A Leap of Faith and a Cybertruck | Ep. 30

The most enduring and lasting motivation that you have is seeing your own success, seeing a small success in whatever field it is that you're trying to do. Welcome to the Rising Tribe. I'm Jared.

And I'm Austin.

And our goal is to inspire young men to build strong families and discover their potential as men, husbands, and fathers.

And we'll do this by having authentic conversations about faith, family, health, and business as we strive to level up. Our lives and the lives around us. Welcome to our September episode of The Rising Tribe. We had our last episode when I was in the Pacific Northwest. I think that was April of this year.

It's been, it's been quite some time, dude. Holy cow.

But that makes for really, really cool updates. Like, dude, Jared had deployment in that time. Yeah, yeah, it's been a long time. And I just, I had a total change in game plans, like with my summer sales career, which is really, really cool. Now I'm like full-time coaching, which is awesome. I'll just go out and sell every now and then. But I went from like sell, sell, sell, sell, sell to now I sell an online course, I coach kids one-on-one. And it has been a blast and like way more rewarding too. But this summer was kind of the point, like being on the road a ton. It's not the funnest thing in the world. Like, it's like, but I was choosing to do it. Like Jared gets told to do it. And like, that's one thing we talked about it. I was choosing to like leave the family. But like, it wasn't that I didn't need to, like, it wasn't like, necessary 100%. But look, looking back, it was super, it was really necessary to building out my brand of like, oh, this guy travels the United States and sells pest control all over, you know, in the Pacific Northwest and Hawaii and Texas and California, like, I sold everywhere, right. And so I got all this stuff recorded and Yeah, I think we talked to like the last episode I talked like I was selling the course and everything. Dude, the course took off. And now it's like, what I like, that's my job now. Like my job is to sell an online course. So that's why it's pretty cool. Like, it's made a major impact on pest control reps all across the United States now.. And the kind of scarcity mindset is, oh my gosh, if people cancel on the off season, and I'm just like, who cares? Like people are going to cancel their accounts if they didn't. The people that are canceling their accounts right now, they're the ones that like watch 3 videos anyways, and I've been collecting on revenue. Yeah, yeah. I'm like, dude, I'll get paid. Yeah, so I can use other ways to run that business, but like run it so that it, you collect on more revenue and maybe hope that the kids take the training more seriously. But I'm like, I mean, dude, it's working. And then January will come around this next year and it's going to explode. So anyways, that's a little bit of like the update on like the coaching side for me, like, and we can go more into it. Yeah. But all of that traveling was necessary for me to be able to build a course that was, that you can sell pest control anywhere. And I went a lot of places, so did a lot of camps.

I'm, I'm really curious, um, for in all the places that you began, because we've talked about how when you went to start, when you first went to go sell in California, how different it was selling to people in California versus selling to people in Georgia, and the way, like, how much less important rapport is with people in California because, oh yeah, you know, a lot of this, uh, the buyers are like, look, I actually, I want the thing, but I don't want you to sit here and talk to me for 15 minutes because I need to go back to work, I need to go back to whatever, like, you know, pace of life a lot faster. So what has it been like in your perception of people as you've gone around the country selling?

So in California, people are quick with you, like, what do you want? But generally speaking, like, there's always your, you always have your, your 4 personality types in whatever market you go to, right? You have your really social people that want to talk, you have your driver personalities that are direct. Your analytical people, and then you have people that fear contention and will just do whatever you tell them to do. And then those are the people that cancel as soon as you sign them up. Those suck. But I have, I just got a live sale recorded from one of those in Alabama. It's hilarious because like the guy was like, I'll leave you a 5-star review. I'll leave you a 5-star review. And I'm like, no, no, but you need to sign up too. And he signed up. Not against his will, I might add. But the review that he left later, he wanted to cancel within this 3-day right of rescission. And he was like, I signed up, I wish I didn't sign up, but because it was because the salesman was that good. So we left a 5-star review. He said it was deceptive, which it wasn't. I told him he's signing up for a contract. But he's like, but he left a 5-star review. He was like, service is incredible. I just got sold, basically. Anyways, so like, Alabama, there are some weird places like, yeah, very straightforward to the point. California, you deal with a lot of like bug lovers. So like I had a lady yell at me saying like, why do you think that you have the right to kill the roaches? They deserve to live. And I was like, oh my gosh, we are in la-la land. Anyways, that was Cali. Oregon was unique, like a lot of just nature people, a lot of long ponytails. Some of the fun, fun people I ran into in Oregon, like I ran into people from Alabama in Oregon, some of the most redneck people in the world. That's all recorded on the course that, that sale is wild. But anyways, Oregon, Washington, very unique part of the United States, really cool place to live during the summertime. I got to live out there during the rainy, the very end of the rainy season. But just a good, cool market for pest control too. It actually reminded me a lot of Atlanta just by like the houses, the new, the amount of new construction. It was really cool. So all that to say, Pacific Northwest, cool, quirky, weird. California, straightforward. Hawaii, the land of PRs, like the record, the record-breaking land. You go there and it's just the easiest market in the world because no one, no one sells there. And now I feel like it's got, it's got, it got destroyed this year. Like people kind of caught on that Hawaii was good. And I think a company called EcoShield just went out there and just just island-hopped it. I mean, they destroyed it. So, but yeah, I mean, overall, dude, like the different regions have their— have different quirks. The people in the Midwest are some of the weirdest people I've ever met in my life. Like Indiana and Michigan. Those people are just weird. I— in a good way, right? Like quirky and weird. But there's just kind of— they don't have much to do out there, dude. I mean, it gets freezing cold and all they have is Notre Dame football. That's it. There's nothing there, right? So other than that, dude, Alabama was interesting. It was almost like a southern version of Indiana where the people in Indiana were like these northerners with their weird accents, kind of. And then people in Alabama were like I don't know, just they don't have much out there. It was just Birmingham, Alabama. I mean, I don't know, it was interesting. I like all the markets. I like every market for its quirks. But I'll probably go out to Birmingham again to support my brother-in-law's business again, just to help him put on some accounts. But yeah, so the question is, every region has Weird people, they're just all weird in different ways. So, but you definitely shift your selling style a little bit and use more rapport depending on where you're selling, or less rapport. Just, you know, depending if you're on the West Coast, it's cut and dry. If you're in the South, you're talking on the front porch typically, like just a difference there.

