The ABCs of Success, Justin Yates, Og Mandino | 643

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Those that produce and survive the firestorms are the ones who make the most money when the economy goes down. So, today we are giving you the principles of ultimate personal development that will get you through the storms. Additionally, you’ll hear Justin Yates, who began his career earning $75,000 a year, quit his job to become an entrepreneur, and made a 7 figure income. During the recession, Justin hit the bottom and climbed up again. Learn what his biggest mistake was, how he approached his do-over, and what counts more than cash when it comes to creating and maintaining a successful business.

What You Will Learn About The ABCs of Success, Justin Yates, Og Mandino:

  • How to make a change in your life
  • What the Bible says about making the efforts towards making your decisions
  • The main principles for success
  • Who Justin Yates is
  • How he made the fortune and when he noticed the 1st sign that his business is going downwards
  • The biggest mistake he made when he was the most successful
  • What race car phase of people’s life is, why it is a problem, and how you should treat money
  • The essential part of his do-over
  • How to sell effectively
  • Justin’s assessment system and how it can help you become more successful in what you do
  • The cost of being focused solely on the money
  • How Justin used technology to manage his business
  • The power of social networks to develop and sustain businesses
  • The root of peoples’ frustration and misfortunes
  • What solutions Justin saw and how he planned to help people improve their lifes

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Transcript:

Matt Theriault: Hey, Matt here. Welcome to another episode of Way Back Wednesday, as we’re reaching back into the episodes of Do Over, the podcast that essentially launched The Epic Real Estate Investing Show.

Today is a rather emotional, sentimental one for me as I was going through the archives and came across this one with a good friend and former mentor, Mr. Justin Yates. He was tragically killed in a plane crash just shortly after this recording with his good friend Chad Wade, and I’m grateful that I was able to capture a recording of his wisdom and I’m grateful that I’m able to share it with you. So peace and blessings to Justin and Chad wherever you are, and to their family and friends, and blessings to you. This is a great gift, so listen close.

Speaker 1: This is Theriault Media.

Matt: During an era where countless people, businesses and organizations are feeling the pinch, running out of time, running out of money, losing confidence, feeling as if life is unfair, praying for another chance, and unless something is done life is going to pass them by, fortunately in the nick of time there is now a place where the ignored, underestimated and unknown steps to producing results and making life work are revealed, save your career, save your business, save your health, save your relationships, save your life, get from where you are to where you want to be faster and with greater ease than you ever thought possible, say hello to Your Do Over.

Welcome to Your Do Over, the place where once a week, at least once a week, you will hear, learn and take action on the ignored, underestimated and unknown steps to producing results. This is the show where I show people dissatisfied with their current situation how to start over and begin a new life, setting goals and objectives, goals and objects that actually work so they create wealth and live life to the fullest, and do it easier, faster, smarter.

You can get a head start and lay a solid foundation for a better life, not to mention a better year, using The Three Pillars of Creating the Ultimate Do Over for Free. You can get that at freedoover.com. It’s a 55-minute MP3 audio program that I made just for you with three specific steps on how to get success as you start over, and it’s yours for free at freedoover.com.

So Happy New Year to you. We’re kicking off the year with a fantastic show. First I’ve got some words of wisdom from the ultimate personal development book, one that you might have overlooked. Second, I have one of my mentors standing by on the phone who’s in the middle of an amazing do-over himself.

Along with his experience and insight he’s going to share with you today, I’ve arranged for you to receive a free resource within his new company, that of which should you decide to open your mind a bit and allow him to contribute to you today you’ll be able to eliminate a bunch of the barriers and challenges that you’re likely to face this new year, so you’re going to want to pay very close attention to that.

You see, to make this new year better than the last it’s likely most of you will have to change your approach, to change your strategy. One of the best strategies, regardless of what you’re up to, and really, in any case, even yours, is to find a role model, someone who’s already getting the type of results that you want, and then tap into their knowledge.

You’ll want to learn what they’re doing, what their core beliefs are, and how they think, what they think about, and sometimes, most importantly, what they don’t think about. Not only will this make you more effective, but it’ll also save you a huge amount of time because you won’t have to reinvent the wheel. I mean you can fine tune the wheel, you can reshape the wheel and perhaps even make the wheel better. Today’s guest can provide you access for that improvement in the new year, so you want to give him your undivided attention.

But first I want to share with you my day in church yesterday. This is not a faith-based show, at least not directly, and it doesn’t really matter where your faith lies for this to make a difference for you.

What I mean by that is I’ve emersed myself in personal development for more than two decades now, and I think I was 17 or 18 years old when I bought my first Tony Robbins personal development program. Unlimited Power I think is the title of it. I purchased that infomercial, and right there I mean my whole world to personal development really opened up.

I later got involved and listened to Earl Nightingale and Napoleon Hill and there was Og Mandino and other things like The Secret came out and got a lot of attraction, all that type of stuff. And I’ve always just had a fascination with that and I’ve been able to learn that stuff and been able to apply it and achieve some amazing results in my life.

Lately, you’re hearing things like The Secret is nothing new. I mean there was this… That’s been around for years. For example Wallace Waddles’ book, The Science of Getting Rich, very much the foundation for The Secret. I mean that was written in 1910, so The Secret is nothing new.

I’ve also heard recently that there are Napoleon Hill’s 16 Laws of Success that are floating around, and those are available now. That was the original manuscript, or the original text, that he pulled Think and Grow Rich from. So even Think and Grow Rich had a predecessor.

