Andy Elliott: The No-BS Blueprint to Winning in Life and Business | E153 - In Search Of Excellence

Episode Transcript
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Andy Elliott (00:00):
The whole side of my foot is cut, like the whole

(00:02):
side, and it's me, it's my foot,it's my body. She ran me over,
long story short, blood iseverywhere. Everybody's
screaming. My dad runs over,pulls me out my shoes halfway
ripped off. Blood is everywhere.
I mean, it looked like a like athriller, psycho, freaking
movie. And my dad takes hisshirt off, wraps up my foot,
puts me in the car, and we racelike 100 miles an hour to a

(00:23):
hospital that's probably an hourand a half away. People who
molest children. What was thenumber one thing that you looked
at before you decided to take atarget out on a child? My
manager pages me to the tower,and he goes, Andy, do you know
how much money you just made.
You just made $1,700 let me tellyou something. Payrolls tomorrow

(00:44):
morning. So you're gonna get$1,700 check tomorrow morning,
plus you won high gross of themonth. Andy, he's like, you hit
the biggest gross of all monthin our dealership, your very
first car deal, and that's gonnagive you 500 cash in the
morning.

Randall Kaplan (01:02):
Well, welcome to In Search of Excellence, where I
get to meet some of the mosttalented, successful people in
the world. My guest today isAndy Elliot, who went from the
least likely to succeed as a kidto becoming one of the most
successful coaches and bestcoaches in history. He's coached
over 600,000 people and over13,000 companies. Well. Andy,

(01:23):
thanks for being here. Welcometo the church of excellence.
Your story is amazing. And Ialways start my show with our
parents. I want to go back tothe seventh grade when you were
living with your dad. You grewup broke, broken household, and
you and your dad had this fight,and tell us about the fight, and
then this fishing trip thatnever really happened. Yeah, so

well, so my mom left when I was two years old,
right? Which, it's not a victimstory, but like so she leaves.
And by the way, my mom and mydad get a divorce when I'm two
years old, she leaves. So my daddivorces, or she bells, she gets
custody my two sisters, you knowI'm saying, right? And my dad
takes me, and we get separatedfor about two years. And then

(02:04):
one day, my mom, she calls mydad, and I guess I'm about four
at this time, and she's like,come get them. I'm sick of them.
And so that's my mom, just soyou're aware, like she's an
alcoholic. She was alwaysputting her head to the wall.
Guys coming in the house. It wasa bad place for my sisters, but
so my dad, we drive down there,pick up my sisters, bring them
back. So I really didn't, don'tknow my mom, but I knew that

(02:28):
every couple years I'd get aphone call, right? And it would
be like, Hey, if you ever wantto come to Ohio, like, the, you
know, the Great Lakes are, herewe go fishing. Like, it's so
cool. And so, like, she would belike, once every couple year
call, right? And it would belike, the cell of, like, hope,
like, she's a cool mom,whenever, maybe she wasn't
drinking or whatever. And thenso seventh grade, I'm

(02:49):
testosterone is flowing, right?
I'm hitting puberty. I'm inseventh grade, I'm chasing
girls, and my dad's like, No,you're not going out. And I'm
like, No. And I get into thisbig fight with my dad, and it's
just part of, like, dad's songrowing up. And I was like, that
was after I'd gotten one ofthose phone calls from my mom
about three weeks earlier. Andshe was like, come down here, go
fishing. You know, I'm your mom.

(03:09):
I miss you. You know, it'd be socool. I've never seen her. It's
like a theory in my head, youknow I'm saying, I mean, last
time I saw her, man, maybe was akid one time. And so I threw in
my dad's face. And I'm like,Hey, man. I'm like, dude,
listen, I'm just going to golive with my mom, you know,
because that's what you say,because you want to hurt
somebody, right? I'm justthinking, I can attack my dad
here. And, you know, and we wereall a broken home. I mean, there

(03:31):
was always a different step momin the house. I mean, there were
step kids in the house. I mean,was he married seven times, a
lot of times? Jerry Springer,show, for sure, right? Like, it
was fool. Jerry Springer. Butthe biggest thing is, is that my
dad, he goes and he andsometimes it's good when your
kids, you know, test you, like,Okay, call him out. Cool. Let's
go see how that works. And so mydad did that for me, and it was
really good, because it set thetone for a lot of things. And it

(03:54):
showed me that, you know, mydad, you know, like, even though
we had Jerry Springer family, mydad was still, he's still there
with us, right? He never leftus. He was always there with us,
as crazy as it was, as broke asyou were, all the wild stories,
he never left he was alwaysthere with us. And anyways, I
he's like, okay, cool. We'll flyout to see your mom, if that's
what you want, that's fine. AndI remember, I was like, Dude,
this gonna be awesome. So Iremember just one call my mom.

(04:16):
She's like, Hey, you're gonnafly out here. I'm gonna pick you
up from the airport. We're gonnatake you. Where do you wanna go?
It was like, I wanna go fishing.
She's like, cool, we're gonnacool. We're gonna take you to
Lake Erie. We're gonna gofishing. We're gonna catch
walleye. You're not gonnabelieve this. The most beautiful
stuff. We're gonna have thegreatest time you've ever I'm
like, Dude, this is awesome. Mymom is the best. And so we catch
a flight to Ohio. I've neverbeen on a plane. As soon as I
land, my mom picks me up.

(04:38):
Remember? She starts bawling.
She's like, Oh my gosh, my son,we get in her car, we drive to
the gas station, and she's like,Hey, I remember, I think we
bought some worms or something.
And she's like, you know, getyou a drink. I'm gonna go to the
bathroom. We'll go fishing. Andso anyways, I bought me a drink,
and I was probably, you know, 12or 13, and I remember I was
sitting in the car, and Iprobably sat in the car for 45

(04:59):
minutes or an hour. And shenever came out. And so, you
know, you're in another state,right? You know, you're a kid. I
mean, this is, you know, thisis, this is in the 80s. I mean,
you remember, right? Like, youknow, everybody was smoking
everywhere. I mean, it was justlike back in the old days, you
know, kids used to ride theirbikes, never come home for days,
you know, like, I mean, that wasour life. Anyways, it was just

(05:19):
crazy. And I remember sittingthere, and I was like, Hey, can,
you know, can you go check on mymom, you know, like in the
bathroom. And I remember thislady walked in there, and she's
like, Yeah, there's a ladypassed out on the floor. And I
remember I walked in and there'stwo bottles of vodka laying on
the floor, and she's passed out.
And that was the trip. And so,you know, social service picks
me up and takes me back to theairport, flies me back home to

(05:42):
my dad. And I was like, man,okay, so my mom's a loser.
Listen, even if she's watchingthis, like she like she's a
loser, like she's, she's, youcan't she's, she's someone who
doesn't want help, and she'sjust such a bad perspective.
We've tried to help her wholelife, and every time we do, it's
always ended up being our fault.
And, you know, anyways,everybody has that person in

(06:04):
their

life. So growing up with a single dad for most of
your life, I want to talk aboutyou

mentioned he was always in a relationship, yeah,
but, like, the stepmoms werecrazy. Talk about the

smoking. My mom smoked too, and back in the day,
smoke in the car and, you know,cough it out, like you said
before, and it just, I get thesemigraine headaches, and
sometimes it takes an epiphanyfor something in our family, for
one of our parents to change. Sotell us about when your sister
ran you Did you hear that

story? You we felt like you were sitting in the car
with me when I was telling thatstory. I

did because I and to this day, the smell of
cigarette smoke, I'm allergic toit. People, I mean, my wife is
over there will say, ifsomeone's smoking in a
restaurant or we're downstream,and Europe is the worst place to
go, right? Because people aresmoking, I can't sit there. And
for someone else, they don'tlike it. For me, it does
something to my brain, where itmakes me physically sick.

Yes, me too. It gives me a migraine. I don't get
migraine headaches, only withthat smell. And it takes me back
to the car.

She and so it's like PTSD, exactly what it is.
Yeah, it's like

PTSD of war. And but I remember my dad, so, so,
you know, the cars we drove, wedrove, they were no air
conditioner. You're 100 degreesin Oklahoma. It's just hot. It's
humid. And there's and there'schain smoking, one after
another. And I remember my dad,he's chain smoking one after
another. And I remember, I waslike, Dad, can we please crack

(07:27):
the window? My head is killingme. I hate the smell of smoke. I
feel like I'm sick. And backthen, no one cared. Remember
that, like, were the parents?
Shut up. A different generationwere the adults? Yeah. Like, now
I told somebody now, if I was aspank my son in public, I would
go to jail, right? You used toget the hell beat out of you in
public. And they were like, beatthat kid. You know, it was a

(07:48):
whole different thing now. Andbut I just remember, though,
that I asked my dad so manytimes, can we please crack the
window? And dude, I wasn'tasking him to stop smoking. I
said, Can you crack the window?
And he was like, I'm the kid orI'm the dad, no. And, long story
short, you said, don't wait forsomething bad to happen before
you change. And most people,they do wait for something bad

(08:09):
to happen. They're in a goodrelationship with somebody.
Something's amazing. They'redoing something stupid. They
don't think there's an effect toit, and boom, something happens.
They're like, Oh, my God, Ishould have straightened up. Or,
you know, I can just think aboutthis so many times in my life,
but this time we were on our wayout to this land, my dad had
this dream of putting thistrailer out on this piece of
property. And my sister was 10years old, and her job that day

(08:32):
was to mow this big field with ariding lawn mower. And you know
what riding lawn mowers are,right? She sits on it. They mow
the whole field down. And I'mfour years old. She's six years
older than me, my older one, andI'm chasing behind her, like so
she's mowing a path through thisfield, and I'm just like,
following her, and she comes upon this stump, and then she
decides to put it reverse andback up, because there's a log

(08:55):
that she hit, and when she did,I was behind her, and so She
backs up over me, and you hearthis, and it's me, it's my foot,
it's my body. She ran me over,and she didn't mean to. Is this
an accident? Long story short,blood is everywhere. And by the
way, the lawn mowers on me, andso everybody's screaming. My dad

(09:17):
runs over, pulls me out, myshoes halfway ripped off. Blood
is everywhere. And, I mean, I'mtalking like I remember
yesterday everybody was coveredin blood. I mean, it looked like
a, like a thriller, psycho,freaking movie, and my dad takes
his shirt off, wraps up my foot,puts me in the car, and we race,
like 100 miles an hour to ahospital that's probably an hour

(09:38):
and a half away now, because itwas so far away, and the whole
side of my foot is cut, like,the whole side, like, it's like,
it cut my toe off, but the wholeside of my foot is cut wide
open. It's like a razor blade.
If you cut yourself, you knowhow bad you bleed. But it's also
gravity going down, dude, I'mbleeding out. And so I remember,
when I got to the hospital, thedoctor, uh. Had grabbed me, and
I was like, yellow, and my dadgoes, or the doctor said to my

(10:02):
dad, he said, Hey, there's agood chance your son's gonna die
today, because he's just bledout. Like, we're gonna pump him
full of blood, we're gonna sewhim up. But like, Dude, your son
has bled out. There was bloodeverywhere. And I remember
hearing that, but I remember mydad falling to his knees. My dad
starts crying. Obviously, anyparent to hear that your son
could die, you're going to startbawling. This is the thing. We

(10:23):
wait for something bad tohappen. And I remember, I go
into surgery, I come out sixhours later, and my dad is there
waiting when I come out, and hesaid, Hey, I'm never going to
smoke again. And so he and henever did that day he quit. So,
you know, so I was tell people,I'm like, man, like, you know,

(10:46):
like, you know, like, like,that's usually how life goes.
You know, someone's got to losesomeone before they straighten
up.