Yeah.

So dude, it's been way fun though. And I think that's added validity to the course where it's like, oh, you can sell past control anywhere. You just have little tweaks and it's not too big of a difference in like the actual pitch.

So you've gone from— I find this is a really awesome, interesting shift that you've made because if you go back just a year go back, definitely go back 2 years, you are like whole hog selling, selling, selling, doing some recruiting, uh, training for your company, for the company you're working for, uh, but you're out on the doors, you're pushing golden doors, you are like, you were striving to hit your numbers, um, and you're spending all of your time doing all of the things, uh, because you're not only are you selling, you're also part of the leadership team of the entire company, being the, was it director of sales or training?

It was the corporate sales trainer.

Okay.

At Amcor.

Right. Corporate sales trainer.

Right.

For the corporation, for the company, you are the lead sales trainer. So with that, like all the hats that you're wearing, all the work that you were doing, we often find in many, many jobs that of all the things that you do, there are some things that light you up inside of that. Inside of the basket of responsibilities that you have. And there are others that just slowly wear on you. And I'm sure there are plenty that are just kind of like neutral. Like I do this, it's neither positive nor negative. It's just part of what I do. But there's aspects of it where you are, where it lights you up. And quite often the things that light you up the most are also the things that you are better at. Now, in your case, you're a fantastic sales rep as well as a trainer, not just like one or the other. You're fantastic at both, but training. Uh, you've talked about it before, how, um, like recruiting, not really your thing, but training is something that you've loved to do for a long time. And so now, as you have shifted out of, um, just like working for another company, instead of starting your own, uh, pest control company, or instead of going one, like, you know, ditching the training and wholesale just knocking doors, you you have transitioned, you left the company and you've transitioned into doing something, creating a space where you are doing, where 80% of what you're doing is only 20% of what you used to do. Like 80% of what you spend your time doing now is around training. Well, I mean, everything you do is around training, but you spend so much more of your time directly coaching people and training. I mean, you've written your entire, not workbook, your guidebook, your, I can't remember what you call it, your training, like, but like a manual, manual.

Thank you.

That's what I was like. I'm writing a book, right?

So you, well, I'm gonna rewrite that. Like, yeah.

Which, which is awesome. Right. You, you wrote the, what was it? What, a couple hundred pages? Like your first training manual?

300 pages. Yeah.

Yeah. Which is humongous and a huge dedication of time and energy. And now you're revising it, which is awesome. But like you, you're, you double down on the part of the job that you love the most, that lights you up the most. And since you left and since you started this company, things have just exploded for you. And, um, and so my question would be, I would assume this is so, but I'm really curious how you actually feel. Do you feel, do you feel more energized by your work now than you did a year ago?

Oh dude, I love it. I mean, I love my job now. Because it's just mine. You know, I'm built, everything I'm building is mine. It's my YouTube channel. It's my Instagram page. It's my sales course. It's my brand I get to build now. And I just like, I love it. It's way more exciting. Like I've really gone all in on the training stuff. Like there was this point this summer where I was just selling. I was selling and selling and selling, making good money. Like the sell, the money on the doors is awesome. I love it. It's great. There was a point during this summer though, when I just thought, like, when am I gonna stop running this rat race of like the sell, sell, sell, and just go all in on the training business. And there was a tipping point halfway through the summer, where I was like, dude, I could make more money if I went out and I sold just the rest of the summer. But what momentum am I sacrificing for the sales training business by not going all in on this and not taking more one-on-one clients. And I realized it was like, dude, if I can just have a really, really big sales trading year, then like momentum will catch on, word of mouth will catch on. And it has. So you talked about doing things like things that I don't like to do. Funny enough, this is like, it's probably why we don't have the biggest social media page is like that was my job when we first started this thing. And I am not good at editing. At all. And for that, for my job right now, I just hire everything out because I'm like, oh, now I'm like able to monetize this. So I monetize the business. And now it's like an expense for me to just hire videographers and editors. I'm figuring out how to do some stuff now. Like I don't not do anything in that category. But I hire people to just crank out 15 to 20 reels. I hire a videographer to follow me around for 3 days straight. To document a trip. We just posted a YouTube episode yesterday called Bagel in Birmingham. And it's like, I actually have a team of people running this with me, like a videographer, an editor, like, there's, there's this guy in my ward, he's like, you need an assistant. He's trying to get his daughter married. And he's like, we need to get my daughter around door-to-door salesmen so she can travel with you. And she'll be okay. So Dude, everything I do now, I really love to do. Like, except for yesterday, I had to go on Google Drive and download all these files for clients and put them into their— like, I record all my phone calls with these, with these kids. So like, just the busy work of having to download stuff, like, that's a very small percentage of what I do.

Right.

Generally speaking, though, I get paid to mentor kids on the phone now. And it's the coolest thing in the world. Like, I love it. And it's because I've done a lot of coaching in my life. So have you. And it, dude, coaching is one of the funnest things. It's one of the biggest return on investments you'll ever have in your life. And now that's what I do for a career. Like I, and then I go into camp. I do, so I do the course, I do the mentorship now. And then I also run sales training camps. So a company can have me come in for 3 days. And I'll take over their entire organization, run all their meetings, have kids shadow me, run the night meetings, work out with kids in the morning. And it's just an experience, right? Yeah. So dude, everything I'm doing now I love, and I get paid significantly more to do it this way than I did before. That's like, I can't believe like, and I, yeah, I was scared to take the leap of faith. Like I used to get paid like $60K a year to train. Sales reps. And so many of my decisions were dependent upon, hey, if I leave this job, then I won't have a set fixed salary. Yeah. And looking back, it's okay. I was— I'm not mad at myself for like staying where I was for years. However, I'll never make another $60,000 decision like, like my decisions in life won't be hinged upon a $60,000 salary. Like, it's just like, dude, I can just provide enough value. I can make that pretty quick. Um, but that took some, it took a big leap of faith to figure that out. Like, really big leap of faith.

