From Zero to Hero: Lessons on Rejection, Resilience, and Momentum

 I learned my lesson when I got kicked out of college. I got arrested and they took me down to jail house and I spent a few weeks in there
 I came pretty close to some more serious charges and actually doing some prison time
 That's when I really made that decision in my life when I was in that jail cell all alone
 And I just made that line in the same decision of I'm gonna flip the script and people are gonna be surprised
 They're gonna see what happens from here pretty much made a promise to myself that I'm gonna just outwork everybody
 And I'm gonna go all in all the time and I'm gonna do whatever it takes to be successful and I'm gonna do it legally
 I talk about how I went from a broke college kid to a multi-millionaire
 It really boils down to just the age old success principles
 But I kind of tailor it to like the millennial generation because a lot of young people man
 They don't want to listen to somebody with white hair. It is what it is
 But they'll listen to a young guy with a Rolls Royce and some big houses and some jewelry
 You kind of blind them with like hey, this is what I have this is what I've done
 And then you give them real information that they can apply and actually change their life if they want to
 Everybody even the biggest rock stars in the world have imposter syndrome because even the biggest people that
 Performed for years and years in front of millions of people would come backstage and they would be so nervous to go on and be
 Interviewed and they would come backstage and they would say to me, did I do okay?
 Is that good enough? I'm like dude, you're slash. Are you asking me if you were good enough?
 Are you kidding? So it was a really nice reminder to me that people are people are people and like every time I get nervous
 Or I feel like an imposter or feel not good enough. Everybody experiences that it's a human condition when you're in a survival mode
 You do what you got to do to survive and that means you're clutching and grasping and filling holes of worthiness and filling holes in yourself with whatever
 You can and even though it's temporary and even though the chemical lasts its half-life and then you got need more of it or you
 Crash and you're on this hamster wheel of trying to maintain eventually you fall you fall on your ass and you see that you've got to make a real pivot a real change
 Something from the inside out. That's why I really believe success is an inside job a lot of times business owners are really good at
 The widget they produce or whatever service they're providing but they're not really good on the business side of things
 Increasing sales increasing your net income increasing the value of the company especially now you get a lot of baby boomers that are
 Considering exiting and wanting to sell their company. How do I improve the value of my company?
 Most business advice is wrong built on opinions echoed by people who've never done it
 But the truth it's simpler and harder
 You don't win by following the playbook you win by rewriting it
 700 episodes deep with the people who actually built something real no theory no fluff no shortcuts
 This is right about now with Ryan Alford
 Every success story has a beginning and it's usually messy
 Before the wins the money and the momentum there was doubt failure and starting from zero
 Today we're breaking down the real journey to that first breakthrough
 Featuring insights from Mike Sancio Alex Morton Jamil Damjie Jen Gottlieb and Ken Wentworth
 This is where the grind begins and everything changes
 We're talking sales today. We're talking marketing. We're talking trading. We're talking Mike Sancio
 What's up, brother? What's up, man? Happy to be here and reading about all your success and
 Automation and sales. Let's talk your background though, Mike the highs the lows. Yeah, everything else definitely some lows
 Yeah, you're losing sometimes you ain't learning when I was a child the entrepreneur vein is just something I was born with
 I'd be like eight years old watching the infomercials all those commercials
 But wait, there's more and they're selling the products on TV
 I was trying to invent products at that point and I would go to my mom and say hey, mom
 Can you help me get a patent? I was like trying to get patents with my mom's help at eight years old
 Not many kids doing that. I had it early on. I just started to get into more and more businesses as a teenager
 Not necessarily all of them legal businesses. I started selling a little weed as a kid
 It's a common theme. I guess in entrepreneurs. They take their business skills to a different kind of industry
 That ended up getting me in a little bit of trouble
 I ended up getting kicked out of high school because of it found my way into college after that and didn't learn my lesson the first time
 I'm that guy who got you're the entrepreneur
 Yeah, every friend I knew was either smoking or selling it or who knows what I don't know how to make money somehow
 But I can relate to that entrepreneur gene. I like that. I'm that guy that got expelled from high school and got expelled from college
 As you can imagine my family was wicked proud of me at that time
 I had a 0.71 my first semester at Clemson. Is that even possible?
