10x Your Business with Grant Cardone

NY Times Best selling author, international sales and business expert who writes for Entrepreneur Magazine, Business Insider and Wells Fargo – Grant Cardone

Super salesman and motivational guru Grant Cardone is on the show by listener request. He shows us how to think 10 times the way we do now, and how much a true hustler works. Grant is very inspiring and motivational and fired me up too!

Resources mentioned in the podcast:

• The 10X Rule by Grant Cardone
• Sell or Be Sold by Grant Cardone

Go to GrantCardone.com for more info!

Thanks so much for listening!

Transcript:

Jaime: If you want to get fired up today, don't miss this. Today on the show I have Grant Cardone. He's amazing, full of energy and teaches us why we should care about 10x-ing our goals. He also does something quite surprising during the interview that caught me a little off-guard. Hope you enjoy!

Announcer: Welcome to the Eventual Millionaire podcast - with your host, Jaime Tardy. Real talk and real advice from real millionaires, with a sharp focus on you - the Eventual Millionaire.

Jaime: Welcome to Eventual Millionaire. I'm Jaime Tardy and today I'm super excited to have Grant Cardoneon the show. He's here today because one of you listeners actually recommended that I interview him. He's the king of the hustle, right? He's also an amazing author that has four books, he's a speaker, he's a business expert. One of his books is called "The 10x Rule" and of course everybody wants to 10x their business, so I'm super excited to have you on the show - thanks so much for coming on, Grant.

Grant: Thank you for having me.

Jaime: So you're a sales expert. I love this 10x rule - give me the lowdown on what 10x is.

I wrote a book in 2008 called "Sell or Be Sold", then I followed that up with a book on negotiated and I followed that up with a book on filling your pipeline up and found out people were basically using the technology that I had written about for this new economy. I've even looked at it in my own life - I'm 51 years old, at that time I was like "What am I doing wrong?" I've spent 30 years building multiple businesses worth hundreds of millions of dollars, yet I have been affected by this economic contraction that really didn't have anything to do with me except that I was on the same bus as hundreds of millions of other people and when it crashed me and my family, my wife, my kids, my employees, everything was affected like so many millions of other people and I realized in that moment, I guess I was 53 years old at the time, I'm like "Oh man, I set the wrong goals my whole life". And it didn't matter whether it was my consulting business or whether it was my real estate business or my software companies, I had set targets too small and what happens when you do that is you have actions that support targets that are too small and don't take into consideration ten things that are going to happen that you have not planned for, there is no contingency plan for. Basically people are underestimating how much energy it takes, how much effort, how much money it takes to stay in the game, to be punching and slugging it out, going to the next fight and be able to survive and prosper.

Jaime: That's insane. So how did you know that you were setting your goals wrong? Because you were already successful before - was it just that when everything collapsed you assumed that that was it, it wasn't the right way to do it?

Grant: If you're successful, whatever successful means, which basically means that you're doing better than your neighbor, but that's not really how success should be defined. Today I define success as the difference between my potential and my reality - and my reality was being affected by the economy, by the Lehman collapse, banks freezing up, by my buddies who went belly-up because of the housing problems, by people that I didn't know who had over leveraged their properties, by industries that were collapsing because they didn't change fast enough. My reality was being affected but that didn't affect my potential - I'm the one not fulfilling my potential. So for me, this is the answer to why Oprah, Steve Jobs, Warren Buffet keep showing up in the marketplace, it's not because they're trying to become more billionaire-like, they're trying to reach their potential, which is not a financial thing at all. I don't know if it's a spiritual thing for everybody but it is for me because I want to be fulfilled, I want to be a good example for myself, my kids, my wife, my employees and hopefully the marketplace. For instance, the person who said "Hey, you should have Grant Cardone on your show," that means I'm starting to hit on potential.

Jaime: So how does someone find out what their potential is? I interview millionaires so a lot of people look towards wanting to be a millionaire but how do we know what our potential is?

Grant: That's a perfect question. I actually talk about this in my last book, "The 10x Rule". Anyone who says "My goal is to be a millionaire," I promise you, you are setting goals that are not even your own. Let's say it's a financial goal, if your number is a round number that ends in zeros, it's somebody else's number. It's always going to be somebody else's number. If you said to me "Grant, I want to make $100,000 a year," or "I need $1 million." I'm like "Whose number is that? Who gave you that number? Who gave you that target? Who gave you that goal?" See, when people are setting goals, I know this wasn't your original question.