Yeah, it took my grandmother, who was my hero,
who died two years ago, died at104 years old, for her to have
breast cancer for my mom to quitsmoking. I mean, it's very hard
to quit, right? I've neversmoked. I would never smoke.
It's disgusting to me, as it isto you. But like you said, it
takes, it takes a major nearcatastrophe or catastrophe.

(11:16):
Everyone

has vices, right?
I mean, honestly, like, and I'mnot going to go up to now, but
like one of my vices that Ifound out, you know, about five
or six years ago, beingsuccessful meant so much to me,
just doing, doing well, proveneveryone wrong who ever doubted
me in my whole life, that Ialmost destroyed my whole
family. Working too hard, right?

(11:37):
I just, I mean, again, yousmoke. And I think that I
there's never, I have to work, Ihave to win. That's the only way
I feel that deal. And, you know,I changed that, but like, you
know, I didn't. I was too onedimensional back then. But my
point is, well, we'll go back

to the smoking and growing up without money you
stole, speaking of smoking aMarlboro raft, and you slept out
of the Marlboro raft as a kid.
So tell us about that experienceand why you did it. And do you
ever think back today, now thatyou're super successful, think
back like, Holy fuck, I slept onthis raft. Yeah, dude.

I mean, no one was around. There was no parent
supervision. I say this all thetime. We were kids raised by
kids. Like, I don't everremember anyone being home. I
don't know, like, I mean, justkids were always there. We were
always there. Our house, my dad,so my dad bought a new home,
right, which was unreal, and wegot but there was no air

(12:31):
conditioner in it. And so,because there's no air
conditioner, it's 120 degreessince in Oklahoma, it's like it
ended up becoming like an oven,you know, I'm saying, right,
like a home with no air, you canonly imagine after time, like it
becomes, you know, and thenthere was only guys. There was
no my dad had step moms comingin and out, you know, here and
there, but it was always dirty.
It was, it was just like, youknow, there was no manners.

(12:51):
There was no there's like, just,I was raised like, it's just
like, it almost like in atwilight zone, you know, if I
look back at it now, but so meand my brothers look around and
there's fiddle backs all in ourhouse, and obviously in
Oklahoma, brown recluse, blackwidows, fiddle backs. They're
very, very poisonous. What's afiddleback? By the way, a
fiddleback has a back that lookslike a fiddle. It's called a

(13:13):
brown la Cruz, I think is whatit is. We show a picture of it,
and if they bite you, goodchance most people die. We had
them everywhere in our house. Iwould be be sleeping, and I'd be
like, and I'm like, oh, spider.
And I just remember one night,like I kept killing spiders on

(13:35):
me and do the whole house. Imean, what are you gonna do?
Say, Dad, we need to spray thehouse. I mean, I don't even
understand what that looks like.
You know I'm saying, but me andmy brother were like, we're
going to go sleep in the pool.
And so there was this, this ishilarious. There was and by the
way, we had this little, tinyraft, but we remembered, down
the road at the 711 the Circle Kwhatever, they had this huge

(13:58):
marble raft, right? And weliterally stole it and ran out
of store with it, just so wecould sleep on it. And so we
did, I mean, I was probably, oh,that's probably in fifth grade,
something like that, sixthgrade. And so he was probably in
third grade. And so we grabbedit, ran home about a mile, and
then we put it in. We had thislagoon looking green, nasty

(14:18):
allergy pool, which we slammingevery day because we didn't
know, you know, I mean, like,Dude, this is like swimming in a
pond, you know, in Oklahoma,just women ponds, pond in our
backyard. And we literally putthe raft in the middle of that
thing, and we slept on it everynight. Just every night, slept
under the stars, just, and itwas like a water bed, almost,
yeah, it's like a water bed andsweating. But it was cool, man.

(14:42):
All summer long, we slept onthat raft, you know, didn't even
think twice about it. You know,

during our childhood, we all have a crush
on people throughout our lives,and they have big impacts on our
life. I remember there was agirl named Jill blade in
kindergarten. I had the biggestcrush on her, and it. I don't
even remember what I did, but inthe sixth grade, you were not in
the best shape of your life. Atsome point, you had what I think
you said, chunky boobs, yeah,cellulite. I

had, like, cellulite all over my stomach. I
was so my family. I'm it reallybig into fitness now, and it's
my family's like 300 to 400pounds for even five some of
them are all big, all stomachsurgeries, all very big people.
And so I know what happens if Idon't take care of myself? And
as a kid, I was a very, verychunky, chunky kid. And, you

(15:34):
know, I didn't really know,because everyone else is, you
know, like when you were broughtup, like no one was in fitness
and all that stuff in my family.
And so

there's a girl that comes in the equation and a
talent show like girls.

Yeah, you start to like girls. And in sixth grade,
I like this girl. Her name wasJennifer, and I remember she did
this talent show deal, and Iswear she looked like she was a
senior in high school. I mean, Icouldn't believe it. I was like,
Oh my gosh, I'm in sixth grade.
This girl's amazing. And thatwas my first, like, I like
girls. But that was like, myfirst like, oh my god, I love
her. Like, I need her. I have tohave that girl. And, and I
walked up, and I was like, hey,you know, we go out with me. And

(16:08):
she's like, yes, you know, dothe little paper deal, the note
pass, we whatever. And anyways,for a week, she was my
girlfriend. And I remember,dude, I never felt so so special
in my life. She was definitelythe hottest girl in the school
by far. I had no I wasn'tpopular. I was always poor. I
was wearing the same two pair ofclothes every day. I knew that,
you know, she was, like, wayabove me, right? But, like, I
had the courage to ask, I gotit. And then one day, she just

(16:30):
walks up. She says, hey, youknow, I'm gonna break up with
you, and I'm gonna go out withthis guy. What's funny is, this
guy today is very fat. He's outof shape and he's an alcoholic.
It's so crazy how underdogs comeup and things switch. Ugly girls
become hot when they get older.
You know, hot girls get uglywhen they're old. It's so weird
how things can switch and changethrough life. But I just a story

(16:54):
told at that time. I was a big,chunky kid. I was very insecure,
but I asked a question. It was avery good question. I said, Why?
Why are you breaking up with me?
And she said, because he has asix pack. And you know, you've
seen all my six pack, you'refired, and the things that I've
gotten triggered by in my life.
And I said, asked her, I said,what is that? And she showed me,
and this kid had abs, and he'sin sixth grade, and I'm like,

(17:17):
Well, I want abs, and I was along ways away from getting abs,
and I went psycho, brother. Thatwas my first sign of recreation,
total recreation, being reborn,reinventing yourself. You've
done it as a man many timesthrough your life. Women do it.
Men do it. Anybody does itbefore they're gonna get a
breakthrough. And I recreated. Iran around my neighborhood every

(17:38):
day for about four months. I ranevery day. I ran, I ran, I ran.
I did sit ups all day long. Idid push ups. And I didn't see
my body changing. I couldn't seeit, but I was had so much pain
from like, from like, therejection feeling that I felt
from that girl that like, Ilooked up, and after four

(17:59):
months, dude, I was I wasshredded. I mean, I'll give you
a picture. We put it up here,but I had an eight pack. I was
shredded. I was lean going intoseventh grade, and I was after
Revenge, dude. I wanted to burnher eyes out.

Seventh grade.
I'd come home crying every day,stuttered like you. I want to
talk about that big timestutter. I mean, I went through
speech therapy, and we'll talkabout this in a few minutes, but
I used to come home crying everyday from school. You know, felt
like a loser. People making funof me. It was brutal. And my mom
would say back then as well. Youknow, the cool kids today are
not going to be the cool kidstomorrow, you're going to be a

(18:34):
successful and you look back oneday and you look at all these
other kids, and it's going to,it's going to be a little bit
flipped. And of course, it'shard to believe that back then,
yeah, it is impossible. I mean,you can't see it even till the
next day. But tell us aboutstuttering for you and how you
got through it. And at whatpoint did it start, and at what
point did it end? Well,

I stuttered my whole life. I mean, I remember
just trying to say what I wouldbe like, what, what, what. And I
remember they used to make metry to have to give like, like,
your class essay or whatever.
And I just hated that. Man. Myface got so red I couldn't talk
because obviously I stuttered.
So I was, like, super insecure,right? It was very embarrassing,

(19:16):
you know, but you had to do it.
And I just hated it, man. Ihated it. I hated it. I hated
the way I thought about myself.
Getting in shape, honestly, wasthe first time in my life I ever
felt confident. Like at thattime, I was like, Dude, I can I
can do like. I believed in melike, and no one else had to
believe in me. A matter of fact,I don't believe that anyone even
believed in me, but me gettingin shape. I remember I started

(19:38):
getting in better shape thaneverybody else, and I didn't
even play a sport. I becameaddicted this running and sports
and stuff. And he said, Whatdoes that do? Stuttering at that
time, I wanted to start likinggirls, but I couldn't beat that
stutter. And I What age are wetalking here? Seventh, eighth
grade. You know? I I didn't beatit until I got into sales at 18,
I didn't beat stutteringaltogether. Yeah, and how I beat

(20:00):
it was actually pretty neat. Andanybody can beat it like this. I
started learning and developingword tracks. So someone would
say, like, I need to think aboutit. And I would be like, I don't
know what to say. And then mymanager would say, Well, this is
what you're saying when someonesays that. And I would learn it
verbatim, exactly how he told meto say it. And I would have to
write it down like 20 times on apiece of paper, and then I would
say it like 100 times. And thenI would say it with the tonality

(20:22):
that he used, and I just like,said it. And I think that
learning those word tracksallowed me to think about what I
was going to say before I evensaid it. And then I was like,
do, my brain started to jumpahead, even faster than my
words, and started to correctmyself. And then if I started to
feel like I was going tostutter, I could actually pause
like with like tonality, and noone would even know that I was
about to stutter, and I couldtrick everyone. And I started to

(20:46):
learn me. I think the hardestthing in this world is to learn
yourself. That's the hardestthing, and no one ever does
this. People go through it theirwhole life, and they never go
down the journey of learningthemself. I learned myself when
I got a six pack in seventhgrade. I learned myself at 18,
when I got into cells, and thenI learned myself at 39 years
old, when my wife said shelearned to live without me.