So yeah, anyway, not everyone, not everyone is willing to accept those levels of risk because you could have fallen on your face. No, I say that not because, you know, not because I think you would, but right, because often, and I would say often, the people who are willing to make that, to finally take that leap, they're not doing it blindly. Like if there's the faith element of like, I don't have a guarantee, but I'm gonna make this risk. I'm gonna take this risk anyway. But the, of all the evidence that you have that supports your competence, so that your competence and your confidence, know, like, I know that I can do this and that this is valuable information. I just don't know how the market will receive it. Like, I know this is valuable, but do other people think it's valuable too? And so then, like, taking that leap of faith— a lot of people won't even put themselves in that position to begin with because they haven't worked on themselves to even get to that decision point, right? Like, most people will— most sales reps continue to sell. Like that, that's it. They, they continue to sell. And the thought, maybe the thought comes around of, oh, I should, I should just start my own company because the margins are going to be so much better and blah, blah, blah. And then once they start to interact more with people who run these companies, they think, oh, that's, that's a lot. That's way more than I thought it was. Nevermind.

And I, that's how my brother-in-law is. Well, and I don't mean to cut you off, but my brother-in-law just started this company. And he was like, oh wow, this is a lot of work. But he's still doing it. He didn't get spooked by it. He was like, oh wow, this is a lot.

Right. And I feel, I feel the same way when it comes to, um, running the Military Myler. When I first became a publisher and I saw just how I, like the door opened and I saw just how much work would be required to make this like a viable business, it was terrifying in the sense that like I had no idea how hard this was gonna be and how much work it was gonna take. The number of hours that goes into, you know, just, just just the podcast alone, preparing episodes, getting the information out there, editing, publishing, uh, but then also like running, you know, running a Facebook group or running, uh, like managing the emails that come through and running the website as well. Like, there are so many aspects of it that we don't think about until we start to, we start to dip our toes into that water. And most people will dip their toes in that water and turn around and head out because the, the safety and the security and the stability of a job is what most people want. And it's not, it's not a denigration of other people, but there are, there are lots of people out there who are wired beyond— or I don't want to say beyond that, but they're wired for not having a regular job, for not, for not just having their 9 to 5, you know, and I get off and now I'm home and I can disconnect entirely from work. There are a lot of people, uh, like us who Like, that's— it's not enough. It's not fulfilling enough. Yeah, I want to go and create space, like make seats at the table, show up and, and build something from nothing. And that's like— that just excites me beyond all belief, dude.

Dude, making your seat at the table, I— that's like a Jesse Itzler phrase, right? We're debating on whether or not to go to Running Man in like 10 days. Um, but we'll just go— we'll go for like a day. Like we'll drive up in the morning and then drive back at like midnight to, you know, do this running festival. But Jesse Itzler is really big about making your own seat at the table. So I'm wearing a Fox hat right now. And this is a company that I got to get my training into this year. Like the, the, so you asked, you said something earlier about how will the marketplace respond? Well, in the pest control world, now there exists a trainer who is, you know, Switzerland. But before me, there was never a trainer that was completely unbiased. You know, I just want to train you because there's always an ulterior motive with others, with other sales trainers. It's always let me train you. But that actually means let me recruit you into my downline so I can make money off of you. And you should leave your other company so that you can get my training.. And it's just, dude, it's like there, nobody was jumping on the fact that there was never, that there's, there's not a guy in, there was that now that's me now, I'm the pest control guy. But before me, there was never a guy that was completely, uh, and, uh, what is the word? Uh, it's, uh, agnostic for, you know, when it comes to companies. So I knew that there was going to be a, a demand there for a sales trainer, especially with these other smaller companies that don't have the biggest training or don't have the biggest, you know, the heavy hitter sales reps. But dude, I almost left my previous company because I didn't have a heavy hitter sales rep that could train me. And so I knew that there was a pain point there for these smaller companies that didn't have higher, like higher performing reps. So, and a lot of guys don't want to leave their company to go work for a big company that's got a really, really heavy hitter rep. And a lot of times those heavy hitter reps, they suck at training because they're good, but they don't know how to tell you why they're good. And they don't know how to teach you through why they're good. They just, you know, reps will just follow them in flocks because they're like, oh, that guy sells more. I should go sell with him. It's like, no, a lot of people have the curse of knowledge and they don't know how to teach what they know. And that's what most high performers fall into. I feel like God gave me the opportunity to go hit a Golden Door. And then I fell into coaching. Like, I'm like, oh dude, I love this way more. And I can teach other kids how to sell. Like, they're the first or second year reps are like my ideal client because they haven't, it hasn't clicked yet. Like if they, if you finish your first year and you're in your second year, I can help you just explode. And so I've, that's what I've helped a lot of people with, but back to the Fox stuff. There was a company in South Bend, Indiana, you know, the Notre Dame, right next to Notre Dame. And I got to work with a couple reps because they're like, hey, we want to work with someone who's done a lot of accounts, but we don't want to leave our company because they love Fox. Fox is a great pest control company. I like their great culture and amazing values. Well, I got to train them. And at the end of the season, I was like, hey, you know, I want to do a camp for you guys. It's this much, you know, and I broke down the cost. And they said, well, look, like, we'll probably do it next. We're going to for sure bring you out next year. I was like, well, dude, I need content right now. So I just called them back. I'm like, hey, I'm going up. I'm coming up for free. So I self-funded, you know, drove up in my black Cybertruck, which that's been fun. Like, I just got a truck and I wrapped it.

The last time we recorded, you hadn't bought the truck yet. You were talking about buying the truck. So now you have it, which is a whole other conversation that we can have. But anyway, you drove up in the truck.

The one thing— yeah, I drove up there in a truck. I'll talk about how I got that.

