Why 80% of Entrepreneurs Fail (And How You Can Win) | Dean Graziosi | EP 69

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Tony always says to get the most energy it takes to put a rocket in space is the first 10 feet. Did you know that? To get that big, heavy thing off.
Once it's in space, hits the button 10,000 miles an hour. That's right.
But to get that rocket off. So if you got to focus on a bigger future to get the rocket, great.
But if you got to go to the dark side and say, if I leave my life the way it is, I'm going to get to the end of my life. Realize I missed it.
i missed it realize i left me on the table i never jumped in the game i missed the thing i want to do with my wife or my husband and my kids like feel that pain if you need to do whatever it takes to get the rocket to come off the ground and that that's like when people say no you don't want to go the dark side screw that you got whatever it takes to move you in the direction you do so that what my one of my things

is yeah change your story change your life you've heard all that stuff try a different approach yeah if you're focused if you have a vision board of the the car the life the dream screw that if the vision board isn't working put a picture of the person you don't want to become on it put a picture of you at 90 years old in the wheelchair and you know you missed the whole damn thing do whatever it takes. Entrepreneur DNA family, welcome back to an incredible episode.
This is going to be one you're going to want to rewind, re-listen to, re-watch time and time again because I have a dear friend, someone who has changed the game for millions and millions and millions of people and continues to do just that. Multiple times New York Times bestseller, entrepreneur extraordinaire and someone that all of you should be following and looking up to.
He's a genuine guy. Dean Graciosi is here.
Good to be here, man. Yeah, I'm excited about this one.
It's funny because we've been playing in the Phoenix market together for, in my case, 18 years. For you, you've been doing this now 30 years.
Yeah. And we've spoken on each other's stages and you've keynoted a lot of the same stages, but you have a big mission that I want everyone to understand because I'm in total alignment with the mission that you are on in this chapter of your life, because it doesn't matter if you're my age, your age, or if you're 20 years old, it's the same thing.
And it's about growth. It's about your mindset.
Completely. You know, I have been doing this a long time and thanks for the invite and thanks for those watching listening right now i know you got lots of other options i think you're really going to enjoy this time because i'm here to serve yeah and after 30 i've been an entrepreneur for 40 years in this industry for 30 ish um i i hope i figured out some stuff by then yeah avoid pitfalls for people and allow you to hit the gas in certain areas that's what i hope to achieve today so allow you to overcome the obstacles goes faster in the areas that you should but one of the things that you know there's a million great things we could talk about but why is it that 80 of all single entrepreneurs being someone says i'm done with this career or i never want the career i'm doing my own thing whether it's real estate or the self-education industry like tony and i are in i've been in real estate for almost 40 years yeah um literally almost my i bought my first deal 41 years ago i was just doing the math in my head um but why is it that 80 fail after five years did you know that number yeah i thought even a shorter time, right? Yeah.
So in the first year, 50%, but by year five, 80% are gone. And I think that's a byproduct.
I think there's a couple of things. One, I think we get programmed to have a career mindset and it takes a little bit too long to get out of that.
So maybe we could touch on that today. Number two, I think so many crazy entrepreneurs, most of your friends and family don't understand.
They think you're nuts. You want to do this big, bold thing.
I think you're a little bit alone. And when you're alone, sometimes you're trying to do it on your own and you forget to model proven practices.
And then secondly, you don't have the assistance to say, Hey, I'm stuck here. What do I do on this spot? Nobody in my family understands this.
How do I get the money or how do I manage this? Or how do I build a culture? How do I make my first hire, my 20th hire? What do I do with the extra money? Do I reinvest it? Do I reinvest it in my company? Do I put it alongside? Do I put it in the stock market? Should I buy crypto? Like all those things happen in this evolution and I've experienced all of them. So I'll let you, you know your audience better than anyone and I'm here to serve.
So you could take that in any direction. Cause I think, let me just tell you, I think that 80% failure rate is just because they didn't have the guidance.
And I think we have the opportunity to absolutely crush that, especially where the world is going. And especially in that right away, I'm going to make sure all of you are following Dean.
He's everywhere. Again, follow him on Instagram and all the places because he's someone that you really genuinely look up to.
I think, and I don't think, I'm pretty sure 100% you are the heir apparent to our guy, Tony Robbins. I mean, you are just that much of an impact to so many people across the world.
So I thank you for everything that you're doing. Thank you.
You said a word that is triggery for me. Evolution, evolve, adaptation.
I've done this for 18 years in the real estate space. I graduated UCLA in 2003 uh and so i've only i've never had a w2 job ever which is unique right that's that's a right that is a rare thing that's really rare and i have a degree that i could have i just didn't went straight into door-to-door sales from there got into real estate of course at 2007 why not get in real estate in 2017 brilliant time to get in real estate yeah i remember those days as well um but evolve evolution adaptation iterations you said it yourself and we're talking offline about it like the iterations of dean are growing and will continue to grow right you're talking about a 30-year career and even more in the real estate space but like you're not done.
And I think a lot of the people need to understand your own philosophy. Why is Dean not done? I mean, you in all intents and purposes.
Guys, I'm out. It's been fun, right? You absolutely could have done that 10 years ago if you wanted to.
But I don't know if that creates the best version of me for my wife or the best version of me for my kids, right? I think we were put on this earth to grow. i think we die when we stop growing i think i i watch so many people retire and they don't know what to do themselves they golf themselves to death and then they're looking for something else i even have friends that would exit for 100 million 500 million i have a friend that exit for a billion dollars and thought this is what i want and after three months he's like my family's not going to look up to me anymore.
And he's starting a new business right now. Cause he's like, I want kids as a parent, you know, kids don't do what you tell them to do.
They become who you are. Right.
We have to model the practices that we have to model who they want to be. I mean, what I know about being married to the love of my life and being a dad is, but all of them have made me a better man because my, my actions determine who i am not my words right so with all that said i i think i don't think the entrepreneur journey is about let me do this so i can get out i think it's what ignites passion and it allows us to and we could talk about this it allows us to overcome the resistance that most people allow to dictate their lives it allows us to make crap up in our head and then make it real and someday go i dreamt about that taking a walk and i got goosebumps right now yeah like like i was on a beach it wasn't even a beach i could afford to be on taking a walk and i thought someday i'm gonna flip a house a week or a house a month or i'm gonna going to, I'm going to own 30 doors.
I'm going to own commercial.