(21:07):
Three major recreations that Ican fully remember, probably
many versions at many differenttimes, but for sure, three times
that I can completely remembertransforming and changing
everything. I mean,

you mentioned your face getting all right, I
have nightmares, but now they'regood marriage, because I now
motivate you who you are. But Iremember my English teacher, Gus
Seeger, pulled me aside. Thiswas a ninth, ninth or 10th
grade. He said, You don't haveto give the speech if you don't
want to, because everyone'sgonna laugh. I mean, it's
awkward laughter. You're bulliedanyway. I wasn't a cool kid, and

(21:41):
I just remember the pain andsuffering from all that, and I
had to learn a new way to speak.
I practiced a new way ofspeaking one hour Every night,
and I remember you I remember,right riding in the car with my

(22:22):
Speech therapistto McDonald's, pulling up to the
window and being able to order ahamburger for the first time,

(22:44):
like, Fuck yeah. And then youknow, you build on it, and you
know that that pain motivatesyou to do better than to work
harder. And, you know, here I amtoday. And you know, I made that

(23:06):
look back at all the kids whomade fun of me, and now we're
living different lives.

So crazy, man, so crazy. Even remember that. I
mean, you don't ever forget it.
But like, no, like, it's likegoing, going back to that Yeah?
Like, it's almost like anotherhuman Yeah.

And, you know what? I gave that speech, and I
did it, and everyone made fun ofme, and I knew it was coming,
and I took it, yeah. It helpedme. Help me make make me who I
am today.

That's so crazy, man. I feel sorry for anybody
that doesn't have to go Yeah,through this kind of pain, I
always say what people don'thave as a kid they crave as an
adult, yeah, right? And I alwayswanted to be able to talk to
people, yeah, communicate,inspire. You know that stuff
wasn't even in the cards, right?
Yeah, but it shows how resilientthat humans are, yeah? And how

(23:57):
much people can change. I

remember going to group therapy. Eventually my
speech was getting better, andmy speech therapist would have
this group on Thursday nights,and we'd sit around for two
hours, and my speech was gettinga lot better, and a lot, I
think, six of eight people whojust couldn't even speak. I
mean, they couldn't get past theand you can see their face, and

(24:24):
you know, you're in a group ofpeople like that, and no one's
flinching, no one's laughing.
And it just makes you feel likeyou're, you're part of the
tribe, for lack of a betterword, part of the group. And I
think that group being aroundsimilar situated people and made
everybody better.

Dude, I got a guy that works for me in my media
department, and he stutters,right? What do you tell him?
Well, every time, if you like,what I'm like, Stop, say what?
And he'll say, I'm say, saywhat. We're not going to go
until we do this, me and him, wego all and he says, what I say.
All right, say it again. What?
Here, say it again. What? Say itagain. What? All right, now go.

(25:03):
All right, what should we do?
There you go. That's it. That'sit.

Is it working for him? Yeah, is he going to
speech therapy outside?

No, just every day I talk to him, I like, I just
stop him, and I'm like, bro,like, we're not in a hurry. Like
I got you, like, we're gonnaroll through this. And I
promised him, I said, Dude,you're not gonna stutter anymore
when you're done. Like, I'll bewe'll beat it together 100%
sure. But there's extreme casesof stuttering, and there's
certain words, the W was a bigone for me, and even to today,

(25:38):
like, I get up, I can speaksuper fast. Like, so fast people
can understand me. I can justand I won't stutter at all, but
I know even three sentencesbefore I'm about to stutter, I
can smell it coming. I got it.
Do you know what? I got it?
Like, you can feel like it's for

me, or, you know, the ACE, but

you know it's coming. It's like almost knowing
that, like, if you hadTourettes, right, that you were
gonna like Tourette. It's like,I can see it, and I'll change
the patterns and the thoughts inmy head, and I'll go a different
way.

I mean, when I landed the show to like, Fuck, I
got Andy Elliot. How am I gonnaget the A down there? I was
really, I was worried about itthe whole time. I didn't even
tell my wife. I was sittingthere, yeah, I sit there on the
plane like Andy Elliot. I gottathink I'm gonna get the name on
Andy Elliot and not stutter onthat word. But hey, just like,
by the way, I'm nervous. Like,I've tried to add you on my
show. Now I'm so excited. Thanksfor being here. And, yeah, it's

(26:31):
like, a year, and am I gonnastart out stuttering and I can't
say his name?

No, I got it.
Listen, that's why I told you.
Like, I will literally betalking and speaking, and I'm on
stage and or anywhere, and I cansmell. I know I know me so good.
I've The Art of Learningyourself. No one does it, no one
does it. They learn theirbusinesses. They learn things,
but they don't learn themselves.
And when you go down the journeyof learning yourself, you become

(26:58):
very, very dangerous. You canfix anyone. If you can fix
yourself, you become one of themost unbelievable,
transformational people in theworld, because you can just
change anyone inside. What'sgoing on in your head you're
under in the mechanics of fixingyour business, how you scaled
and growed businesses biggerthan most people could ever even
imagine or fathom. Why? Becauseyou can see. It's a superpower

(27:20):
to be able to see aroundcorners. In business, just be
around, see around corners. Whatsee the unseen. You can see it,
and I can see where I'm going tomake a mistake. Even in sales, I
could see where I was going toget trapped here, and I would
pivot around there. And youknow, it was just, I, just, I
knew myself so well, I couldeven smell other people when

(27:41):
they were gonna box me or trapme. And it's just crazy. It's
always going into my head. It'sjust like I got ADD ADHD, blah,
blah, blah, whatever. It's likehaving 50 computer screens open
in my head at one time. I justsee all of them. I see all these
conversations and but I cansmell when I'm getting tied to a
word and everybody struggleswith something, but like, this

(28:02):
is our thing, and it makes younot value yourself very well.
Well,

when you're young, you don't even know how
to handle it, right? And, oh,yeah, back then, kids are
different than today. You getsuspended a kick out of school
if you're bullying somebodyright back then it was like, All
right, man, don't do that. AndI'll stop. And then they do it
anyway. No one got in troublefor it. Yeah,

you got punched in the face. Who cares now you get
punched in the face. It's like Itold my kid, my son's 14, and I
was explaining to him when wegrew up that they paddled the
hell out of you. And my son'slike, what? And I said, Listen,
let me explain this to you. Yourteacher calls me right back when
I went to school, we didn't geta phone call. The teacher called

(28:46):
the principal. The principalwore you out with the paddle
with holes in it and your yourparents signed a permission slip
saying, my kid steps out ofline, swat them like I'm like,
bro, do you know how easy youhave it? You guys think you have
it hard. Are you kidding me? Imean, we had a crazy you know, I
remember, I got beat every day,

so let's go back to high school. You never went
to class, you cheated. You gotthese. And then tell us about
the f5 tornado that bleweverything out and let you
graduate. Yeah.

So well, not having a leader, right? And back
then, I would say, not having aparent home, or we could say
even no one even wanting toinvest in usually, listen, my
wife is such a good mom if wehad a kid that didn't have a
good mom or good dad, my mom ormy wife, I call her my mom
because she's like my mom, butshe she'll step in and take care

(29:38):
of that kid. And you see, likegood like, strong women, like
good men, if a kid's lost,they'll if they want to be a
good kid, you'll see parentsstep in and help kids, right?
Dude, no one ever stepped in forme. Like, so like, not going to
school. Like, who cares? Makingbad grades? Who cares? Report
cards? Who cares. Don't evenreview them. I signed my dad's
name on everything. Who cares.
There was. Good, there was nobad. There's no reinforcement

(30:00):
for good or bad. So it's justlike, whatever, right? I didn't
have a curfew since secondgrade. I never went home. No one
asked. It's just like, I said,when I say Jerry Springer, I
mean, I'm like, laughing andlike, because, like, when I went
to watch Jerry Springer, peoplelike, I can't believe that. I'm
like, that was my life everyday. Like it was always
something crazy. And so again, Iwas talking about tornadoes
always happening in Oklahoma,more Oklahoma, which is where we

(30:22):
lived, May 5, the biggest so orMay 3 tornado, 1999 biggest
tornado in the history of theworld. It's May 3. 1999 the
movie The twister was madearound this. This movie,

a movie, by the way, gave me nightmares. I'm
afraid tornados,

yeah, but I was at that video. Though I was that
video, I chased that video in inmy in my truck with my dad, my
$400 truck, me and my dad chasedit. We were sitting on top of
our roof, right, and the tornadois coming in. It's five, six
miles wide, and it's like, it'slike, okay, everything's going
out. So me and my and they werelike, and the guy's yelling at

(31:03):
the time the news guy, he'slike, get underground or you're
dead. And you can tell the guy'slike, flipping out. And we've
seen, like, people flip out,like, by the way, we're so dumb.
My daddy have a damn stormshelter. So what do we do? We
get in the truck, and my dad'slike, we'll just drive around
the back street. We're good.
We'll go around it. I have noidea, but we made it around it,
and we came in right behind it,and sure enough, our house was

(31:23):
flattened. I mean, when I sayflattened, I mean everything was
flat, like completely flat, andgone all the way through our
high school. So if you hadpassing grades during this
tornado, right? Because it'slike an act of God war, whatever
they call that area, if you werein it when it happened. You just
got to graduate, because it wasMay 3, and that was graduation

(31:43):
time, so you didn't have to takeyour semester test or whatever.
I had, like 60s on everything.
So I'm not F's, I'm 60s, and youcan roll right across that stage
with ds. So I graduated. I haveno idea. I didn't have apps, but
I had D so I graduated. I didn'teven, I don't remember ever even

(32:05):
walking. I think they mailed itto me because I didn't show up.
But the main deals I graduatednow, I had to get a job. And I
remember I worked construction,since the whole town was just
destroyed, I got intoconstruction for 30 days. And, I
mean, I worked from I work sevendays a week, you know, 15 hours
a day. And I was like, Dude,this sucks.

What's with people who chase tornados,
especially an f5 tornado thatkilled hundreds of people. It's
sort of like, isn't that thesame thing as jumping into the
ocean where there's a school ofgreat white sharks there,
leader, leaderless, um, do youhave a death wish to go do that?
Well, you know

what's crazy is, I didn't even think that people
would die, like, like, like,I'm, like, unaware. You're like,
one of the most, you know, theysay, like, it's so loud, though,
isn't it? It was super loud.
It's like a train. It was like atrain running through
everything. But, you know, like,ignorance, right? Like, you got
to remember, man, if no one eversaid what's good, what's bad,
dude, my dad never, we neverwent to church. We never, I
mean, there's no like, communitywe plugged into. It was, it was

(33:03):
whoever was on the streets wasin the streets. I mean, I would
go from getting jumped into agang one week to the next week
trying to figure out how to, Imean, dude, I was like, I was
like, that stray kid runningaround. And that's why I said, I
told my wife. I said, I'msurprised no one ever took me
in, right? Like, like, some, atsome point, there was a lot of
kids, one of those mothers, man,mothers are normally the ones

(33:25):
that are like, that kid, comehere. You're going to be a good
kid. Come with me. No one evertook me in. And so that's why my
wife, I was like, Oh, yeah.
Like, she's, she's the onlyperson that, like, took care of
me.

