Special Family Q&A with Tommy Mello’s Niece and Nephews!

Courage isn't the absence of fear.

It's doing something even though you might fear it.

A lot of people, they just avoid that rejection.

Like when you learn from failure, you'll learn that like doing it again will cause you to fail again.

So if you learn from your failure, you should succeed in the end.

Welcome to the Home Service Expert, where each week Tommy chats with world-class entrepreneurs and experts in various fields like marketing, sales, hiring, and leadership, to find out what's really behind their success in business.

Now, your host, the home service millionaire, Tommy Mellow.

Before we get started, I wanted to share two important things with you.

First, I want you to implement what you learned today.

To do that, you'll have to take a lot of notes, but I also want you to fully concentrate on the interview.

So, I asked the team to take notes for you.

Just text notes, N-O-T-E-S to 888-526-1299.

That's 888-526-1299.

And you'll receive a link to download the notes from today's episode.

Also, if you haven't got your copy of my newest book, Elevate, please go check it out.

I'll share with you how I attracted and developed a winning team that helped me build a $200 million company in 22 states.

Just go to elevateandwin.com forward slash podcast to get your copy.

Now, let's go back into the interview.

All right, here we are.

We are live on the Home Service Expert podcast.

Today, I got Emma, Nate, and Ty with me.

They are my nieces

and two nephews.

And what we started to do is a book club.

I wanted these guys to start learning at a decent age.

They started out with probably one of the hardest books ever called Green Eggs and Green Ham.

I know I'm kidding, but

we started out with a book.

We started a book club.

They get $400 each if they could quiz out of the book.

But today we're not going to do a really fancy quiz.

We're just going to talk about a book.

And the first book they read was Rich Dad, Poor Dad.

And if you guys don't mind, tell me what you learned from the first book.

We've already done the quizzes.

You guys already got your money.

We're going to talk about the new book, but tell me your first lesson that you learned.

We'll start with you, Ty.

What did you learn about the book by Robert Kiyosaki, Rich Dad, Poor Dad?

I learned that buying assets that can go over time is the best way to put your money into.

Good answer.

All right, Nate, what about you?

Yeah, I think the main takeaway takeaway I took away from the book was that focus on buying appreciating assets more than the depreciating ones because the more you buy a depreciating asset, it's just going to take away your money.

But if you focus on buying an appreciating asset, you'll get the money or time either way.

So, yeah.

And save your money.

What else, Sema?

Well, I was kind of like the same.

I guess like assets put money into your pocket, liabilities take money out.

And so I thought that simple piece of advice was really important because I think a lot of people like get confused or they don't value that just simple piece of advice of just putting your money into things that'll grow versus.

Do you guys think Mighty DeLorean will go up or down in value?

Down.

It should go up in value.

Yeah, I think it would.

So Ty is 15, Nate's 16, Emma's 18.

She's getting ready to go to college.

These guys really want to earn $400 today.

So let's listen.

We are,

we're going to to go over the book.

It's a quick, easy book.

It's called Go for No.

What is it?

What is the main title here?

What is it about?

Yes is the destination and no is how you get there.

So it's basically just like people sometimes will focus just on like the final end goal, the success that comes with it.

But I think this book really highlighted that rejection and the word no is part of the process.

It's part of the journey of getting to success.

So yeah, I think that was probably the most important thing.

And like desensitizing yourself to the word no and just putting yourself out there and not avoiding that rejection is so important.

Yeah, that's really good, Emma.

And the subtitle says, do you want to achieve success?

If the answer is yes, then you need to get more no's.

This book is how to show you why and how.

And it's by Richard Fenton and Andrea Waltz.

What I'll tell you guys is I buy this book for every single new technician and installer that starts at the company.

So I've bought a thousand of these books and by the way to the listeners out there that i love uh it's a very easy book to read um even

tyler could read it no i'm kidding

so

this idea go for no what does it mean to you nate what it means to me is like

i think

when most people think of going for no it's like

Well, I guess when people are in sales, they go for all the yeses.