And if you had anybody near you,

they'd be like,

what are you talking about?

Justin,

you just graduated for,

you're knocking on doors to make money.

Like that's what I,

I got 50.

I'm going to be 57 this year.

Like this phase of my life, I look back and realize that was the,

the,

the,

the,

the,

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The success is yes,

I could quit and live five more lifetimes. And I'm working harder right now than ever before.
My partner and dearest friend in the world, Tony Robbins, working harder than ever before because we get to make an impact. We get to give back and we get to stretch ourselves.
Like that is life. I don't mean ignoring dance recitals and missing date night.
I'm not talking about that. They are, they are exclusive to each.
But gosh, the opportunity to make stuff up and make it real, I think it's what gets me going every day. As many of you know, I'm constantly on the move, juggling multiple businesses, traveling, and ensuring I get my morning workouts in.
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You know, I believe in something that we have mutual friends that talk a lot about this, but there's kind of this four pillar or circle ecosystem, mind, body connections and business.

Right. You are a shining example.

I mean, look at you.

You just gave your age away.

You didn't have to.

But you look like you were younger than me.

No, I don't like that.

I mean, brother, at the end of the day, you'd care about your body.

Because it's in my opinion, it starts with the mind, that belief system of, you know, I'm not going to go attempt because so-and-so is going to be snickering about me or waiting for me to fail. That's where it all starts.
And this is your brilliance. In my opinion, your brilliance is helping people out of that.
In my opinion, you've done a lot in life and you've done, that's my goal goal but it is a genuine brilliance and in so i want to kind of connect that within this episode because entrepreneurship it's brutal i don't think there's a better way of saying it but as brutal as it is it gives you the the highs of all highs that you will never get as yeah i want to i want to i want to push back on that for a second because it is brutal. And you need to be resourceful once you get resources.
So we could talk about resourcefulness too. I mean, my kids, if I could leave them money or resourcefulness, I would choose resourcefulness every day of the week.
I want my kids to be able to, in a burning building, out of money, relationship going wrong, they can find the resourcefulness to get out, to fix it, to thrive. Right.
That's right. Because resources

alone, why do people who hit lotto lose it? Why do trust fund kids end up derailing? Because they

have resources, but no one taught them resourcefulness. Right.
I want to tell you a story.

I don't think I've ever shared this publicly. I've shared it in a small group of people.

As you, I've never worked for anybody in my life. At 17, I saw both my parents work really hard and have not much of anything other than a trailer park as a kid then we all have our story right went to school some days without lunch money right and told my friends i wasn't hungry right right right um but i always had this like i'm doing my own thing i'm not gonna be like and my main reason we all have a reason and let's use that reason it could be the rocket fuel that gets the rocket off the ground it starts the momentum is i watched my mom

work three jobs to make nothing she cleaned houses she cut hair and she painted houses

she'd come home at nine o'clock every night my dad left when we were three didn't really support her

so she just hustled never complained never said a word and all i remember just i think i was seven