You did construction for a month you're
cleaning 200 bucks a day, yeah,200 bucks a week, 200 bucks a
week. I mean, 200 bucks a week,yeah. Tell us about the day you
were at your best friend's houseand you meet his older brother,
and then tell us about a laydown and what that is, and what
happened from that point in thatYeah.

So sales changed my whole life. You know, it's
crazy, like no one ever knowswhat they're going to end up
doing in the end, right? Andit's always tell people. They're
like, Oh, I would never do that.
And I'm like, did you have noidea what your future lies, how
it's going to play out, but, butI did the construction deal, and
obviously I just wanted to makemoney, which is what people did
when they graduated. And myolder brother, or my best

(34:18):
friend's older brother saidsomething that was very
intriguing to me. And I neverheard anyone talk like this in
my life. I've never held morethan $5 in my hand, not at one
point in my life. So we weresitting there and he said, man,
dude, he goes, Andy, you gottacome sell for me. And I'm like,
What do you mean? He's like, yougotta come sell cars. He's like,
dude, if you can get good youcan make $5,000 a month, as I'm

(34:38):
hearing him say these words,$5,000 a month. I'm like, guy's
a liar. Like, that doesn't evenexist. Like, I'm like, so like,
if I would have, if I would haveseen 1000 like, I wouldn't even
my dad bought a truck when I was16 years. Old with $400 cash.

(34:59):
And I remember asking my dad formonths, where'd you get that
much money? Like, I don'tunderstand the concept of like,
of cash, of money. It's justthat we didn't have any, and I
knew that for sure. And when hesaid $5,000 a month, I was like,
Dude, are you kidding me? I waslike, I would do anything for an
opportunity to do anything. Andby the way, I hated

(35:20):
construction, but I would havekept doing it, because there was
zero choice for me. Okay, and sosales was my way out my first
job, my first day on the job, Iremember walking into the
dealership, by the way, so Sohis dad was a general manager of
a Mercedes Benz store. Hisfather had passed away with
cancer. He was a very good manin the business, and his son was
23 years old, and was the usedcar manager of a Nissan store,

(35:44):
and so he was way smaller thanme, right? And so I was a little
bit bigger of a kid, and he hisdad was bigger than him, so he
said I could wear his dad'sclothes. So I remember putting
his dad's clothes on, and theydidn't fit me either. So I
showed up, and I'm, like, inlike, high waters to here, but
not, like, in a cool way, andlike, it's like, I don't belong.

(36:04):
I mean, you can clearly tell,like, I'm a kid trying to show
up for work first day. Lookstupid. Bleach blonde hair,
earring, you know? And, and hewas like, Hey, take your earring
out, you know what I mean? And Iremember I did that. He said,
Hey, I'm gonna have a salesmeeting. Go sit out on the
porch, which is like the frontof the dealership. And he said,
If somebody pulls up, just tellme a meeting. Somebody be with

(36:26):
them in a minute. And I rememberthat was my instructions. I go
outside. I remember I stutter atthis point, still, this is how
cool sales is. This is why Itell everyone. I'm like, dude,
sales is like the freeenterprise system, like
everybody. It's your way out,automotive, whatever, any
industry, I don't even care, youlearn to sell. You're gonna get
rich if you get good at it. Andit's and everyone can become

(36:47):
great at it. But I go outside,there was this old man that
pulled up, and I remember thathe said, hey. It was just like,
this is hey, I wanna look atthat truck. And I was like,
Okay. And I walked over there,and I just, I know what I was
doing, and he pointed at thewindow, and he's like, go get
this number right here. Clearly,the guys bought a lot of cars in

(37:08):
his life. I told my first dadand audio what I'm doing.
They're in a meeting. He's like,just go get this key. And so,
like, he like, told me what todo. I go inside, and I said,
Hey, I need this key. I go backthe guy, one of the kids, gives
it to me out of the key machine.
I go back out. Guy gets in thecar, says, jump in. Let's go
drive it. And I remember Italked to this guy for about 20

(37:28):
minutes. He drove with this guy,and I didn't really know what we
were doing, but, like, I justwent on a ride. But he was cool,
man. This is like, a real and Iremember he was, like, my
grandpa. My grandpa was reallycool. And he my grandpa's a
great man, he told me. Said, Iremember. I told him. I said,
Hey, you remind me of mygrandpa, my pop, pop. He's a
great man, like you remind mehim. And he was like, that's
awesome. Me and him kind ofbonded in that car drive, and I

(37:51):
guess that was building rapport.
At that point, I reallyunderstand what's going on. I
pull up. As soon as I pull up infront of the dealership, where
he pulls up, he gets out, asalesman walks out and goes,
Hey, it's, why don't you knowit's Andy's first day, so I'm
gonna help him out from here.
And the guy cuts him off andgoes, Hey, I like him, so I'm
gonna let him sell me the truck.
I don't need you. Okay? So I'mgood. Like, I've bought in a lot

(38:14):
of cars before, so I'm gonnastick with him. We're good. And
I'm like, damn, let me get firedon my first day, right? Because
I don't really understand what'sgoing on, but they're trying to
get me a veteran sales guy,right? And so I go inside, and I
tell my, my best friend's olderbrother, that this guy out here,
you know, like he likes thistruck and he wants to buy it,
but he wouldn't want to talk tothis guy. And he said, Just sit
him down on a piece of paper.

(38:36):
Have him fill out this, thiscredit app. Have him fill out
this thing. Let's see if he canbuy something or not. And so
that's what I did. I did. I satdown guy filled it out. I
remember, go back to my manager.
My manager goes, this guy'sgold. And I'm like, Oh, well,
gold's got to be good, right?
And he's like, I want you to gofill this out. Ask him how he
wants his car titled, and thenwe'll go from there. As I go,
and he's fill it out. This othersalesman comes back in. He goes,

(38:56):
Hey, sir, I'll kind of help youout. At this point, the guy
goes, if I have to say thisagain, I'm gonna get up and
leave. And I'm like, man, dude,like, like, me and this guy are
cool, but like, we weren't thatcool. But like, I had built
rapport with them, and I thinkthe guy liked me, and I think
because he knew it was my firstday, he was like, being like, he
was protecting me, right? Like,maybe he was like, you know, you
know, like, you show someonelove. Like, God brought this guy

(39:17):
to show me some love, man,because it was my first sale.
But I call it a lay down,because the guy didn't really
give me a hard time. He was niceto me. He was kind to me. He
didn't beat me up, and I reallydidn't act like I knew it all
either I was I didn't knowanything. I was just trying to
serve him or help him, orwhatever it is I was even doing.
Anyways, I take that piece ofpaper I filled out, my manager
goes, All right, Andy, go askhim if he wants to do Option A

(39:39):
or Option B. A is this, B isthis. And he basically put some
terms that the truck would be Ihave no idea what he even wrote
down this piece of paper, but Igo inside and I'm like, Option
A, option B. He said, My managersaid, Just sign next to which
one you want. And so let's actout you're my customer. And he
goes, and he looked at me, atthis look. He goes, What's the
interest rate you. Right? And Iwas like, the interstate. He's

(40:03):
like, the interest rate, and I'mlike, the interstate, and he's
like, I mean, I had no idea whathe's been talking about. How
would I know what an interestrate was? I don't know money. I
don't know nothing. I knownothing. I just remember that
weird silence. And then he goes,I'll do B. It's fine, man. And I

(40:28):
just got up, and I walked backto my manager, and I go, he'll
do option B. I don't understandany of this. I thought about it
later, and I'm just a dumb kid,and the guy was being nice to
me. And long story short, mymanager goes no ways. And I'm
like, yeah, he said, I'll do B.
He's like, get this truck backto the Detail department now.
And dude, everybody startsmoving real quick. And I'm like,

(40:49):
What the hell happened? And soanyways, I rush this guy back to
finance. He goes back there,signs his paper, the place in
the back, washed the car. Ipulled it around. He comes out,
gets the keys, drives off. Mymanager pages me to the tower,
and he goes, Andy, do you knowhow much money you just made?
And this is 1999 he goes, Youjust made $1,700 and I remember,
I was like, dude, because heasked me, and I said, No. I was

(41:11):
like, if I just made enoughmoney to eat a Subway sandwich,
like I'm starving. I mean, allday long. It's about 7pm at
night, and he's like, You justmade $1,700 he goes, let me tell
you something, payrolls tomorrowmorning. Tomorrow morning. So
you're gonna get $1,700 checktomorrow morning. That's cool.
Plus, you won high gross of themonth. Andy, you hit the highest
gross of the whole month. I'mlike, what does that mean? High
gross of the month? He's like,you hit the biggest gross of all

(41:34):
month in our dealership, yourvery first car deal, and that's
gonna give you 500 cash in themorning. So the next morning
they hit me $1,700 $500 $100$500 cash in my hand. And I was
like, Dude, I'm gonna come. I'mgonna become the most deadliest
sales person they've ever seen.
All these people. I'm gonnacrush all of them. And that was
my way out. Like that day, Iknew that, like, sales was my

(41:57):
way out. Now, I could've endedup in any industry, but the fact
that I ended up in theautomotive industry, I stayed
from 18 years old all the waytill I was 39 and then, I mean,
I was in the industry my wholelife. And then that's when I
quit, and I started my coachingcompany afterwards,

the manager, when you started, gave you two
pieces of great advice. Whatwere they my manager, yeah,
when, when you first started?

Oh, when I first started, the first one is, is
well, he told well, number one,he made me practice shaking his
hand every day, every day. Andthis is funny, because everybody
laughed at me for this. Everyonelaughed at me. I was the only
one that made it through this.
There was 10 of us. And he goes,everybody, look to the left.
Look to the right. Nine of youwon't be here in six months. One
of you will. And he goes, everyday, we practice shaking hands
every day. Look at me in theeye. Andy, shake my hand. How

(42:42):
you doing? Andy, shake my hand.
How you doing. Andy, hold yourhold your hand. Side was like
this, not like that, like this.
Come in. Shake my hand. I wantyou to head now. How you doing?
Nice to meet you. Pull me in alittle bit. Do that again.
Ready? Do it again. Do it again.
Do it again. Do it again. Do itagain. And do people like, dude,
I'm sick of this. I'm not gonnasit here and shake hands. He
would take me to the mall andliterally make me walk around

(43:02):
and shake 100 people's hands.
He's like, Dude, I don't needanything from you. I just want
to say, Hi. How you doing? How'syour day going? He made me beat
my stutter by saying it over andover again. But also, he made me
look at people in the eye, shakehands, and talk to somebody
which I didn't know until laterin life. How invaluable that
this would be. And then thesecond thing is, is that he
said, every time someone saysno, right? Like, there's an
objection, or whatever, he'slike, You need to learn most

(43:25):
people are professional wingers.
They're amateurs. They don'tknow what to say. And so, like,
if somebody came up and theypunched you, right? If they came
up again, what would you do? Youwould duck. You would start to
understand what's happening. Andthat's a cycle, right? That's a
pattern. And sales people aredumb, because what they do is
they have a cycle and a patternof injection that keeps going