 Zero point zero minus. That's at F minus my ass got yanked home first semester
 It didn't go well so I can relate to making the family proud
 I think you were majoring in parties and girls. Yeah, I think that was the exact line I used on a podcast once I was
 majoring in boobs and beer
 Hey, you got to go pro and something. I think I was a pro. You finally learned your lesson
 I learned my lesson when I got kicked out of college. I got arrested. They took me down to jail house
 I spent a few weeks in there
 I came pretty close to some more serious charges and actually doing some prison time
 That's when I really made that decision in my life when I was in that jail cell all alone
 I just made that line in the same decision of I'm gonna flip the script people are gonna be surprised
 They're gonna see what happens from here pretty much made a promise to myself that I'm gonna just outwork everybody
 I'm gonna go all-in all the time
 I'm gonna do whatever it takes to be successful and I'm gonna do it legally from there
 I got out and went to Charleston, South Carolina when I got out of jail and I was living with my parents
 I had no money. I was in debt probably a hundred thousand dollars from student loans
 car loans lawyer fees that I owed back to my parents you name it
 I was in a big hole at 21 years old but your whole life was in front of you exactly
 Exactly, but you didn't realize it's at the time. I'm sure you probably felt like you know, life's over
 Well, I was motivated. I was fired. That's good. That's good
 I was people getting those holes though and people need to hear that kind of reflection of knowing what was ahead of you
 You were just barely getting started. Even if it started a little bad. You're a little rocky
 When you're backs against the wall and you're at rock bottom for me, it was purifying. I just felt free
 I was able to just clear out all the bullshit in my life. It's a fresh start. It's a clean slate
 I went down the main strip king street in Charleston
 I applied it every single restaurant shop whatever
 I took the first two jobs that I could get one was at subway for 750 an hour
 The other one was at a restaurant called 82 clean washing dishes
 I started working two jobs like a madman the crazy thing is I decided to outwork everybody
 And that's in everything because I said how you do anything? It's how you do everything
 So I came in a subway. I started showing up 30 minutes early working before I even clocked in
 I started going in cleaning the bathroom cleaning underneath the oven straightening the chips
 Just before I even clocked in and you're talking subway
 But I know you can imagine the work ethic that comes with that for a lot of the people there
 customer service through the roof
 I was staying late clocked out still working still helping sweeping taking shifts being super helpful
 Within six weeks, they made me the store manager at 21 within another two months
 They made me the general manager of five locations because I just outworked everybody
 This is the ethic that I've kept with me since that point
 I just kept it boom and I was grinding my s off
 I took that into everything and I started to take as much courses as I could
 Studying constantly about making money all different types of industries
 Learning trading crypto e-commerce
 Real estate course after course after course. There was no break. I shut the TV off
 I just went all in at that point
 I tried to quit my jobs to go full-time into entrepreneurship which was also a rocky road
 The first thing I was doing was real estate investing. I was in wholesaling
 I started flipping properties
 Ultimately ended up going broke with that. I didn't have enough resources at the time
 And pretty much I went on this cycle of quitting my jobs to go full-time into entrepreneurship
 Losing all my money, failing, and having to go back to work another job
 I repeated that cycle for four times before I finally got fully free
 We're talking success engineering. We're talking to Alex Morton. What's up brother?
 What's up man. Happy to be here. I watched some of your speaking stuff. You're really dynamic
 There's an authenticity to you man that really struck me. It wasn't overly produced
 But it was still polished. It was authentic. That's probably had something to do with your success
 Have I had to guess you can always tell someone that maybe made a hundred grand one time in a month
 You're even a year and everything's got to be super formulated and organized all this kind of stuff
 And want to buy good friends and mentors rent cardone which a lot of people know
 I love the guy so much not just because he's a good dude
 But he's so raw and real and he's like I'm gonna tell you the way it is because I've done it
 And I feel at my age are there people that are made more money than me absolutely
 But being able to earn dozens of millions of dollars in your low 30s
 You wrote a lot of stuff and I feel like I know how to just give people the truth
 So why mess around with all the marshmallows and rainbows because tell people how it is and if some people like you
 Love you or hate you. That's not even my business. My business is to give people the formula to go out there and win
 And that's that what defines success for Alex Morton was changed man
 At 21 when I'm making no money a month and I see the possibility of making $40,000 a month
 I wanted a party have funds that money cars watches clothes all this kind of stuff
 But now at 32 in my personal growth journey obviously has extrapolated out
 Money to me is just one of the spokes on the wheel my biggest goal now is to be the best newly married the best husband
 I could possibly be be the best leader I could possibly be I feel like money is a massive part of success
 But it's really living on purpose being fulfilled at the end of the day
 And a lot of people say I just want to go change people's lives and I want to help people and to me
 It's like I want to make a ton of money
 But I want to do it by helping a lot of people and making a difference
 So that's where I kind of sit now on this idea of success
 And I also believe it's a moving target
 You have an entrepreneur get to 100 grand a year immediately. They want 200 grand a year
 It's this progressive realization of what you really want
 When we talk about this industry being in at 12 years what exactly are we talking about
 Now we're marking now I'm one of the highest paid probably the most money ever earned under 35
 And that's not ego. I'm a very humble guy. It's just that's what it is
 But there's pros to our industry. There's cons some people of us some people
 Dispise the industry, but I've used this as the platform to build my name my brand
 And to also impact people in 75 countries around the world
 So for me, it's been a great environment for growth
 Network marketing comes with a stigma
 Absolutely
 And I feel like you're breaking it daily
 How do you define network marketing?