thinking to myself i'm gonna retire her like you know my sister was resourceful as heck. She was four years older than me.
We'd come home, make dinner for her. We'd do the laundry.
That's great. Right.
And, and you know, in it, I wasn't like poor me. I didn't know anything different.
It was just what we did for my mom. Cause she was hustling.
So it was that desire for me to be successful. I wanted to be wealthy at a young age so I could take care of my mom it was 100 retire my mom that's right which i did at 24 and i've been sending her a check every week since i was 24 um and she's still alive thank you thankfully um and i got to do that right um bought her the house that she wanted bought my dad a house like all those i get to do things, right? But my point is, when I was in high school, I had a firewood business.
And I was, so I would sell cords of wood, mostly to my teachers. That's great.
So Mr. Pagnotta, when I was failing science and I'd give him a discount on a cord of wood, I just have to say I got a B plus.
I didn't get the A, but I got the B plus. Mrs.
Manisi, i got a b plus and uh anyway so i i was cutting and selling firewood and i had uh i would buy wrecked cars fix them up and sell them and then how old are you with the firewood 17 cars 18 keep going i'm gonna connect that 19 my first house with no money down i flipped my first house at 19 but i didn't flip it i bought an old rundown mansion like did like destroyed so i'd work on cars during the day yeah right so i'm gonna get to my point i promise you i'll get to my point about entrepreneurship so i would work on cars during the day when i was 19 and then at night i'd go take i'd go eat and i'd go to this old rundown it was an old big mansion in our town um and every night i learned to be a plumber a carpenter a sheet rocker a tile guy i did all of it back then and i had all my buddies my age helping me that's right and i remodeled this old place into nine apartments so i i'd work on one while i lived in it soon it was ready i would rent it and i'd move in another one that was another one that was half ready. And I went through the whole house.
Just brilliant, by the way. By the time I was, and I was using the cars that I was flipping during the day to fund this.
And I mean, it was a shoestring budget. But when I was done, it shifted my life because I had nine apartments.
I lived in one of them. And back then I made five grand a month net.
And then I put washer and dryers and that made me another 800 bucks a month. So I was like $5,800 a month profit and I lived for free.
Talk about a foundation. Unbelievable.
Right, so it shifted my life. Like all my, I was in the car business and the house business.
So I would buy a wrecked car. So I'd be in a car for half price and I didn't pay any rent or I didn't pay a mortgage.
And that gave me, then I took everything I made and I bought my next house and bought my next house and by the time i was you know 22 i think i had 30 apartments and i started fixing i started uh i bought raw land subdivide and started flipping houses but think about the confidence not to keep to take you away but like the confidence you built in yourself your abilities your resourcefulness to be able to flip cars manually do the labor on this you're building certainty and confidence which i believe and when you're in it you don't know that here's what i want to say i got to say that grand description but i didn't share all the suffering i did in silence or my father saying hey it takes money to do that stuff kid you're going to lose everything my dad didn't talk to me for three months once because he told me i was biting off more than i could chew that we don't come from that side of the tracks you didn't go to college we don't have money you got to accept that you're going to lose everything. My dad didn't talk to me for three months once because he told me I was biting off more than I could chew.
We don't come from that side of the tracks. You didn't go to college.
We don't have money. You got to accept that you're probably going to work for somebody.
Like that is, my friends thought I was crazy. So here's the part I was getting to about entrepreneurship because every level, if you want to write something down, write this down.
Every level has a new devil. Every level has a new devil.
So I told you the fun part. I didn't tell you the part where I stayed up all night, stressing, ran out of money, had to apply for five credit cards at once.
So the banks wouldn't all see that I was doing on my credit score. And then as soon as I got all five, went to the bank one day and did 80, $90,000 in cash advances to finish real estate deals.
And then stress out of my mind that if I didn't pay it in 30 days, it's 22% interest. And you know, you can go down that road of what could be wrong.
And then you got to just, so all those invisible, the things we do in the invisible, right? I feel a connection to you, even though we've only, you know, we've hung out several times. I know who you are.
I get to know you more and more, but I have an affinity attraction to a friendship because I already know all the stuff that you had to do when no one was watching. I already know all the stuff you had to do at home, listening, wherever you are, when no one was watching.
So we already have, we're already kindred spirits before you start, right? But here's what I'm going to say. As I was doing this real estate stuff and making those moves of credit cards and borrowing money and hustling and all day at the collision shop you know the place where i'd fix my cars and all night laying tile and grouting and shoot rocking a lot of my friends would come by like hey we're going out let's do this and i still had fun sure i'm like dude you're killing yourself for nothing yeah you're working and i remember and and i'm not going to share his name but one of my dearest friends growing up his parents and my parents were friends knew him since I was four years old.
One of the sweetest humans you ever met in your life. Like if you met him, they'd love this guy.
And we were about 20 years old and I'm hustling. And his uncle was the head of a union in New York city.
We lived about an hour out of the city, hour and a half out of the city. And he said, Dean, all this craziness, my uncle is going to make me a shop steward in the city i'm going to make 1400 bucks a week yeah you know back then you gotta figure how long this is 1992 right i'm like oh my gosh and he said i'm going down there he said i don't have to worry i don't have to risk i just take the train in every day and i'm set at 50 years old dean i could I could retire and be done.
He's like, stop killing. Why don't you just come down with me next week? And I never went.
Yeah. And I have to tell you through the years, I always thought about that conversation of like, you know, as a career, you might think, Oh, the guardrails are up.
It's safer. But is it, is it, does it have its own devils? And so the the moral of the story is this i went down this path that looked like the adult crazy roller coaster i got this i got this oh my god i'm never gonna make it i'm gonna fail my family thinks i'm crazy my cousin stopped talking my girlfriend broke up with me because i'm a dreamer all these things and it seemed like we're just skimming along yeah we were together um about a year ago i in my little town where i grew up and

you're still friends with him i am i see him i see him but i love that so much yeah you have no idea

so in my little town i grew up in a 5 000 people i bought a 20 acre farm so we have that's conned

and organic vegetables and apple trees and we go there in the summer right so i hang out with him