So let's say you get 10 no's, but in those 10 no's you got five yeses so what it means to me is that if you go for 20 no's you'll get 10 yeses that's what i take away so when somebody goes for five yeses after those five yeses are you going to continue to push for more yeses no after those 10 no's you're going to push for more more no's because you get the yeses along the way i like that so basically what you're saying is and he he emphasized this in the book is

instead of going if your quota in sales is to get five sales instead of going for five sales, go for 10 no's for each sale you get.

And if you go for more no's, you'll be more way more productive.

A lot of people get lazy and they say, once I hit my goal, but if you go for no, you get more comfortable with rejection.

I'm just going to give a little highlight before I ask you, Ty.

So the book is about this guy.

He meets his a different, he bumps his head, he goes unconscious, and he meets a different version of himself.

And you guys know I sold women's shoes at Diller's when I was younger, so I could talk about this.

He talks to his other self, and the other self is wealthy, very wealthy.

His wife's wealthy.

Their whole life is different.

And he says, what changed?

Where was

the big thing in our lives that caused this space continuum difference in our lives?

And he goes, well, you remember when we set a record that day at the department store?

This guy walks in and he buys the nicest belt, the nicest shoes, buys a few shirts, a jacket, and he spent a couple grand.

And

he he goes, yeah, I remember that day.

He goes, do you remember what the manager said to us?

And he goes, yeah, we set a record that day.

But he said, why didn't you sell more?

The guy would have bought more.

He only spent two grand.

The guy would have spent 20 grand.

And he goes, what do you mean?

We set a record.

Two grand was the most anybody ever spent in the store.

But he goes, did you go for no?

He goes, you could have offered him.

There's nothing he wouldn't have bought.

So a lot of people.

One of the things I tell people, do you think it's okay to sell things people don't need?

Ty, what do you think?

Do you think it's okay to sell things people don't need?

That's a trick question.

I think it's okay to sell people things that like they don't need.

If it's like

if they're willing to buy it, then like they could keep spending more to get what they like

wanted until they say no.

So on all these little Facebook groups other than the one that we're on right now, a lot of losers say,

we only sell things people need.

And I say,

I sell things people want.

No one needs a cell phone app to open their garage door, or a new bottom rubber, or an opener that's whisper quiet, or a beautiful garage like you guys have on your house.

But you guys wanted it, so you bought it.

No one needs a new cell phone if your old iPhone's working.

So, this idea of only selling things people need,

so you go for no, you keep going till the client decides when they've had enough.

And too many people sell out of their own pocket, too many people say, I would never buy that, so they never offer it.

Let me ask you a true or false question, Emma.

This book teaches that hearing the word no is a sign of failure.

No, like it's false because you should hear the word no, because that means that you're like pushing yourself to get more sales.

And I mean, the only way to

like,

I mean, the only way that you can be successful really is to put yourself out there and to desensitize yourself to the word no.

And

yeah, I guess.

I love it.

What do you want to go to college?

You're getting ready to go to Madison school out there in Madison, not far from where you live in Milwaukee.

I think it's a great school.

What are your plans in the future?

Well, I'm planning on studying business or economics.

And then I want to like do something in business.

I'm not really 100% sure of what yet, but I'd probably want to try starting a business at some point or learning how to invest in different businesses.

And

I love just like trying to grow ones too and like how, like strategies to grow them.

Stuff like that.

Nate, if you, what would be a great number for you if you just had to throw a number out where you were like, man, that would be kind of, I'd be done working.

Done working?

You'd be like, man, I'm on.

I'm on cloud nine.

I'm done.

I'm good.

Like, if you had to pick a number where you just, you're like, the apprentice, the, the,

the internal rate of return is so strong that you're just like, I could just fade into the sunset.

I mean, it'd be pretty high for

any number.