 It's the idea of instead of spending money on billboards, magazine ads, TV commercials,
 movie previews, YouTube ads, it's the idea of word of mouth
 And obviously it works. It makes sense
 Like you know these companies like Amway, R-Bot, Mary K, right? They're doing five billion, seven billion a year
 And it works. I think network marketing. This is my opinion. Doesn't mean it's fact. Sure
 I think it's the best opportunity for someone that doesn't have a surplus of cash to go start a business
 They can get started for two, three, four, five hundred dollars
 So I guarantee, but they can get the six, seven, and even eight figures a year
 Through hard work, learning, persistence
 But there is a stigma because there's a lot of people in our profession that do it super bad, super wrong
 They market it terrible. They say it's a get rich overnight
 They do it. It's not a get rich quit. It takes time just like anything else
 But yeah, network marketing's given me my shit. It's given me a lot, man
 So you're obviously are pushing certain products, certain services
 What have been the cash cows of the 12 years?
 What I really hit my first home run was a healthy energy drink
 Imagine I'm in college. I'm an Arizona state number one party school in the country, right?
 Oh, yeah, and everybody's slamming
 Rebel rock star monster
 And I'm like dude, instead of drinking that drink this, you're gonna get paid for it
 If due to an environment, I was like in Ohio State
 I was at Michigan State. I was at ASU. I was at University of Texas and Austin
 Tens of thousands of young people just going bonkers with this thing
 And then I kind of grew up and I realized it's not even about really the product so much
 The physical product so much. It's about freedom
 I fell into a company where I've been now for six years and it's obviously been the grand slam of my career
 Where it's real financial education. What's cryptocurrency?
 It's 4x. It's e-commerce and it's just education. We don't invest money. We don't make money on brokers
 But we give people some of the education that if they grew up in the middle class America
 Or an Ecuador or Peru or in poverty
 Dude, their parents never talk them about how to make money
 How to multiply money how to save money on tax
 That's what I've been a part of and that's been the biggest catalyst
 financially for sure in my career
 Crypto and NFTs
 Anything and everything that's kind of falling out of digital currency
 There's an education that you do and promote and there's a network aspect
 I guess a layering of compensation for that education
 We've got great traders and educators that teach people how to trade and multiply money and all that
 And then there's people like me that are sales marketing leadership momentum
 Because I've been a part of close to probably two billion now in team sales
 So I go in there and help just explode the marketplaces and build the business
 Talking to another media person the famous woman
 She's a pretty lady but she's a damn good business person talking to Jen got lead co-founder super connector media
 What's up, Jen? What's up Brian? I'm super excited to be here
 Media's changed so much. TV's changed and distractions and where media is on smartphone and on social media
 But reflect on those VH1 days. The VH1 thing really happened on accident
 I was an actress at a study musical theater in college and then I dropped out of college
 I moved to New York City to study musical theater at a two-year conservatory program
 Immediately after studying at the school that I was at called the American Musical and Traumatic Academy
 I booked my dream role in the Broadway national tour of the wedding singer
 I played Linda the bitch that leaves Robbie Hart at the altar in the show
 She's this Lita Ford wannabe rock star. She looks like a combination of Joan Jett and
 80s Madonna like a version
 She's just this hilarious wannabe rock star chick. I was on the road playing this character for a year
 And I get back from doing that and I see this audition for a sexy rocker chick
 And I'm like oh, I could play that part. I could play that character. I know nothing about heavy metal music
 I know nothing about rock and roll
 But I'm like this is a gig. I'm an actress. I can go get this. I'm gonna go land this. I needed a job
 The night before the audition I googled everything there was to know about heavy metal
 Learning all the band names and I go in pretty much I felt like I bombed the audition
 Because I kind of forgot all the things that I was memorizing
 They're like what kind of music do you like? I like everything from
 Beyonce to black Sabbath
 They can probably tell that I didn't know what the hell I was talking about
 At the end of the audition they're like oh Jen I noticed at the bottom of your resume
 It says that you do a great Britney Spears impersonation
 So I'm like yeah, okay, I do they're like can we see your Britney?