(43:46):
on. Instead of figuring out howto overcome it, they just keep
getting hit with it. And hegoes, I want you to learn how
anytime, anyplace, anywhere onthe phone or in person, if
somebody says no, I want you tofigure out how to turn the
round, get them to say yes, notjust by being great at
objections, but also by pullingtheir shoulders down and getting
them to relax. And he told me,he said, no matter what happens,
no matter how somebody getsheated or mad or whatever,
always stay calm, no matter whatyou can bring anyone down. And

(44:11):
so those are two pieces of greatadvice, with the objection
handling deal and controlling mystate and making sure I knew
what to say, and then alsoshaking hands and looking at
people in the eyes at

some point as well. At the beginning of your
career, you got the advice, benice to people, yes, and be on
time. It'll be 99% of the otherpeople. How on earth can it be
that simple to be 99% of thepeople by just being nice to
people and showing up on time?
Dude,

I showed up every morning at 7am he would pick me
up, I would open the gates, andthen I would ride home at 11
o'clock at night with them,because I didn't have a car and
I had a lawn chair. I don't knowif you ever heard my lawn chair
story, but I used to have a lawnchair, right? Remember the
plastic lawn chairs when we grewup? They had the bars and they
had the plastic,

the plastic

yellow, the white, the whatever. Yeah, they

were like rubber bands, and they

would click when you would open. Right? So I had
a bunch of those in my garage,and I thought, dude, there's
only one way into thisdealership. There's one way out.
And so I put a lawn chair in themiddle of the drive, and I would
sit there on the drive, likethis, dude there, all the guys
are standing there, and I'msitting here like this. And then
anytime somebody would pull in,I would literally, hey, how you

(45:20):
doing? My name is Andy Elliot.
Are you here for sales, right?
Are you here for service? Forservice? How you doing? Hey, my
name is Andy. Here's my card.
When you're gonna go over here,parts are expensive. Sometimes
labor is expensive. If for somereason, it's an expensive bill
and you just wanna trade it in.
There's a lot of times we cangive you more money than what
it's worth. I'd love to help youwith that. Shoot me a text, call
me. I'll walk right over here.
I'll meet you. Let me walk overand introduce you to Lisa. She's
in the service advisor, or I'dwalk up here and I would have to

(45:42):
hand walk. I would put my handon the car, and I would hand
walk backwards as I'm talking tothem, to the parking space,
because they hated me so bad atthe store. I mean, I went to
selling 70 to 80 cars a month.
Average car salesman sell 68cars a month. I was in total
annihilation. I am an extremistlike you, like when you did

(46:03):
business and you went crazy,people were like, when's Enough,
enough? I was so obsessed. Iwanted to be the best in the
world, not the best in my store,not the best in the state, but
the best in the world. And Ilove that everybody was doubting
me. That was the only thing thatkept me going, and the only
times I would ever believe in mewas when my wife showed up at 26
but I'm telling you, like thatwas like my secret superpower,
but that was I used a lawn chairin the gate, and every time I

(46:26):
would walk a car in, they'd grabmy lawn chair and throw it in
the creek, and I would justbring another one, because broke
people have hundreds of lawnchairs. At

some point, no one teaches you what you're
doing right? You go in and youlook at something you want to be
the best that you can be. Wewatch other people do and how
they become successful. You lookat their eye contact, you
mentioned how they shake hands.
Most people don't know. There's14 different kinds of
handshakes. Yes, you know,there's the I don't even know
that, but I believe it. There'sthe sweaty I mean, there's so
many crazy ways to shake yourhand. You got the Bone Crusher

(46:54):
handshake, and you got the wetfish and there's nothing worse
than the sweaty palm handshake.
If you know, you got sweatypalms. Go, go dry them off, go
do something. But yeah, this isthe most disgusting thing in the
world when someone is shakingyour hands, but you're watching
how people speak, theirmannerisms or eye contact or
their postures. You studied andyou read, how important was that
watching other people to theamazing success you've had

(47:16):
today. It's everything.

I love studying.
I'm a people watcher. I lovewatching people. They teach me
who I want to be, and they teachme who I don't want to be. I
think God made losers. Peopleare not going to understand
this, but he made losers so Ican understand, if I don't get
my craft together, what mylife's going to look like like I
just I can see what my life willlook like if I don't straighten
up, or if I don't get better ifI don't practice. And then he

(47:40):
makes winners, and he makescomeback kids, people that come
back, like we're come back kids,people that come back. And
that's why, you know, I love theComeback Kid stories I love but
I love watching people. I lovewatching, if I'm sitting there
like, I love my wife to death,I'm like, psycho obsessed with
my wife, like she's everything.
She is my rock, she's my battlemate. She's the one I go to war

(48:02):
with every day. I love her todeath. If I watch a man and he's
being affectionate with hiswife, I will immediately emulate
anything that I can see, that Ifeel like is better than what
I'm doing. I don't compare. I'mjust like, thank you. I owe you.
And I'm like, boom, if I see aguy and he's walking with his
son and, you know, like he's gothis son on his shoulders, and
he's getting, like, a piggybackride, and I'm just holding my

(48:23):
son's hand. I'm like, no waysI'm gonna give my kid a
piggyback ride too. Boom. I wantto level up. So anything that I
see that can take me to anotherlevel, I just emulate, like,
modeling proven practices, andthe fact that me and you grew up
reading books, listening tocassette tapes or whatever that
we were doing, DVDs and, youknow, all that stuff at that
time, you know, like, dude, thefact that, you know, we can

(48:45):
train and learn the way we cantrain and learn now, like I used
to just only be able to watchthe people that, like were in my
city, you know, or my store theworld. Now you can see you

have this amazing epiphany, right? You
made $1,700 $500 on your firstday of work, you're killing it.
You made $150,000 that year, andyou came home one day and you
said, Dad, I need help with mytaxes, and tell us about what
happened next. And what's youradvice to people who are young
and make money and what theyshould be doing with their

(49:18):
money? Maybe you can go throughyour story on

that. Well, number one, money isn't on money. Money
is all an identity thing. Whoyou think you are is what you
learn. You can't earn amount ofmoney that you don't think
you're worth, right? And I knowthat you know this, like you'll
never out earn your own selfworth. You know you never will.
And I learned that how muchsomeone someone can make is just

(49:40):
a label in your head, and onceyou label it, you filling out
your head like you're the chokehold of every income is the
individual. It's not thecompany, it's not anything. It's
always individual. Now therecould be things that play into
that, but it's always here,right? And so at 18 years old, I
made 125 grand my first year Ihad a. Had a pay Stu art, or

(50:02):
whatever, w2 w2 right? And I, Igo home, and I show it to my
dad, my dad, who was a chemist,or worked for Kern McGee or did
something, and he had workedthere for like, 30 or 40 years,
and you know, he made 60 grand ayear, like, towards his end of
his retirement. And I rememberhe he looked at me, and he's

(50:23):
like, Dude, I can't, I can'tbelieve you're making that much
money. And I'm like, Well,number one, he was like, You owe
me rent, right? And then I waslike, Okay, I'm moving out
because, like, I was ready toget the hell out of there.
Anyways, I just, I needed areason to get the hell out of
there. I was at work all thetime. Anyway, you're 18 years
old at this point. Yeah, I was18 to 19. That first year from
18 to 19 made 100 and a quarter.
I will tell you my man. Thereason why I made 100 and

(50:43):
quarter is because my managertold me that the most anyone
could make in our industry was125,000 and so my first year
anybody that anyone could makewas 125 grand. And by the way,
he was my manager, social mediadidn't exist. I mean, so
everything my manager told mewas everything that was
possible, right? You rememberwhen you were younger? I mean,
what, what you learned from yourcircle was what you learned

(51:03):
there was a new manager thatcame in, and I remember who's
from Georgia, because he said,and remember the glove boxes
like we used to put stuff in ourglove boxes back in the day. He,
he said, Man, Andy, you know,you can make, you know, 250
grand or whatever, 220 grandselling cars. And I was like,
impossible. I'm like, nope. Andyou know that Wolf On Wall
Street, like, show me your paystub. I'll quit my job right

(51:25):
now. Come work for you. And heshows him his pay stub. The guy
quits. He said, Come with me inmy car, pulls out his pay stub,
out of his glove box, and showsme a pay stub, like, $220,000
and I remember going, Well,number one, I've been lied to,
you know, because that yeartoday just showed me what I
needed to see. Something kickedin immediately in me that made
me push and from 19 to 20, Iwould hit $220,000 I would make

(51:49):
another 100 grand break all therecords in my store do this
thing. And I realized, man, thisis it's always been this way in
my life, no matter whatsituation, money, marriage,
being a father, being in shape,whatever I think can happen,
happens. And I know thateverybody hears that. It's just
really sounds overrated, but itis really the truth. It is a

(52:11):
true it's a secrets, a law ofattraction. Every every
successful person ends upsharing this at the end of their
life, that, until I tookownership, that this could
happen, it never happened forme. And so the sooner that I
think that anybody watching thisthat younger. There is no bars,
no limits, your mind isn't yourfriend. It's not your friend.
You know you've been programmedsince you were born, the things
you see, the relationships youwent through, the pain you went
through to believe that you'reonly worth X, or you can only do

(52:33):
X, or you're only as cool as orno one believes in you. And you
have guilt, you have shame, youhave embarrassment, you have all
these things, and that onlycomes from the devil, who's the
father of lies, and he's reallygood at telling us we can't do
stuff right. And long storyshort, I would tell myself these
stories what's possible. And atthat point, this is where I
broke into like what's possible.

(52:55):
I made 500 grand that next yearselling cars, and I just became
obsessed at that point withbeing a renegade. Now I'm in the
automotive industry, and thatwas a lot of money for selling
cars. You know, I think I end upmaking like most ever made,
selling cars was like 716 grand.
And then I moved up intomanagement, which was a deep
motion. So

tell us about the self development you did in
terms of how you got to whereyou got to be the best sales
person, maybe in the state, inyour dealership. What kind of
self development did you do? Andwhat's your advice everyone out
there today who's listening tothis and say, gosh, you know,
I've I'm a salesperson forOracle, or some software company
or selling furniture, who says,All right, this is the, this is

(53:40):
the most I think I'm going tomake. This is what I hear. How
can I improve myself? What can Ido to do it the Andy Elliot way?
Well, well, number

one. Number one. I want to tell everybody something
real quick. So when I was in theautomotive space, I mean, number
one, the transportation space ishuge. Someone talked about any
industry here, but thetransportation space is big. For
some reason. When people said,I'm a car salesman, they were
really embarrassed by it. Idon't know why, but I was never
embarrassed like I don'tunderstand like people.

The reason is, by the way, is because most
people think they're sleazy andthey've had bad experiences
buying cars. Well, the

truth is, is that they have but for me, I saw that
as an upside, because if I couldbe the best and be really good
in an industry where everybodyelse is poor, then I'm gonna
capitalize, like, I'm gonnacrush it. Remember, it's all
perspective, right? So if Icould tell anybody anything, you
know, it's like, you can walkinto work and you could say, oh
my god, I see everything that'swrong. Or you can walk into work
and be like, I can't believe it.
I have this opportunity. You canwalk into your home right now
and be like, Oh my god, I can'tbelieve I get to get married.

