June 11, 2025 • 40 mins
Nathan Newberry shares his journey from Christian pastor to high-performance business strategist, revealing how shifting his mindset allowed him to make a bigger impact through entrepreneurship. His experiences building and selling a marketing agency, managing million-dollar sales teams, and developing the AI Freedom Method provide valuable insights for entrepreneurs looking to scale their businesses while maintaining freedom.
• Originally planned to follow family tradition as a Christian pastor before realizing he could make greater impact by building wealth and giving back
• Started with a construction business that failed but revealed his marketing talents, pivoting to build a successful marketing agency he later sold
• Created the AI Freedom Method focusing on gaining more money, time, and impact
• Identifies the four essential skills entrepreneurs need: marketing, sales, fulfillment, and building systems/teams
• Sales success comes from confidence in yourself (knowing who you are) and conviction about how your product helps others
• AI is a powerful tool but requires human oversight and customization to be truly effective
• Building a personal brand is crucial for long-term entrepreneurial success
• Emphasizes that knowing Jesus provides purpose and meaning in business and life
Reach out to Nathan on Instagram for free resources including his sales playbook and AI playbook to help you build your online business.
Thanks for listening & being part of the Mindset Cafe Community.
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Transcript
Episode Transcript
Available transcripts are automatically generated. Complete accuracy is not guaranteed.
Speaker 1 (00:00):
Yeah, it's Mindset Cafe.
We all about that mindset.
Gotta stay focused.
Now go settle for the last.
It's all in your head how youthink you manifest.
So get ready to rise, cause weabout to be the best.
Gotta switch it up.
Gotta break the old habits.
Get your mind right.
Turn your dreams into habits.
No negative vibes, onlypositive thoughts.
Speaker 2 (00:20):
What is up, guys?
What is up?
Welcome to another episode ofthe Mindset Cafe podcast.
It's your boy, devin, and todaywe are joined by an awesome
guest who I had the honor ofbeing on his podcast as well, so
make sure you check out thatepisode.
But we had such a great time onhis podcast I told him I was
like man, we got to run thisback and have you drop some
(00:41):
knowledge for the Mindset Cafe.
But Nathan Newberry, he is ahusband, he is a father of three
and he is a high performancebusiness strategist who has
built and sold his own agencyand led sales teams generating
over a million dollars a month,and he's basically created a
system that he calls the AIfreedom method.
So we're going to dive into allof that.
(01:03):
I don't want to give away toomuch of his story because I like
to hear it straight from thesource, which I know you guys do
as well.
But without further ado, nathan, thank you so much for hopping
on again with me and running itback.
Speaker 1 (01:14):
Yeah, thanks for having me.
I'm pumped to have yourlisteners hear my story and
hopefully resonate a little bitso they can learn and scale as
much as they can.
Speaker 2 (01:24):
So let's start off.
I mean, before we dive intowhat you got going on now, I
always like to get somebackground right.
So what was your journey likebecoming an entrepreneur?
What was your childhood like?
What was the route that youtook to become the version that
you are of you today?
Speaker 1 (01:41):
Yeah, dude, I was a pastor for years Christian
pastor and I never thought I'dmake any money.
I thought I was there to likeserve people.
My dad was a pastor, my grandpawas a pastor, my cousin, my
brother, my uncle just the wholefamily were Christian pastors
and that's what I thought thelane was for me.
And I remember my wife and I wedid missions for a little bit.
(02:05):
After years of doing ministrywe came back and I'm like what
the heck do I do now?
And I remember there's this oldProtestant pastor, jonathan
Edwards.
He said this he's all make asmuch money as you can, save as
much money as you can and giveas much money as I can.
I was like, all right, if I'mnot going to give in the
capacity of selling Jesus andtelling people about gee, I'm
(02:26):
going to go figure out how tomake as much money, give as much
money to the kind of thosecauses and things and help as
much as I possibly can.
So it was just a shift inmindset of like all right, now,
let's like create some wealth soI could like help more people.
And that went on a journey tolike figure out everything.
And so I ran a marketing agencyfor nine years, you know, and I
(02:47):
did that.
And then I sold it to mybusiness partner and then now I
got into high ticket sales and Idid that for years and then I I
did really well because I caredfor people, you know, and I
think that's a big thing we canriff on.
You know some things like thataround sales of why people suck
at it and why people stop doingit, but the need for it and
doing it well.
And then I started managingsales teams.
(03:08):
You know where I you know wedid millions of months just
because we started leveragingand doing the right things.
And then now I help people withthe right you know components
of getting the right leadgeneration going on in their
business and online business.
And then you know buildingsales teams, doing media teams
and then just creating, you know, sort of the online
(03:28):
infrastructure that people needto be successful online and it's
easier than people think.
It's just a different empire.
It's a different growth mindset.
It's a different perspective ofbuilding things.
That isn't taught anywhere.
Speaker 2 (03:42):
So no, I mean.
It's interesting, though,because I mean one of your core
values.
What it sounds like it was toimpact people and that's
something that we have in commonand going from being a pastor
and helping people with theirspiritual journey and their
faith and everything like that,to being able to give back and
understanding that, if you'reable to basically lead with you
(04:07):
know people first and having,like you know people at first
foremost, like the profits andeverything that that all comes.
But you have to have thatdesire of understanding like
you're dealing with people andwhen they're appreciated, when
they're felt taken care of, likeit's reciprocated Right and so
what?
My question, though, is whatwas that moment that was that
(04:29):
initial light bulb that youdidn't want to continue down the
path, to pass a road?
Speaker 1 (04:36):
Um, I don't know if it was like a switch.
It was more of just like whatcapacity you know.
You know God calls us todisciple as many people as we
possibly can.
I don't think that journey everends or has it where it's like
your full-time vocation, right,it's just a shift in like the
ability to do it full-time ordoing it where you can help
people in different levels.
Like you know, I still serve inour church that we have local.
(04:59):
We still connect.
We give.
We, you know, have a fellowshipat our own home.
We give our kids private school.
You know we, we do all thosethings we possibly can to to be
in the community and culture andyou know I coach my kids.
You know T-ball, you know thattype of thing where it's just
like you're constantly, you knowin the world but just not of it
, right.
But yeah, this is where the bigframework for me.
(05:27):
I tell it two different things.
One, it was back when I firststarted my first
entrepreneurship journey.
I scaled really fast because Ifigured out the marketing stuff
and the first entrepreneurshipjourney was I had a fencing
company that turned into aconstruction business that just
got out of hand and I hated mybusiness.
I had 12 guys in my payrolltrucks, offices, materials but
(05:47):
then I had people like stealingfrom me not showing up.
It was just kind of a roughpeople that I was hiring.
It was just not my world.
But I did figure out all themarketing thing.
I figured I had the only personthat had the website in the
valley, the only person that wasanswering the phone calls when
people had it.
I was diligent, I was on it,but there was a point, a
breaking point.
I fired everybody on my payrolland I was like I'm finishing up
(06:12):
all these jobs because ofeverything.
I had a bad CPA tell me hey,you're going underwater or this
and that, and I just hadprojects that were just looming
that I needed to finish up.
But of course CPAs knoweverything right, and so it was
just a bad advice that I got andI had to just clean house.
And it was a moment thoughEverybody has these moments
(06:34):
where there's a line in the sandwhere it's like nobody's coming
to save you.
You got to figure this out, andI remember a drive in me that I
never had before all theprojects done, telling someone
that you had a big contract withlook, I can't do this anymore,
(07:09):
Let me give you money back andbe done with it.
I had the IRS call me.
I had creditors call me saying,hey, you need my.
All those challenges thatentrepreneurship had to deal
with and I remember it feltsuffocating.
But it was also the growingmoments where it's like, all
right, now I need to figure outhow to do this business right.
(07:29):
And I shifted into marketing andjust read all the books, got
the mentors, made money, savedmoney, gave money, really kind
of just stacked as much as Ipossibly can, because I got that
light in the fire and I thinkeverybody has to hit those
challenging moments to to reallykind of waken you up in a way
to grow.
And something that my pastortold me and I really liked it.
(07:52):
I said the role of a man isfour things.
This is what I.
I teach a lot with this and I Ididn't know who.
Oftentimes in sales or even inbusiness in general, people need
to know who they are and theydon't know oftentimes who they
are or where they're coming from.
And this is really where therole of a man is.
Four things you need to lead,love, protect and provide.
(08:13):
Lead, love and protect andprovide, and if you can't do
those sort of things, it'schallenging.
And so this is why I'm a bigadvocate of being an
entrepreneur, even if it's aside hustle while you're working
.
Is you need to provide so muchout of the core four corner of
the stones of all those you gotto be able to provide well
enough?
Because if your wife is makingmore than you, there's going to
(08:35):
be challenges in the marriage,right, if you're not making
enough money and the thing, thenyour kids are going to be in
the bad neighborhood and it'sgoing to be rough and it's not
going to be a good part ofthings where you're just going
to not be in that stuff and yourwife is not going to be able to
respect you, you're not goingto lead your family well, you're
not going to feel confident inthose roles.