a couple months ago

and he said something that really when you say entrepreneurship can be brutal

Thank you. So I hang out with him a couple months ago.
And he said something that really, when you say entrepreneurship can be brutal, but he said to me, hey, I used to think you were crazy. He said, but I got to tell you something.
You were right. I was wrong.
He said, ready for this one? He said, I missed it. I'm like, what do you mean you missed it? He said, I got up before my kids woke up to get on the train to go to New York City.
And I got home, they were asleep. He said, I missed all of it.
I remember when I retired at 50, they're off living on their own life. He said, I missed it.
And when I think of brutal, at the end of my life, that's brutal. That is the one that punches you in the face and says, why the hell didn you break the norm why didn't you step out of your comfort zone why didn't you find a way to to have resilience to overcome hesitation to overcome the resistance that i mean starting your own thing you have to overcome resistance it doesn't seem normal it doesn't seem right but on the other side of that storm is the life worth living.
So I have been and I'm not knocking anybody that has a career. Thank God we have people that we employ that workforce.
I totally get it. So if you're going to be employed, great, but still adopt this mindset of growth and overcoming resistance and persistence and resourcefulness, because then in the career you have, you'll be at the top of your skill.
You'll get paid the most. You'll get the most promotions.
And just, you got to remember everything has its own devils. Every level has a new devil, but whatever path you do has it, but you got to weigh the odds.
If I'm in control of my decision, if I get the opportunity to make my own decisions that I can make my kids breakfast every day, that I can take them to school every day, that I can be there for dance recitals or softball practice. That means I get to control my calendar.
What is that worth? Is that worth all those sleepless nights a thousand times over? 100%. Stripe helps many of the world's most influential companies grow their revenue and build a more profitable business.
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Learn more at Stripe.com. If you work in quality control at a candy factory, you know strict safety have a W-2 doesn't mean you can't be a creator.
Absolutely. I don't believe it's this either or world.
I think it's an and. And even if you have a W2 and I don't care what the W2 is.
Yeah, and you do real estate on the side or you build a course on the side or you coach on the side. Amazing.
I mean, literally that is your sweet spot. You can help someone today.
If you aren't following Dean, go to Dean. He has an event.
Thrive is coming up. Thrive.com.
Like, guys. Thrive70.com.
Thrive70.com. But this is part of your genius, dude.
And I've been following you now for however long you've been putting out books, right? Yeah. I mean, you show people that it's not black and white.
It's not this or that. It and and if the and becomes your main thing then lean into it but it doesn't have to be your main thing spend my message thank you it's been my message for 30 years i also say there's no such thing as a magical money machine you got to learn from people who have already forged the path that's right and you got to take uncomfortable action that's like you want to know the ingredients there's no getting rich overnight yeah you got to take uncomfortable action.
That's like, you want to know the ingredients? There's no getting rich overnight. Yeah.
Model proven practices. Take uncomfortable action.
You help people, you coach people through real estate. Yeah.
Because you got 18 years. Yeah.
Somebody could go figure it out in 18 years, or you can collapse almost two decades. That's right.
Into days by saying, no, no, no, don't do this. Got to do that, but you still got to do the work.
So why don't people take, you've been in the coaching space and education and mastermind space for longer than me. Why don't do this gotta do that but you still gotta do the work so why don't people take you've been in the coaching space and education and mastermind space for longer than me why don't people understand that and say that investment to collapse time here's what i'm saying because i've been doing this long enough i want to tell you that it's becoming more and more eye-opening to people and go wow and i think it's just i think's the way the culture prepared us.
It's like, no, you go to college, you go to high school, and then you go to college and you get a degree. And the only people that can teach you that is a professor who's never actually done what it is they're teaching you to do.
Like I'm not knocking professors. There's some great ones out there.
There's great teachers out there. Some teachers changed my life, but there's others that are teaching something.
Don't know their ass from a hole in the ground when it comes to actually put it into play. That's right.
Right. But that's what we've been programmed to do.
Right. Did you know even degrees? Did you know that 76% of people who get a degree don't use it right now? No kidding.
Yep. And 55% of the people who use it don't like the job they're in.
Do that math. Oh, right.
That's a tough life. So what people are, people are, so you could just look at this industry.
We call it the self-education industry. Tony and I, people learn from you.
They learned specific specialized knowledge. That's right.
Right. Tony and I teach people in our, in our event that we're doing, we teach people how to unlock a life experience, an asset, a skill, an expertise they have and turn it into a course, a product, a program, just what you do, right? We teach specialized knowledge.
We've been doing it collectively for 70 years. We know how to do this thing.
You don't have to do the whole degree. Just know the thing that you're doing.
You, real estate, know the thing to get deals done, right? But I just think it's been such, it was the fringe for a long time. You know what I tell people again in this almost 30 years in coaching and creating books and courses and programs, Tony longer than me is the only one I think in the space longer than me.
That's why I love the partnership we have. But think about if you were at a dinner table 20 years ago and you said to somebody, Hey man, I'm trying to do real estate.
I got a coach. The dinner the dinner party be like what do you mean you got a coach yeah like are you on a sports team that's right right or i got a coach to help my marriage thrive or i got a coach to be a better dad that's right or i got a coach to be in better shape or eat healthier people like what i don't need a coach what do you mean got a coach right but i want to tell you it's changing be at dinner with a group of people right now and say you got a coach and somebody will say oh me too i have one that's helping me through this i have one for helping me uh night train my children i have one to help me right it's becoming more popular because people are realizing i can go back to college and get general knowledge i have to go really wide to learn a little bit of the thing I want to do for my life.
And I'm probably not going to use the degree. Or I could take 18 years and figure out how to be a badass in real estate.
Or I could work with Justin and collapse time to cut him a check to gain proven practices and be pushed to take uncomfortable action. You put those, it's hard to fail when you're modeling somebody who's already done it somebody already forged the path they knock down the forest they knock down the trees they have the map and they're going to stand alongside you go don't go that way don't go that way no no straight straight you got this like i mean the numbers prove it this this industry used to be this big it absolutely when When Tony and I not first started in this industry,

eight years ago,

we decided to create a company called mastermind.com and, and share with everybody what we do in case you want to take your life

experience and do what you do.

Right.

Not only do real estate,

but teach others how to get started.

Yeah.

Why should they struggle?

If you can help any vertical,

you can tell anybody,

it doesn't matter.

Every vertical,

right.

We have people that are in real estate and then they come and said, but I've been doing yoga for 40 years. I really want to teach on yoga and they blow up.
That's it. Or we have this amazing woman.
She kills it in real estate. You know what she's helping women do? Get through menopause because she said it almost destroyed her whole life.
And she found a natural way to get through it. Now she teaches women how to get through menopause like a badass.
Yeah. How cool is that? How cool is that? Right? So just so you know, know this industry was tiny when tony and i seven years ago decided to um create this company and teach people to do this so you know jim roan changed tony's life tony changed my life why don't we let everybody in on it that's right so long story short it was about a a hundred million dollar a day industry three years ago it was a billion dollar a day industry and the latest report said by 2027 it'll be a trillion dollar a year industry no because people are going general knowledge not for me don't want to waste time through my own trial and error who has done what i've already who's already done what i want to do and how do i cut a check for speed? So I don't think you could be better positioned to be in this industry, especially those.
I talked to this about John that while we were walking up here, especially those that have a heart to serve, that want to not just sell, but want to absolutely deliver the shortcut to people. Those that, that have a desire to impact others, find purpose for themselves and can do the work to extract it.

I think it's probably the greatest thing on the planet.

I mean, I've done real estate and this, I love both.