Jaime: No, please.

Grant: But when people are setting goals, you need to ask yourself "Who influences your goals? Who's influencing your targets and those desires that you have?" So, for instance, my father, who died when I was 10 years old, and I didn't realize this at the time, he impregnated me, if you will, I don't have a better word, somewhere in my DNA or just being in the environment, whatever you want to call it, I picked up his goal of being a millionaire. But it was 40 years later. My dad's million, 45 years ago, is completely different to today's million and it doesn't take into account inflation problems, world targets, world competition, industries going away. So basically what I'm saying is that, whatever your target is, if you think it's $1 million and you don't want to dig into whose it is or where it came from or why, then I want you to multiply any target you have. The person listening could do this right now ' write down any target for anything and I want you to multiply it by ten. So the guy who wrote $1 million now has $10 million. Both are impossible. When you don't have either one of them they're both impossible, or they seem impossible, they seem extremely difficult, and I can tell you one thing about both of those goals - whether it's $1 million or $10 million. I promise the listener, or the viewer, you will fail at both.

Jaime: Yes, thank you, Grant! Tell us more.

Grant: So which one do you want to fail at? Do you want to fail at the $1 million?

Jaime: Hell, no! Because if I fail at the $10 million I might have $9.5 million but that's totally cool.

Grant: Exactly - and I promise you, they're both going to require the same amount of effort, the same amount of energy. This is what they don't teach you at school - people who make $1 billion don't work any harder than I do to make $1 million. They leverage things, they make different relationships, they think bigger, they spend more money, they put more at risk, but they don't work any harder and I promise you they're not any smarter.

Jaime: I like that - you promise that they're not any smarter, why?

Grant: Because I can look at them - I mean just name somebody. They're just not any smarter. Richard Branson is no smarter than I.

Jaime: Cool. That's really good to hear. A lot of people just assume they have this mentality. I interview millionaires all the time and a lot of people are like "They're up here and I'm down here."

Grant: Jay-Z is worth half a billion dollars. I guarantee you that I've got a higher IQ than Jay-Z. Because IQ doesn't matter, it just doesn't matter. I was talking at a school here in Miami and I said "How many smart people are in the room?" 400 hands went up - "Yeah, I'm smart." "Good. It's not worth anything."

Jaime: Good. Okay, what is worth something?

Grant: Hustle - you've got to hustle. You've got to do whatever it takes. You've got to throw down and take the risk. Are you willing to never buy insurance on your bet? Are you willing to go all-in, every time, no matter what? The hustle, that's what's making it today. It's not the smart guy, it's not the safe job, it's not the insurance, it's not the house with the pretty fence around it and the two kids, it's the hustle.

Jaime: So where do you get the hustle if you don't already, innately have it?

Grant: Well, first of all, I think you do innately have it. Go back to when you were six months old, a year old, you had hustle. What you have to do is you have to rehabilitate the hustle and get rid of all of the information that took the hustle from you.

Jaime: Okay, so how do we do that?

Grant: Well the first thing is that your parents probably took some hustle from you. My kids have got a nanny - I have two kids, a two year old and a four year old - and the nanny comes over and the first thing out of her mouth is "Oh, be careful, Sabrina," and I'm like "Never tell my child that. Never, ever. Never tell them to be careful." She said "Well, what do I tell them?" I said "Tell them to be dangerous." They'll get the same message - they're walking on something really high and they could fall, don't freak out, tell them to be dangerous, because in life you must be dangerous to experience life, to have life, to expand into it and in business you'd better be dangerous or you're not going to exist tomorrow.

Jaime: What if people are saying "I'm not good enough" and they have a whole bunch of head junk around this. What do we do in terms of that?

Grant: Well you do have all of that stuff. You need to start surrounding yourself with information, books and people that believe in you. You're going to have so many people tell you that you can't do it. Follow me on Twitter - I will never tell you that. I will never be one of those people that say "You can't do it, you won't make it." You need to make a list of people in your life that are the people that will push you up, that believe in you more than you do and you also need to make a list of people that don't believe in you. It could be your mom, it could be your dad - it doesn't make them bad people. They don't even believe in themselves anymore, they gave up on their own dreams, their own goals, they settled, they're the ones who married the wrong person, they're the one who became a housewife when they didn't want to, they gave up, they decided not to be rich when at one time they had that dream, they got sold on being something else and now they're going to pass it on to you because they have to justify their position.