That's—

it was against Ty's will. But dude drove up there and I just— I paid for a videographer to fly out, paid for that guy's flights, I paid for the hotel, and I documented the entire thing. So now I have proof that I do these camps. Now I've done plenty of other camps just without a videographer. But now I have— I'm treating this like a business, like a videographer is actually editing my stuff. It actually looks good. Dude, it was a huge success. Well, then the one of the higher-ups in Fox calls me, he goes, hey, we like your training. We want you to come work for us up by ourselves. Like, we want you to work for us next year. I was like, dude, no, because I won't give up that Switzerland title right now. Because it's just, it's so beneficial for like my brand and growing it. And I was like, I left my last company because I had tied my boat to them. I just want to be free, you know, and train everybody. And so he said, well, let's just sit down and talk about something. Well, instead of hopping on a Zoom call, which I feel like 99% of people would have done, I was like, cool, I'll just fly out to Utah. I'll see you on Thursday, like Thursday or Friday work. Option closed them, right? He's like Thursday. I said, cool, see you at noon. So I bought a plane ticket, self-funded, flew out there, put together a huge presentation, had videos to show the guy, pitched him on this massive company package. And I got a, I want to think about it. And naturally with me, I like to close the deal on the spot. I'm trying to figure out, hey, well, let's just do this. Let's just figure this out right now, brother. Let's just do it for this much per rep. And, and, uh, it was fun though. Like, it was cool because I got to be myself in that meeting. Like, I, I was just so confident. I walked in, I'm like, my training works really, really well. I have results within your company that shows that it goes well. And I went in super confident. And, uh, you know, the measure that they got in that meeting is the same measure that they'll get, you know, any other time. And the cool thing is I can just be me when I'm running this business. Yeah. Um, so we'll see, like I have a, I have a possible company pack, you know, uh, opportunity to work within that company. But even if they don't say, hey, we really want to bring you on as like a comp, a corporate package, dude, I have, I have had multiple reps from that company hit me up this week for off-season training because they saw what happened with some of the kids I worked with. Yeah. So. Huge win, dude. The Cybertruck, complete— okay, if I was not running this business, it would be completely unnecessary. However, for what I'm doing right now, like, dude, it's such a— like, it's such a stupid financial decision if you think about it. If it wasn't for, like, like, if I wasn't running like a sales training social media page with a YouTube page. Stupid decision. But because I'm doing that now, it's— it makes a lot of sense. Because, you know, when I got it, it was like 1%, 0% to 1% financing. So I'm not paying interest on the car, really. I make a monthly payment, all of it goes to principal. It's brand— I always have bought brand new cars. 1, 2, 3. And that's another That's just like my kind of belief system of, oh, I'd rather buy it new. It's not used. Like, it's not— there's not going to be anything wrong with it. All the, all the guarantees, whatever. But I wasn't going to pay interest. So I'm like, oh, cool. Let's just do that now. There's this deal going on. I told Kai, I was like, there's this deal going on and it ends, you know, so salesmen are so easy to sell to. It ends on the 31st of June and then the trailer goes away forever. Like, I'll never be able to get that deal again. Well, my, we call him my creative director, like PK. He's the guy that made the logo. He's made all the music, the intro, outro music. He's the one that built my course. He's the one that built my website. Like anything that goes through the image of the company, I'm like, PK, does this check out or not? And now I just use him as like a consultant. Like he, he helps me kind of make decisions on, I kind of do a lot on my own now, but he's been a really big factor in that. So he's like, dude, you need a Cybertruck. And I'm like, yeah, I don't know, man. I don't know if I like them. And so I went to go test drive one and I almost bought it like right after I got off the test drive. And then I came home and I was talking to Kaya about the whole thing. I'm like, well, what if we matte black it? We wrap it in matte black and we put a white logo on the front. And she's like, I think the black logo would be better. And for me, I just took that as, oh, okay, you're okay with me buying a Cybertruck now. And I put an order in. I did it in front of Kaya. I'm like, I'm gonna do it, I'm gonna do it. And I just hit order, and then it was— I had it the next day. Um, so, but I had all the special financing, you know, like it's a massive— if you think about for like the business, there's a massive tax benefit from buying a, you know, a truck that weighs that much. 6,000 or 6,000 pounds.

Yeah.

Yeah. Oh dude, I'll write off a ton of, a ton of income this year because I bought this massive truck and it's, it's 100% business. Like it is wrapped in my logo. I use it to go out to these training camps. Every YouTube video I film, it's in the background. And if you think about it from like a sales training perspective, like I'm really about big, big values, right? Like, like faith and family and fitness. But dude, you do need a hook. Like you need a hook to get people reeled in. And if the hook for an 18-year-old, like I just had an 18-year-old call me yesterday. He's like, dude, I need, I need a trainer. If the hook was him seeing a Cybertruck on Instagram, and now I get to teach him all the important stuff. Huge win for me. So, and now, dude, I drive a spaceship. I drive a spaceship now. Like, it is sick, dude.

I saw your video where you had the— you had the cooler in the back and, uh, you just popped it open and grabbed an energy drink out of it. I was like, all right, that's pretty sweet right there. Yeah, I'd probably need— I'd probably need me a cooler of energy drinks in the back of my car. But, uh, maybe I'll take this. Oh yeah, just stick a cooler in there instead.

Well, that's the thing, a Cybertruck doesn't even have a spare tire, so I mean, I'm, I mean, I'm toast if I ever, you know, so I have AAA, so that'd be good. But yeah, I mean, it's, it's a fun car and it's perfect for my business and it's perfect for my personality too. Like such a weird car, like so weird. And it's just fun, dude. All these, whenever I go to the grocery store now, people want to come look at it.. And it's just like, you know, like I get to make like 10, like these like young grandkids that are out with their grandparents. The grandkids are like, can we look at it? You know, kids sitting in the front of the car, stoked out of his mind. Dude, that's kind of fun. I like that. But what's cool? Yeah. What's cool now is like I'm building this business, like making a brand, like the Spartan logo, which is just because I love Spartans and like You know, we, when we ran that race, it was around the time when I was building this business. And so we made an M in the shape of a Spartan-like helmet. So it's like, dude, like that, that kind of phase. And when me and you went on that run together, like that's when I was trying to formulate all of these ideas and I was super lost. And now like I was able to, like, I'm sure when I listen to that Portland episode, if we go back and listen to that. I'm sure there were still things I was figuring out. But now I know I am full-blown Maser Sales Training. And if I need to make a chunk of cash, I'll go and sell some pest control. But even then, I don't know that I would do it without a videographer now. Because for me, it's selfish for me to go out and only sell for myself and not repurpose that to go help other people now. So like, that's where the focus is now. Yeah. And I think that there's a little bit of a dynamic where if you have a, a second guy on the door for training purposes, it actually helps. So, um, that's interesting. That was a, that was a mouthful.