 And so I do my Britney Spears impersonation
 They're all laughing hysterically
 It's like an uproar. Everyone finally is alive after being kind of bored with makes
 I didn't know what I was talking about
 They call me two weeks later and they're like we want you to be Ms. Fox to jump on that metal show
 And I'm like really? They're like yes, you made everyone laugh
 Your Britney Spears imitation got you the role
 That was the first moment in time when I learned that being my most authentic self
 Is always what's going to get people to lean in and pay attention
 It wasn't that I knew everything about heavy metal music
 It was when I finally let myself shine that actually got me the gig
 I get this gig by being myself ironically
 But I immediately reverted to I have to play this version of myself that wasn't me
 I had to become heavy metal Jen
 My war super tight spandex pants and I cut up all these rockers shirts
 And I pretended I like heavy metal music even though I didn't and before I knew it
 I had this big audience of all these metal guys that thought I was like this metal girl
 I had built this brand that was alive
 I got to meet all these huge rock stars
 One thing that I learned about people from this experience is that everybody
 Even the biggest rock stars in the world have imposter syndrome
 Because even the biggest people that perform for years and years in front of millions of people
 Would come backstage and they would be so nervous to go on and be interviewed
 And they would come backstage and they would say to me, did I do okay?
 Was that good enough?
 I'm like, dude, you're slash
 Are you asking me if you were good enough?
 Are you kidding?
 So it was a really nice reminder to me that people are people are people
 And like every time I get nervous or I feel like an imposter
 I feel not good enough everybody experiences that it's a human condition
 I lost myself along the way because I was playing a fake version of myself
 That couldn't have been further from who I really was
 And when the show ended I had to reinvent myself
 And start showing the world who I am
 And that was a big lesson in a lot of ways
 But I'm really grateful for the time it was fun
 And it gives me a really amazing story to tell
 What framed your business perspective
 You're seeing your actors multi-talented, attractive
 What do you felt like molded you as the business person?
 It was really a lot of getting heard know
 I think that one of the most powerful tools that a successful entrepreneur can have
 Is resiliency and the ability to be persistent
 Even when you're getting heard know and you're getting rejected
 Many people the second that they hear know
 Or they get rejected are the thing that they want doesn't work
 They stop or they just like oh I guess this isn't for me
 I'll go grocery shopping today and forget it
 I'm not going to try anymore
 I'm going to go binge Netflix or do something else that makes me feel good
 Because I don't want to be rejected
 When I was an actress I was a professional
 Auditioner that I got rejected probably 10 times a day
 Like no no no no no
 So I got really really really good at hearing now
 And no doesn't bother me anymore
 As an entrepreneur when I was building my business
 I got heard know all the time
 I got on sales calls that I didn't close all the time
 But I was resilient and persistent
 And I didn't stop until I got the yes
 And I think that that was built inside of me from being an actress
 And he heard know again and again and again
 And being okay with that
 I think one of the most powerful tools that you can own
 While building a business is being best friends with the word know
 And being besties with rejection
 And being like oh you're rejecting me or saying no to me
 Okay cool
 That's just going to motivate me to go for it again another way
 And I'll show you
 I had that mindset building my business
 And so I never stopped
 Ever and I still don't ever stop
 And I get heard know still to this day all the time
 When I trying to speak on big stages
 Or I'm trying to get to the next level in my business
 Or we fail at something
 Or I don't close a sale
 Or one of our launches doesn't go as well as we wanted it to
 I'm like okay watch me
 I'm gonna do it again
 I'm gonna learn from that know
 I'm gonna take whatever I learned
 And I'm gonna put it towards the next one
 And make it an even bigger yes
 That has framed my entrepreneurial journey in a big way
 We're taking the BS out of business baby