Jaime: Don't you love that?

Grant: Well they do. It's survival. It's not that they're bad. Like my mom - I love my mom, she was a great friend of mine, she's passed now, but she didn't know how to talk to me because she was my mom and she grew up in the great depression, she stood in food lines, and she did wonderful for herself compared to her reality but never fulfilled her potential. I was interested in my potential, not how well I had it compared to other people, and so I was going to be dissatisfied if I didn't fill my potential. Every time I went out to start another business my mom would say "Be careful. You're doing so good, fly under the radar, don't get too much attention, don't take too many risks, don't be seen too much. You'll become a target. People won't like you." See, this is information that all of us are getting to squash and contract and get smaller when what you need to do is blow up and expand.

Jaime: I know we definitely need to have people surrounding us that already believe in us, but what are some other tips on how we can expand bigger and better?

Grant: Look at people who are getting big. Only learn from the big people. Make the big players your role models. Look at Warren Buffet - he is selling every single day of his life. Every interview he's in, every interview, he's got his products in the background. Look at the guys that are playing the game - how are they playing the game? I'm talking about the ethical guys.

Jaime: Thank you, I appreciate that.

Grant: Like me - the only thing that I do that anybody can be suspect of in my life is cuss. I like to cuss; I'm a cusser, okay? I actually gave it up - I gave up cussing but it was the same night that the president did the state of the union speech so it was the worst night I could ever do that. Read books, listen to people that have made it big, not just in business but also have the other pieces put together. I'm not talking about Carl Jung - great psychologist, committed suicide - you don't want that example, you want the guys that have it in every arena, if possible. As many as possible, the guys that are not cheating on their wives, not cheating on their husbands, they have the whole deal - they have kids that are happy, not in drug rehab - they've got all the money, they're banking more paper, they're happy in their relationships. There are those examples out there - read their books, listen to their programs, go to their workshops. Surround yourself, immerse yourself with that content so that you can squeeze out the Fox, the CNN, the CNBC, the MSNBC, the ABC, the CBS. The news is the blues, as Kanye says.

Jaime: Totally, I agree. I love one thing that you said, especially about Warren Buffet, because we wouldn't say that he's the guy that's selling all the time, right? But this is what I love about you - it's all about the sales. So let's get into that, give me your highlights on sales tips. Because i worked for Kirby vacuum cleaners when I was younger and I thought sales was unethical and horrible so I backed away from it, until I found a mentor who was like "No, that was horrible - do it like this."

Grant: I write about that exact situation in a book called "Sell or Be Sold". This book was originally written for artists. Sell or be sold. What end of this do you want to be on? Because it's happening every second of every day. You're either having something done to you or you're doing something. So there's no way to get around this - I don't care who you are or what you are. My wife's an actress and I'm like "Buddy, you're either doing the selling or you're buying something." In every situation - whether you want to get the right girl, the right guy, get your kids to school on time, or you want to buy a house, sell a house or you want to make a career change or get a pay rise, you're selling, always. Warren Buffet is a master salesperson and nobody knows it. Steve Jobs was probably one of the most genius sales people that has ever walked planet Earth and the day he died nobody said "Master salesperson." The guy had people buying products they didn't even know they wanted. If you have a dream or an idea you have to embrace this idea of selling - and I'm not talking about the selling you learned at Kirby Vacuum Cleaners, I'm talking about somebody who knows how to do this without lying, without over promising, without cheating anybody, without scamming. The person who can say 'Hey, this book is worth millions of dollars, not $30. I don't need to discount it to $15." If you can learn how to do that, whether you're an actor, actress, doctor, chiropractor, dentist - you're a dentist and you're selling a $16,000 dental implant, you will have to know something about selling to grow your business.

Jaime: So what if someone is listening right now and they're okay at sales, they get sales but they want to 10x - tell us how they can improve their sales.

Grant: What that person's really saying is "I want to sell, I just don't want to do it. I want somebody else to do it. So what I'm going to do is I'm going to advertise." No one's watching ads. You're in deep trouble now in this new internet web age. "Well, then what I'm going to do is hire a bunch of sales people." They don't know how to sell in this 21st century. Then it's like "What I'm going to do is get a PR company and get a lot of attention." Your PR company will only get you in one news place a month and if you think that's enough your business will be dead in 12 months. What I'm telling you is, the company, from the top, all the way down to shipping, needs to embrace the concept of selling, promoting, marketing, whether you're an introvert or an extrovert. If we did a quiz right now - "Is Grant Cardone an introvert or an extrovert?" everybody would say "Oh, he's an extrovert," but you don't know that to be true. You don't know if I'm a natural sales person or I'm a learned sales person. Is it easy for me or hard for me?