Yeah, I love real estate.

I'll never be out of real estate,

but I'm more the heart to serve, right?

And that is-

Do you love one of your students crushes a deal?

No.

Is there any better feeling?

There is no better.

I highlight it all the time.

I don't highlight my flips where I make 75 grand.

I highlight theirs because that's the proud moment.

That's the big brother, the father figure,

You're like,

Thank you. feeling there is no better i highlight it all the time i don't highlight my flips where i make 75 grand i highlight theirs because that's the proud moment that's the big brother the father figure like they did it i have a mutton you'll appreciate the crap out of this i have a guy he has two full-time jobs nine to five and then he goes and works at in and out at the night until two in the morning he has three children and a wife and he's done four deals since january in my community i I it the only reason is because he just does the thing i advise him to do to your point proven model i've done it 18 years i just need you to do it and be uncomfortable so he finds time in the morning he finds time on the weekends he does what others aren't willing to and he gets the result others don't get right And you know that to be true.
I'm curious to hear your answer to my four pillars to success. I've asked every incredible entrepreneur this.
The first one is you have to decide what you want and who you need to be to get it. That is the first pillar.
It's all one pillar. Decide what you want.
And I actually think there's a zero, a zero through five. The first is you have to dream big enough to know what you are looking to do.
That dream has to be there, right? But then you got to decide what you want, who you need to be to get there, right? Number two, you got to take massive, you got to commit to it. Number two is you got to commit.
Three, take massive action. This is the uncomfortable part you talked about.
It is always uncomfortable. New levels, new devils.
It's never familiar because you're at a new level yeah it's going to be uncomfortable right number four is be uncomfortable and number five this is where i really believe why you're such a great person for our space is because you echo this and i know it to be true is remove all your time expectations on the result you're trying to achieve yeah if you can do that that's a great you start to unfuck your mind about when you're going to get the money how much like all the things that you're kind of doing it for you say i'm going to go as fast and as long as i need to do to achieve the thing i need to achieve and you and i know this true that goal post keeps getting kicked down the field right oh i loved loved it but no i love um i don't get back to this i love those five um augman dino i i geek out on writers every once in a while i got on all his stuff the world's greatest salesman a bunch of great books right yeah and he in the world's greatest salesman he writes about 10 scrolls to be the world's greatest salesman it really is 10 scrolls i make my make my kids read it. They read it like once a quarter, my older kids.

But he's got a scroll in there is,

I will persist until I succeed.

It has nothing to do with,

I'll persist until the money comes in.

I'll persist until I get my first sale.

I'll persist until my friends and family believe in me.

It just, I'll persist until I succeed.

That's right.

There's no way not to succeed

if you would put the word persist, right?

If you just keep going.