(54:38):
I'm married to my wife. Like,Oh, my God. Like, I'm the
luckiest man ever you walk inand be like, Dude, she's a nag.
I mean, whatever you think iswhat you see. Okay, and so my
deal is, is that I remember Iwas in it, I was in an event
with Zig Ziglar, and when he wasalive, it was back like, like,
maybe 2002 2003 Be maybe evenGrant Cardone was there. This is

(55:00):
a long, long time ago, and Iremember they asked something.
They said, hey, who in herewants to make a lot of money?
And everybody, there's like 500people in this, like, seminar,
right? And, oh, funny thing is,it's funny so super important.
When I invested, I spent moneyon myself, you know, my manager
said, he goes, you're an idiot,dude. I spent $2,000 to go to a
seminar back in like, 2002 and Ijust remember he goes, dude, I

(55:21):
could have taught you whatthey're going to teach you. I
could have taught you just payme, dude. But I was like, Dude,
he's, I've been working for thisguy for a couple years, and he
taught me nothing, you know whatI mean, but I want to learn from
these guys. And I was listeningto their cassette tapes, right?
And so they were coming in town,so I wanted to listen to them.
But I remember they said, Whowants to make more money? 500
people all raised up. And waslike, hell, yeah, I want to make
more money. And then they askedanother question. They said,

(55:42):
because we were all automotivesales people, it was for the car
business. And by the way, like,now I train all industries, but
back then, that was my niche.
Guess what? He said, Who here isproud to be a car salesman? I
remember standing up, and I waslike, Yeah, that's me. And no
one else said it. I remember mybuddies, right? That sold cars.
Of me, they would go to a party,and one of them was, was was

(56:02):
like a chiropractor, one of themwas a doctor, and then the ones
that were car salesmen wereembarrassed. They wouldn't tell
anybody. And I was like, Dude,this is stupid. The reason why I
thrived in the car business wasbecause I loved it. I mean,
look, I didn't have goodleadership. Honestly, I did a
lot of stupid stuff. I made alot of wrong mistakes. I almost
went to jail at certain times. Iran around the wrong people, but
the but the automotive industry,the places that I worked,

(56:24):
there's a lot of good cardealerships, but the places that
I worked were the worst places,worst leaders, worse owners,
crap. And if you're around crap,you're going to become crap. And
so, you know, being in Oklahoma,I never had been out of Oklahoma
ever, my whole life, until mywife moved me here when I was
when I was 40 years old. Solet's

talk about the controversy and some of the bad
decisions you've made. You wereGeneral Manager. There were two
car dealerships, and then peoplewere coming in without down
payments, and basically thedealership, which you were a
part of, was committing fraud.
Essentially, tell us about Kingcash and the whole experience,
and you've called it, why is itthat some of the dumbest things

(57:03):
we do lead to the bestexperiences in our entire lives?

Well, so I'm 45 years old. I was raised by
motivation from fear, okay, notfrom love, okay. We live in a
generation now where everybodyneeds to be loved. On Back then
it was, sell cars or you'refired. I mean, do you understand
this is simple, bro, it's Randy,sell cars or you're fired. How

(57:31):
many cars did we sell? How manycars do we sell? How much? How
many cars? How much money are wemaking? What kind of gross per
copy are we running? How manycustomers that we close today
that that was it meancompliance, getting in trouble,
black and white, gray. I mean,we weren't harming people. But
there's, there's loopholes inbusiness that companies should
train and teach people on. Andso when I walked into this

(57:52):
company, all these things werealready going on. I didn't
magically create this. I wentinto a company that already had
a lot of bad practices. Now itwas a bad credit company, which
means they advertise for badcredit, like, if you have bad
credit, if you have abankruptcy, if you don't have
any money down, like you'reapproved. Does that make sense?
Yep. Okay, when you are aroofer, if I was to go to your
house and a storm blew your roofoff, and I said, Hey, Randy, you

(58:16):
know, obviously your housequalifies for a new roof. You've
had insurance for 20 years. NowI'm gonna go ahead and process
your claim. Make sure they put afive star roof on your house.
Okay? Randy, it shows righthere, there's a $2,000
deductible that you have to payto get your roof. I need that
200 I need that two grand so Ican process your claim. Now the

(58:37):
insurance company is gonna paywhat they're gonna pay, and the
deductible comes to the roofingcompany. Does that make sense?
Randy says, I don't have $2,000for a deductible. Oh, okay, so
what do we do, Randy? Do we dowe walk away from your house and
not put a roof on it because youdon't have a deductible? Or do

(58:59):
we fudge some of the paperworksomewhere and show that Randy
put a deductible somewhere, andthen we $150,000 roof from the
insurance company. What do youthink is happening in the world
right now with all the roofingcompanies around the whole
world? There's probably 90% ofthe people in the world that
aren't putting their deductibledown on these homes for these

(59:20):
roofs, but they're still gettingroofs. Every business has a gray
area, a loophole, an issue. Ourswas, and I'm not justifying it,
I'm explaining it. So you cansee, people came in, they had
jobs, they had pay stubs, theyhad utility bills. They were
good people. They rode the bus,and some of them had $100 beat
up cars. They could call. Theyhad a job. They qualify for a

(59:42):
car. Problem is they have anydamn money down. And so what
happened is, there was thisthing in the company that
already pre existed before Istarted there, and it was called
King cash. And if somebodydidn't have the down payment on
a car, well, you would justcoach him. Hey, if the bank
calls, you say you put 1000down. And you know, even though
you didn't, you just say you put1000 down. There. Gonna give you
the loan you get a car today.
And, you know, as a 30 year oldkid who's been in the car

(01:00:04):
business my whole life, youknow, like, I worked for a good
credit store for 10 years of mylife, I didn't, you know, I
don't really understand, like,you know, I didn't even work
payments out a lot, most timethey went to the finance office.
So this was all new to me. Butlike, I was, like, indoctrinated
into this culture. And I'm notsaying it doesn't that I didn't
think that, like, we weren'tlike, like, cutting corners or
something to do loans, but like,I didn't think you could get in,

(01:00:26):
like, big trouble for stuff likethis. Like, I'd never been in
trouble. And so when we when theowner who is a bad person, by
the way, that that's whathappened, he's a bad guy. There
was probably a lot of companiesdoing it. But just like, there's
a lot of roofing companiesprobably doing things like that.
There's probably some that say,You know what, if you don't put
the deductible down, we'll walkaway and we just won't put a

(01:00:48):
roof on your house. But then thenext roof we're coming behind
you is going to take that deal,he's going to figure out how to
handle that deductible. That waskind of like, what happened
every day. Nobody had any doubt,dude, we were doing hundreds of
them a month. I mean, it wasjust like, it was like, it was
just a normal process,procedure, a part of business.
And then, you know, when theycame in, it was like, at one
point they got in trouble forit. And then there was, like, a

(01:01:10):
pawn shop deal, kind of, wherewe said they pawned something.
It was like, there was a badcredit store. But, you know, my
wife, the biggest problem withall this is that my wife said
this guy was a bad guy, and Ishouldn't work for him. This is
this is where, this is where Imade the biggest mistake. And
every man should know this.
Women have such an incredibleintuition. And my wife, when she

(01:01:33):
married me, she said she'dalways protect me. She said,
You're a project. You believe ineverybody. You think everybody
is out to help you, and youalways try to fix everyone, and
you're an idiot, and one dayit's going to get you. And I
believe that this guy, I hadworked with him earlier in life,
I believe that this guy hadchanged. He had been a good guy.
He offered me a lot of money toreally come run this store for

(01:01:54):
him. And I thought he was a goodguy. I thought he had changed. I
thought, you know, I just, Ijust thought some stuff, and
then basically all thishappened. And you know, he said,
If I didn't lie, he wasthreatened to kill me. And you
know, my wife said, I I told youthat guy. And funny thing is, my
wife warned me of this man for along time, and said, don't work

(01:02:17):
with that guy. But because mywife, we started to have kids,
and you know, she's the mom now,now I gotta be the one that's
the winner. And you know, I endup not listening to her and
honestly her warning me. I waslike, you're nagging me because,
like, I didn't want her to tellme. I thought I knew the way.
Well, it sounds like I didn'tknow the way. And, you know, I

(01:02:39):
almost went to jail. I told thetruth. The truth will set you
free. This is biblical. I wasn'tvery close to God at this time.
I was a Christian, but I wasn'tlike God. Wasn't like number
one. I just, you know, believedin him, and, you know, my wife
said, it's very simple anity.
The truth will set you free. Isupport you. I will back you,
but under any circumstance, willyou not lie? That's it like,
I'll be with you. I don't carewhat happens if you go to jail,

(01:03:00):
in your jail for five years,I'll be there, but you're not
gonna lie, and I need you topromise me that that was a very
hard time in our life, but Ilearned that you have to go
through these very hard lessons,these nasty lessons, before
greatness, there's always somenasty storm, and I weathered it,

(01:03:22):
and I didn't lie. And because Ididn't lie, I didn't I didn't
get in trouble, I end up walkingaway. I would say, like, God
gives people second chances. Hegives me, he gave me 10,000 and
so, you know, that's part of mytestimony, of like, of like, of
what can happen when you do theright thing.

Randall Kaplan (01:03:44):
Were you scared shitless when the FBI showed up
at your door started askingquestions? Absolutely, yeah. Are
you kidding me? Thinking aboutgoing to prisons, dude,
terrible.