I mean, look, a number that's realistic that you think if you hit, you would be, you'd feel that way, that it would be like,

I'm done.

I'm good.

I'm going to relax now.

I don't, I don't really know.

it would depend on what my current situation is because if I love my work Then I don't know if I would want to stop if I don't like my work but I got enough money It'd probably be in the higher

like millions if I don't have to worry about money

Yeah, lots of millions lots of millions.

But if I end it, I don't really I wouldn't really want to stop if I love what I'm doing.

So everybody asked me I do these shop tours.

If you go to tommymellow.com forward slash shop, you can come here on a shop tour.

It doesn't cost any money.

Got a little promo in there, even though I do it for free and do it because I love to help people.

They come here and they're like, why do you still come here every day?

Like, you don't really have to.

We know a lot of smaller companies that they're out traveling, going to Europe, living their best lives.

And I say, when I set up my org chart, I circled all the things I hated.

I hate payroll.

I hate accounts receivable.

I don't really like a lot of things in the business.

So I hired the greatest people for those roles.

And I decided it felt like going to work when I had to do that stuff.

I really don't like firing people unless they lie, cheat, or steal.

Then it's easy to make that decision.

So I just, when I come to work, I have the best time ever because I get to do the stuff I love.

So that's what I'd help you.

If you guys ever find yourselves, but guess what?

It takes hard work to get to that point.

It took 15 years.

Your mom and I were walking this morning and she said, she's been listening to a lot of podcasts about how to make kids into more entrepreneurial.

And she said, you know, the biggest thing is when they fail, don't swoop in and help them.

Let them get through, make these decisions and get through it on their own.

That really enables them.

What do you think, Ty?

You think mom has the capability to let you fail?

Yeah, I think she lets us fail just like so we can learn from our failure.

Like, I think learning from your failure is one of the biggest things that like...

like parents need to let you do.

Like, I think when you learn from failure, you'll learn that like doing it again will cause you to fail again.

So, if you learn from your failure, you should succeed in the end through that.

What if I told you a mistake made more than once is a choice?

So, a lot of people make the same mistake over and over again.

That's called insanity.

Describe a situation, Emma, where seeking no could actually help you grow.

Seeking no can help you grow.

Well, I think in sales, um, if you're trying to sell something, even just if you're working a job like in the service industry or something like that, just asking them, would you like like a new garage or a part with that?

If they say no, then

you know that you're not the one closing the sale.

They're the one closing the sale for you.

Because if you don't, if you never hear no,

especially like the story that you told.

when the guy came in and he bought all that stuff and kept saying yes, yes, yes.

If you never heard no, then you closed the sale.

So I think even just in those situations, going for no, it can help you get so much more and you are just selling so much more money, I guess.

I like it.

I like it.

Nate, if you

have you ever been to Mexico?

No.

Have you ever been to like a third world country?

Yeah.

So have you ever noticed that the kids will come up to you?

And

they're fearless.

They got blankets.

They'll come up and they'll sell you almost anything.

And do you think they ever go back to their parents and cry when you say no?

Not at all.

Do you think they say they look down at themselves in the mirror and say, I'm such a loser?

No.

Do you think they care at all?

Not at all.

There's a reason why so many different ethnicities that come to the United States succeed is because the rejection does not make them feel like they're a bad person.

It doesn't make them look down on themselves, doesn't make them cry to mom and dad.

They literally, when you're at the mall and the girl that comes from Uruguay want to put lotion on your hands, she'll follow you from that little booth for a hundred yards to put lotion on your hands and get the sale.

And if you say no, she does not take it personal.

And I think the problem is with Americans is we take things so personally.

You know, what do you think?

You live in a pretty good neighborhood.

Do you think a lot of your buddies would be in sales and be afraid of no?

I think most people would be.

Yeah, there's a couple of my friends where they have certain traits where they just won't stop until you say yes.

But most people that I know, they're afraid of the no, and they're afraid of like what other people will think of them if they

fail.