No, I'm, I'm really excited to hear about, uh, about how well the transition has gone. Um, because we've been, I mean, we've been recording now for like almost 2 years now and like. Dude, like the, the, the number of, like the, the growth that has happened. If we went back and we were to listen to our first couple of episodes, like we were, I think we were one of the first ones we were recording. Dude, I was in, dude, it's got to be more than 2 years now because I'm pretty sure I was in Texas in tech school.

We're 3 years into this thing, dude.

Are we really? It has to be because that's 3 years ago I was in, I was in Shepherd, um, which is, that's just bananas, dude. That's so bananas that like how much life has changed in these 3 years. And I think it's super cool that we're going to be able to, that we can go back and listen to this, which was a huge reason why we started it in the first place. Um, and something I was thinking about is, um, like we both have 2 daughters, no sons yet. And while I don't, or while I, I still, I want to, I want to encourage our girls to go out and conquer the world or whatever. Form or fashion they choose, the— I think there's, uh, there's a greater responsibility upon men in the world to go out and provide for other people. And that we've talked about before on the episode, I think it's called, uh, Produce and Provide. Um, yeah, but just that, that, um, that sense that we want to partake in the creation of the world and we want to build, we want to produce, and we want to provide for other people. And how, like, when I was, when I in Solar, they always said that married men and then fathers had the highest, like they were always the most successful in the company. And whether or not, like whether or not people were explicitly thinking while they're on the doors, I'm doing this for my children, I'm doing this for my wife, it is in the subconscious of the reason I'm even out here in the first place. The reason I push myself is to provide, protect, produce for my family. And so there's, uh, it's, it's that much more important for me that, uh, when we have sons, that we, that I specifically encourage them to like to go out in the world and to conquer, to slay the dragons and, you know, rescue people from, from the castle. And, um, and so I think it's going to be super cool that while we don't have sons right now, that we have this recorded history of our conversations about what life looked like kind of like a journal, but probably more entertaining than reading a journal and, and being able to like for them to have this as a, as a record of this is what it was like when my 29-year-old dad or 28, 27 was going through this challenge when they were— because if you, if you fast forward to when let's say we both had sons like right now, 18 years from now, 20 years from now, we will both be significantly more successful than we are now. Life is going to look so different. 2 decades from now. And so that version of their dad is the one that they will know, but the one that they won't know is this version right now, the one who's in our last episode with the uncertainty, or when we were in Greece and you're like, like, I don't know what we're going to do, but this— I'm hesitant about making the decision, but this is what I want to do, and here's the concerns. And like, as we're having those discussions, you know, like the decision-making process is something that I think we will lose if we don't talk about it and if we don't record snapshots in history. 20 years from now, when you go back and talk about being in Greece, like, there are details that you might forget, or the weight of the concerns might not feel so heavy because you knew it worked out. But if you went back and listened to yourself talk for an hour in the middle of that decision-making, like, you can feel the emotions, you know? And so I think it's so cool that we have this now, like, recorded. As a record of this is what it was like when we were 27, 28, 29 years old.

I feel like if I were to listen to like me a year ago, I just wish I could just go through a time portal and just grab my, you know, a year ago stuff. Stop freaking out. You're going to be okay. Like, just, you know, but that's why even as there's been like some uncertainty now, I've just had to have faith and know like, okay, like this is really gonna work out big time. And I mean, the cool thing now is that I trade, I'm no longer having to trade all of my time for money. It's, it's, I'm trading value for money now. The more that helps people, the better, you know, the better it'll go. Like the more people hop on the training course, the more people will find out, but But yeah, so all that to say, like, yes, there are, there is a little bit of like, man, like I didn't sell. So it's not like I have this like gigantic check coming in December. Like I was really stressed out about last year. It was a solid check coming through, but it's not, it's not like as big as they used to be. But now I've transitioned it more into the coaching. I'm like, okay, this is my thing now. Like, this is my metaphorical, I'm going to go sell, you know, 1,000 accounts, but now I'm going to go sell 1,000 courses, right?

The—

yeah, like, there is some uncertainty now too. It's like, how am I going to grow this? How am I going to scale it? What does it look like? But now I'm more excited because I get to build something for me versus before. I think it was scary because I was just like stuck. Like, I was building something for somebody else, and they were amazing, dude. Like, I'm still good friends with Ben. Um, fun story with him. I went to Door to Door Con last year. I announced that I was doing this whole thing. Okay. Well, in door to door, there's always fear of like, oh yeah, people are going to get mad at me and they're going to sue me, right? I came home from Door to Door Con and I had a slip on my townhome door, like where my tenant's at right now. And it says that I would be— I was being summoned to court. I was like, what in the world? It was like a week after Door to Door Con. Why are they putting this on my tenant's door? And I'm being summoned to court. I'm going to court. I was pissed. Like, someone's out to get me. And I'm like, who's out to get me? And I was just, you know, or my mind started doing circles and like freaking out. Well, all of my fears of like Anthem was mad at me for doing this business. I didn't even say anything. I just wanted to show up to the courthouse the next day and figure out what was going on. And it turns out that the police officer put a slip on my door because I called in, like, a dude got shot outside my townhome, like a year into us living there. And I was the first person to call the police. And the guy's alive, don't worry, but can't walk now. He got like, yeah, his leg doesn't work now, I guess. But anyways, I called that in. We moved out of that neighborhood, safe to say. Um, oh, it was the only event that ever happened there. It is a beautiful townhome community. It was just a— it was a shady situation, very, very isolated situation. But, um, anyways, I went to the courthouse and I'm like, why do you— why do you guys want me to go to court? Like, it literally said that I was being served papers, which means you are being sued. And then she goes, oh, the police officer checked the wrong box. They just want to know, like, what happened.. And I was like, oh my gosh, so I'm not being sued. And they're like, no, you're good. Like, well, thank you for the, uh, the restless night. I was like awake lifting weights until 1 in the morning, like Anakin Skywalker rage lifting where he is like, ah, yeah, yo, you know, like he's screaming at Obi-Wan. I was so mad. I was up until 1:32 in the morning lifting weights. Well, that same day. I got a call from Ben Morgan after I found out that I wasn't being sued by anybody. And he goes, hey Austin, what's your schedule look like for May? And I'm like, well, why? He goes, well, we need you to come in for training. So Anthem hired me to train their reps and I got to go in and do a full training camp for them. So it was, it's cool to see how things have worked out. Like the company I left, now I cut them a solid deal on training, dude. But like, they paid me to come in and train their reps. And I made like, remember I said like I was so scared to make a, make a leap from a job that was paying me, you know, 60 grand a year.