 That's the tagline
 But it's the truth
 And you know what
 There's no one better than my good friend
 Jamil Domji what's up Jamil
 What's cracking brother good to see you man
 Hey man it's good to see you
 What got you in real estate
 Where is the passion and the energy come from
 It exudes from you
 Where do all that jazz come from
 I accidentally found myself in real estate
 I'm East Indian
 Culturally heritage wise
 My family had eyes for me to be a doctor
 Or an engineer
 But doctor was where I was being groomed to have my life
 I didn't get into medical school
 Which was at the time one of the most disappointing
 And heartbreaking things that ever happened
 To me I had worked so hard in college
 To get a near 4.0 GPA
 I killed the medical school interest exam
 I did all the things you need to do to
 Pat a resume with volunteering
 And extracurricular activities
 That I didn't have time for but did anyways
 Because I needed it for my application
 And the interview process
 And then some dude saw me and said
 No you know just not today
 I saw that as a sign really
 Because I had done all of the things that you should do
 In fact I can say it now
 But in the medical school interest exam
 The guy who sat behind me
 Cheated off me on the test
 I know him really well
 He's my cousin
 And he had partied the night before
 And needed help on the exam
 And I let him cheat off me
 He got into medical school
 What the fuck
 That guy is prescribing you guys
 All the things
 Is giving you everything you need right now to survive
 He gets into medical school
 I don't get into medical school
 That just showed me the disparity in this whole process
 This some guy
 Depending on how he woke up today
 Or who I remind him of
 Or something about me made this guy say
 No
 It wasn't my testing scores
 Because they were better than my cousins
 It wasn't my GPA
 It was also better than my cousins
 What about me made that person say
 No
 When I saw that
 I realized that another human being
 Had control of my destiny
 And an arbitrary decision
 To change the trajectory of my life
 And I decided then
 Never again
 I was never going to let another human make my choices
 I was never going to let a human
 Being say yes or no to me
 No
 I'm going to pave my own path
 I'm going to do it myself
 And so that's where the passion came from
 Who was a general looking at life
 And looking at the way the system is kind of set up
 And just rejecting it
 It was a full rejection of what was
 Paved out in front of me as a way to succeed
 I knew I had to take control of it
 Now I find myself in an entrepreneurial situation
 Which wasn't really lucrative at the time
 But it put me in proximity
 To a guy who was investing in real estate
 And I got an opportunity
 To do my first wholesale transaction
 Which at the time I didn't even know existed
 There was no online education
 I thought I invented wholesaling
 Because of the deal
 But I hadn't
 I thought I did
 Because I hear from these developers
 That they're looking for these old bungalows
 And Calgary Alberta where I grew up
 That they could demolish
 They just needed to have
 50 foot frontage
 110 plus feet in depth
 They needed to be zoned R2
 And they needed to be in specific neighborhoods in the city
 Now I lived in one of those neighborhoods in a rental
 And I had tried to rent one of these houses
 A few months earlier
 But I couldn't
 Because it was $200 out of my budget
 But it was still available
 When I was walking my dog the next day
 And I called the forensic sign
 And I asked a homeowner
 If they would consider selling it
 Instead of renting it
 Because they had been unsuccessful renting the spot
 Her answer was yeah
 For the right price
 And I inquired what that would be
 She says 350,000
 And this decision that I make next
 Is what changed everything for me
 I didn't go to the people
 Who were looking for that house
 And say I can get you this house for 350
 Which most people would have done
 I went and I asked the question
 How much would you pay?
 And they said 400,000
 So now I have a $50,000 problem to solve
 Because I can buy it for 350
 I can sell for 400
 I have no money
 I have no credit
 I have no way of acquiring this
 What do I do?
 So I start talking to my family members
 I start asking for a loan
 I start seeing who could give me 350 grand
 For a week or two
 And nobody wanted to give me any money
 I'm the kid who didn't get into medical school
 Why would he give him anything?