So

that's definitely like a big part of like our society, I guess.

Yeah, that's a good point.

People are afraid of what people think of them.

And I noticed that a lot of people try to keep up with the Joneses.

You guys watch Shark Tank, right?

Yeah.

Yeah.

You know, Robert Durkovich,

he sits on the right side up there on the panel.

He said, when I had a G6 and I started making it the plane, a G4, he said, all I wanted was a G6.

He goes, and when I got a Bentley, all I wanted was something nicer.

And he goes, my whole life was built off of comparison, comparing to people that were more wealthy, or maybe had a better relationship with their wife, or maybe had a better relationship with their parents, or maybe was closer to God.

And he goes, now I've realized that it was really just, it's a competition with myself.

And I just, when I go, when I pass away, when I'm on my deathbed, I just want to say I did everything I could because comparison is the thief of all joy.

There's, I've done pretty well.

And if I compare myself to Mark Zuckerberg or Mark Cuban, I'm a fart in the wind.

I'm nothing.

So, you know, you're best you are today.

I always say I'm the best I've ever been, but the worst I'll ever be because tomorrow I'm going to be a little bit better.

Ty, what are your, what are your goals here?

You're right now, you're 16, 15, I'm sorry.

And you're,

you you got a couple more years of school.

What are your plans going into the future?

So right now, I just got my first job.

I'm planning to save my money, put it into investments.

And then further in the future, I plan on getting more like

real-world experience and jobs.

And then going into college, I'm planning on learning business.

And after college, I'm planning on like trying to like...

go into the business world, like start like figuring out how to start businesses, starting to to learn from other people because I feel like that's like an important aspect.

Learning from people that can have like higher knowledge than you, just surviving yourself with like people that like

know more than you, so you can learn from them.

What about you, Nate?

Um, well, right now, I'm actually learning how to start my own website design agency, and I'm on like the beginner stages of it.

So, I'm kind of interested in like the whole marketing world of business.

So, what I would be doing is calling, calling businesses that needed a website.

Say, hey, I can design your website, but I can also optimize it for you.

So that's the marketing aspect.

That's something I'm really interested in.

And

moving on, I also want to do business school and college and potentially start my own HVAC company.

That's something I'm super interested in, just like intern places where

there's already big

HVAC companies.

So just learn from that, build my experience.

And with this

marketing, I mean, website design agency, I think it's going to teach me where I'm going to get a lot of no's.

It's going to

teach me that no's okay.

It's not a personal attack from the person.

And if I just keep pushing past that failure point, then I'm going to succeed one way or another.

Why do you...

So let's go over this real quick.

You call somebody up.

I'm just curious because I haven't heard this idea yet.

By the way, I would be asking ChatGBT and using Google and using all the other AI systems out there to find jobs that aren't going away in the next four to five years with AI.

We know home services and home improvement are one of the best places.

Everybody and their brother is talking about it.

Everybody I know in software is talking about starting an HVAC company.

Everybody I know in real estate is saying there's drastic changes coming.

I mean, now you look at the

buyer's agent, the commissions are cut.

So I would say be very careful, but let's hear when you call somebody up.

How are you going to convince them?

I mean you're you're 16.

What are you going to say you specialize in?

What is going to be the sales pitch?

So what I'll say to them is I noticed you don't have a website.

I specialize in websites that

are proven to, well, when I get more experience, are proven to turn over more revenue.

And I'm going to say, if they say, no, we don't need a website, I'm like, okay, I talk to a lot of business that say that.

And I'm going to say, well, how are your revenue is looking right now?

Do you think you could increase that with a website?

Say, yes, we could possibly increase that.

It's like, okay, well, here I have this special package for you.

You don't need to.

go fully in.

I can show you my platform.

I can show you my design.

And we can discuss it.

You get 15 minutes later in the day, and I can go over this template I made.

Say, yeah, sure.

So I make that.

So I also say, well, that's a one-time purchase.