Andy Elliott (01:03:54):
Every person will never understand, right, what
that will feel like until ithappens. I always say there's
two things that'll change aman's life for sure. One, you
get terminally ill, if you foundout you were gonna die today
with cancer, your your momchanged when your grandma got

(01:04:15):
breast cancer, right? Like,okay, so. Like, but like, if
somebody got terminally ill,they're gonna change
immediately. Like, oh my god,I'm gonna stop. Or if you go to
lose your freedom, you startthinking, like, like, was this
worth it? Like, is this and bythe way, I was like, Is this
real? Like, I thought for ayear. I was like, Is this real?
Like, is this really happeningto me? Like, I never, I've never

(01:04:37):
hurt anybody. I was never a badperson. I've never had a bad
heart. I just worked for thewrong company. Man, like, stuff
like this happens all the time,man, and, you know, and so
that's the power of being aroundthe right peoples. You don't
have to worry about this stuff.
And I never want to go to sleepagain ever, like, worrying about
any of this. And so, like, I'mjust, you know, I had to go
through it, man, I wouldn't bewho I am today. I wouldn't be

(01:04:57):
able to help anybody. Had I notgone through that hell? We

all have pivotal conversations with our wives
that influence our future. Atsome point, you're killing it at
work, you've got three kids,you've got a multi million
dollar house, and your wife saysto you, I can live without you.
And she squeezes your lovehandle. So tell us what happened
after that

well, so we go through this, like, FBI deal,
right? It's, like, happening,and, by the way,

were you, was it one phone call? Or they're,
they're calling you into the theoffice? Yeah, there's

just a lot of stuff going on. It's going on
for a couple years, you know,I'm saying years, yeah, it's
years. I mean, these things,don't they don't just, like,
solve up, like, it happens inMarch and it's over by October.
They're

squeezing you, right? They turned you whatever
you give you got immunity. Atthe end of the day,

every single person, every single person that
worked in that company, alllied. Every one of them lied. I
was told, if I didn't lie, justjust look, if you don't lie. I'm
gonna kill you. I mean, I wascalled and said, Hey, there's
death threats on you right now.
Like, they're like, someonetrying to kill you. Like, I want

(01:06:06):
you to understand this. Likewhen you go to do the right
thing, like, the the devil hatesit, bro. Like when you go to
turn and you go from being apiece of crap to a good person,
when you go from being a liar toto a good person. Like, dude, no
one likes it, but all thosepeople that lied all went to
prison, all of them, and in theend, I don't know if you've ever
watched a movie, right? And youkind of see how something plays

(01:06:29):
out at the end, they all likeplotted against me the whole
time. And then down to the lastweek the sentencing was coming,
they all turned on each other.
They all started tearing eachother to pieces. No, he really
did this. He really did this.
They lied about everything. Ididn't get involved in any of

(01:06:51):
that. I told the freaking truth.
You tell the truth. Truth willset you free. That's why I don't
have a felony. I don't I'm notin trouble. That's why I don't
have a problem with anything,and that's why I live my life
truth. Now, you know, I'm sayingbut, but it was hell, but, but
going on the backside of that meand my my wife, now there's a

(01:07:11):
lot of resentment, you know,that my wife has, has towards me
and and then I feel, obviously,like I'm lost. You know, like,
the thing about lost people islost. People don't know they're
lost. And so, like, money buriesproblems. And so, you know, I'm
making like, 2 million a year.
I'm making good money. My wife'sgot a personal cash we're got a
paid off house. I'm doing betterthan everybody thought we would

(01:07:34):
do in Oklahoma, which is amoney, yeah, yeah. And we have a
million just everything.
Everything is just like, there'sa lot of unresolved issues, and
from the outside, we are waybetter than most. I don't cheat
on my wife. I'm a good man. Idon't play golf on Sundays with
you know, like everyone elsedid, like, I'm home with my
kids. The problem is I wasn'tpresent. See, so I have this

(01:07:57):
thing where, like, my wife says,like, love eyes, like, she's
like, I can tell when you'rewith me and when you're not with
me. She's like, I can tell whenyou see me and you don't see me
and you see through me. And shegoes like, I support you as
being a badass man and makingmoney and winning and killing it
and crushing it. But when youcome home, like, we need you
home what you can work even athome in the afternoon, but we

(01:08:20):
want you to be present whenyou're home and you're never
present. You're in the pictures,but you don't even remember that
you missed everything. You don'teven understand what the kids
are interested in. You think youknow about them. You don't know
about them. You only know whatthey like. And so as you're
sitting here, you're kind oflike in delusion. When you're
being called up, she wouldn'tcall me out. She's calling me
up. She's giving me anopportunity to be a better man,

(01:08:42):
is what she was. But I rememberI was always in shape when I met
her, and I was 26 and she was 24I was in good shape this time. I
was not in good shape. I had bigfat love handles. I was out of
shape. I was chunky. I waslosing my edge. I was stressed
out, going through all this crapthat I just went through the
last couple years. I was justpile of trash. Now you can

(01:09:03):
imagine I'm giving her nothingbut absolute leftovers. I'm not
present when I'm home. And thenmy wife, one day, she's just has
this hard conversation. I waslike, I'm on my way, and she,
like, heated the food up, or shehad the food ready. And I was
like, I'm on my way, and Ididn't show up. And then an hour
later, she's like, are youcoming? Because, like, you know.
And I'm like, yeah, yeah, I'm onmy way. And she's like, okay, so
she reheats the food, and thenan hour later, she's like, are

(01:09:25):
you on your way? And I'm like,yeah, yeah. And she's like, I'm
sick of it, man. And and thoseare the hard lines a guy like me
needs, because I'm alwaysbumping the edges. I'm always
trying to find like, I have thisitch, right? And the itch now is

(01:09:45):
in such a good place, but theitch then is I didn't know what
to do with it, right? And so Ithought I needed to work harder,
because I could get lost in mywork. I go get lost in it, and
I'm good, and so I can bury allthe pain. She's got kids, I know
how much she loves. My kids. Iknow she loves her kids. So
like, she's like, getting to bea mom, and the kids love her.

(01:10:06):
They need her. She knows theyneed her. So it's like, it's
like, and by the way, we'redoing better than anyone ever
said we would. Aren't wewinning? And really, we're just
burying problems. So one night,she just real direct. She's
like, Hey, I'm going to becompletely clear, and you're not
going to hear this. And she'slike, and she's like, and I
don't want to hurt you, but youknow me and the kids have
learned to live without you,like, like you're not here. So

(01:10:26):
like, we don't even operate likeyou're here, just so you're
aware, for years we've beenoperating like you haven't even
been here, and you haven't evennoticed. You haven't even picked
up a hint that we run withoutyou. And then she's like, also,
so it was like a double deal.
And people like ask, like, what?
So, what did the second parthave to do? So my wife triggered

(01:10:48):
me in an area that was alwaysreally insecure for me, which
just goes back to sixth grade,being in good shape, having the
six pack, being fit, I alwaysdid good when I was in shape,
when I always got out of shape,everything always like, when
average, you know, I'm saying,Look, I'm extreme. Greatness is
found in the extreme. I'm eitherwinning or I'm losing, right?
So, like, I average doesn't workfor me. So she reaches over, she

(01:11:11):
grabs my love handle. I don'tthink he's ever grabbed your
love handle, but, well, maybewe'll do it after the show. I'll
grab it and I'll just kind ofpull on it for a minute. It's
like spiders crawling up yourback. And I was like, Dude, how
disrespectful is this woman now,she wanted to attack my ego. She
everything you want life's onthe other side of your ego. And

(01:11:32):
you know that there's books onit. It's all the truth. I was a
loser with an ego that was hurt,so, like, like, in total
delusion. But this, this allvery quick. I go in the garage,
I work out for four hours, likeI was gonna walk in the house,
like, all ripped up andshredded, and she's gonna be, oh
my god, I can't believe howjacked you are. But that didn't

(01:11:53):
happen. So I shaved my headright, which I honestly had to,
like I was losing my hairanyways. So it was, like, even
way better for me. And I justwent and own my shit. I just
said, Dude, I don't like me.
Like, like, I think theawareness stage of like, owning
like, like, you know, self like,anytime you coach somebody,

(01:12:13):
you're like, Hey, you got to beaware of what's happening,
right? Like, self assessment,right? I did assess myself for
probably 10 years. I stayednumb, numb. People are
dangerous. I was very numb, andso and I call that the scarcity
mindset. I wouldn't live in anabundance, scarcity, poverty,
garbage, hurt, and by the way,she didn't deserve any of it,
because she's an amazing woman.

(01:12:35):
And she would have been amazing.
She would have married somebadass guy. She would have had a
good life. She found me. But letme tell you, there's always a
really cool ending. I decidedthat I was going to chase human
excellence, and I wanted to bebetter. And so this is so crazy,
I go, and if you want me tellthis real quick, I go to the
computer right? I type inmotivation on YouTube. I'd never
been on YouTube before. I neverbeen on social media. We get 100

(01:12:58):
million views every 30 days onsocial media right now, 2019,
I'd never been on, I'd neverbeen on the internet. Okay? I go
to YouTube and I type inmotivation. Tony Robbins pulls
up. I remember, after watching20 minutes, and I'd never set
through any of this, right? Likean internet was like, internet
leads. There was no likeinternet like, I'm watching

(01:13:19):
social media. I missedInstagram, Facebook, MySpace,
whatever. I never was a part ofany of that, so I didn't
understand any of this, exceptfor this search bar I typed into
motivation, because that's whatwe people go for in the
beginning. They need thatspiritual like motivation to
feel alive and dude. TonyRobbins, within 20 minutes,
dude, I changed my state. Ialtered the way that I was

(01:13:41):
thinking I wanted to win. Like,dude, I saw a different meet
within 20 minutes. And then thecraziest thing is, is I always
tell people like, I almostdidn't do it, like some but
somebody is always like, thisclose from like, being in these
shoes and this close from beingin those shoes, right? And so
you got to understand, like,when you can get in those shows
shoes, you always go for it, nomatter what. But I didn't

(01:14:04):
understand this at this point,but I'm glad that I did, and I
live by this Now, anytime I cancut the check for speed or pay
somebody to mentor me or teachme, or do anything, I want to
know everything that everybodyknows, because that's a shortcut
in life. Is model and provenpractices. People have been
somewhere. I want to figure outhow they got there. I want them
to teach me. I want to be theirbest student. That's the game.
And so I saw this, this trainingat the end that he said, Hey, if
you want to change your life, ifyou felt different, if you can

(01:14:26):
see differently, if you're in adifferent state. Now, you know
Tony's doing the same, right?
He's like, I got this course,it's called the KBB broker
blueprint training course, whichwill literally show you that how
your specialized skill can bemonetized. And I'm thinking, I
don't have a specialized skill.
I'm a car salesman, right? Myhead is in the garbage. And he's
like, I know you probably aregood at something, right? And I
thought, Oh, I'm good atselling, because I was good at

(01:14:47):
selling. And he's like, Did youknow there's people out there
that would love to learn how tosell instead of waiting 20
years, right, to be great at it.
They'd love to learn from youright now, and they'll cut you a
check for it. And I thought,This is crap. I. People don't do
this. I don't even understandthe world. I've been in a car
dealership for 22 years.
My wife's like, dinner's ready.
As I go to turn around,something in my body was just

(01:15:10):
like, like, heavy on my chest.
Like, you know, like, peoplealways say, like, like, they
feel a voice, right? I think,like, God, like, sometimes you
feel that voice from like, thedevil being like, like, don't do
it. And you're like, you need todo it. He's like, don't do it.
Don't do it, because you'reactually about to take a risk.
And he's like, don't do it.
That's the devil. This one waslike, Do it, do it, do it. And I

(01:15:31):
was like, but I'm not, nobodyknows me. Like, I This is
stupid. I need to go back towork tomorrow morning. Like, and
then click, I just bought it. Ispent three grand. I remember
going back to the dinner. Isaid, Babe, I just spent three
grand on a training course. Shedidn't get mad. I couldn't
believe it. I swear she wasgoing to get mad. And she goes,

(01:15:53):
as long as you'll do thetraining. That's all I care
about. So I made thatcommitment. That's my first
commitment for the next 30 days.
Watch how weak I was from thenext 30 days. I did this
training now there was a moneyback guarantee that in 30 days
of eating, if you didn't, youknow, if you didn't get your
money worth, you know, you couldget your money back. I studied
this course like hell. RussellBrunson, Tony Robbins, Dean