Jaime: lease answer that question for me!

Grant: About 14 hours a day I'm an introvert and about 10 hours a day I'm forced to be an extrovert. I have to be an extrovert or I'm going to die. I have to get people to know who I am. You see, selling is not the biggest problem that people have, nor is money, like they think it is. The first, biggest problem is attention - I have to get attention - and I don't care how you get attention. Scream - "Hey, it's me over here, look!" Maybe that's not your way of doing it, maybe your way is "Hey, over here," or business cards or whatever, but you've got to do it and you've got to doa lot of it because we live in a noisy world and it's not the best actor, it's not the best book writer, it's not the best script that's getting bought. In many cases, what's showing up first in the marketplace is actually inferior in quality but noisiest. The Kardashians are a perfect example - willing to sell, constantly. There are four steps I want people to think with - get attention, get criticism, get haters to get admiration.

Jaime: Okay, I love this, tell me more.

Grant: Because that's what selling is. Selling is first getting attention for your product or your brand or your company. People don't even know how to say their website - it's not "WWW", it's grantcardone.com. On Twitter I'm @grandcardone. This is not a shameless plug - this is why I'm doing the damn interview!

Jaime: Thanks for calling it out, exactly!

Grant: Follow me on Twitter. My YouTube channel is GrantCardone. You see, people need to understand that it's not bad to promote. It's not bad to talk about your company. If you believe in you and you believe in your company and you believe in your brand, then tell people about it, 24 hours a day, 7 days a week, or you will not make it.

Jaime: I love this. I love how you're talking about online, because before everybody just assumed it was magazine ads and all of that other stuff, but now with social media everyone just assumes that getting out there on social media is enough. What do you say to that?

Grant: It's ridiculous. You're throwing pieces of gravel out into the Grand Canyon. People put up a Facebook account and they're posting once a week - I'm like "Dude, you're not even doing anything - just take it down, because you don't exist." I'm 55 years old.

Jaime: Which is insane - you do not look 55 years old, I just have to say that!

Grant: Thank you. Look, it's on my damn license plate!

Jaime: That's awesome.

Grant: Some people are going to think "Oh my god, man, this guy is the salesman of the salesman of the salesman." The only reason you have this gritty, detest response to me is because you are not doing this and you know you need to. You know you need to. Why is Richard Branson writing articles at entrepreneur.com? Why is Warren Buffet going to be on CNBC twice this week? Why is Donald Trump constantly taking phone calls from the media and on Greta's show on Fox TV? Because they know that if they become irrelevant, if they drop out of the media, if they're not getting attention - why does Donald Trump tweet? Because he wants to stay relevant, he wants to stay in the news. When I started a Twitter account I knew nothing about it except that it was free - I could beat it to death, they wouldn't censor what I said and it's open 24 hours a day, 7 days a week, it never gets sick and I don't have to provide insurance for it.

Jaime: We love it already!

Grant: I'm in love - I almost left my wife for Twitter!

Jaime: Can I quote you on that? That's awesome.

Grant: She knows. She, in fact, thinks I did from time to time! In fact we just did a promotion, or what appears to be a promotion, on Twitter - Sales King gets arrested apology video. We posted that eight days ago, it's had 108,000 hits. It's two minutes long. You would think that it's a promotion to get Twitter followers because at the end of it I'm like "Follow me on Twitter!" It looks like I'm getting arrested, mug shot and all, but the truth is it's a YouTube promotion for subscribers and you can't even tell that. Most of my business today - my software company, my real estate and our books, our consulting, our online university - most of our new traffic comes from YouTube.

Jaime: Really? I know you're awesome on YouTube. I see you everywhere on YouTube. Give us some tips on that, then. How can we make YouTube even better for us?

Grant: Quantity. The first thing is quantity, not quality. Quantity is king.

Jaime: Really? Tell me more about that. That's crazy. Don't get me wrong - I just spoke at New Media Expo and everyone was like "We have to have amazing, epic content."