The website, I'll sell it for maybe $500.

That's a one-time purchase.

I'm not making money over time.

So I could also offer, we also host and maintenance.

Now that's money

that you make monthly.

So I'll get charged.

Monthly reoccurring revenue, reoccurring revenue.

So I say,

I'll

hosting maintenance, that's $100 a month.

Now I'm making that $500 sale plus $100 each month.

And once I have 10

clients, I could say, well, I'll just double my prices.

And now if I lose five of those clients, now I still have five, but I'm making the same amount of money that I was making earlier.

So it gives me more room to grow.

while making a lot more money.

And that's how

at scaling, I'm pretty sure.

I'm not too familiar and all that.

but so here let's let's role play and i'll be you and you're the company okay okay

so hey mr jones how are you today my name's nate uh just calling you real quick uh i know you know my father because first you use everybody you know every connection if you ever learn how to do inside sales they say call your family first call your friends call the people you know from church so you say i know you know my dad i know you know my mom i noticed you don't have a website so i say i notice you didn't have a website can i ask you a few questions

Yeah, sure.

So, Mr.

Jones, is there a reason, have you ever tried a website in the past?

No, I've not.

Is there a reason that you feel like a website wouldn't be beneficial?

No, we just haven't spent a lot of time looking into websites.

Do you think that your product would be better marketed on a website or do you just feel like it wouldn't make a difference in sales for you?

I think it definitely would be more beneficial for sales.

If you were to build a website, what would you like it to do?

What would be some critical things that you would need on this website?

Critical things, I just need like something that can get

people on the website and stay on the website.

That's what I would probably

look for in a website.

Product details, a way to order them.

Do you want it to be more e-commerce where they can order it online, or do you want them to just make the phone call to your website?

Probably more online.

It makes it easier that way.

So, how about this, Mr.

Jones?

What if I I built you a website for free and once it hits a certain amount of sales per week, you buy it from me on one condition.

If I'm going to put in all this work up front, I want you to pay me a reoccurring fee for the first two years.

And I'd rather do it the way the harder I work, the more I make.

So if I put in the time, energy, focus, and money into this site and get you selling more, would you be willing to share a little piece of those sales with me?

to where you're still making a lot more money than I am, but at least my hard work

gets me something for that.

Absolutely.

I would have to see some of your work in the past.

I had to see some of your

maybe some videos from other people that

you've designed for so I can get a little bit of sense of what your websites are made of.

I mean, as long as we use your template, your website, you know, your logos, the right colors, and you approve the artwork on there, obviously we want to make you look like an affluent company.

But other than that, there's really,

there's no way to lose here.

Yeah, absolutely.

I think we can definitely look into that.

Okay.

Well, listen, I look forward to working with you.

I'll get started with it.

And we appreciate doing business with you.

Yeah, no problem.

So that would be the way I do it, especially if you learn how to turn these things out.

Because right now, AI could build a website fairly quickly.

The difference is what I would do, if you listen to anybody good, they'll tell you like, If I were to start over again, you know what I would do?

And I heard this from a buddy of mine.

So

this isn't my my own content, but you go in, there's a few cars that sell the most every single year that are super affordable.

So you go through Offer Up, you go through Craigslist, you go online, and you find these cars and you make 40 offers, lowball offers.

Out of 40, one might say yes.

You go in, you detail the car, you clean it up, you change the oil.

I mean, I bought and sold over a thousand cars and you sell that car.

for a lot more money because it's the highest selling car.

You know, you're going to sell it.

It looks like it's taken care of.

You make a good amount of money.

So what I would do is I look for people that need websites that don't have websites.

I'd go into a niche.

I'd specialize.

And I see none of these people have websites.

It'd be easy to take domain authority.

And it would be very, very simple to get a lot of sales on this rather than being a one-size-fits-all.

Sure, I'll build you an air conditioning website.

Oh, you sell bubblegum.