So really cornerstone isproviding.
(08:55):
So what can you do to makemoney is going to really kind of
help that future.
It's not everything, but it'sreally helpful when you have
some of those things that canprovide and give some outlets
for you and your family to kindof be able to do more for your
family, your kids, your wife,your community, for your church,
and so do the hard things.
(09:17):
In the moment it's sosuffocatingly hard.
Speaker 2 (09:20):
It's what I kind of learned.
No, definitely, and I love thatyou said that.
You know sometimes we come tothis.
You know you have to draw aline in the sand and that, no,
it's what I kind of learned andthe inactions that you take or
(09:42):
don't take, and you have to wantit and whether you feel like it
or not, you have to do it ifyou truly want it and something
that you mentioned you have toknow who you are.
It's funny because I literallyjust put a quote up last night
on social media.
I was reading or listening toessentially Relentless by Tim
(10:03):
Grover.
I was reading or listening toessentially Relentless by Tim
Grover.
I've listened to it listened toit like this is my third time,
just when I'm working out and hesaid a quote in the book and I
put it on social media.
It was you need to know who youare in order to achieve what
you want to achieve.
And so it was crazy that youhad mentioned that as well,
because it is so true.
Sometimes you know we're tryingto figure ourselves out and we
(10:25):
say we want this, but it's youknow, we're not doing anything
that aligns with that, or anyactions that you know align with
that.
It's like you need to know whoyou are and what you want as
well, right.
And so sometimes you do have toself-reflect, and maybe it is
your.
You have a weakness in one ofthose four pillars.
you know if you are a man andagain, I agree, like those, it's
(10:47):
very basic, but at the sametime, like it is very true,
right, those are the kind of thefour cornerstones of being a
guy and as much as society wantsto tell us, it's not, and I
know it's controversial it it iswhat it is, that's that's.
It is Like they say that theonly you know people that are
loved unconditionallyessentially are children and
(11:09):
women and essentially you knowlike animals you know, but
that's typically that those arethe unconditional love.
It's like you know, if yourwife doesn't work like, you
still love her.
You're the one supports her.
If you all of a sudden juststop working again, your value
is kind of tied to those fourpillars.
Right, right, unfortunatelyRight.
And so I think it is so trueand so important that you
(11:31):
mentioned it.
What was some of those mindsetshifts that you had to have?
Going from, you know cause,going from pastor to
entrepreneur, was already, youknow, a complete identity shift,
but also a mindset shift thatyou were kind of alluding to.
But then the mindset shift thatyou had from going to
(11:52):
construction to go in themarketing agency is interesting
because you found something, youfound an area of business that
you liked or that you did wellat right within the construction
industry and you're like well,I do this really well, I'm the
only one that's doing this partof the business.
I can just build anotherbusiness only doing that one
(12:13):
part of the business.
So what was that mindset shiftduring that process of starting
that agency?
Speaker 1 (12:22):
I don't know if it was a mindset.
It's like sometimes thesethings fall into your lap, like
and you're trying to figure outwhat to do, um, and tell, you
know, people point those thingsout that are kind of obvious,
like I'm a hardheaded, andsometimes I don't know.
You know what I'm doing.
So I'll give you an example ofhow hardheaded I am sometimes,
like I, I'm a big vision guy andso sometimes when I tell my
(12:45):
wife things like those ideas,she thinks the reality, when I'm
just brainstorming, right, andI don't know if anybody account
for that.
I love my wife, but it'ssometimes hard to have those
visionary idea and she's just,she's learned that that's not
what we're going to do.
It's just like an idea, youknow.
(13:08):
It's like, hey, we should go.
You know, like I was just on apodcast before this guy moved to
the you know in France and inParis, and you're like honey,
let's go, like live in Paris fora while, that'd be cool.
You know she was like she wouldthink you know now, not now,
she knows, but know what's goingon, you know and what, what's
like.
Okay, that's a side note, but Itold her anyways.
I was like man, I really wantto just be coaching people
(13:29):
rather than me just doing allthe fulfillment, like.
I love doing the sales partbecause that's all I have to do,
like.
So this is what I found out asa business owner you there's
four skills that you have tohave.
You need to know how to marketyourself.
You need to know how to sellyour service, you need to know
how to do the fulfillment, andthen you also need to build
systems and then run teams.
Right, those are a lot ofskills you have to learn.
(13:50):
What I love about RobertKawasaki in his book, you know,
with his rich dad just talkingabout hey, you should just learn
how to do sales.
That will help you in all theendeavors you do is that's out
of the four skills, you onlyhave to do one.
I didn't have to do thefulfillment, I didn't have to
market those leads.
All I had to do is just do thesales, and I got really good at
that because that was just oneline of one skill and you master
(14:10):
that and then you can learnsome other skills, and so I wish
I did it the opposite way,where I learned how to do sales
first and then marketing.
They overlap a lot, but all thatto say is I was like I just
love like strategizing and Itold my wife I'd love to do it
and I was.
I was waiting for some pushback, right.
But then people in my life andthis is how you do, it is just
(14:30):
your wife's like you would begreat at that.
You should definitely do that,which was different perspective
than what I thought.
But I'm blockheaded sometimes.
I don't think you know that Iam that type of person until you
know your loved ones comearound.
So all that to say is I thinkif people are trying to figure
out, hey, what lane do I go into, is sometimes just asking those
kinds of questions.
Nowadays you can even ask chatGPT to help you kind of reason
(14:53):
on some of these things and takethose personality tests is
really helpful for people tokind of just figure out what
those lane of things are.
And dude, I coach you this allthe time.
You'd be surprised.
The biggest thing that someoneneeds when they're building an
online business is actually likean irresistible offer.
(15:13):
But more often than not, when Itake people on as clients, they
still don't know what theiroffer should be or what they do,
and they're generalist and wewant to pinpoint, and so some of
the conversations I have islike, hey, let's pinpoint this,
this, this, and then just get itnarrowing it down where it's
like a killer offer, and thenthey feel aligned with it.
So the goal with you know,online business or a business in
(15:36):
general, is to be in that sweetspot where what you're doing
brings you life, not takes itfrom you, right?
Speaker 2 (15:44):
Right.
Speaker 1 (15:46):
And there's some people in your life, in your
business, that are like, if allI did was build websites, or if
all I did is build Excelspreadsheets, or all I did was
accounting, or all I did waswhatever in your business, you
hit that lane.
There's different personalitieswith different types of acumen
and desires, and so I thinkeverybody needs to find those
things that they really want todo and just not work on their
(16:07):
weaknesses as much, but likework on their strengths and live
into those strengths and thenbuild systems and teams around
it to help you support thatvision.
Speaker 2 (16:16):
No, and I agree with everything you said.
The interesting part to me is,though, is, like, with your
frustration of, you know, kindof closing up shop with the
construction, right, and yourfirst essentially run at
entrepreneurship, you know, notgoing the way that you know you
would envision it right, mostpeople would get discouraged
(16:36):
right there because what theythought was going to be
essentially they open a business, and now they get all their
time back because that's whatsocial media tells you nowadays.
You know four hour work weeksand so forth, and it's like you
closed up shop and then youturned around and opened up
another business, right, and somost people wouldn't have that
(16:58):
innate drive to want to tryagain.
What was going through yourhead on in realizing that this
time didn't work out, that'sfine.
That doesn't mean it's gameover.
That just means let's play anew game.
Speaker 1 (17:15):
Man.
Oh man, that's a good one manthis is.
I mean, that's the differencebetween winners and losers.
I mean that's like if it was mywife's opinion, I would have
never started a business.
But I'm not wired that way andshe's kind of expected like, all
right, he's just going toalways do this, like the other
(17:36):
day I'll tell you, like mywife's like hey, we, we, I'm in
San Diego on vacation andsomeone took our, picked up our
mail and put it in our housetaking care of some of this
stuff, right, and they're likehoney, you just got this thing
in the mail.
It's like it's a new LLC Icreated.
Did I tell her about it?
No, because I'm sorry, this islike, and I was like yeah, I'm
just there.
Okay, you know, everybody'swired differently and I've
(18:10):
expected and just understoodthat I'm going to be understood
and I just don't care anymore,like what people think or what
I'm doing.
I'm just going to grow and justwant to expand and do what I
possibly can.
It's fun to grow and scale.
And if you have that mindset toexpand and do what I possibly
can, it's fun to grow and scale.
And if you have that mindset,you're odd.
You just need to be aroundthose other odd people like me
(18:31):
and you.
Otherwise then you won't feel asestranged with that.
I think that's the other part.
And then you get around someother amazing people and they're
doing some major level thingsthat you're like man, I'm not
playing as big as I probablyshould.
What's going on?
So that's why you need to bearound other, you know major
players, because then they kindof level you up to to think
(18:53):
bigger, to do bigger and andthat's the type of thing.
It's just like I, it was hard toshut that business down, but at
the same time it's just likewell, I just got to keep on
going, keep on moving.
And.