And in there he said and he wrote this book probably 50 years ago he said um how did we ever get to the point where we thought the prize was at the beginning of the journey it's at the end and he said we don't know it's not our job to know i love this saying it's not our job to know how long the journey is and how he equated it is we don't know. It's not our job to know.
I love this saying. It's not our job to know how long the journey is.
And how he equated it is we don't know how many corners. I look at those corners as obstacles.
That's right. We don't know how many corners we need to get around before our prize is there.
Yeah. So you're working hard and you're like, there's the corner.
You get around it and you look, there's nothing. And then you work again.
You're like, oh my God, I finally got around it. And you go around the next one.
There's nothing. And the way I look at it is some people might get blessed and have to go around two corners that's right others might have to go around 20 and we don't know i just equate that to i gotta pay my success tax like i need to pay i maybe god the universe the success tax auditor is like dean you're a troubled child i wasn't i'm just saying like you got 22 failures number 23 your life changes but and how many people give up 18 14 you got to persist until you succeed and and one more thing about that fifth one because i like it so much yeah is what if you measured your accomplishments like kaizen it's one little step at a time one little like you listen to this whole podcast it's a pat on the back you read the next chapter you go to the coaching program you you you if you if you want to learn what tony and i are doing register for the event everything should be a micro win and if you look at micro wins the most successful people i know you know tony and i have a great group of humans we put together a high level mastermind no different but one common thread is micro wins.
And the byproduct is you don't even know when the first sale comes. Think about that.
Think if you're like, Hey, listen, I'm getting a coach. I'm going all in.
I'm taking uncomfortable action. I'm not letting this old limiting belief stop me.
I'm not letting my sister who tells me I'm a dreamer talk me off my path. I'm going to make that offer.
Ooh, I got to get on a call. Oh my God.
I got to talk to somebody or I got to go on camera or I got to film a course. Oh, it's uncomfortable, but I'm doing it.
I'm doing all of a sudden you're chipping away. It's like I made the call.
I filmed the course. I did the thing.
I did that thing. And then all of a sudden one day over here on the side, there's a sail made and then another and another.
Imagine if your goal wasn't the thing, it was just becoming a better version of you, knocking down one hurdle at a time, and you won't even recognize when your first success comes, next success comes. You know how many people I've said, I didn't even realize I was a millionaire.
I've met people who are like, I just had my head down, going. I looked up one day, I was like, I'm here, and they're like, putting my head, let's keep going.
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Grainger, for the ones who get it done. done and that's the journey is there's no i mean i love the the new levels new devils because that has always been the case for me every time i push harder i go further there's always like wow that's a big brick wall how the hell am i getting around that and the thing that i believe that you've done i've done so many others is we say okay but we're going, we're going to get around that brick wall, right? And that level of consistency and persistence is what will create anybody.
I don't care if this is your first day of listening to this episode and you want to get an entrepreneurship. If you're sitting here and you are trying to aspire to be an entrepreneur, this is your guy thrive in 70.com free event, right? That is happening.
You have mastermind.com. I'll tell you real quick.
And this is not a shameless plug. It's thrive70.com.
Tony Robbins and I, once a year, we go live. And for three days, about three hours a day, we just pull the curtain back on entrepreneurship, specifically in the lane.
If you were going to do it, you'd be doing it on real estate. That's right.
I taught real estate for real estate for 20 years right love it still tell everybody getting real estate still love real estate still buying deals i bought a lot of deals in the last two years there you go um but what we're teaching in that three days is why every single human being on the planet when they've acquired knowledge in their skill that you know in their in their career or a life experience that not, you know, they went through a divorce. It was horrific.
Now they're on the other side. Kids are thriving.
They're thriving. X is thriving.
Like it doesn't matter. We've all had a life experience, a career skill or a passion we have that is extremely valuable to someone else who you know how to package it because it condenses that time.
That's right. So over over three days we're going to show people why every single one of you should consider being in the knowledge industry it might sound like a big word it really just means how to extract that asset of your life experience how to package it maybe you want to be a consultant maybe you want to create a course maybe you want to create a workshop a mastermind maybe you want to um write a book we're going to show you how to extract identify it, and get some assistance through AI that things like Tony and I on how to create that and then how to market it and how to turn it into a business.
We do it once a year. We have 800,000 to a million people registered.
And I think we're moving the world. I think we're, I think we've created a mission.
I mean, I watched yours last year. this is guys, if you are aspiring or maybe you're in it and you're struggling and you need some of the secrets, 30 plus years, 40 years in the real estate space, like you two are the top of the pinnacle.
Right. I say that with all humbleness.
You guys have achieved what every one of us in the education space or the product space want to be at. And so you two should be totally proud of yourselves.
I'm sure you are. But want to make sure you know uh yeah how much we appreciate it so thank you thank you and and we do it for free once a year so i'd love i'd love for you to check it out it's definitely one of those things that if you miss it you have no idea what you're missing and the last thing i'll say about it the only thing i always tell people is pretend you paid a thousand bucks for it because a three day event with tony myself we got some amazing guests coming my friend matthew mcconaughey's coming because we we turn i i read his book green lights i loved it so much we turned it into a course then we did that big launch okay two and a half million people show up on that yeah it was insane what a great book by the way yeah oh i love that book so we so he went down that journey he took his journaling of 30 years and turned it into a course.
And in one day, I think we had probably one of the best-selling courses in history that day. That's wild.
Right? Tens of thousands of courses sold in the first couple hours and people went nuts over it. My whole point is we got great people coming.
We're delivering great value and we're charging nothing because we want people. You said before, Tony and I are insanely passionate about getting people who are dying to just grow, live into who they're meant to be not who they're settling to be so we do it free once a year and then the only reason i'm saying that is because if you cut a check for 50 bucks 500 or 5 000 you'd show up sometimes we do free you're just like that was free don't discredit it we go all in for these three days yeah i you know i always say you people pay attention what they.
True story. And so I just, I would urge you act like you spend a thousand, act like you spend 10,000, but show up every day and don't do the, the stereotypical like, oh, well, yeah, but I got to leave now.
Cause I got to go do this thing. It's only three hours a day.
Solve that thing for three hours, you know, solve the issue so you can really pay attention to what they're going to be delivering. Cause know you two are great at so many levels but i want to pour a little bit more into this mindset side let's do it it is my it is my newer passion because i realize my strength is people i think that we saw each other and you're like god justin there's that connect you are a server like that is who i meant to be i told my grandmother who was a teacher, then a principal, then a, like a district manager, if you will.
She just, I told her when I was six years old, I was going to be a teacher. Six.
I knew it. I knew it, Dean.
Now the form of structured in school teaching versus what I'm able to do today on podcasts and in my coaching program different, but I've always known I had the heart to serve and you two, you both do as well. But part of what I want you to impact people today on this episode is helping them get out of their own way.
And I think that's just a mindset shift. I think that's them realizing they can do this because to me, what is their option? What do they have the option to, to exist, to be okay, to live in the their option what do they have the option to to exist to be okay to live in the struggle or do they actually have the option option to live a big wonderful powerful life you know i think one of the if i was watching and things hadn't been going so well in my life or you tried something and it didn't work out it might say well where you guys are now it's easier and i don't say that like you're copying out like i that's the emotion i might feel right sure and i never want to and that's something i i see in your eyes and the way you talk about your clients and and how you never lose what it felt like was there ever a time in your career i know for a fact there was but i want you to think about it we're like i like, I don't know if I'm going to make it.
I don't know if I can do this. There's no doubt.
Right? There's been two out of the gate I can answer right now. And was it so bad that you thought to yourself, maybe it's time to go get a job? I literally thought I should go be a bartender.
Yeah. And what's that talk about just in your heart, the story you were telling you.
So how, how did that feel? Did it feel not desperate? It's not even word. Like this is it.
Like, like, I guess I'm going to be like everybody else, or I guess I'm going to be on. I mean, I don't want to put words in your mouth.
How did that feel when you thought I should go bartend? And this is very vulnerable of me to say it. And I don't know if I've talked about a lot.
So my biggest hurdle that I've gone to a lot of therapy of, or is, am I good enough? A lot of therapy. My mom was an alcoholic.
My father was an alcoholic. My stepfather was an alcoholic.
I essentially kind of raised myself through that. Like I would show up at home.
My mom would be two o'clock in the afternoon. She's passed on the kitchen floor.
My friend's like, what's wrong with your mom? And I'm like, oh, well, right. So I had to have that instinct.
And so my entire life is am i good enough because i didn't believe i was as a child right so i've had to work through that so in those moments in business where i immediately go back to of course you do i'm not good enough i couldn't do it i tried i gave it my all i fucking had it and then i don't and so but but here's you, I'll leave it there and I'll let you take over. That would last one night for me.
Yeah. So let me ask you something.
And this is where you get empathy and this is where you work harder to get everybody in, not just the A players, B players and C players. You bring them along too.
What if you weren't designed in a way that it lasted one night? What if it lasted 30 days? That's right. What if it lasted a year? There are people watching right now that went through that and they're a year in five years in three months in just different wiring.
Doesn't make you bad. Right.
So when I think through that lens, Justin, the reason I'm still at this, the reason I want to make my craft better, I think my events are getting better and better and better. I don't want to want to live on last year's event i want to because i want to reach that person who's a year in thinking yeah dean justin this is great listen to you today but it's not for me i'm not sure i tried i couldn't get momentum i could the marketing couldn't start nobody would listen to me what could i actually create i want you i the a players are coming yeah i already know that yeah yeah the a players are going to show up they're going all in i'm gonna do it i got this right But it doesn't mean you're a B player.
I shouldn't even say A Yeah. I already know that.
Yeah, yeah. The A players are going to show up.
They're going all in.