Sure, I'll sell you bubblegum websites.

Oh, you do video creation.

No, you just specialize in one thing.

That way it's cookie cutter.

You could build it for a thousand people.

You build the first one, then you just throw a different skin on the site.

Yeah, so that's exactly what I was actually planning on doing.

So it depends on what I actually want to look into.

If I do landscaping, thing about landscaping, it's like a lot of it's word of mouth.

Some companies say, well, I don't need a website.

All my stuff is word of mouth.

But it would just have to be something that

I could look into and find that niche.

See, I don't like the, you know what I like for you is you guys, you guys are on TikTok and Instagram a lot, like basically everybody your age is.

What if you just went out with a landscaper and took videos with them and threw them on the website and that got virality?

Because you guys know what you guys watch.

I watch the landscapers take a really ugly mess of a house and then they clean it up and make it beautiful.

I think there's something there because most people, old timers, baby boomers, don't, first of all, they don't know how to edit videos.

They don't even know how to get client testimonials.

They don't know how to ask for reviews.

So I think when you, it can be very discouraging to go into a business and not get any yeses.

So you want to have an offer that everybody says yes to.

It's a a no-brainer.

So just think about that.

Hey guys, quick thought before we get back to the episode.

There's something that Donald Trump Jr.

said recently that stuck with me.

He said, in construction, it doesn't matter how smart your architect is.

If you don't have the best guys laying the bricks, people with grit, people who get their hands dirty, you've got nothing.

And you know what?

It's the truth.

You can have a slick logo, a killer strategy, and the best tools, but if your team isn't competitive, if they don't work hard, you won't have what it takes.

That's why I'm excited that Donald Trump Jr.

is coming to Freedom 2025 because he gets it.

He's been on job sites.

He's operated heavy equipment.

He's worked alongside tradesmen and he's seen how real money is made while serving as executive vice president of the Trump organization.

If you want to meet me, Donald Trump Jr., Kevin O'Leary, Al Levi, and a host of other successful home service owners, go to freedomevent.com now.

And if you grab your early birth ticket, you'll get over $5,246 in bonuses too.

That's freedomevent.com.

All right, let's get back to it.

Emma,

what

when you so tell me a little bit, you don't really like to go party very much from what I understand.

You study a lot.

I think you got a perfect grade point average.

What is it?

Like a 4-2.

4.2.

And, you know, Madison's known for,

you know,

like every school, you could go out and you can find the partiers, you can find the people that study hard.

What is your goal over the next four years once you get into

school?

I kind of want to have like a balance because I want to like meet people who work hard, they study a lot, and they're very motivated.

But at the same time, I want to kind of have an aspect of my life that's more social.

And like, I don't have to be partying all the time, but still going out, like having fun with my friends.

And like, that way, I have like kind of two type of people like two social groups where it's like there's the people that really motivate me but there's also like the side of me that's like having more fun and stuff and I think both can be really valuable because I guess one of my goals also is to become more like social in the way where it's like

I don't know I'm I want to be good at like sales I want to get better at like convincing people and

that type of things because I can study and I can get good grades but at the same time, I think being a very convincing person and charismatic and stuff, I think that's also really important.

You know, one of the things you could practice without anybody is eye contact, tonality, being positive in the words you use.

One of the things when I meet somebody, I look at how much they believe in themselves, and that's simply by looking at someone in the darkest part of their pupils and smiling.

And if you practice smiling more and you sit still, and not, this is tough, this is the first time you guys have done this, so it's not today but as you practice your tone and your authority and the way you believe in yourself people actually if I went on stage and I said um

hey uh

like

guys um

thank you for being here today um well uh like you know um

that doesn't go well.

So being very transparent in the way you speak the words we use, don't say the cheapest, say the most affordable or the builder grade.

Don't say the most expensive, say this is top tier.

The simple words, don't say the cost, say the investment.

So remember that, you know, my dad and a lot of people that have retired always told me when I was a kid, if I knew, kid,

what I know now at your age, I would have been invincible.