Grant: Yeah, right.

Jaime: Quantity over quality. I mean you do 50 minute shows. I was looking through your YouTube, it's insane how much you do.

Grant: There are 1500 videos sitting on YouTube right now for free. Those have been done in the last under three years. Some of them were done on phones, some of them are 30 seconds long, some of them are 7 minutes long, some of them are 50 minutes long. We record everything; I shoot video constantly. We are in a video universe. I got a TV show because of YouTube - free, it didn't cost me anything. I told my wife, the actress, "I'm going to get a TV show." She came back from an audition, the audition was terrible, they were looking for a Latino woman and my wife turns up and they were like "You're not right? but she had to go through the deal, she had to read, and I'm like "You know what, your industry sucks. You know why your industry sucks? Because everyone in your industry, except for two or three people, are fetch terminals - they're basically receivers of possibilities, and I will never do that. I'm going to get a TV show, Elena, and prove to you that we can reverse this thing. Not only am I going to get a TV show, I'm going to get you a TV show and make you famous." So I started posting video on YouTube because I'm like "Hey, where is there a TV channel? Oh, YouTube is a TV channel." That's where you're going to get all your TV in the future. So I started dumping video. I create video - I don't need to do quality first, I need to do quantity first because quantity is going to reign the day. If you want to win a war, it will not be how perfect every shot is, it will be basically becoming omnipresent and covering up the other side. So I think at that time I dropped 400 videos in a year. Within 10-12 months I get a phone call from New York - "Hey, we saw one of your videos on YouTube." Was it quality? No, it wasn't quality, it wasn't perfect. I have never looked at a video I've dropped on YouTube, I've never edited one video on YouTube before dropping it.

Jaime: Really?

Grant: And we've got some great video. Now my guys will - you'll see some promotional video up there right now that looks really, really slick - they're going through it. But if you see me cutting anything, most of the time it's one take, maybe two at the most. I never re-watch it, I just drop it.

Jaime: You just drop it?

Grant: Yeah, we just drop it. Because we're looking for 30-40 videos a month.

Jaime: Wow, how do you make time for that? It's marketing, so it makes sense that you're pushing it, but do you just pick up your phone and go "Yeah, I'm making a video right now?"

Grant: Time is my little slave. I'm not the slave of time. I am the master of time. Time is my slave.

Jaime: How does everyone who thinks that they don't have enough time make time their slave?

Grant: I'm making time right now, right?

Jaime: Totally.

Grant: How do I make time? I quit thinking I'm out of time. I never, ever use the excuse that I'm out of time. Anybody who says they don't have enough time is a liar. You're a liar. You're not lying to the world, you're lying to yourself. So watch ' this is a phone right here. I'm shooting video right now "Man, I'm doing an interview right now, and this interview is sick, crazy, man. It's going to be good." Who am I doing this video for?

Jaime: Jaime Tardy, Eventual Millionaire.

Grant: Eventual Millionaire - you've got to watch this show. What's your website, Jaime?

Jaime: EventualMillionaire.com.

Grant: EventualMillionaire.com. You've got to check this show out. You're getting it live right now.

Jaime: Really?

Grant: Now what I'm going to do is I'm going to post it from this phone. Is this a good use of time?

Jaime: Yeah, totally. That's insane. It took like 12 seconds.

Grant: I care about eyeballs. All I care about is eyeballs. Here's the deal - get attention. I didn't say what kind of attention. Just get attention. I do this in my seminars where I say, okay, you're a homeless person. You stink, you haven't shaved in four or five days, in your case, Jaime, you've got hairy legs right now, it's bad. You stink, you've got some puke that spilled on your shirt from your buddy who you were sleeping with last time.

Jaime: This is good so far!

Grant: You've been sharing the same bench for three days, it's cold outside, and you come up to me - "Hey, Mr. Grant, Mr. Grant, Mr. GC, Mr. @grantcardone on Twitter - can you give me some tips on how to bust out?" Yeah, I can give you some tips - do not change your clothes, do not take a bath, do not shave your legs, do not remove the stink or the puke. I want you to get further around that street corner and I want you to get more attention. There are two things I want you to do - I want you to start yelling for attention, "Help me, help me, help me," and I want you to change how much you ask for. I want you to change your ask from $1 to $100. That's all I want you to do - get more attention and ask for more money.

Jaime: And that works?