And this is where it's justlike well, I just got to keep on
going, keep on moving.
And.
And this is where it's likewhen I talk to entrepreneurs,
here's the difference.
It's like yeah, it's going tobe hard, you're probably going
to fail the first few times.
(19:14):
That you're going to do it, youknow, and it's just to keep on
pushing forward.
It's you don't have a B option.
You can just keep on doing it,you know, and make it happen,
and you have to pivot along theway, but it's okay, it's just
the part of the process.
Speaker 2 (19:29):
No, definitely, and it's funny because my wife is
the same, it sounds like as yourwife, and, believe me, I know
we're probably not the most easypeople to be married to, but
what's funny about that is, likecause a lot of people again
think that entrepreneurship iseasy.
Being an entrepreneur, you knowyou could tell people with an
(19:52):
honest answer.
It's not easy, right?
Especially in the beginning.
There is going to be long daysthat you trade a nine to five
for 24, seven.
Essentially, especially in thebeginning, do you get your time
back a hundred percent frombuilding systems, from building
teams and so forth?
But in the beginning, you gotto wear all the hats Like you
(20:12):
don't have the reason.
Like, if you don't have systemsand processes in place, how is
your team going to implementstuff that you don't even know
how to implement yet, right?
So the crazy thing about it,though, is the difference that I
saw in you and even in myselffrom my journey of you.
Know, entrepreneurship, too, islike.
That's the difference not onlybetween winners, but from true
(20:32):
entrepreneurs and people playingentrepreneur.
Right, they want, they want thetitle, they want to call
themselves an entrepreneur, butthen it gets hard, things don't
work out and they're like well,it's not for me, I'm out, right,
and it's like, that's just,that's it.
So when anything gets tough,that's what's going to happen.
Are you becoming fit?
Are you a fitness enthusiast?
Are you just playing that roleright now?
(20:53):
Right, what, like it can gointo any area of life, right?
So I think that's amazing, likethe way you said it, because,
at the same time, like it is asstraightforward as it is, that's
what separates, you knowwinners and losers, you know.
So the next thing I want tokind of dive into, though, is
something that you kind ofmentioned a few times is about
(21:13):
systems, right, and I think thatsystems are so important, and
the mindset of why they'reimportant is what I'm wondering.
What you have Cause.
One of the things you mentionedis that it's systems over
hustle, right.
So what does that kind ofallude to for you, and why
should people want to, or atleast have the mindset that they
(21:33):
need to have systems in place?
Speaker 1 (21:36):
Yeah, the method that I teach is the AI freedom
method.
Overall, like, what we all wantin our life is freedom, but we
kind of categorize it in abucket in these three ways.
You want more money that'salways helpful.
You want more time, flexibilityand freedom to work on the
things you want to do, or havethe flexibility to be able to do
what you want.
(21:56):
The other one is impact, andthat's a unique one.
That's a wiring that God gaveus all.
We draw a lot of significanceand fulfillment from the service
of others.
Okay, and this is where there'sa lot of service-based business
, because God's wired us toserve other people.
How often do you see a bear, adeer, a skunk go and serve other
(22:20):
skunks?
Yeah, it's an internal wiring,a human thing that God talks
about.
He made us in his own image.
So we draw a lot of thatsignificance and fulfillment
from the wiring that God gave us, and so that's a good part.
Now it's like what can you servepeople?
And with the top level youpossibly can, but you need to
(22:40):
come with a full cup.
You're not coming with a fullcup, then you can't have the
overflow of pouring out withother other things, and so you
know you and I are, at the earlystages, had kids.
That's not always easy.
There's different seasons inlife that I figured out where
it's like it's easier to be ableto do the hustle and grind and
build a build when you don'thave those young kids.
(23:01):
You know waking up multipletimes a night where you have to,
you know, help them survive alittle bit.
You know, um, but you know,overall it's like the ai freedom
method is is embracing the goalof the freedom but then
figuring out the systems andleverage of ai you possibly can
to help you buy back that timeso you can have the in internal
(23:25):
freedom to be able to give moreand do more of those lively
things.
And so some of the systems thatI create you know within what I
was talking about you got toknow how to market, you sell, do
the fulfillment, and then theAI, and then systems and teams
Right, and so systems are hugebut you also have to build a
team to follow those systems.
But you also have to build ateam to follow those systems.
(23:49):
And that's hard for anentrepreneur because we're wired
to be doing the work but notshowing people how to do the
work.
So I'll give you an example ofwhat I mean by this.
I don't know if you guys havehad any bosses like this, but
I've had bosses that just aregreat hustlers.
They're great solopreneurs, youknow, and I would you know.
I've seen these guys.
They run an amazing businessbut then they have all these
(24:10):
other side hustles.
I remember driving with one ofmy old bosses that are really
respected.
He had a real estate portfolioand he would go by these
restaurants that would havethose gumball machines and go
collect the know and then oneday he'd be having like a
refrigerator that he would goand find.
I don't know where he got thisrefrigerator, but he's put
(24:32):
taking it to one of his you knowhis buildings and from his
tenants he's just alwayshustling and grinding.
But you know, to be honest, hedidn't have the greatest
marriage.
His kids really didn't, youknow, love him because he wasn't
around, you know, and I waslike I didn't want that, but it
was because he didn't know howto delegate and as much as I
knew how to run his own businesson one of them, it was hard for
him to let go to have empoweredsomeone to do it, because he
(24:55):
felt like he needed to do it,and so I was like I don't want
to be that person.
I want to learn how to delegateand empower people to do it,
and so it's just looking at whatare the systems to do it, and
so I just really try toreplicate myself as much as I
possibly can and run a marketingagency.
You learned a lot of that, andso you have to productize your
(25:16):
offering in such a way where youcan have repeatable systems of
what I did, and so I createdsystems and then having people
run those systems and this wasbefore AI too to leverage all
that stuff, and that was harderwithout AI.
Now it's a lot easier with AI toleverage some of this stuff,
but if you could build thesystem that someone can run and
create is the best thing, andI'll give you the other example
(25:41):
of this.
That's the operation side.
You also need to figure out howdo you replicate yourself on
the marketing and on sales andeven the content you need to
create to build a personal brandright, and so even in the sales
teams that I help, the greatestsalespeople are the ones that
follow the script you know, andso it's like they can have
(26:02):
syntax of it, like I know thatyou're a big component where
it's like you want to.
You know you did it better thanthe your previous boss before
you started your businesses.
You know, like you said theother day on your stuff on the
podcast, but like if you couldcreate a game plan that someone
can replicate and win, even ifit's like 80 of what you were
there, then it's it's betterthan than nothing.
Speaker 2 (26:24):
So yeah, no, I do, I believe in that.
I think when we were talkingabout scripts like there, what I
realized from my previousboss's scripts, right, was that
there was components to thescript, there was a flow to the
script, right, and it was like Icovered all the same flows at
the same points, but.
(26:45):
But I just said it a littledifferently, right, and because,
like how, the speech in youknow, word for word, didn't
sound like me, so it came offdisingenuine and so realizing,
for, like the gym, the franchise, like we don't have traditional
scripts, that it's like fullparagraphs, it's, you know,
pretty much bullet points oftopic, you know topic, topic and
(27:06):
basically transitions of how tocontinue the flow through it,
and then essentially the tiersoff of the client or customer's
answers, all right, and so thereis still a script to just you
do have to have that.
I think the hard part againabout systems is people like us.
We do things and we learnthings and we start to do them
(27:29):
without creating a system, notknowing that we're even doing
them.
I learned firsthand when Ilaunched the franchise side that
I was doing things without evenrealizing that I was doing it
or thought that everyone justknew that you needed to do these
things, and so, when mybusiness partner was not doing
that and our business was takinga dip while I was launching the
(27:49):
franchise, I was like, dude,what's going on?
And he was like I'm trying tofigure it out, I don't know
what's missing.
And I was like, well, you dothe ABC?
And he was like, well, I didn'tknow that.
And I was like dang.
I was like common sense is onlycommon to the person that knows
it, and that was that lightbulb that you know went off on
my, went off with me, and Irealized that.
A question that I have for you,though, too because, like the AI
(28:11):
, freedom is, it's interesting,and I have a haven't my opinion
on it, but then you mentionedsomething so I think we are
aligned in this is I think somepeople rely too much on AI when
there's, believe me, a lot couldbe integrated into AI, but my
(28:31):
opinion is that there stillneeds to be a human component
and a team component to that.
What are your thoughts on that?
Meaning that if someone wantedto just replace their whole team
with just AI and so forth,versus that human component
aspect to it?
Speaker 1 (28:51):
It's a tool, right, it's a tool, and I want
everybody on my team to learn it.
It's not an either or now it'sbaked into everything, and so
it's.
Everybody has to adopt or dieum, and so there's people that
have taken, you know, hard lineson both um, and so I would say
(29:11):
that there's a balance, and thisis what I mean by it.
There's a.
There's one thing that ai can'treplace, and that's human
interaction.