And you know what they were talking about?

Is they wouldn't have feared no.

They would have asked the girl to the prom.

They would have not been afraid of rejection.

They wouldn't have cared what their friends would have said if a girl said no, because the next girl is going to say yes.

So I want to just tell you guys, my superpower is that I'm the most curious guy on the planet and I'm always asking for help.

I don't care.

I'm never going to be arrived.

I don't care how successful I might be.

I'm always the most curious person in the room and I implement quickly.

My favorite three letters are ASK.

My grandfather and my dad, they were men's men.

They'd go in the wrong direction 40 miles and they wouldn't ask for directions because it was stupid to ask for directions.

That meant they failed.

So just always keep this idea of asking for somebody and be very careful who you ask.

Because if you ask

the wrong person, it could take you down the wrong place fast.

So, the idea of recognizing people, success leaves clues.

And I don't care, it's not only about finances, it's about faith, it's about family, it's about having fun, it's about fitness, taking care of yourselves, and it's really about your future self, which is are you reading?

Are you doing the right stuff?

So, the next book that we are going to to go over,

let me think for a second.

I've got a couple.

How about we do Napoleon Hill Think and Grow Rich?

It's a longer book.

We'll do Think and Grow Rich.

And we'll do the same thing we did, Think and Grow Rich, Napoleon Hill.

I don't care if you guys listened to it.

I think there's a movie on it now, and there's the Napoleon Hill Institute.

I've been on the podcast.

But

I'm going to let you guys close us out on anything you want to talk about.

Maybe it's your future.

Maybe it's ideas.

Maybe it has something to do for Go for No, but Emma, I'll let you start.

We'll finish with Ty.

I just think that like Go for No,

it had so many great messages.

Like one of them was about courage, and it was like, Courage isn't the absence of fear.

It's doing something even though you might fear it.

So I think that was really important because a lot of people, they just avoid that rejection and will never go for no.

And so I think that piece of advice about courage was really important.

And how are you going to apply this in the next week in your life?

In the next week.

Um

I'll probably, I mean, maybe I'll just try to put myself out there.

Like, if there's a moment where I'm thinking like, oh, I'm too nervous to do something.

Like I was nervous to come on this podcast, but even though it's out of my comfort zone, another thing that was a part of the book that he said was the comfort zone is never static.

It's always expanding or retracting.

So always putting, doing something that's out of your comfort zone is really important.

So I think something, I don't know, I'll probably do something that's yeah.

No, I like that.

Like talking on stage for my first time was nerve-wracking.

And now it's like, I don't even worry about it.

It's like, if you don't like me, shame on you, not shame on me.

I don't really care.

I'm comfortable now.

But it took, it's like a muscle you got to flex over and over.

Once you flex them, it doesn't really bother you.

And they say stage, Frank, getting on stage is a bigger fear than dying.

And dying is the biggest fear most people have other than speaking on stage.

Nate, what about you?

What are your final thoughts?

Final thoughts.

Well, I'm reading a book called The Courage to be Disliked.

Yeah, it's a great book.

It's a great book.

If I could recommend a book, I'd read that one.

And

it just talks about having the courage to not really care about what the other person is thinking.

It's about comparison.

It's about

it's just all about like

whatever you do, don't care about what the other person thinks of you.

If you want to go chase your dreams, go chase them.

If you want to go ask out that girl, go ask them.

It doesn't matter.

You have to have the courage to do something.

If you don't have the courage, you're not going to do anything.

And you're going to end up sitting in your room being scared of what everyone else thinks of you.

So that I think it's the main way to move on and forward your life is just have courage to do something.

Yeah, you know, I'll tell you guys is I love everybody I grew up with.

They're still some of my great friends, but you don't get a choice when you're young.

It's your neighbors.

It's the people you go to school with.

As you grow, you got college and then you move maybe to a new city and then you start to develop your own personality that you kind of attract what you put out there.