Yeah.

Oh man, I'm getting a huge, I'm getting a large chunk of that money. Just from 10 days worth of work. And so then my, my, my, my, my worth start, like my value started, like what I knew I was capable of providing, the value I knew I was capable of providing started changing significantly. And then being able to go into companies and charge, you know, $3,000 to $5,000 a day to go change, to go train them. Then, then like, oh, cool. I can go make my old salary. I mean, What, 12 days now? If I, if I, if I can book out all those camps for the summer, that's cool. Like that was a nice shift in my like perspective of like, oh, people value my training. They'll pay me to come in. I don't need to stay somewhere. That's, that's, uh, where I'm capped because the reality was there wasn't a demand at Anthem to be able to pay me that more because it just didn't make sense. Like. I'm only providing value to 30 people. Why would they pay me more?

Right.

Well, go provide value to hundreds of people and now I'm getting paid more. It's kind of like your, dude, your podcast is going to, your military milers, it's like you'll find, like you'll find this, like you already had your, your opportunity where you could do that credit card thing, but the more, and you learned a ton from that first round, but as you do the second round and you make that second push to become, what do you call them? Accredited.

Publisher. Yeah.

Yeah. When you do that second round, like you already, well, you'll even have more momentum. And then just like I, we saw in our notes, like word of mouth is starting to get out about your podcast.

Yeah.

And dude, when you start providing value to the masses is where I think things start going crazy. Yeah.

Well, and I think a huge part, I think a huge part of the value that people, people see is the value that they feel when, when you're providing a one-on-one training with somebody. And like you're there on the door, like the range of emotions is flowing, right? As you're getting objections, you're overcoming them, if the deal closes, if it doesn't close, et cetera. Like those emotions are running through your training reps and you get to be there to like, to help them kind of dissect the emotions and to understand what's going on. And then when you walk away from that, it, you know, I imagine it feels very much like having had a good but hard training session in the gym where you're like, wow, I feel great, but I'm also wiped. And you know, like you, but you feel it after a training call. Yeah. Yeah.

Like I do one-on-one shadowing with kids. Oh dude. I mean, I just, yeah, I just got off a one-on-one call with a kid yesterday and I'm like, he has an AirPod. That's what I do with all my clients. They have an AirPod in their ear. And they go knock doors and I'm cleaning my house like, close them now. I'm like scrubbing dishes, close, close, close. And I'm like, get them in the backyard, get them in the backyard, ask this, ask that. And I literally helped this kid close the deal. He was like, I would not have closed that if you were not on the phone. And he was like, holy crap, that was insane. That is so cool.

That is so cool because they're doing the thing and you were there coaching them along the way and here they are like, Oh, I didn't— I wouldn't have thought that this is the moment, but you're pointing it out and now I'm seeing it. And I would do it again. Hey, I think this is that moment. Oh, I think this is where we move. This is where we move to the backyard. This is where we talk, right? Like, and so they're exhausted after. Yeah.

Yeah.

But that's so cool. I feel it's a, it's a different, uh, the credit card rewards space is different, but it's the emotions are there and it's the weight of the emotions that's there. So not too long ago, I was talking with my chief and he's going on, or we're talking about credit cards. I had told him about this trip that we had gone on. We used a free night certificate to stay at this hotel that otherwise would've cost $1,500 a night. And we got 2 rooms for 2 nights. So 4 rooms total, or, you know, 4 nights total for free. And that would've cost us 6 grand if we had paid for it. Like, oh no, we did this for free and it just, this is what I did and blah, blah, blah. And he had, part of the reason we were able to do it was because of a specific credit card that both my wife and I have. And he was like, he's like, oh, I have, I think, yeah, I have that card. I haven't touched it in years though, because Hilton doesn't have hotels, blah, blah, blah. So I can never find anything available. And he and I went back and forth and I was explaining, no, they actually have this new partnership they have with the small luxury hotels of the world, this, that, and the other. There are now way more hotels available. So you should, like, you should look. And he's like, oh, and it comes with a free night every year? Like, yeah. And he's like, I haven't used it in 3 years. And I'm like, You've missed out on 3 of these. Like, this is such a cool opportunity, blah, blah, blah. So I tell him about it. He goes on later, he goes on his Hilton app and he's like, oh my goodness, my free night certificate expires in 2 weeks. Like, it's an annual one. And if you don't use it, it expires and you get a new one. And that weekend they were gonna be going up to Austria for an IVF treatment. And so he's like, so I found, I found, I looked it up and there's a hotel available there. And otherwise it would've cost us over $1,000 to stay there for the night. But I called Hilton, I got it booked. We went and stayed, they upgraded us to a suite, we got all dressed up to go to dinner and it was incredible. My wife thought the view was immaculate and it was just the most amazing experience. And I'm— when he was telling me this, I'm sitting here, I'm like, yes! You know, I'm like so excited when he texts me pictures of them out there. I was like, this is like, this is a win, man. This is such a win. And in a scenario where like they're going through IVF, they haven't been able to have kids for years, it's an extremely, uh, for anyone who doesn't know how, um, IVF works, it is— I won't go into the details, but it is a very stressful, like several months of going through the IVF process. And they've been trying for years. And so it's like, it's, you know, every appointment has a lot of emotion, a lot of stress that comes with it. And things are— she's pregnant now and things are looking really good for them. But at that time they weren't there yet. And so it was like, it was, it was, it was a, it was a burden. Every time they went, it was come— it came with a lot of, sad emotions and, and, a lot of heartache. And so getting to provide them like just with a little information, a little bit of helping, giving them a night of just like, oh, this is wonderful. Here we are in Austria and we get to see this beautiful thing. We get a wonderful stay. We had the nice dinner and it was, it was super fun and we loved it. And because that free night certificate, they used it 2 weeks later, the new one for the new year, like reset. So now they have another one, so they get to do it again, you know, and like, and so they're telling me about how they feel and how awesome it was. And I'm like, Yes, it's like chase that because there are so many opportunities to get to do these cool things. And so now, like, something that was really exciting for me was, uh, um, they— so they— I don't— have you ever read the book, uh, The Motivation Myth? I think it's by, uh, Darren Hardy, I think might be the guy. I read it years ago, um, and the— what he talks about motivation and what, what motivates people, and he says the that we often think that like, I have to get super motivated to do XYZ hard thing or whatever. He says it's backwards. He says the lasting, the most enduring and lasting motivation that you have is seeing your own success, seeing a small success in whatever field it is that you're trying to do. So like you're going to the gym, like I'm a big proponent of like looking at yourself in the mirror and looking for improvements, right? No, like, you know, not just like standing there flexing in the mirror, right? But like, Hey, when you're doing your tricep curl, can you see more of your triceps now than you could before? You know, are you seeing the improvement? Because seeing that success is motivating and it helps you see that what you're doing is working in the way that like you're on the phone with a rep as he's closing a deal and you're helping him close it. He's like, oh, I'm seeing the success. Oh, that was a win. And now you've cemented in his brain with Austin Maser, I can get better. So like that one deal, I imagine. You know, has like, this dude's now a lifelong client of yours because he saw it work. And every future success that he has is more motivation to continue the process. And so like, while I'm on the deploy—