You know they can, they can dolike simulations of versions of
it, but ultimately, like,there's, there's senses of like
community and like vibing withpeople that ai can't do, and so
there's a thing called eq, right, so emotional intelligence that
(29:34):
ai can't necessarily pick up onyet, but that's a, that's a
component of things that you'llthat won't replace.
We're always going to need humaninteraction, and when you do
that, you got to learn how tolead people really well with
that, and so here's a reallyunique thing that I didn't
understand, but it's reallyimportant, is we're now in a
(29:56):
generation that we have fivegenerations in the workforce.
Right now, five Isn't that wild.
So I mean before, in thegenerations past, there wasn't
that many like people wouldretire and you had a few
generations working in for intheir workplace but our grandpa
is working as well as you know,the 16 year old that just got a
job and all those generations inbetween and Jim have different
(30:19):
drives, momentums, motives,everything like this, their
background, their experiencethat play into the workforce,
that have different drives,momentums, motives, everything
like this, their background,their experience that play into
the workforce, that havedifferent perspectives on how
you can motivate and lead eachof those people.
So it's if you can learn the EQof like what's driving people
and motivating people ondifferent ages and what they're
driving for it's way differentthan anything before.
(30:42):
And so this is really wherelearning to lead is going to be
really, really helpful, andthere's books out there, there's
resources to really kind ofhelp people learn that.
But AI is a tool, so I use itand it can get me 80 to 90%
there, but I still need to finetune and tweak it.
People do the copy and pastething with ai and they don't
(31:03):
even read it and that's adetriment to you know, seo.
That's detriment to content andit's detriment.
So you just have to tweak it.
They can get you part way there, uh, but you can.
You need to tweak it in thehuman element to make it your,
your voice and your style.
Speaker 2 (31:20):
Uh, to do that no, no , yeah, exactly, exactly.
It is a great tool, but youknow, like you said, you still
have a team that's using itright Instead of it being your
team Right, and that's where Ithink some people are, are
trying to replace it and, again,it's not a hundred percent
there yet.
I mean, I saw this ad or Ithink it was an ad where an AI
(31:41):
bot which sounded like a person,like a legit person, was
calling someone and it was liketwo 30 in the morning and it was
essentially a sales pitch oryou know, a sales pitch, slash
confirmation.
And the guy's like you know,you're calling me at two 30.
He was like, oh, yeah, exactly,but you know, just to confirm.
And I was just like, dude, ifsomeone called me at two 30 in
the morning to confirm anappointment, I was like you're
(32:03):
probably not going to have thatappointment with me anymore,
like you know.
But I think that's it is so true, it's a it's an amazing tool,
but it is that it is a tool,right.
So you have your agency, youknow, and then you you realize
that you know this is this isawesome, but you wanted to make
another pivot, which I think isamazing, because I believe that
(32:24):
at any time, you can pivot, youcan adjust, you can find a new
version of you or kind of find anew passion.
What was that shift of goingfrom marketing agency to high
ticket sales?
Speaker 1 (32:38):
There's a big overlap of marketing and sales.
I did it because it was like Ihad sold my business and I was
like, what do I do now?
And you know, my wife was likewe just had another kid and I
remember the first year of ourfirst kid, our first kid didn't
let us sleep and so it was justlike if I built another business
(33:00):
right now, I just probablywouldn't do the best gate.
Let me just like do that.
And it was just like if I builtanother business right now, I
just probably wouldn't do thebest gate.
Let me just like do that.
And it was fun.
It was not difficult because itwas just one thing I had to do.
And then I just learned a lotfrom it and managed team.
And it was fun.
I enjoyed that part because itwas just in the stride of like
communicating, you know, anddoing that type of stuff.
(33:23):
So it was, it was cool to tolearn those sorts of things and
then learning how to manageteams even more.
And then the reason why now I'mI'm doing what I'm doing is
because there's there's abalance of a business.
Every business starts with some, a transaction of money, so it
(33:43):
comes with selling something.
So the clients that I work withit's like you got to sell it.
So let's help you figure outwhat that irresistible offer is.
And then knowing how to pitchit and have that.
And sales comes down to twothings.
I realized Confidence inyourself, like we talked about,
and who made you and why you'remade for the rest of your life,
right.
And if you have that thatanchors in and who made you and
why you're made for the rest ofyour life, right, and if you
(34:05):
have that that anchors in, andthen you have more confidence, a
little bit more about who youare and what you're there for.
And then the other part isconviction about what you're
selling will help that otherperson.
And I could be horrible aboutsales and have that conviction
and still sell 30% of the time.
That's what I realized aroundthis stuff is like just my
(34:26):
passion around.
What I'm selling is whatconverts.
And so what got me from zero to30% close was my conviction.
And then learning the skills ofobjection handling and
communicating and asking theright questions, and everything
like that was where I got the 40to 60% close.
And asking the right questionsand everything like that was
where I got the 40 to 60% closeright, and so this is really
(34:46):
where it's like, when you'relooking at, you know sales is
definitely tacked, but it'sreally just conviction.
And so I don't know if you'veencountered this, but, like,
when new salespeople start, allthey know is conviction that
this is the number one thing.
Why isn't everybody buying this?
I don't get what it is.
And based off of thatconviction and ignorance of the
fact that most salespeople getrejected more than they are, you
(35:11):
know, then it starts wearing onpeople.
But if you tell them like, hey,you're a rock star if you can,
you know, be rejected 80% of thetime, you know it's not easy to
deal with that, but learningsales is a skill that everybody
needs to have if they want tostart a business or have a good
career in sales, and so thoseare really good stuff.
(35:35):
And then there's a big overlapwith marketing and sales.
I want to mention that I couldbe a great salesperson but if I
don't have any leads, then I'mstruggling.
Or if I have all the leads buthorrible at sales, I'm still
going to be struggling.
So you need to have an overlapof balance and those are really
cool aspects of the business toscale and grow.
And I'll add this one part whateverything that you're doing in
(35:56):
your life, in your business, yougot to build a personal brand.
Okay, got to build a personalbrand.
One of my mentors went andasked Richard Branson who he is.
He's the guy that has theVirgin Records, virgin Air.
He has 400 plus companies.
So, to give you a perspectiveon something that I learned
about this, most of hiscompanies that he has over 400
plus with were franchised fromhis name, meaning he didn't
(36:23):
necessarily start all those they.
They franchised the namebecause the branding of how
important that was somethingthat everybody will carry the
rest of your life is theirpersonal brand.
So, build a personal brand.
So if, like, you're doing salesor if you're doing marketing,
document, some of those thingsgive value, grow an audience and
that's going to continue to adduh that for the rest of your
life yeah, no, that that's huge.
Speaker 2 (36:43):
I mean that's crazy.
And Richard Branson isdefinitely one of the legends
and I think that selling andbeing able to sell is a skill
that everyone needs to have, andeveryone kind of has that
initial, because, at the sametime, if you're single right now
, well, you need to learn how tosell yourself better and that's
why you don't have a girlfriendor a boyfriend or a husband or
(37:06):
a wife, right?
You?
know at the end of the day,you're selling yourself to.
Why you're the best you knowspouse, why you're the best
person for the job, why you'reyou know that's all sales as
well, high ticket sales, and youknow that nature.
It's just that next level ofthat.
But at the same time you haveto learn that for anything in
any industry job, and I promiseyou'll do a lot better.
(37:28):
As we wrap up, I'd like to askone final question, and this is
the legacy wall question.
Right?
So on Nathan's legacy wall youcan leave one message right,
short or long, that you'velearned along your life's
journey, along all the pivots.
Speaker 1 (37:53):
You know what would be the message that you leave
for the up and cominggenerations.
Life is short and you got toknow Jesus.
You know, if you don't knowJesus, you're going to have a
harder life.
And then you know we're madefor eternity.
Right, we're designed foreternity.
That's why there's so manypeople that have existential
crisis, because they don't knowwhere they're going after death,
and they think they're.
You know.
You know live forever andthat's not the case, and so
(38:15):
people need to know Jesus.
So, pick up a Bible, go tochurch, meet some people that
you know, love Jesus, and that'sthe answer to life.
Right there, we're not the mainperson in the story.
It's Jesus.
We're just kind of like thebehind the scenes people trying
to make an impact, uh, as bestwe can to point people to Jesus.
Speaker 2 (38:36):
Yep, no, I love it.
Where can people connect withyou and learn more about what
you have going on um with yourcoaching, with your high ticket
sales?
Speaker 1 (38:51):
Yeah, so if someone's wanting to build an online
business, reach out to me onInstagram.
I have a full playbook to helpthem with sales playbook or an
EA playbook.
They can DM me on Instagram andI can give those playbooks.
For anybody that's listeningand that wants some really good
resources they're building, dmme and I'll give those over to
them.
They can follow me mostly onInstagram is where I'm at.
(39:12):
I'm building my YouTube channel.
I have my own podcast as well,but I interview high performers
so they can go check out YouTube, but I'm everywhere as well.
Omnipresent.
Speaker 2 (39:22):
Awesome.
And then I mean all his stuffwas going to be in the show
notes.