I'm going to do it.

I got this.

That's right.

But it doesn't mean you're a B player.

I shouldn't even say A players.

I should say people with a mindset

where only last the day.

Yeah.

Right?

If you,

it doesn't mean you're like a B player

is a bad thing.

It just means a different version.

I want to help you and so do you.

Like I know that about you, right?

So when you start thinking about that,

like when they have this option, it's almost like you're thirsty yeah and i have a glass of water and they don't reach her it's like what's wrong with you just take the water it's like because of somebody else's mom and dad were alcoholics yeah they took a different path you ever hear that saying the twins talk about one was homeless and on drugs oh and one was a millionaire they use and they say they ask the one it's like how come you're homeless and on drugs like how could i not be my dad was an alcoholic who beat us and then they asked the twin brother who was a multi-millionaire and say how did you become a multi-millionaire he says how could i not my dad was an alcoholic and beat us that's right i've given me service yeah because gives me shivers. Yeah, because you can't judge people.
One is the way that maybe they're wired. It's a weight too heavy to carry.
Yeah. And I believe that every single one of you watching has the opportunity to push that weight off.
To craft, I don't want to oversimplify things you've heard a million times, but you can craft a new story. You could focus on new things.
If how you're going about wanting to be successful doesn't work, shake it up. You know, some of us, some of us can go to the inspirational side.
If I do this, I could be the best version of me. I could take care of my children.
I could retire my mom. I can make sure my wife is good.
I can make sure my kids are good. I can live into, I can, I can control my calendar.
I could set the date if I'm taking my kids to school. Like for me, somebody to say to me, Hey, I'm going to go to my daughter's dance recital.
But I have these nightmares of someone saying, Oh no, no, it's a busy day. You can't leave work today.
Right. I would die first.
That's right. Or maybe kill somebody.
Right. So that passion drives me and maybe desiring and focusing on a bigger future drives you stronger than anything.
But sometimes, and I was on a podcast with my friend Tom Bilyeu and he said these words that I thought were so strong. We were talking about it.
He said, sometimes, and some people, have to go to the dark side. And you know what that means? In your case, I'm just going to use your use as terrible.
You'd say, if I don't take this action, I'm going to become my mom and dad. That's right.
That's a hot song. I love my dad dearly, but my dad was the youngest of 12.
He was physically abused, sexually abused, old school Italian guy, didn't get help. And he just, he had, he, he had anger his whole life.
He fought with everybody. He had confrontational with everybody.
I had a bleeding ulcer at 10 cause I was so scared he'd fight with everybody. Right.
Um, but I could either, I could either become him or I could use him saying, if I don't take this uncomfortable action, if I don't go after that next deal, if I don't do this big, I might end up as him. And that's a little bit of the dark side.
That's right. Right.
And that's okay. Because I love when Tony Robbins, Tony always says to get the, the most energy it takes to put a rocket in space is the first 10 feet.
Did you know that? To get that big, heavy thing off. Once it's in space, hits the button 10,000 miles an hour.
That's right. But to get that rocket off.
So if you got to focus on a bigger future to get the rocket, great. But if you got to go to the dark side and say, if I leave my life the way it is, I'm going to get to the end of my life.
Realize I missed it. Realize I left me on the table.
I never jumped in the game. I missed the thing I want to do with my wife or my husband and my kids.
Like feel that pain if you need to. Do whatever it takes to get the rocket to come off the ground.
And that's like when people say, no, you don't want to go to the dark side. Screw that.
Whatever it takes to move you in the direction you need to. One of my things is, yeah, change your story, change your life.
You've heard all that stuff. Try a different approach.
If you're focused, if you have a vision board of the car, the life, the dreams, screw that. If the vision board isn't working, put a picture of the person you don't want to become on it.
Put a picture of you at 90 years old in the wheelchair and you know you missed the whole damn thing. Do whatever it takes.
Dude, you're giving me shivers right now. This is gospel, people.
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I journal every morning. And part of that is to make sure I keep a frame of gratefulness.
Because you reframed right now when I said being an entrepreneur can be brutal can be really challenging you said you know what's brutal missing your kids every morning and every night right and i by the way i fully agree different you know i kind of reshape the frame of what i say but my first mentor and i've paid for coaching and matt just like you have forever. Was my mom for exactly what you're saying.
She taught me exactly who I didn't want to be when I grew up. Yeah, absolutely.
She loved me. She never physically abused me.
She just chose alcohol over me. At some point it wasn't even a choice.
It was just, she had to, right. But but she died early she made it very aware that that

was of precedence like she couldn't pick me up from baseball practice because she was too drunk at the bar to drive right stuff like that but that was my first mentor that was my first coach you know can i can't do you mind if i share something with you i'm sure you've forgiven your mom of course 100 percent um because that's a tax you will carry forever and you will never be able to start a new relationship so i um i thought i forgave my dad so my dad i shared this with you and maybe one just one person needs to hear this sorry i'm going to digress but i know there's somebody watching listening right now that needs to hear this one thing and i'm going to use you as an example so my dad his brothers and sisters didn't talk to him he didn't talk to his dad when he died my dad was married four times he doesn't talk to any of his exes and I have a sister that's four years older than me and they haven't talked in 20 years and I forgave my dad completely or so I thought till so Tony and I have been friends for about 12 years and about 10 years ago he he calls me, he said, Hey, come to date with destiny.

