You battle. You, you.

I'll break into something for that peanut butter.

Oh, yeah, yeah. You get gritty, you get rejected. You, you, you. You thought a sale was going to come through and it didn't. By the end of the day, you've been ground down and your willpower is nothing. And then you see that peanut butter on the counter, you're going, you're head diving into that jar. And so what do we do? We do the simple things. We throw that jar of peanut butter away, we hide it in. There's studies that show if something's not within eyesight, there's a 3, 3 X factor that you're not going to eat it if it's not in. In your house, there's like a hundred X factor that you're not going to need it unless you, you know, order it to, to get delivered. So the point of this is start stacking little wins. And just for the next 30 days, I'm going to cut out Coke, I'm going to replace it with water. I'm Going to, I'm going to just, you know, instead of social scrolling in the morning, I'm listening to 10 minutes of audiobook or music that inspires me and makes me happy. For me, it's Jack Johnson. I'll. I'll wake up, drink 30 ounces of water, listen to Jack Johnson while I'm taking a shower, get out of my shower, and then just send a gratitude text message to three people in my life. Three random people who I feel like have added value to my life over the years, believed in me when I didn't believe in myself, showed me the path when I didn't know where the path was. And what that guarantees me is sometime throughout the day, these three people that I've sent a gratitude text message to, they're going to end up sending me a text message back nine out of ten times, Lori, they go, man, thank you for sending that. I needed that. It was a rough day. So not only are you making someone else's day better, but if your whole day went to shit, you had the most perfect day planned and your whole day went to shit, you're guaranteed to get a thank you from three different individuals that you sent a gratitude text message to. I'm not saying do sound bowls and do interpretive dance and then go do the hot thing and then the cold thing. Like, people stack their morning routines as a way of, I believe, procrastination and avoiding the work. Just drink water, listen to an audiobook or some music, send out three gratitude text messages, and then sit your ass down and get to work. Get to work on your GSD list. Gsd? I use gsd. Get Shit Done list. What are the things that you need to do to make money and have meaning? Notice I said money first, meaning second. Because again, you could put up an inspirational post to give you meaning, but you can't take those likes at a fucking bank. So you need money and do the things that make money, Drive leads, make sales, and then do the things that give you meaning. Then delegate, delegate, delegate everything else. But where confidence is concerned, it starts with a simple morning routine. You do that for 30 days and then you go, okay, this stuck. Add a few more things to it. Because look, if you've been out of practice in terms of structure and discipline and morning routine for years, sometimes a decade or more. What's. What's six months of your life? Restructuring yourself, it's nothing. You know, we always see that post that says disappear for six months and come back and you'll be unrecognizable well, disappear and do the right things for six months and come back and you will be unrecognizable. But if you constantly have the state of FOMO where you're missing out on social media and what did they post and what are they doing and what's the event and should I go to it and enough, enough, just dial it in, hit that get, get done list. Go work out, get some sunlight when you're tired. An energy drink is not the answer. Go to bed, go to bed before 10 o' clock PM. Wake up before the sun comes up at, you know, 5 o' clock in the morning and attack the day again. And you do this, you stack these days and confidence is built and then momentum sets in. And once we have momentum, we become unstoppable. Right. That's why like we go on vacation and you just get out of routine for like seven days on vacation and you come back like, oh, I'm tired, I think I'm gonna sleep in for a little bit. No, you got out of routine. I go on vacation and I stick to my routine. I still have a great time, but I stick to my routine so that when I come back, I'm a high performing entrepreneur, I'm going to attack my life. And if you attack your goals, you attack your life, you'll get the outcome that you want.

Momentum is so hard to get back into.

Right.

That's what I always think. I'm like, why get out?

Why get out?

Let's just stay in it. Yeah, that's for Chris and I, we feel like it's easier. It is easier. On vacation or when we travel, I'm like, I'd rather just take some calls. I'd rather just stay in routine. I'd rather just because it feels better than actually the big break. A lot of times I do think big breaks are important once in a while, but like that just, yeah, it slows the thing that's hardest to get.

Yeah.

And so for an entrepreneur right now who's maybe they have a plateaued business, let's say if they come to you for coaching and they're like, be, I just need to like make some more money quickly. What are some of the things that you start talking to them about? Is it their lifestyle first or are you like, let's dive into the business or what does that kind of look like?

When an entrepreneur usually hires me, It's a, it's 100 grand for a year of coaching with me. So I, I never attack the lifestyle first. However, I do also Know that it's the businessman and the business plan, or in many cases, the businesswoman and the business plan. Those two are connected. Right? It's. We can't say it's not. Yeah, but when they say my business is stuck, I need to make more money, here's a hundred grand. Right. During their first half day session with me, we literally go to, where are your highest profit margins coming from in your business? Because typically, most entrepreneurs have three, maybe four streams of income in their business. But the highest profit margins probably come the 80, 20 rule. The Prado principle. Right. So we identify where's the highest profit margins coming from. Okay, Got it. From this source. Check who has your future customers or clients for that source. Oftentimes we always think, like, how can I drive more leads? And so let me run ads. Let me tap into my own social media, my email list. Well, that's great, but can you identify who else has your leads? Oh, Lori does. Oh, Bedrose does. Oh, so now how can I add value to Lori's life to be able to get on her platform and talk about the things that I'm good at solving so that her audience might go, you know what? I think I like this person. Right. Most people think the more income streams I have, the better, which is true. But first, let's figure out the one income stream that is the most profitable that we can scale. I start there. Once we've done that, the second step is, what are you doing that can be delegated to others? I believe in dms. Delegate, motivate, and sell. So you've got to delegate as many things off your plate as possible. So I delegate to Bryce, my CEO. I delegate to Joan, my VP of my coaching business. I delegate to Jeff, the VP of Truly Supplements. I delegate as many things as I can because Joan, Bryce, or Jeff cannot come here and sit on this podcast and interview on my behalf. But they can hire copywriters to write an email. They can put up social media posts on my social media platform. They can like Ed, who's behind the camera. He's capturing footage. He's going to edit. He's going to chop it up into pieces. We're going to share it on social media. We're going to tag you. But I'm not editing. I'm not using the platform, the videos. I didn't put this mic on. Like, I don't even know how. And I. And I share that because the more you can delegate.