Guys, if you're watching onYouTube, it'll be in the video
description.
But honestly, guys, make sureyou guys share this episode with
a friend.
Leave us that five-star reviewbecause it does help spread the
message.
But at the same time, yousharing with a friend helps your
friend, your family member,your spouse level up, which in
turn levels you up becauseyou're surrounding yourself with
(39:43):
higher frequency people.
But, nathan, thank you so muchfor taking the time out of your
day to run it back.
Speaker 1 (39:57):
Yeah, man, thanks for having me.
I can't be distracted.
I stay on my grind.
No time to be slackin'.
I hustle harder.
I go against the current Cause.
I know my mind is rich to becollected.
Yeah, it's Mindset Cafe.
We all about that mindset.
Gotta stay focused.
Now go settle for the last.
It's all in your head how youthink you manifest.
So get ready to rise, cause weabout to be the best.
Gotta switch it up.
Gotta break the old habits.
Get your mind right.
Turn your dreams into habits.
No negative vibes, onlypositive thoughts.
Speaker 2 (00:20):
What is up, guys?
What is up?
Welcome to another episode ofthe Mindset Cafe podcast.
It's your boy, devin, and todaywe are joined by an awesome
guest who I had the honor ofbeing on his podcast as well, so
make sure you check out thatepisode.
But we had such a great time onhis podcast I told him I was
like man, we got to run thisback and have you drop some
(00:41):
knowledge for the Mindset Cafe.
But Nathan Newberry, he is ahusband, he is a father of three
and he is a high performancebusiness strategist who has
built and sold his own agencyand led sales teams generating
over a million dollars a month,and he's basically created a
system that he calls the AIfreedom method.
So we're going to dive into allof that.
(01:03):
I don't want to give away toomuch of his story because I like
to hear it straight from thesource, which I know you guys do
as well.
But without further ado, nathan, thank you so much for hopping
on again with me and running itback.
Speaker 1 (01:14):
Yeah, thanks for having me.
I'm pumped to have yourlisteners hear my story and
hopefully resonate a little bitso they can learn and scale as
much as they can.
Speaker 2 (01:24):
So let's start off.
I mean, before we dive intowhat you got going on now, I
always like to get somebackground right.
So what was your journey likebecoming an entrepreneur?
What was your childhood like?
What was the route that youtook to become the version that
you are of you today?
Speaker 1 (01:41):
Yeah, dude, I was a pastor for years Christian
pastor and I never thought I'dmake any money.
I thought I was there to likeserve people.
My dad was a pastor, my grandpawas a pastor, my cousin, my
brother, my uncle just the wholefamily were Christian pastors
and that's what I thought thelane was for me.
And I remember my wife and I wedid missions for a little bit.
(02:05):
After years of doing ministrywe came back and I'm like what
the heck do I do now?
And I remember there's this oldProtestant pastor, jonathan
Edwards.
He said this he's all make asmuch money as you can, save as
much money as you can and giveas much money as I can.
I was like, all right, if I'mnot going to give in the
capacity of selling Jesus andtelling people about gee, I'm
(02:26):
going to go figure out how tomake as much money, give as much
money to the kind of thosecauses and things and help as
much as I possibly can.
So it was just a shift inmindset of like all right, now,
let's like create some wealth soI could like help more people.
And that went on a journey tolike figure out everything.
And so I ran a marketing agencyfor nine years, you know, and I
(02:47):
did that.
And then I sold it to mybusiness partner and then now I
got into high ticket sales and Idid that for years and then I I
did really well because I caredfor people, you know, and I
think that's a big thing we canriff on.
You know some things like thataround sales of why people suck
at it and why people stop doingit, but the need for it and
doing it well.
And then I started managingsales teams.
(03:08):
You know where I you know wedid millions of months just
because we started leveragingand doing the right things.
And then now I help people withthe right you know components
of getting the right leadgeneration going on in their
business and online business.
And then you know buildingsales teams, doing media teams
and then just creating, you know, sort of the online
(03:28):
infrastructure that people needto be successful online and it's
easier than people think.
It's just a different empire.
It's a different growth mindset.
It's a different perspective ofbuilding things.
That isn't taught anywhere.
Speaker 2 (03:42):
So no, I mean.
It's interesting, though,because I mean one of your core
values.
What it sounds like it was toimpact people and that's
something that we have in commonand going from being a pastor
and helping people with theirspiritual journey and their
faith and everything like that,to being able to give back and
understanding that, if you'reable to basically lead with you
(04:07):
know people first and having,like you know people at first
foremost, like the profits andeverything that that all comes.
But you have to have thatdesire of understanding like
you're dealing with people andwhen they're appreciated, when
they're felt taken care of, likeit's reciprocated Right and so
what?
My question, though, is whatwas that moment that was that
(04:29):
initial light bulb that youdidn't want to continue down the
path, to pass a road?
Speaker 1 (04:36):
Um, I don't know if it was like a switch.
It was more of just like whatcapacity you know.
You know God calls us todisciple as many people as we
possibly can.
I don't think that journey everends or has it where it's like
your full-time vocation, right,it's just a shift in like the
ability to do it full-time ordoing it where you can help
people in different levels.
Like you know, I still serve inour church that we have local.
(04:59):
We still connect.
We give.
We, you know, have a fellowshipat our own home.
We give our kids private school.
You know we, we do all thosethings we possibly can to to be
in the community and culture andyou know I coach my kids.
You know T-ball, you know thattype of thing where it's just
like you're constantly, you knowin the world but just not of it
, right.
But yeah, this is where the bigframework for me.
(05:27):
I tell it two different things.
One, it was back when I firststarted my first
entrepreneurship journey.
I scaled really fast because Ifigured out the marketing stuff
and the first entrepreneurshipjourney was I had a fencing
company that turned into aconstruction business that just
got out of hand and I hated mybusiness.
I had 12 guys in my payrolltrucks, offices, materials but
(05:47):
then I had people like stealingfrom me not showing up.
It was just kind of a roughpeople that I was hiring.
It was just not my world.
But I did figure out all themarketing thing.
I figured I had the only personthat had the website in the
valley, the only person that wasanswering the phone calls when
people had it.
I was diligent, I was on it,but there was a point, a
breaking point.
I fired everybody on my payrolland I was like I'm finishing up
(06:12):
all these jobs because ofeverything.
I had a bad CPA tell me hey,you're going underwater or this
and that, and I just hadprojects that were just looming
that I needed to finish up.
But of course CPAs knoweverything right, and so it was
just a bad advice that I got andI had to just clean house.
And it was a moment thoughEverybody has these moments
(06:34):
where there's a line in the sandwhere it's like nobody's coming
to save you.
You got to figure this out, andI remember a drive in me that I
never had before all theprojects done, telling someone
that you had a big contract withlook, I can't do this anymore,
(07:09):
Let me give you money back andbe done with it.
I had the IRS call me.
I had creditors call me saying,hey, you need my.
All those challenges thatentrepreneurship had to deal
with and I remember it feltsuffocating.
But it was also the growingmoments where it's like, all
right, now I need to figure outhow to do this business right.
(07:29):
And I shifted into marketing andjust read all the books, got
the mentors, made money, savedmoney, gave money, really kind
of just stacked as much as Ipossibly can, because I got that
light in the fire and I thinkeverybody has to hit those
challenging moments to to reallykind of waken you up in a way
to grow.
And something that my pastortold me and I really liked it.
(07:52):
I said the role of a man isfour things.
This is what I.
I teach a lot with this and I Ididn't know who.
Oftentimes in sales or even inbusiness in general, people need
to know who they are and theydon't know oftentimes who they
are or where they're coming from.
And this is really where therole of a man is.
Four things you need to lead,love, protect and provide.
(08:13):
Lead, love and protect andprovide, and if you can't do
those sort of things, it'schallenging.
And so this is why I'm a bigadvocate of being an
entrepreneur, even if it's aside hustle while you're working
.
Is you need to provide so muchout of the core four corner of
the stones of all those you gotto be able to provide well
enough?
Because if your wife is makingmore than you, there's going to
(08:35):
be challenges in the marriage,right, if you're not making
enough money and the thing, thenyour kids are going to be in
the bad neighborhood and it'sgoing to be rough and it's not
going to be a good part ofthings where you're just going
to not be in that stuff and yourwife is not going to be able to
respect you, you're not goingto lead your family well, you're
not going to feel confident inthose roles.
So really cornerstone isproviding.
(08:55):
So what can you do to makemoney is going to really kind of
help that future.
It's not everything, but it'sreally helpful when you have
some of those things that canprovide and give some outlets
for you and your family to kindof be able to do more for your
family, your kids, your wife,your community, for your church,
and so do the hard things.
(09:17):
In the moment it's sosuffocatingly hard.
Speaker 2 (09:20):
It's what I kind of learned.
No, definitely, and I love thatyou said that.
You know sometimes we come tothis.
You know you have to draw aline in the sand and that, no,
it's what I kind of learned andthe inactions that you take or
(09:42):
don't take, and you have to wantit and whether you feel like it
or not, you have to do it ifyou truly want it and something
that you mentioned you have toknow who you are.