 Then I start calling real estate attorneys
 And I get all the way through to the letter S
 A guy named David Steed answers my call
 He's so fresh at a law school
 He had no secretary
 And I tell him my problem
 And he's like oh that's easy
 That's called a skip transfer
 And I'm like explain
 He's like you take two contracts
 One where you're the buyer
 And you pay 350,000 on that contract
 And then you take a second contract
 With everything else lining up
 Except you're now the seller on that contract
 And the new buyer is going to be
 Who the buyer line is
 And the price is going to differ
 Because you're buying for 350
 You're selling for 400
 Everything else has to be the same
 So the conveying attorney
 Condition dates
 All of that have to line up for this to work
 But once you've got these things signed
 Bring these contracts to me
 And then I ask what happens then
 He said
 Takes me a couple of weeks
 To do some research
 Look at leans
 Make sure that I can convey title
 Pay off on the mortgage
 All of the documents have to be prepared
 And once that's done
 I'll have a check waiting for you
 It happened
 I get a $47,000 cashier check
 And coming from a situation
 Where my parents hadn't made close to that
 In a year
 In either of their lives
 For me
 That was the game changer
 That's where the scales fell from my eyes
 And I saw what is possible in life
 And I never looked back
 I went ham after that
 And I started wholesaling full time
 I do really well in it
 Until the financial collapse
 In 08
 Where I lose everything
 Because of leverage
 And just inexperience
 And doing too much
 Which is essentially how I got caught up in that
 But it was a beautiful education
 And it taught me so much
 That's where I get started
 That's where the passion comes from
 Because quite honestly Ryan
 I look at life as a series of choices
 You see
 Everybody gets a chance
 To choose something different
 Choose something
 That's outside of your regular patterns
 And your life is pregnant
 With these possibilities
 Of making different choices
 Hey
 What better way to take the BS out of business
 They talk to Mr. Biz himself
 Kin went worth
 Author of three best-selling books
 A known radio master
 What's up, Kin
 Good to be here, man
 You have a popular radio show
 Talk about that
 Where Mr. Biz came
 Talk a little bit about that journey
 They had asked me to be a guest
 On someone else's show
 To come on as a business expert
 They take collars
 There was me
 There was an attorney
 And there was like a marketing person
 So business owners would call and ask a question
 And depending which one of us
 Who would answer the question
 Trying to give them help
 I was on the show two different times
 Did a couple of different segments
 The GM of the station
 Said hey man
 I've been looking for someone to host
 A business related show
 For almost a year now
 You're my guy
 You got a host of show
 I'm like I don't do that
 This is fun
 But that's not in my wheelhouse
 And he said
 What I'm finding is I'm finding people
 Who are either super knowledgeable
 But they have the personality of a thumbtack
 Or they don't have any depth of knowledge
 And they're just super charismatic
 And sound like a used car salesman
 You're a combination of both
 I'm like I'm not sure how to take that
 But
 They finally warm me down
 I said I'll do eight shows
 And see if I like it
 Probably about three or four shows in
 I was like this is pretty cool
 I really enjoy it
 It's funny I think a lot of people think
 Oh you're a radio show host
 I'm like that's like this much of what I do
 That's almost like a little side project
 I do enjoy it
 It's a lot of fun
 I get to meet a lot of cool people
 And talk a lot of cool people
 And learn from a bunch of different people as well
 I guess I want to show and things like that
 It's another avenue
 Creating content
 And be able to put content off for people
 And things like that
 I definitely enjoy it
 It was a fractional CFO
 When you step in
 What are people looking for you to help with
 And maybe what's some of the most practical outcomes
 That come from your expertise
 And what you end up helping businesses with
 Typically I come in as very strategic
 My undergrads in accounting
 But it's bored me to tears
 I worked for the first couple of years
 My career in accounting
 And I'm like oh my gosh
 This is like way too far in the weeds for me
 Typically coming in and helping a business
 A lot of times they're businesses
 That probably a lot of people can relate
 Is they've been a business for 8, 10, 15, 20 years
 And you kind of start to get a little bit of tunnel vision
 And you start to get the
 This is the way we've always done it mentality
 And having a fresh set of eyes
 That come in and say wait a minute guys
 Why are we doing this
 It's so often I come into a business
 And there's so much low hanging fruit
 Of ways to improve
 And make massive changes
 Where managing their margins better
 In a nutshell meaning that
 For every dollar you're bringing in in sales
 You're keeping more of it
 More of it standing up in your pocket