Grant: You don't need to change. I don't need to change his deal. I don't need to change that he stinks. The only way a person is going to give that person money is to get away from him anyway.

Jaime: That's good.

Grant: That's the exchange. That's the product in that situation. "Oh, I feel good because I helped a homeless guy." The truth is, you gave him money so that he would go away.

Jaime: In sales, though, don't change that? It doesn't have to be pretty perfect, it's about more attention and asking for more money.

Grant: Yeah, you don't need to hire a marketing company or a PR company right now - you need to get attention. I don't know how you get attention - yell, scream, jump off a building, write a blog, write a strategy, do a video, become the expert, tweet, Facebook, post - I don't care what you do, how you do it, but you've got to do tremendous amounts of it. You've got to do it in magnitude so big that people are like "Who is this Jaime chick?" - number one, "Why does she keep showing up in my stream? She's starting to piss me off." - Number two. Number three - "I hate freaking Jaime, I'm thinking about dumping her, who is this itch-bay?" And number four - "Man, you know what? This chick is everywhere. She's everywhere. My god, man, I see her on my Twitter feed, I see her on Facebook, I see her on TV, I heard her on the radio, this chick is like a god. Who is she?" Admiration.

Jaime: Seriously, people will go from hate to admiration? I never knew that, so tell me more about that?

Grant: It might be happening to you right now.

Jaime: "I used to hate Grant Cardone and now I love him - my gosh!"

Grant: It probably couldn't happen in this short a period of time. We are not talking about selling out. This is not about selling. We're not talking about selling, because in selling people do need to like you. I'm talking about filling a pipeline up because if you don't have anybody in your pipeline, there's nobody to sell to. If there's nobody to sell to, there's nobody to close. The problem now is - where's my pipeline? Who can I talk to? Your pipeline today is Twitter, Facebook and internet activity. It's TV and radio, okay? So we do a radio show today. We had a syndicated radio show. I dropped the syndicated radio show to do my own radio show because I have more viewers online than the freaking radio station that's been there for 50 years had on a Sunday night.

Jaime: Wow, that's insane.

Grant: And I get to shoot my radio show any time I want, whenever I want, run whatever ads I want, I'm in control of it, nobody tells me what to do, how to do it or what to say. I don't have to please anybody, I want to be the master of my universe, I don't want to be a slave. Slavery is still happening in this country - every day, millennials, Gen-Ys, baby boomers are being made slaves by the way you think. So these are mechanisms that free me up. TV - you need to make the news, not watch the news.

Jaime: Definitely.

Grant: How can you get on Neil Cavuto's show? If you work in my office, you'll see TVs running. The reason they're running is only for me to grab data from them so that I can figure out how to plug into that place.

Jaime: Because I can tell everything with you is possible, all you're looking for is that angle to have it happen for you.

Grant: All I'm doing is basically exerting a strategy every day. All communication should be with the intention to create an effect.

Jaime: I love it.

Grant: All communication - written communication, verbal - you should be trying to influence your audience in a way that affects them and causes them to have some kind of reaction.

Jaime: Even if it's hate. Any reaction matters.

Grant: If I can get half the people in this country to hate me, I could be the President of the United States.

Jaime: Isn't the insane? I love the way you're thinking. A lot of the time, just in general, when you become a business owner, being not liked isn't good. When I was on the homepage of Yahoo! people hated me and I was like "This is so sad," and I had to get over it, but it took a long time.

Grant: They don't even know what you've been through and they hate you.

Jaime: I know!

Grant: Haters hate, baby. Haters hate. Let me tell you the beautiful thing about a hater - a hater will promote you more than an admirer will. You need haters. All great people have had haters. Jesus had his last days on a cross because of haters. You've got to have haters or you can't make it big. So when you were growing up and your mama told you "Don't get too much attention, Jaime," - bad information, man. Your mom was talking about something else. Your mom even told you "Don't talk to strangers, Jaime." That's terrible information. We're in a world economy = everything you want is in the hands of a stranger somewhere that probably speaks Chinese or Argentinian or Brazilian or Russian. Everything you want, a stranger has it. You have to get out there and talk to them and you have to be willing to be criticized and hated.

Jaime: Can you give me a little detail on what hustle really is? Because some people are like "I'm taking action, it makes sense," and then you look at how much true action they're actually taking and it's not that much. Can you give me a range of what this might look like for people?

Grant: No white space on the calendar.