It's funny because I literallyjust put a quote up last night
on social media.
I was reading or listening toessentially Relentless by Tim
(10:03):
Grover.
I was reading or listening toessentially Relentless by Tim
Grover.
I've listened to it listened toit like this is my third time,
just when I'm working out and hesaid a quote in the book and I
put it on social media.
It was you need to know who youare in order to achieve what
you want to achieve.
And so it was crazy that youhad mentioned that as well,
because it is so true.
Sometimes you know we're tryingto figure ourselves out and we
(10:25):
say we want this, but it's youknow, we're not doing anything
that aligns with that, or anyactions that you know align with
that.
It's like you need to know whoyou are and what you want as
well, right.
And so sometimes you do have toself-reflect, and maybe it is
your.
You have a weakness in one ofthose four pillars.
you know if you are a man andagain, I agree, like those, it's
(10:47):
very basic, but at the sametime, like it is very true,
right, those are the kind of thefour cornerstones of being a
guy and as much as society wantsto tell us, it's not, and I
know it's controversial it it iswhat it is, that's that's.
It is Like they say that theonly you know people that are
loved unconditionallyessentially are children and
(11:09):
women and essentially you knowlike animals you know, but
that's typically that those arethe unconditional love.
It's like you know, if yourwife doesn't work like, you
still love her.
You're the one supports her.
If you all of a sudden juststop working again, your value
is kind of tied to those fourpillars.
Right, right, unfortunatelyRight.
And so I think it is so trueand so important that you
(11:31):
mentioned it.
What was some of those mindsetshifts that you had to have?
Going from, you know cause,going from pastor to
entrepreneur, was already, youknow, a complete identity shift,
but also a mindset shift thatyou were kind of alluding to.
But then the mindset shift thatyou had from going to
(11:52):
construction to go in themarketing agency is interesting
because you found something, youfound an area of business that
you liked or that you did wellat right within the construction
industry and you're like well,I do this really well, I'm the
only one that's doing this partof the business.
I can just build anotherbusiness only doing that one
(12:13):
part of the business.
So what was that mindset shiftduring that process of starting
that agency?
Speaker 1 (12:22):
I don't know if it was a mindset.
It's like sometimes thesethings fall into your lap, like
and you're trying to figure outwhat to do, um, and tell, you
know, people point those thingsout that are kind of obvious,
like I'm a hardheaded, andsometimes I don't know.
You know what I'm doing.
So I'll give you an example ofhow hardheaded I am sometimes,
like I, I'm a big vision guy andso sometimes when I tell my
(12:45):
wife things like those ideas,she thinks the reality, when I'm
just brainstorming, right, andI don't know if anybody account
for that.
I love my wife, but it'ssometimes hard to have those
visionary idea and she's just,she's learned that that's not
what we're going to do.
It's just like an idea, youknow.
(13:08):
It's like, hey, we should go.
You know, like I was just on apodcast before this guy moved to
the you know in France and inParis, and you're like honey,
let's go, like live in Paris fora while, that'd be cool.
You know she was like she wouldthink you know now, not now,
she knows, but know what's goingon, you know and what, what's
like.
Okay, that's a side note, but Itold her anyways.
I was like man, I really wantto just be coaching people
(13:29):
rather than me just doing allthe fulfillment, like.
I love doing the sales partbecause that's all I have to do,
like.
So this is what I found out asa business owner you there's
four skills that you have tohave.
You need to know how to marketyourself.
You need to know how to sellyour service, you need to know
how to do the fulfillment, andthen you also need to build
systems and then run teams.
Right, those are a lot ofskills you have to learn.
(13:50):
What I love about RobertKawasaki in his book, you know,
with his rich dad just talkingabout hey, you should just learn
how to do sales.
That will help you in all theendeavors you do is that's out
of the four skills, you onlyhave to do one.
I didn't have to do thefulfillment, I didn't have to
market those leads.
All I had to do is just do thesales, and I got really good at
that because that was just oneline of one skill and you master
(14:10):
that and then you can learnsome other skills, and so I wish
I did it the opposite way,where I learned how to do sales
first and then marketing.
They overlap a lot, but all thatto say is I was like I just
love like strategizing and Itold my wife I'd love to do it
and I was.
I was waiting for some pushback, right.
But then people in my life andthis is how you do, it is just
(14:30):
your wife's like you would begreat at that.
You should definitely do that,which was different perspective
than what I thought.
But I'm blockheaded sometimes.
I don't think you know that Iam that type of person until you
know your loved ones comearound.
So all that to say is I thinkif people are trying to figure
out, hey, what lane do I go into, is sometimes just asking those
kinds of questions.
Nowadays you can even ask chatGPT to help you kind of reason
(14:53):
on some of these things and takethose personality tests is
really helpful for people tokind of just figure out what
those lane of things are.
And dude, I coach you this allthe time.
You'd be surprised.
The biggest thing that someoneneeds when they're building an
online business is actually likean irresistible offer.
(15:13):
But more often than not, when Itake people on as clients, they
still don't know what theiroffer should be or what they do,
and they're generalist and wewant to pinpoint, and so some of
the conversations I have islike, hey, let's pinpoint this,
this, this, and then just get itnarrowing it down where it's
like a killer offer, and thenthey feel aligned with it.
So the goal with you know,online business or a business in
(15:36):
general, is to be in that sweetspot where what you're doing
brings you life, not takes itfrom you, right?
Speaker 2 (15:44):
Right.
Speaker 1 (15:46):
And there's some people in your life, in your
business, that are like, if allI did was build websites, or if
all I did is build Excelspreadsheets, or all I did was
accounting, or all I did waswhatever in your business, you
hit that lane.
There's different personalitieswith different types of acumen
and desires, and so I thinkeverybody needs to find those
things that they really want todo and just not work on their
(16:07):
weaknesses as much, but likework on their strengths and live
into those strengths and thenbuild systems and teams around
it to help you support thatvision.
Speaker 2 (16:16):
No, and I agree with everything you said.
The interesting part to me is,though, is, like, with your
frustration of, you know, kindof closing up shop with the
construction, right, and yourfirst essentially run at
entrepreneurship, you know, notgoing the way that you know you
would envision it right, mostpeople would get discouraged
(16:36):
right there because what theythought was going to be
essentially they open a business, and now they get all their
time back because that's whatsocial media tells you nowadays.
You know four hour work weeksand so forth, and it's like you
closed up shop and then youturned around and opened up
another business, right, and somost people wouldn't have that
(16:58):
innate drive to want to tryagain.
What was going through yourhead on in realizing that this
time didn't work out, that'sfine.
That doesn't mean it's gameover.
That just means let's play anew game.
Speaker 1 (17:15):
Man.
Oh man, that's a good one manthis is.
I mean, that's the differencebetween winners and losers.
I mean that's like if it was mywife's opinion, I would have
never started a business.
But I'm not wired that way andshe's kind of expected like, all
right, he's just going toalways do this, like the other
(17:36):
day I'll tell you, like mywife's like hey, we, we, I'm in
San Diego on vacation andsomeone took our, picked up our
mail and put it in our housetaking care of some of this
stuff, right, and they're likehoney, you just got this thing
in the mail.
It's like it's a new LLC Icreated.
Did I tell her about it?
No, because I'm sorry, this islike, and I was like yeah, I'm
just there.
Okay, you know, everybody'swired differently and I've
(18:10):
expected and just understoodthat I'm going to be understood
and I just don't care anymore,like what people think or what
I'm doing.
I'm just going to grow and justwant to expand and do what I
possibly can.
It's fun to grow and scale.
And if you have that mindset toexpand and do what I possibly
can, it's fun to grow and scale.
And if you have that mindset,you're odd.
You just need to be aroundthose other odd people like me
(18:31):
and you.
Otherwise then you won't feel asestranged with that.
I think that's the other part.
And then you get around someother amazing people and they're
doing some major level thingsthat you're like man, I'm not
playing as big as I probablyshould.
What's going on?
So that's why you need to bearound other, you know major
players, because then they kindof level you up to to think
(18:53):
bigger, to do bigger and andthat's the type of thing.
It's just like I, it was hard toshut that business down, but at
the same time it's just likewell, I just got to keep on
going, keep on moving.
And.
And this is where it's justlike well, I just got to keep on
going, keep on moving.
And.
And this is where it's likewhen I talk to entrepreneurs,
here's the difference.
It's like yeah, it's going tobe hard, you're probably going
to fail the first few times.
(19:14):
That you're going to do it, youknow, and it's just to keep on
pushing forward.
It's you don't have a B option.
You can just keep on doing it,you know, and make it happen,
and you have to pivot along theway, but it's okay, it's just
the part of the process.
Speaker 2 (19:29):
No, definitely, and it's funny because my wife is
the same, it sounds like as yourwife, and, believe me, I know
we're probably not the most easypeople to be married to, but
what's funny about that is, likecause a lot of people again
think that entrepreneurship iseasy.