 In the day
 And that's not just cutting expenses
 And things like that
 It's a lot of other strategic things to do
 And making sure you're pricing things
 And a lot of people just come in the air
 And they're pricing things a lot
 And sometimes without considering
 What should your margins be on
 Those different things
 And managing through some of that stuff
 Ways to increase sales
 This stuff's in your wills as well
 There's so many times you get that mentality
 We've always done it this way
 And picking their head up out of the weeds
 To like see the forest
 A little better and a little clearer
 When I first started doing this
 After I left my corporate career
 I was like can I really do this
 Can I help people
 Can I really make a difference
 And then the first client I'm with
 Can 90 days
 The change you can see the transformation
 And just the first 90 days
 And then obviously beyond that
 And then the next client I got
 And it's like holy crap
 It gave me a lot of confidence to say
 Yeah I am pretty good at this
 It's easy for me to go in
 And I just always thought
 Because everyone has this knowledge
 I was in the corporate world
 I was in a financial company
 And there's a lot of financial
 Smart people around me
 So I just thought
 Everyone has this knowledge
 Everyone thinks this way
 A lot of times business owners are really good
 At the widget they produce
 Or whatever service they're providing
 But they're not really good on the business side of things
 Increasing sales
 Increasing your net income
 Increasing the value of the company
 Especially now you get a lot of
 Baby boomers that are considering
 Exiting and wanting to sell their company
 How do I improve the value of my company
 In my agency now
 My role of a lot of times with the client
 Is what you just described
 Because that's my expertise in marketing
 And bargaining is really
 Almost more of that business consultant
 Tights at role
 And I was just sitting here thinking
 I'm like
 I'm going at this from
 Some of the challenges we have
 Is we're kind of always on the agency side of the fence
 They want to listen to me
 But unless you're like on the team
 Even if fractually
 It's hard to get implementation to happen
 I have the time we work with the client
 If they would get this, this and this out of their way
 Or do this
 A lot of times
 That's more than one ad
 What is going to save the day
 This ad could do it
 And we can write you a great campaign
 But that's just going to be a lipstick on the pig
 When I'm talking to someone who's a prospective client
 And I found this out early on
 You got to have someone who's willing to listen
 And willing to implement
 I had one client
 This is how I learned it
 That given them all these different things to do
 And change in their business
 And they're not implementing anything
 I really took a step back
 I tried some different approaches
 I really have to make sure
 That when I'm talking to someone
 To be a prospective client
 That they are going to listen
 I'm not saying everything I say is gospel
 Like I've got every great idea in the world
 But when we do agree on something
 That they're actually going to make the change
 And so for me
 Having someone that's an ally in the business
 That's not just a CEO
 But someone under the CEO
 That's CEOO or something like that
 That's actually going to be implementing some of these things
 It's critically important
 But one of the things I do
 That I require for a client
 If you have a staff meeting with your leadership team
 I'm in it
 Because I want to be part of the team
 I want to be perceived as part of the team
 And that way it helps me keep my finger on the pulse of the business
 And it gives me a voice at that table
 To push some of the initiatives
 That I'm trying to get
 Some of the changes I'm trying to think
 Who's picking up on this
 We've made any progress on this
 And that made a huge difference
 Really making sure that I'm involved
 In some of those key meetings
 When they have quarterly planning off sites
 I'm there
 And a lot of the clients are like
 You'll do that
 You're not even going to employee of ours
 I got to be part of this
 Like I want to
 And it's going to help me be able to help you better
 It's critically important to be involved
 It's so frustrating to have someone that doesn't implement
 You just did those two other things
 It could be explosive
 You don't find us
 Ryan is right.com
 You'll find all the highlight clips
 And the full episodes from today
 Including the YouTube video
 We got some exciting things coming on the video side
 And I'm always at Ryan offered
 With that blue check before you can buy it
 We'll see you next time
 I'm right about now
 Here's the truth
 Information doesn't change your life
 Execution does
 So don't just listen to this episode and move on
 Take the idea
 Make the call
 Launch the thing
 Fix the problem
 Build what you keep talking about building
 For more
 Follow Ryan Ulford on Instagram
 At Ryan Ulford
 And watch or listen to every episode
 At RyanIsRight.com
 This is right about now
 Now quit waiting
 Go win!