Yeah, that kid—

No, go ahead, go ahead.

Oh, I was just going to say that kid was so excited afterwards. He was like, oh my gosh. Like, that's why I do the AirPod shadow, because I think it's one thing to coach, like, oh, hey, send me a voice memo of your pitch. And I'm like, hey, you know this part that you did 3 days ago and you said this right here? And they're like, oh yeah, like it's not real. Like it doesn't connect in their brain. It's like with kids, if they do something bad and you tell them 3 days later, like, hey, you remember when you did that? It doesn't connect. So there needs to be immediate coaching. And so one of the, like one kid was like telling, saying sorry to bother you. And I'm like, Stop saying sorry. Like, like over the phone and like, he does it 2 times in a row. And I'm like, I'm like, instead of saying sorry, say I'm glad I caught you. And they, they change their pitch immediately. You know, so I found, I've also found too, and I want to get, I want to hear about that at your appointment thing. It's something like, stop saying sorry. I'm like, okay, well, that doesn't work because I'm not telling them what to say instead. So I tell them instead, instead say this. You know, so I give them a different line to use and it helps them, you know, go the right direction. But what were you going to say about your deployment?

While we were out there, I— it was way harder to record than I thought it was going to be for the podcast. And I wasn't able to get episodes out for weeks, put out like a 5-minute, hey, quick update for all the listeners. Like, I'm sorry, I've been MIA. I have conditions. We're living in shared tents, you know, a bunch of people. There's no— there's no shared— there's no like isolated space to be able to do recording and all this other stuff. But, um, like, I put out that quick, like, 5-minute update episode, and that episode got just as well— it got more views in a 3-day period than any of, like, my previous episodes had. And, and then in the, the weeks that I was out there, I got several emails from people, uh, emails or messages, um, just like checking in. They're like, hey, I— we hadn't even listened to your update episode, but my wife and I were on— we were in the car listening and we saw the title of your episode and we asked ourselves, did Jared deploy? Like, is he— you know, like, that's probably where he's been. And, and so like, and in, in the military community, like, it's— everyone kind of understands how these things work. And so, uh, they got a lot of— like, lots of emails from people, um, checking out the website or, or watching videos and Um, and I was getting a lot of, a lot of really positive feedback. Um, and it was, and people asking questions and I was like, it was really motivating because it was, it wasn't motivating because someone's like, hey, you can do this, you can do this. It wasn't that kind of encouraging. It was, hey, I just listened to this episode and I had some questions and blah, blah, blah, blah, blah. I'm like, I don't know who you are. You're a stranger. You're also a stranger. This is freaking awesome, right? That people from like this guy living in Hawaii, this other dude in Utah, like just reaching out and asking questions. And like, this is good. And then on top of that, I was talking with— I was helping some people in our office who were, hey, hey, I just signed up for the Chase Sapphire Reserve and I'm excited because blah blah blah. And other people are like, oh, I have one, I haven't used any of the benefits. I'm like, hey, they just updated the benefits, like you should check out because when we get back you could do all these things. Like all this really cool like conversations. And then Uh, you know, somebody chimed in, they're like, well, I actually learned that this, that, and the other. They're like, someone, you know, someone, you know, person A in the office is helping person B on this credit card thing. And they're like, yeah, and I learned that from the Military Myler podcast. And then they like looked at me jokingly, like they know that I run the podcast. Um, but then also one of the guys then chimes in, he was like, he's like, no, the pilots listen too. Like they, like they were talking about it at lunch the other day, um, because they learned that this, that, and the other. And I was like, dude, they're talking about the podcast without like, you know, like I know all the pilots and stuff, but like on their own time, they're talking about credit card rewards and how they learned this stuff from the podcast and how, uh, and then someone else brings up, hey, my wife finally got the Hilton Aspire and now we have 2 free night certificates. And so when we go home for the 6 weeks, we're going to go stay at the blah, blah, blah, because we now have the free nights and all this stuff. And I'm like, this, the, I got to see snippets of the value and the success of the content itself. And it's really motivating during this like really tough time where I've, I've lost momentum in some places, cause I haven't been able to get the episodes out because of the chaos of all of this, but it's extremely motivating to continue, uh, getting this stuff out there to people because people are finding value in it. And sorry, I cut you off. You're about to say something. No, no, no.

I'm just thinking of like, Cause when we were in Greece, you had like, you, you, you took your camera out and you're like, hey guys, I'm, I'm in Greece.

Yeah.

Yeah. Uh, I think that like doing those shorts, those short videos, like vertical videos, that'll go a long way too. If you just start targeting military audience, cause I feel like people have to find out, like you're already getting traction with word of mouth, like within the military. And I'm just trying to think, like, I feel like somebody, I mean, like, as my, as you were saying those things, I'm like, oh dude, like, your social media strategy could just be post 3 videos a week of just you, like, literally snippets from your, from your podcast. You can just repurpose the entire thing and just show snippets from your podcast and just do 3, 3 reels a week and just try to get little nuggets out there to get people to funneled into the podcast. Yeah. Yeah. It's just thoughts I had.