Being an entrepreneur, you knowyou could tell people with an
(19:52):
honest answer.
It's not easy, right?
Especially in the beginning.
There is going to be long daysthat you trade a nine to five
for 24, seven.
Essentially, especially in thebeginning, do you get your time
back a hundred percent frombuilding systems, from building
teams and so forth?
But in the beginning, you gotto wear all the hats Like you
(20:12):
don't have the reason.
Like, if you don't have systemsand processes in place, how is
your team going to implementstuff that you don't even know
how to implement yet, right?
So the crazy thing about it,though, is the difference that I
saw in you and even in myselffrom my journey of you.
Know, entrepreneurship, too, islike.
That's the difference not onlybetween winners, but from true
(20:32):
entrepreneurs and people playingentrepreneur.
Right, they want, they want thetitle, they want to call
themselves an entrepreneur, butthen it gets hard, things don't
work out and they're like well,it's not for me, I'm out, right,
and it's like, that's just,that's it.
So when anything gets tough,that's what's going to happen.
Are you becoming fit?
Are you a fitness enthusiast?
Are you just playing that roleright now?
(20:53):
Right, what, like it can gointo any area of life, right?
So I think that's amazing, likethe way you said it, because,
at the same time, like it is asstraightforward as it is, that's
what separates, you knowwinners and losers, you know.
So the next thing I want tokind of dive into, though, is
something that you kind ofmentioned a few times is about
(21:13):
systems, right, and I think thatsystems are so important, and
the mindset of why they'reimportant is what I'm wondering.
What you have Cause.
One of the things you mentionedis that it's systems over
hustle, right.
So what does that kind ofallude to for you, and why
should people want to, or atleast have the mindset that they
(21:33):
need to have systems in place?
Speaker 1 (21:36):
Yeah, the method that I teach is the AI freedom
method.
Overall, like, what we all wantin our life is freedom, but we
kind of categorize it in abucket in these three ways.
You want more money that'salways helpful.
You want more time, flexibilityand freedom to work on the
things you want to do, or havethe flexibility to be able to do
what you want.
(21:56):
The other one is impact, andthat's a unique one.
That's a wiring that God gaveus all.
We draw a lot of significanceand fulfillment from the service
of others.
Okay, and this is where there'sa lot of service-based business
, because God's wired us toserve other people.
How often do you see a bear, adeer, a skunk go and serve other
(22:20):
skunks?
Yeah, it's an internal wiring,a human thing that God talks
about.
He made us in his own image.
So we draw a lot of thatsignificance and fulfillment
from the wiring that God gave us, and so that's a good part.
Now it's like what can you servepeople?
And with the top level youpossibly can, but you need to
(22:40):
come with a full cup.
You're not coming with a fullcup, then you can't have the
overflow of pouring out withother other things, and so you
know you and I are, at the earlystages, had kids.
That's not always easy.
There's different seasons inlife that I figured out where
it's like it's easier to be ableto do the hustle and grind and
build a build when you don'thave those young kids.
(23:01):
You know waking up multipletimes a night where you have to,
you know, help them survive alittle bit.
You know, um, but you know,overall it's like the ai freedom
method is is embracing the goalof the freedom but then
figuring out the systems andleverage of ai you possibly can
to help you buy back that timeso you can have the in internal
(23:25):
freedom to be able to give moreand do more of those lively
things.
And so some of the systems thatI create you know within what I
was talking about you got toknow how to market, you sell, do
the fulfillment, and then theAI, and then systems and teams
Right, and so systems are hugebut you also have to build a
team to follow those systems.
But you also have to build ateam to follow those systems.
(23:49):
And that's hard for anentrepreneur because we're wired
to be doing the work but notshowing people how to do the
work.
So I'll give you an example ofwhat I mean by this.
I don't know if you guys havehad any bosses like this, but
I've had bosses that just aregreat hustlers.
They're great solopreneurs, youknow, and I would you know.
I've seen these guys.
They run an amazing businessbut then they have all these
(24:10):
other side hustles.
I remember driving with one ofmy old bosses that are really
respected.
He had a real estate portfolioand he would go by these
restaurants that would havethose gumball machines and go
collect the know and then oneday he'd be having like a
refrigerator that he would goand find.
I don't know where he got thisrefrigerator, but he's put
(24:32):
taking it to one of his you knowhis buildings and from his
tenants he's just alwayshustling and grinding.
But you know, to be honest, hedidn't have the greatest
marriage.
His kids really didn't, youknow, love him because he wasn't
around, you know, and I waslike I didn't want that, but it
was because he didn't know howto delegate and as much as I
knew how to run his own businesson one of them, it was hard for
him to let go to have empoweredsomeone to do it, because he
(24:55):
felt like he needed to do it,and so I was like I don't want
to be that person.
I want to learn how to delegateand empower people to do it,
and so it's just looking at whatare the systems to do it, and
so I just really try toreplicate myself as much as I
possibly can and run a marketingagency.
You learned a lot of that, andso you have to productize your
(25:16):
offering in such a way where youcan have repeatable systems of
what I did, and so I createdsystems and then having people
run those systems and this wasbefore AI too to leverage all
that stuff, and that was harderwithout AI.
Now it's a lot easier with AI toleverage some of this stuff,
but if you could build thesystem that someone can run and
create is the best thing, andI'll give you the other example
(25:41):
of this.
That's the operation side.
You also need to figure out howdo you replicate yourself on
the marketing and on sales andeven the content you need to
create to build a personal brandright, and so even in the sales
teams that I help, the greatestsalespeople are the ones that
follow the script you know, andso it's like they can have
(26:02):
syntax of it, like I know thatyou're a big component where
it's like you want to.
You know you did it better thanthe your previous boss before
you started your businesses.
You know, like you said theother day on your stuff on the
podcast, but like if you couldcreate a game plan that someone
can replicate and win, even ifit's like 80 of what you were
there, then it's it's betterthan than nothing.
Speaker 2 (26:24):
So yeah, no, I do, I believe in that.
I think when we were talkingabout scripts like there, what I
realized from my previousboss's scripts, right, was that
there was components to thescript, there was a flow to the
script, right, and it was like Icovered all the same flows at
the same points, but.
(26:45):
But I just said it a littledifferently, right, and because,
like how, the speech in youknow, word for word, didn't
sound like me, so it came offdisingenuine and so realizing,
for, like the gym, the franchise, like we don't have traditional
scripts, that it's like fullparagraphs, it's, you know,
pretty much bullet points oftopic, you know topic, topic and
(27:06):
basically transitions of how tocontinue the flow through it,
and then essentially the tiersoff of the client or customer's
answers, all right, and so thereis still a script to just you
do have to have that.
I think the hard part againabout systems is people like us.
We do things and we learnthings and we start to do them
(27:29):
without creating a system, notknowing that we're even doing
them.
I learned firsthand when Ilaunched the franchise side that
I was doing things without evenrealizing that I was doing it
or thought that everyone justknew that you needed to do these
things, and so, when mybusiness partner was not doing
that and our business was takinga dip while I was launching the
(27:49):
franchise, I was like, dude,what's going on?
And he was like I'm trying tofigure it out, I don't know
what's missing.
And I was like, well, you dothe ABC?
And he was like, well, I didn'tknow that.
And I was like dang.
I was like common sense is onlycommon to the person that knows
it, and that was that lightbulb that you know went off on
my, went off with me, and Irealized that.
A question that I have for you,though, too because, like the AI
(28:11):
, freedom is, it's interesting,and I have a haven't my opinion
on it, but then you mentionedsomething so I think we are
aligned in this is I think somepeople rely too much on AI when
there's, believe me, a lot couldbe integrated into AI, but my
(28:31):
opinion is that there stillneeds to be a human component
and a team component to that.
What are your thoughts on that?
Meaning that if someone wantedto just replace their whole team
with just AI and so forth,versus that human component
aspect to it?
Speaker 1 (28:51):
It's a tool, right, it's a tool, and I want
everybody on my team to learn it.
It's not an either or now it'sbaked into everything, and so
it's.
Everybody has to adopt or dieum, and so there's people that
have taken, you know, hard lineson both um, and so I would say
(29:11):
that there's a balance, and thisis what I mean by it.
There's a.
There's one thing that ai can'treplace, and that's human
interaction.
You know they can, they can dolike simulations of versions of
it, but ultimately, like,there's, there's senses of like
community and like vibing withpeople that ai can't do, and so
there's a thing called eq, right, so emotional intelligence that
(29:34):
ai can't necessarily pick up onyet, but that's a, that's a
component of things that you'llthat won't replace.
We're always going to need humaninteraction, and when you do
that, you got to learn how tolead people really well with
that, and so here's a reallyunique thing that I didn't
understand, but it's reallyimportant, is we're now in a
(29:56):
generation that we have fivegenerations in the workforce.
Right now, five Isn't that wild.