I'm like,

I'm right in the middle.

He says,

please come to this one.

Right.

And I think everybody should go to a unleash the power within or a date

with destiny once in their life.

A hundred percent.

And he's not going to be doing it forever.

Yep.

Yep.

So I'd suggest everybody go.

Yeah.

So I'm at date with destiny and,

uh,

it's crazy.

It's like 12 hour days for six days.

It's intense.

You been?

No, I've done unleashed power. They still a lot.
I mean, still that times two. Right.
So it was funny. I digress here.
He was so, our friendship had been building for two years. We had not done business the other day.
We decided not to do business at the time. Cause we, our friendship was growing so well.
It's like, why cloud it with business? I'm doing good. You're doing good.
Yeah. Let's just be friends,

help each other where we can.

Long story short,

I,

um,

you don't leave.

Tony's on stage.

I run out to grab some food

and he must've had his phone

behind the podium

and he freaking texts.

There's 8,000 people in the audience.

He goes,

get your ass back here.

I'm like,

oh,

I scarfed down my food.

I run back.

I'm like,

what the hell are you doing?

You're texting like in your pocket.

Anyway,

I tell that story. Tony does these incredible interventions.
Yeah incredible interventions yeah so i'm going to tell you this and and if you don't need it someone else does so tony this woman stands up he's going through this shifting shifting your core values and shifting who you are and this woman stands up and he says so what are you working on he said she said um i mean i'm still trying to get over what my dad did to me and uh this woman's dressed to the nines she's sitting with her husband two older kids beautiful family so he says tell me what's up so he says my dad italian guy um i just i remember the story so intimate i was standing on a chair watching the whole thing. And she said, he wanted a boy and he got a girl.
And during pregnancy, my mom had emergency surgery, had to get a hysterectomy. So he could never have any other kids.
And I think he blamed me my whole life that I made it so he couldn't have another boy. He was a swimmer, wanted me to be a swimmer.
Said I worked my tail off. I made it to the state championship.
I got second i got second place and when i looked up he was gone i had to walk home five miles because yeah yeah i disappointed him so she's telling this thing and you can see the pain in her face god yeah right heavy pain so tony he's just so magical at it and we do interventions at our events too that hopefully you're joining this one but tony's so magical so he's sitting there And he said, yeah I could see that I knew he's I know what's coming because he's like my friend you know I could see that he said so um how about did he was he successful financially he said no he was always broke was he nice to your mom no never told her or me that he loved this so he goes yeah he goes you followed in his footsteps didn't you no business money tight for you? She goes, I started my own business at 19. I'm beyond success.
And she talks about it, and you can feel her presence. You can feel about it, yeah.
And he goes, yeah, don't tell your kids you love them. Don't have a good relationship.
She goes, and she's rubbing her husband's head. He goes, I love this man.
Like, I could cry thinking about it. Yeah.
And about your kids. I tell them I love them every day.
They're empowered kids. kids they pat their mom on the back and he goes through all these things and he said and here's what you're going to do today you're going to pick up the phone your dad's still alive yeah you're going to call him and you're going to tell him you blame him you blame him that you become the woman you are that you have a successful career you have your own.
You have a success. I have goosebumps.
Successful marriage. You're a successful mom.
If God didn't give you that father, you wouldn't be the woman you are today. So if you're going to blame him for the leaving you at that, at that tournament, you better pick up the phone and blame him for everything he did because you're amazing.
I watched 10 years fall off her face. They actually put a picture up.
They put a picture up of before her interview when she was talking about being left and a picture now. Justin, I'm not exaggerating.
She looked 10 years younger, like a thousand pounds fell off her. And that's just an example of what we can do.
Like we can change our past.

The perception of our past could change in this very moment.

When people say no, but it's a reality.

I'm like, okay, two people get in a car accident.

What's the reality?

One person says, I can't believe you wrecked my car.

My insurance is going to go up.

The paint's never going to match.

This was the car of my dreams.

You ruined it.

Someone else gets out and goes, it's tin and metal.

I have insurance.

You okay?

Cool.

What's the reality?

The reality is that two cars hit.

Yeah.

But our perception is our reality.

She had a perception until 45 years old or 50, however, what she was, that her dad was

to blame for all that went wrong.

In a moment, she realized that God gave her that dad so she could be this woman.

50 years of stress just fell off her place.

She changed her past.

And all of us have that option dean i appreciate you thanks bear i really do uh i own we have to leave it there dude i don't because i could keep going with you right now guys you can see who this guy is he is as genuine as it gets um if you have any desire to win to live a bigger life to have more money more freedom more time more this is your guy oh thank you thrive 70.com yep thrive 70 it is free act like you just mortgaged your house to get there because it would be worth it you should probably because he and tony are worth it uh this has been incredible, dude. Well, thanks, man.
I enjoyed it. It was good seeing you again.
Yeah, it was great seeing you. Mastermind.com.
I mean, you can find this guy everywhere. Get his books.
I mean, literally two or three national bestsellers. They're all incredible.
I appreciate everything you do for us in this world and excited to do this again probably next year. Thanks, man.
All right. If this helped you guys even a little bit, make sure you share this with two people.
Make sure you follow Dean

Graciosi. We'll see you on the next episode.
Peace.