I have all the, I keep, I keep all the videos, all the video recordings, and I have like, I have reels, like I'm able to, to go in and create reels here using the, like using the transcription, uh, provider and all the stuff that we use in the, the editing platform. And so I'm like, dude, this is like, there's, there's all this content here and we need to, like, I need to get the rest of the videos up on YouTube. I need to get the rest. I need to start putting all these out on, on Instagram. Um, getting the rest of the social media up and running. And yeah, and I'm like, the pieces are here and now I've got to figure out how do I put them in the right place to get this thing moving.

Well, 12 reels a month. That's it. So that's it. You just get 12 reels per month and you get them all. You can just have a reel day because you already have all your content. You have stuff from Greece, you just start randomly post stuff. And then it's like a Monday, a Tuesday, and a Thursday post. So that's what I do for like the business right now. It's like for Maser Sales Training, I've got, I didn't do this stuff. Somebody else edited it for me.

Yeah.

But like, like, cause I, but the thing is I've just got all these like pre-scheduled posts that are, that are set to post over the next 2 weeks. And I have like another 6 that I'm going to put in there. So then I don't touch it. Right.

And then they go out on their schedule.

Yeah.

Yeah.

So that's what I was thinking like for you, but dude, it's so cool because as you just start thinking like the, as you just get organized in that category of like, how do you get the social media going? I think Instagram's probably the coolest one just because it's, I think it's the easiest to get the most views and people spend the most time on it. But YouTube and TikTok, I've seen hard. It's harder to get traction there from what I've seen. So, but dude, it's so cool because like you might take off on TikTok and then might just be steady Eddie on, on Instagram. But either way, it's like any way you get your message out, I think that's the best. I mean, that's the way to do it just because then you're having more. The whole reason is then, then more randos are starting to see your stuff.

Yeah, it's just so sick, which it makes me so excited, dude, because Like I had one guy reach out and he was like, hey, I've been consuming points and miles blogs and podcasts, but no one has good information to help someone who's in the military or joining the military. And so I find your niche extremely helpful. And I'm like, thank you, because that is exactly what I was having an issue with, you know, rewind 3 and a half years ago when we were preparing.

There's nobody that does what you do.

There's, there's, there are a couple people out there. One of them in particular who's like, who's like the whale. In this, in this area.

And, uh, no, but like military.

Yeah. One, there's one specific guy who's, who's, uh, military focused. And I think like he's done a lot of great stuff and I've like, I've got nothing but respect for him and I think I can do a better job. And so like, like I think there's, there's even more exploration out there. And so this is like, this is me like wanting to take it on. And, uh, and so I'm, I'm excited. Like, I'm so excited. So many things have happened this year. I'm like, dude, people have no idea because a lot of people aren't just— they're not— they're just not like up to date on all the changes that are going on and like the benefits that they have. And I'm like, oh my goodness, you've got these credit cards. You have so many opportunities in front of you. Like, you could be making your life so much better by doing just about nothing, right?

You know, I saw the permutations going on in your head with like the credit cards I had. I just see like the, you're like, you do this, this and this and this and this and you need this card. And I'm like, so like I got this, I actually got to experience the benefits of military miles with you in Greece when like you got like the nicest hotel. I am waking up and doing like doing some stuff and I'm reading in the morning and I just out, I just look out and there's the Acropolis with the sun rising. I'm like, oh my gosh, like, dude, this is nice.

Yeah, it's such a cool place, you know, to get— be on the top floor, glass windows. You're like eating breakfast and just unwinding, you know, like putting, putting the, the, the morning thoughts on paper. And, um, dude, so much good stuff. Uh, but yeah, we should probably wrap it up here if we're— yeah, we're pushing about an hour now. Um, but yo, this has been— I'm so glad we're finally able to hop on, dude. Like, it's been months. And so often I was telling Marisha, I was like, it's like we text each other like, hey, I'm free this time, like, when are you available? And then, you know, someone will respond, hey, I'm free during these times. Like, we ghost each other. I'm like, okay, now I'm free again, what about this weekend? Okay, I'm free during these times. No response. I'm like, wait, and you texted me yesterday, I was like, I think I can record, I think I can record, and then I freaking forgot to text you back to say yes, that works. Until when I texted you back, I was like, ah, he's asleep. It's like midnight for him right now. Well, I really hope he sees this when he wakes up and we can still record. But dude, lots of updates next time. Some stuff to talk about, dude, our home gym and how awesome it's been for the girls and for Marisha, especially during the— this— yeah, this next pregnancy, dude. And like things.

Yeah.

So many good things. Um, but I freaking love getting to catch up, man, and I'm so happy to hear about all the business stuff. I am also— I'm, I'm just as supportive in the Cybertruck in the way that my wife is just as unsupportive of the Cybertruck. And what's funny is on a totally different, like, unrelated to that, but I'm like, I'm telling my wife about all the keyboards that I'm really interested in, like mechanical keyboards, like for typing, and, uh, like trackballs, trackpads, and Uh, she's just like, what, what do you— you— why would you— why would— I'm like, no, no, look, but get this. So this keyboard can do all these things, the number of layer functions, and look, and I would be able to swap out these keys with this, that, that. She's like, you have never been interested in keyboards ever. I'm like, well, actually, I've been interested in keyboards for a long time, but I just haven't really said anything, and now I think I know what I want. And she's like, what is wrong with you? And I'm like, no, but it would make me so much more efficient. Do you know how much time I spend at computer and for the website, for the podcast, for this, and it would make things so much better. And she's like, this is what you have an allowance for.

You're the most calculated— you're the most calculated decision maker I know. Like, if you make a decision on a purchase, it is because it is the best darn thing ever for exactly what you need. I remember we did an episode where I'm like, dude, you're like spreadsheet king, or it's like, these are the pros, these are the cons, which is so good for like what you do in your career too. Like credit card milers, these are your pros, these are your cons, like do this credit card here. So like, I don't know, the fact that you're like doing the research, it's probably a pretty good keyboard.

Well, and what doesn't help is there are two between which I'm like, I'm looking at my wife's like, she's just like, you can buy whatever you want, like when you save up enough money in your allowance to pay for those, because they're like several hundreds of dollars. I'm like, no keyboard needs to be several hundreds of $100,000, but these are freaking dope. So, uh, so we will see, we will get there, dude. But dude, so glad we were able to catch up, Austin.

Love it, brother. Love you, man.

All right, love you too. Catch you later.