So I mean before, in thegenerations past, there wasn't
that many like people wouldretire and you had a few
generations working in for intheir workplace but our grandpa
is working as well as you know,the 16 year old that just got a
job and all those generations inbetween and Jim have different
(30:19):
drives, momentums, motives,everything like this, their
background, their experiencethat play into the workforce,
that have different drives,momentums, motives, everything
like this, their background,their experience that play into
the workforce, that havedifferent perspectives on how
you can motivate and lead eachof those people.
So it's if you can learn the EQof like what's driving people
and motivating people ondifferent ages and what they're
driving for it's way differentthan anything before.
(30:42):
And so this is really wherelearning to lead is going to be
really, really helpful, andthere's books out there, there's
resources to really kind ofhelp people learn that.
But AI is a tool, so I use itand it can get me 80 to 90%
there, but I still need to finetune and tweak it.
People do the copy and pastething with ai and they don't
(31:03):
even read it and that's adetriment to you know, seo.
That's detriment to content andit's detriment.
So you just have to tweak it.
They can get you part way there, uh, but you can.
You need to tweak it in thehuman element to make it your,
your voice and your style.
Speaker 2 (31:20):
Uh, to do that no, no , yeah, exactly, exactly.
It is a great tool, but youknow, like you said, you still
have a team that's using itright Instead of it being your
team Right, and that's where Ithink some people are, are
trying to replace it and, again,it's not a hundred percent
there yet.
I mean, I saw this ad or Ithink it was an ad where an AI
(31:41):
bot which sounded like a person,like a legit person, was
calling someone and it was liketwo 30 in the morning and it was
essentially a sales pitch oryou know, a sales pitch, slash
confirmation.
And the guy's like you know,you're calling me at two 30.
He was like, oh, yeah, exactly,but you know, just to confirm.
And I was just like, dude, ifsomeone called me at two 30 in
the morning to confirm anappointment, I was like you're
(32:03):
probably not going to have thatappointment with me anymore,
like you know.
But I think that's it is so true, it's a it's an amazing tool,
but it is that it is a tool,right.
So you have your agency, youknow, and then you you realize
that you know this is this isawesome, but you wanted to make
another pivot, which I think isamazing, because I believe that
(32:24):
at any time, you can pivot, youcan adjust, you can find a new
version of you or kind of find anew passion.
What was that shift of goingfrom marketing agency to high
ticket sales?
Speaker 1 (32:38):
There's a big overlap of marketing and sales.
I did it because it was like Ihad sold my business and I was
like, what do I do now?
And you know, my wife was likewe just had another kid and I
remember the first year of ourfirst kid, our first kid didn't
let us sleep and so it was justlike if I built another business
(33:00):
right now, I just probablywouldn't do the best gate.
Let me just like do that.
And it was just like if I builtanother business right now, I
just probably wouldn't do thebest gate.
Let me just like do that.
And it was fun.
It was not difficult because itwas just one thing I had to do.
And then I just learned a lotfrom it and managed team.
And it was fun.
I enjoyed that part because itwas just in the stride of like
communicating, you know, anddoing that type of stuff.
(33:23):
So it was, it was cool to tolearn those sorts of things and
then learning how to manageteams even more.
And then the reason why now I'mI'm doing what I'm doing is
because there's there's abalance of a business.
Every business starts with some, a transaction of money, so it
(33:43):
comes with selling something.
So the clients that I work withit's like you got to sell it.
So let's help you figure outwhat that irresistible offer is.
And then knowing how to pitchit and have that.
And sales comes down to twothings.
I realized Confidence inyourself, like we talked about,
and who made you and why you'remade for the rest of your life,
right.
And if you have that thatanchors in and who made you and
why you're made for the rest ofyour life, right, and if you
(34:05):
have that that anchors in, andthen you have more confidence, a
little bit more about who youare and what you're there for.
And then the other part isconviction about what you're
selling will help that otherperson.
And I could be horrible aboutsales and have that conviction
and still sell 30% of the time.
That's what I realized aroundthis stuff is like just my
(34:26):
passion around.
What I'm selling is whatconverts.
And so what got me from zero to30% close was my conviction.
And then learning the skills ofobjection handling and
communicating and asking theright questions, and everything
like that was where I got the 40to 60% close.
And asking the right questionsand everything like that was
where I got the 40 to 60% closeright, and so this is really
(34:46):
where it's like, when you'relooking at, you know sales is
definitely tacked, but it'sreally just conviction.
And so I don't know if you'veencountered this, but, like,
when new salespeople start, allthey know is conviction that
this is the number one thing.
Why isn't everybody buying this?
I don't get what it is.
And based off of thatconviction and ignorance of the
fact that most salespeople getrejected more than they are, you
(35:11):
know, then it starts wearing onpeople.
But if you tell them like, hey,you're a rock star if you can,
you know, be rejected 80% of thetime, you know it's not easy to
deal with that, but learningsales is a skill that everybody
needs to have if they want tostart a business or have a good
career in sales, and so thoseare really good stuff.
(35:35):
And then there's a big overlapwith marketing and sales.
I want to mention that I couldbe a great salesperson but if I
don't have any leads, then I'mstruggling.
Or if I have all the leads buthorrible at sales, I'm still
going to be struggling.
So you need to have an overlapof balance and those are really
cool aspects of the business toscale and grow.
And I'll add this one part whateverything that you're doing in
(35:56):
your life, in your business, yougot to build a personal brand.
Okay, got to build a personalbrand.
One of my mentors went andasked Richard Branson who he is.
He's the guy that has theVirgin Records, virgin Air.
He has 400 plus companies.
So, to give you a perspectiveon something that I learned
about this, most of hiscompanies that he has over 400
plus with were franchised fromhis name, meaning he didn't
(36:23):
necessarily start all those they.
They franchised the namebecause the branding of how
important that was somethingthat everybody will carry the
rest of your life is theirpersonal brand.
So, build a personal brand.
So if, like, you're doing salesor if you're doing marketing,
document, some of those thingsgive value, grow an audience and
that's going to continue to adduh that for the rest of your
life yeah, no, that that's huge.
Speaker 2 (36:43):
I mean that's crazy.
And Richard Branson isdefinitely one of the legends
and I think that selling andbeing able to sell is a skill
that everyone needs to have, andeveryone kind of has that
initial, because, at the sametime, if you're single right now
, well, you need to learn how tosell yourself better and that's
why you don't have a girlfriendor a boyfriend or a husband or
(37:06):
a wife, right?
You?
know at the end of the day,you're selling yourself to.
Why you're the best you knowspouse, why you're the best
person for the job, why you'reyou know that's all sales as
well, high ticket sales, and youknow that nature.
It's just that next level ofthat.
But at the same time you haveto learn that for anything in
any industry job, and I promiseyou'll do a lot better.
(37:28):
As we wrap up, I'd like to askone final question, and this is
the legacy wall question.
Right?
So on Nathan's legacy wall youcan leave one message right,
short or long, that you'velearned along your life's
journey, along all the pivots.
Speaker 1 (37:53):
You know what would be the message that you leave
for the up and cominggenerations.
Life is short and you got toknow Jesus.
You know, if you don't knowJesus, you're going to have a
harder life.
And then you know we're madefor eternity.
Right, we're designed foreternity.
That's why there's so manypeople that have existential
crisis, because they don't knowwhere they're going after death,
and they think they're.
You know.
You know live forever andthat's not the case, and so
(38:15):
people need to know Jesus.
So, pick up a Bible, go tochurch, meet some people that
you know, love Jesus, and that'sthe answer to life.
Right there, we're not the mainperson in the story.
It's Jesus.
We're just kind of like thebehind the scenes people trying
to make an impact, uh, as bestwe can to point people to Jesus.
Speaker 2 (38:36):
Yep, no, I love it.
Where can people connect withyou and learn more about what
you have going on um with yourcoaching, with your high ticket
sales?
Speaker 1 (38:51):
Yeah, so if someone's wanting to build an online
business, reach out to me onInstagram.
I have a full playbook to helpthem with sales playbook or an
EA playbook.
They can DM me on Instagram andI can give those playbooks.
For anybody that's listeningand that wants some really good
resources they're building, dmme and I'll give those over to
them.
They can follow me mostly onInstagram is where I'm at.
(39:12):
I'm building my YouTube channel.
I have my own podcast as well,but I interview high performers
so they can go check out YouTube, but I'm everywhere as well.
Omnipresent.
Speaker 2 (39:22):
Awesome.
And then I mean all his stuffwas going to be in the show
notes.
Guys, if you're watching onYouTube, it'll be in the video
description.
But honestly, guys, make sureyou guys share this episode with
a friend.
Leave us that five-star reviewbecause it does help spread the
message.
But at the same time, yousharing with a friend helps your
friend, your family member,your spouse level up, which in
turn levels you up becauseyou're surrounding yourself with
(39:43):
higher frequency people.
But, nathan, thank you so muchfor taking the time out of your
day to run it back.
Speaker 1 (39:57):
Yeah, man, thanks for having me.
I can't be distracted.
I stay on my grind.
No time to be slackin'.
I hustle harder.
I go against the current Cause.
I know my mind is rich to becollected.
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