(01:16:16):
gracios, he studied the hell outall of them. Dude. I totally was
on fire. Bro. I saw a new me, mywife. So I said, dude, Andy,
your eyes have changed color,like you're like, you're on a
different deal here. Long storyshort, quit my job. I'm done.
She's like, whoa, like you'removing. And I went to her, and
this is the last scarcity thatI've had. I said, Hey, I want to

(01:16:39):
get my money back, babe, there'sa 30 day money back guarantee.
Can you help me get my moneyback that way? You know, like,
it was like, free. And she'slike, Okay, this is a chance for
you to understand how this wholething works. Which she was like,
my mom. She's like, Okay, you'regonna leave. You're gonna go
teach people how to do thisthing, because they just taught
it to you. And now, you know theskill that they taught you. Did

(01:17:01):
you get your money's worth? Yesor no, yes, I did okay. And so
when you go and train people,and you coach them after they
pay you, and you get the value,do you want them to ask for a
refund? And I was like, No. Andshe's like, but you're gonna do
it. Do you understand whatCarmen is, and we're gonna go
build a business, you just quityour job and you want your money

(01:17:22):
back. And I was like, I'm suchan idiot. And at that point, I
was like, I have got to changethis. Like, like, my head was
just such a piece of crap. So Iworked on my mind every day. The
greatest gift you'll ever giveyourself is spending time
working on yourself. I spentevery day, all day, studying,
training, I cut the check. Wesold our house, we did

(01:17:43):
everything, and we went to zero,and we rebuilt. Huge

change in your life. You're starting a new
company, lots of new businesses.
Most new businesses needcapital, and you got a total
reset. So you did sell yourhouse, you sold your furniture,
you didn't have mattresses, yourented a house. Put yourself
back in that mindset right now,and think about the first day
you're in this rental house. Yougot nothing there, but can you
put yourself in that mind rightnow? It was amazing.

Yeah, listen, we so look, I'm going to tell you
this, when a man really decidesto change, his wife goes all in
on him, but not until she seeshe really made a change. And
most people like, Oh, I'm goingto change. I've never told my
wife I was going to change likethis. When I made this change,
it wasn't my idea to sell on thehouse. Dude, this is crazy. My
wife raised our kids in thishouse. This was her home. Okay?

(01:18:34):
She said, in order for us tomake it, it's going to take
everything we have. We're goingto sell the house, we're going
to sell the furniture, we'regonna explain to the kids that
we're recreating our lives.
You're gonna reinvent yourself.
I'm gonna reinvent myself. We'regonna get in shape. We're gonna
get closer than ever. Dad'sgonna be a good dad. You're
gonna be a good daddy. Nowyou're also right. Going to be

(01:18:54):
here with us, and our wholefamily is going to do this
together. You're taking yourfamily with us, and I will
support you. I will back you,but I don't want to be your
queen. I want to be your battlemate. From now on, me and you,
we go to battle together. And Iwas like, I'm in remember? I
almost went to jail. I almostdid all this. I see this guy now
changing my state. I seedifferently. Do we went to this

(01:19:15):
little rent house. There wasmattresses on the floor. My wife
said, I'm not furnishing it.
There will be no furniture inthis house. There will be
mattresses on the floor. We'regoing to stay like this until we
move out of here and build ourdream house. We're going to
build our business. It was likean FBI lab, two plastic tables.
Me and her took phone calls allday long. All I did was shot
content on the internet, which Iwas an absolute weirdest thing
ever, because I never had spokento a phone before, a camera. And
it felt really weird, you know,but, but we learned we learned

(01:19:39):
it all. We learned everything.
And I was so hungry andpassionate. Had so much pain,
and I knew everybody was bettingagainst us. Everyone was like,
Are you guys? Okay? What's goingon? What happened to your house?
We didn't answer. No one. We cutour whole family off. We cut
everyone off. No one knew whatwas happening. And then when I
started posting all the storiesyou think people are on social

(01:19:59):
media. You think people be like,Oh my god, I'm so proud of you.
You're starting your business.
No. Dude, they were like, whoare you? This isn't who you are.
We know who you are. You know,I'm saying, Why are you trying
to pretend like this? And that'swhat happens when you try to
change. People can't change infront of their peers. And so
literally, me and Jackie up, wemoved to Arizona, which is here
we left everything we knew,everyone, everything, all of it.
And, dude, I'm telling you, werebuilt our whole freaking life,

(01:20:23):
and the rest is history. Dude,everyone can do it, but she
backed me. She backed me becauseI kept my word that time

when we reinvent ourselves, we have to tell
ourselves the truth. And why isit so hard for us to look in the
mirror and be honest withourselves

because we feel unworthy. I mean, honestly, I
mean, really, anybody that'sbeen through a hell life or
through some stuff, I mean, youknow, you're thinking about all
the people that said you weren'tgoing to make it. You're dude,
honestly, you're thinking abouthow bad you've been to yourself.
I was really bad to me for along time, dude, when I was
going to the FBI stuff, therewas a lot of times and I was
like, Dude, I'm gonna kill me.
Like, if I would just, like,like, if I would just kill me.
Like, everybody's gonna bebetter. Like, dude, the devil's

(01:21:05):
so good about making peoplethink they're not gonna make it
through a situation. And so, youknow, the good thing is, is that
again, I just lessons, man,they're just lessons. They're
nasty lessons. And, you know, Idon't wish anybody to have to go
through any of these nasty ornasty lessons, but I've learned,
the bigger the mess, usually,the bigger the message, man, the

(01:21:28):
more wounds you have, the moreweaponized you are. You know,
Saul, in the Bible, turned toPaul. I mean, dude, he was a
Christian killer, and took theBible the furthest. I mean, you
know, it's like, Dude, I thinkGod likes a a good example.
Some. I think he likes goodexamples, you know, so that
other people can be like, hell,dude, if he did that, I can do
it.

So you started this new business, coaching
business. Elliot group is thename of the business, and you
started putting out videosonline. You actually put them
for sale before the class waseven finished. So tell us, most
people have a plan. They justdon't create these videos
online. You just kind of trialby area. Started posting all
these free content. Give us thestrategy between free content

(01:22:11):
and paid content. And how doesthat whole conversion process
work? People are saying, Whyshould I want to pay Andy Elliot
this, all this money when I canget it for free?

Well, number one, you get better every day. That's
the trick. And so I learned thisright out the gate, which I had
a lot of people tell me, like,Don't give away everything you
got, because then nobody can payyou for anything. Again, that's
not the abundance mindset.
That's a scarcity mindset. Andthank God I didn't listen to
those people, because like,value first, like value added
content was what we did. Sobasically what I did is that I
crushed the game, if you if youreally want to know this, in 30

(01:22:44):
seconds, I went to Google, Ityped in car sales training,
because that's what I was goodat at first, right before we
niched out to all industries, Iwent into Google and I typed in
car sales training. Car salestraining in Google said people
also searched. And all of thosetitles that it gave me that
people also searched. I madeYouTube videos on every one of
those titles. I clicked on thosetitles that said people also

(01:23:05):
searched, and I knew that Googlehad crawled that blog or that
video. And that copy was veryenticing, because it served it
before anything else out of like20 million searches, it served
that one, so I'd copy and pasteand paste and move it over here,
so literally it would crawlmine. And I used the same title.

(01:23:25):
And then I made videos showinghow to overcome that. I made a
500 to 1000 videos within oneyear, just kicking them out
every day, every day. I didthree, three to five a day long
form YouTube videos. And thenguess what happened? I didn't
ask for $1 I went broke for ayear. All I did watch, smartest
thing I did, and it was stupid,but smart. So Gary V had this

(01:23:47):
text community, and it said,text me. I didn't understand. It
was a text community. Like, whatdoes that mean? Because I don't
not smart technology, I got togive a cell phone number out. I
was like, Dude, this cool guygives his cell phone number. So
I gave my cell phone number outto everyone. And so every day
it'd be like a dick pic, like anaked picture. Somebody's saying
something bad, and then 10people tell me they love my

(01:24:09):
training. It's like every day,like it was, like that was the
world. And I wouldn't askanybody to buy anything. I would
just respond say, Hey, man, Ibelieve in you. I appreciate
you. If you need something, letme know if you have an
objection. I'll help you coverit. If you want to be a good
leader, this, do this. And I wasdoing this, and I was posting
content online about my lifechanging, transformation and
getting in shape, talking aboutmy wife, loving my kids. And I'm
doing all these things, but thebiggest, craziest thing is, is

(01:24:30):
that I built up a following inan audience, and I really
understand what I was doing. Andthen this guy told me, he goes
in 2020 he goes, dude, you needto build a course. And I built a
zero to 100k course, and it'show to go from zero to 100,000
to go from zero to $100,000 asales guy I posted it wasn't
even finished. The course wasn'teven made yet. I just kind of
started making it. But he waslike, Yeah, you want to pre
release it. Tell them. Tellpeople it's 1000 but they can

(01:24:52):
buy it for like, 299 if they getit tonight. And I was like, Oh,
great idea. You know, I didn'treally know I was doing so I go
make. This youtube deal, and Igo live on YouTube to the people
that had been watching me giveaway free content for the last
year. And I said, Hey, if you'vebeen watching my content and you
know, it's helped change yourlife or make you more money in
any way, I've actually created astructured course you'd have to
dig all over YouTube for it, 21modules that will teach you how

(01:25:15):
to go from zero to 100,000 fastand get there again and again
and again in sales. And so Imade it this. You guys been
asking for it, so I made it. Igo to bed. I woke up the next
morning. There's 150 grand in myStripe account. And then I
started to understand, I'mgonna, I'm gonna make this a
business. And I just becameobsessed. And I still to this

(01:25:35):
day, give away massive amountsof free content and training
everywhere. I think, honestly, alot of people are always like,
if you buy this thing, you buythis thing, I'll show you how
good I am. I get better everyday, dude. I take the old me to
the back of the building. Ishoot him in the head every day.
So if you knew me yesterday,like, if you we meet today
tomorrow, you're not going toknow me, because I'm going to be
a different guy. So if youbought my training yesterday
today, like, you're gonna haveto buy it again today, because I

(01:25:56):
just keep growing, man. Like Iunderstand the art and the game
of change, and I become obsessedwith it. I'm a super freak with
it, like I'm obsessed like acrackhead trying to chase his
necks hit a crack, for an edge,for a self development, for
social media. Do I understandthe algorithms? Like no one, I
understand everything. Iunderstand how to transform,
change anybody's life. Whensomebody's talking to me, I can

(01:26:17):
feel their pain. I can changethem. I know I can teach people
to sell I never turn it off. Idon't have an off switch. I was
dead for 39 years, so now I'mgoing to be like this until I
die. And anyways, that's how Ibuilt my business.

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Andy Elliott: The No-BS Blueprint to Winning in Life and Business | E153

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.css-14f5ked{margin:0;word-break:break-word;display:-webkit-box;-webkit-box-orient:vertical;box-orient:vertical;-webkit-line-clamp:2;overflow:hidden;}Andy Elliott: The No-BS Blueprint to Winning in Life and Business | E153