Jaime: I heard that - was that Lisa in the background? "No white space on the calendar." Well now I feel better about my no white space on my calendar; I just feel overwhelmed that I've got so much stuff, but that's hustle?

Grant: The sense of overwhelm should be there. "I don't even know I can do this," okay? Here's another one - you should have problems so big or goals so big and targets so giant that your problems pale in comparison. Now a guy is hustling. Or he could have this - he would start to have new problems showing up, not the old ones. Now, a guy hustling, busy hustle, "I'm hustling, I'm doing this, I'm moving paper around," he probably has the same problems. When you get into the true hustle - 10x, big, giant moves - you're going to start bringing in new problems that maybe weren't there yesterday. That would probably be the first indication that shows up.

Jaime: Awesome.

Grant: I'll give you an example - three appointments, all at 2 o'clock. New problem.

Jaime: That's a scheduling problem!

Grant: The old problem was one appointment at 2 and it cancelled and now I'm pissed off. Now I've got three people showing up, or you're a speaker, I've got 2000 people showing up and chairs for only 1800. New problem - much better, last time I was having trouble showing up, speaking.

Jaime: So what would you tell someone right now, in their business, to hustle? How can they level up their business this week? I know that's my question for later on, but what I'm looking for is someone to listen to this video and go "I'm going to take action, I'm going to times the people I call be 10." I want some metrics that we can throw at people.

Grant: I think 10 is a good number. There's something magical about the number 10. If you want $1 million, go for $10 million, if you want $10 million, go for $100 million, if you want $100 million, go for $1 billion. If you think 10 phone calls is enough, go for 100. You're not going to make them anyway - I guarantee you're not going to make them. You're not going to do it, you're not going to get there, nobody ever gets there, everybody comes up short. None of these people that are making it are super human, they're just not doing what humans do. People are dying in this country every day at the age of 25 and they don't make it official until they're 70. They're not doing it, they're not pushing and shoving, they're not operating like "Hey, I could get eaten before the day is over." That's the economy we're in, though - everybody's getting soft again "Oh, things are getting good again." Things are terrible - we need to operate like the world is coming to an end, man, and you're going to lose your kids, your spouse and your company. You've got to operate with this sense of urgency, like "I got to go and get it!" Because the reality is that this country has $17 trillion in debt that it's admitted. That means it's got to be $80 trillion. We have a bigger jobs problem in this country than we've ever had since the great depression. You can see 50% of the kids getting out of big schools aren't getting a job. Jobs are still being exported overseas. Minimum wage could go from $7 to $10.10 - well what's a guy making $12 going to want? $15? Minimum wage is minimum. You need to go for the big play now. You can't do what you mom did, you can't do what your pop did, which was land a good job with good insurance, buy the house - everything needs to be nimble now. Everything needs to be nimble, move fast - fast is the new big.

Jaime: Fast is the new big. Okay, so whether it's perfect or not, just take some action and move?

Grant: Perfection is the killer of production. People will be like "I've got this perfection thing?" No, dude, you've got a production issue. Perfection is basically a way to, what's the word when people put things off? Perfection is basically a symptom of procrastination.

Jaime: That's awesome. As a recovering perfectionist, I like hearing that.

Grant: I've been labelled obsessive. A banker called me bipolar yesterday, on the phone. Bipolar, ADD - these are not diseases; these are gifts. You show me somebody running four companies and I'll show you somebody who's got attention on 50 things while you're talking to them.

Jaime: Totally. Most of the millionaires I've interviewed, either after the show or during the show, are like "Yeah, I totally have ADD." So you're right.

Grant: I don't have ADD - I have a gift for keeping multiple screens and windows of interest and mental files open. 50, maybe 100 of them, all the time. Kids, wife, other business, real estate, another interview I have to do today, the next book - I have all of these files open right now while I'm communicating with you.

Jaime: How do you not go crazy, though? Always, constantly having stuff going on.

Grant: I'd go crazy if I didn't have them all open! I'd die if I didn't have them all open. This is the game - the game is to reach my potential. People can do way more than they're doing. There's nobody going to see this who is going to say "I'm tapped out. I'm doing everything I can."

Jaime: Because if you're not - man, nobody else is. Because you're hustling like crazy.