And

what's what's so important to you right now is showing off in front of your buddies or maybe that girl.

And like these things don't matter at all.

And when you realize that, you're like, man, I'm going to go out there.

When I moved when I was 16 to Arizona, I wanted to get residency to go to ASU.

And I love everybody back home.

They're still great, great friends.

But it's crazy what I was able to develop.

by just being very intentional with who I hung out with.

And

it's something I've never perfected.

It's something that I try to work on every day because the closest people to me are who I become more like.

And the books that I'm reading are who I become more like.

So just know, if I hung out with people that just every night drank themselves to sleep, there was a good chance that I would be doing that.

And if I was to

potentially cheat on Brie and I was not loyal to her, there's a good chance, you know, that everybody around me wouldn't be loyal to their girlfriend or boyfriend.

So that's just, it's a trait that you tend to just condone it when you're around it.

So be careful who you let in because it's important now who your friends are.

You grow up with them, your best friends.

Some of them are gonna stay there.

But as you start to grow, be intentional who you choose.

Ty, what are your final thoughts?

I think it's important that we're reading all these books that you're giving to us.

I think it like gives you like knowledge about what to do in like life.

Like I've learned that going for no is like

one way to like live your life and expand it.

Like being able to accept accept rejection, but then learn from it and move forward.

I think that's a big part.

Like everyone nowadays in America, your friends, like they

most people are scared of getting rejected, which is not good.

And like

if you learn from your friends, as you were saying, your friends will influence you to be scared of rejection.

And I think that's not a good way to look at it.

Being scared of rejection is

one way that you would just not be able to do anything in life if you're scared of rejection that means you are failing if you exceed rejection and you learn from it that means you can end up succeeding in life well i got a deal for all three of you guys are you ready for my deal

yeah

uh now we got to work out the details but

If you're willing to do a summer program, and it's not just one or two days, it would be a full season, and you can still do it in college, and you do a door-to-door job.

I'll give you five grand when you, well, look, you got to make it a week, and then I'll give you five grand at the end.

So you each make 10 grand.

So you got to do door-to-door sales, meaning you got to knock on doors.

And you talk about the ultimate rejection is knocking on doors and have people peek out and go, who are you?

And why are you here?

So if you guys get in the door-to-door program, we're working out with mom and dad.

And I'll pay you guys generously.

But I think that'll make you guys look way different at the world and it'll skip you ahead a decade in your lives because that is the ultimate i went one day in my scottstell house you guys have been there the house that dad's at um

and i just wanted to invite 20 neighbors to the party my moving in party in 2012

and that was like i was like hello and they were like we don't want anything what are you here and i'm like i'm just your neighbor And it was like, I was like, but if you get good at that, you can almost handle anything.

So you go to the top tier of rejection and then it's easy.

Then everything becomes easy.

So I really appreciate you guys doing this.

I know this is awkward and odd for you, but the more you practice, the more we're on here, the better it'll be.

I love you guys.

Thanks for coming on.

Thank you guys for hanging out.

Look, this is something you should be thinking about.

If you've got a niece or nephews, kids, grandkids, whatever it is.

Get them involved.

Have them read Rich Dad, Poor Dad, and Go for No.

It'll be a game changer.

Thanks for paying attention today.

Hey there.

Thanks for tuning into the podcast today.

Before I let you go, I want to let everybody know that Elevate is out and ready to buy.

I can share with you how I attracted a winning team of over 700 employees in over 20 states.

The insights in this book are powerful and can be applied to any business or organization.

It's a real game changer for anyone looking to build and develop a high-performing team like over here at A1 Garage Door Service.

So, if you want to learn the secrets to help me transfer my team from stealing the toilet paper to a group of 700-plus employees rowing in the same direction, head over to elevateandwin.com forward slash podcast and grab a copy of the book.

Thanks again for listening, and we'll catch up with you next time on the podcast.