Grant: I want more time with my kids, more time with my wife, more time to screw around, more time for my hobbies, more time for my business - I want more time for everything. I want to 10x every category. I'm not looking for balance. Balance is just another compromise. Balance is some admission, false admission, that "I can't have it all," and balance becomes another management activity. "Oh, I need to balance this," - I don't want to balance. I want excessive, great, incredible in every area.

Jaime: And nothing falls? That's the one thing - I get asked the balance question all the time, I have two small kids too, and I'm their mom, so trying to figure it all out is kind of crazy. I totally want more time with my kids and more time with my business, and then I just feel crazy.

Grant: How old are your kids?

Jaime: 7 and 4.

Grant: You can't blame it on them, then.

Jaime: No.

Grant: "I can't do more because of my kids." Come on, please. I don't know, I just make time for it all. I'm just committed. When people commit completely, you figure it out. Creativity follows commitment. I think most people try to put creativity before the commitment. When I get completely committed to something, oh my god, I come up with all of these solutions to everything. But it's not until I fully commit to the solution of a problem that I don't get beat by the problem.

Jaime: I know exactly how you feel, because sometimes I'll be like "I'll just put that off," and not make the decision or the commitment and then you're like "Why is that still floating around over there?" and then, as soon as you do, I'm a problem solver, right? I'll figure it out, but actually taking that action and the decision stuff is hugely important. We have to start wrapping up, so what's one action, just one - I know we have a thousand - but what?s one action listeners can take this week to help move them forward towards their goal of $1 million?

Grant: $1 million? Make sales the single, most important thing to you, your company. Make it the senior department in your company. Make revenue God. Not quality - revenue.

Jaime: Awesome, I really appreciate that. Somebody is going to go "This week I need to do that many sales," is that going to show them best?

Grant: I want you to take all of your attention and push it into sales and get a sales mentality. Get revenue, customers - not customer satisfaction, customers. When somebody hears this, they're going to say "Did he just say more sales, regardless of quality?" Yeah, dude, sales win the day. Microsoft - perfect example. Starbucks - another example. These aren't the best products, come on. You're telling me I can't make a better cup of coffee than Starbucks for less money? I can. So these are companies that got big because they were willing to go get market, they were willing to get attention, they push sales. So an individual can think that and understand that your competition hates it, detests sales, doesn't want to do it, won't put it on their business card. They'll put any title on their card but sales. Then you understand the real problem in America. Nobody wants to sell anything, nobody wants to push, nobody wants to be known as the sales person because nobody wants criticism. They definitely don't want to be hated, which is why they don't end up with admiration.

Jaime: I love this. Thank you so much. I'm so excited somebody told me I had to get you on the show. Where can we find out more about you and anything more that you have on sales and information? I'm figuring you're promote right now, so go ahead.

Grant: You can go to CardoneSuccess.com and I'm going to get you our newsletter, so every week I'll send you a newsletter - I write the newsletter most of the time - and that's free. You can go to GrantCardone.com and see any of our products, we have specials and promotions all the time. By the way - when you see a special or promotion, understand that I'm doing that to drive traffic, I do not use money or discounts to close deals.

Jaime: Thank you for saying that.

Grant: That's a little tip. The third place you can find me is on Twitter @grantcardone, and on YouTube. If you don't ever want to spend a penny with me, go to YouTube, subscribe to my channel, there are thousands of videos there, they're instructional and entertaining.

Jaime: Very entertaining! Thank you so much, we'll definitely link to all of that.

Grant: Your video, Eventual Millionaire, is on YouTube right now.

Jaime: So fast! Damn, you're quick! I should have been making another video so that I have two at the same time! Well thank you so much, I really, really appreciate it, Grant. I hope you have an amazing day.

Grant: Take it easy.

Jaime: I love that he recorded me in the middle of the show. The funny thing is that it has, I think, 1000 views right now and I've got a lot of people coming over and watching the show just because of that. Thank you so much, Grant, I really appreciate it. So make sure you check out his YouTube channel for sure and also check out EventualMillionaire.com where you can get new interviews every single week. Take care.

Announcer: Thanks for listening. You can find out more great information like this on EventualMillionaire.com.

Tags: Grant Cardone, millionaire interview, Motivation, sales mentality, Sales Training, Sell or Be Sold, The 10X Rule, Time Management

Categories: All, Business, Business Model, Entrepreneurship, Featured Top Posts, Goals, Marketing, Millionaire Interviews, Sales

Hi I’m Jaime. Each and every week I bring you the top business advice from the people who know best.

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