The more and more I learn, the more and more I see the history behind personal development and the principles behind success, and what I’m finding as a newer Christian… I’ve been going to church and studying the Bible for… I was going to say a couple of years, but that would embellishing. So I’ve been serious about it for about the last year. I’ve been digging deeper and my faith is growing.

The more that I read the Bible, the more I find that, you know, it’s the source for all of this stuff, okay? It’s the source for everything. What I mean by that is yesterday in church we had a great sermon. The title of the sermon was The ABCs of Maximizing 2011. It was very much personal development driven, but it gave Bible context and Bible scripture to support everything, and I just wanted to share that with you really quick.

It started off with Proverbs 17:24. It says, “An intelligent person aims at wise action, but a fool starts off in many directions.” So it’s very much the foundation of this show, is bringing on people who have had these stories of rise and fall and rise again, who’ve taken some of the foolish directions and learned from those mistakes and have been able to apply it into their do-over, where that’s essentially the birth of wisdom. They do it over again and they do it better and they take wise action.

So the ABCs, A stood for assume responsibility, and the scripture they gave for that was Galatians 6:5, “Each person must be responsible for himself.” So if you want this new year to be a great new year it’s going to be up to you. Nobody is going to create that year for you. You have to take responsibility for yourself, you have to take responsibilities for your own thoughts and your own actions, and specifically, you have to take responsibility for your own results.

I mean, sure, there are always excuses. I mean time restrictions get in the way, money restrictions get in the way, we get busy, we get overwhelmed, we don’t know how to do something, we don’t have the resources, whatever it may be. But you have to take responsibility for that.

2011 has to be the year you stop blaming other people. You have to stop blaming your circumstances, stop blaming your situation, and stop blaming your lack of resources and your lack of knowledge. You have to take responsibility for that. Nobody is going to do it for you.

B… The ABCs of maximizing 2011, B is believe that you can change, and the scripture they gave is Philippians 4:13, “Christ gives me the strength to face anything.” Now whatever your faith is, just know that you are equipped to handle whatever is dealt. There’s nothing out there that you can’t accomplish, just have the belief.

Belief is a very powerful force. It’s actually a force multiplier, so you have to believe that you can do it. You have to assume the responsibility and believe that you can change, believe that you can accomplish what you’re out to accomplish.

Now C of the ABCs of maximizing 2011 is clarify what you really want. You have to know what you want and you have to begin with the end in mind. If you don’t know what where you’re going, any road is going to get you there. Job 34:3-4, “We can choose the sounds we want to listen to, we can choose the taste we want in food, and we should choose to follow what is right, but first of all we must define among ourselves what is good.”

What do you value? What do you want to change? You have to begin with the end in mind. You have to know what you want. Through my coaching program, I take a lot of people to the first step, is defining their dream. So many of them underestimate that step. They want to get right to the meat. They want to get to the technique and the strategy and how am I going to get where I want to get.

Well, they’ve got to back up. They don’t understand that defining their dream is the meat, because if your dream is not clearly defined, if you don’t know what you’re after or what you’re going for or where you want to end up, things like when time gets in the way or money gets in the way or your knowledge and resources get in the way, or lack thereof is what I’m referring to, it’s really easy to do non-productive activities. It’s easy to do just stuff that doesn’t propel you forward.

It’s easy to get discouraged, and most of all it’s really easy to quit. So you’ve got to clarify what you want, you’ve got to define your dream, you’ve got to get a burning desire to achieve that dream.

Now the D, this is the one I like the most. It should have been called the ABCDs of Maximizing 2011. So the D is don’t wait to begin. Don’t wait to begin. Ecclesiastes 11:4 says, “If you wait for perfect conditions you will never get anything done,” and that’s just so true.

I mean so many people will say, “I’m going to wait till things settle down before I go after my dream. Let me just tie up these loose ends and then I’ll get started on this or I’ll go take on that.” I want you to know life is never going to settle down. It’s just the nature of life, it doesn’t settle down, so don’t wait to begin.

I share this with you because there’s just a ton of invaluable information and insight that’s overlooked or ignored because it might fall under the category of oh, yeah, I’ve heard that before. I already know that. Well, I want you to be careful because that’s a very dangerous mindset to have. It’s a trap.

Sure you may have heard something like plan the work and work the plan as a strategy for success. I’m using that just as a very basic example to illustrate this, plan the work and work the plan. But if you’re not doing it, if you haven’t planned your work and you’re not working the plan… Even if you’ve heard it before, if you’re not doing it you don’t know it. You see, to know and not do is to not know.

Now there are plenty of people in the world, in fact, the vast majority I would say, know exactly what to do. The problem is they don’t do what they know. It’s like the man who can read and chooses not to. He’s no better off than the man who cannot read. He’s no better off than the blind man essentially.

So don’t go into the new year being a reluctant learner. Keep an open mind always. Don’t fall into the know it all trap, because you know what Albert Einstein said. He said, “Education begins once you know everything.” So keep all that in mind as I introduce my guest. Keep an open mind.

This is a gentleman that once worked for United Health Care earning $75,000 a year, hit a point where he was completely fed up, and then went and took on the world of entrepreneurship, and in a very, very short period of time began to generate a seven-figure income. A seven-figure income in a year. That was his annual income.

He’s got the experience and the knowledge of how to succeed. He’s a great leader in the sense he’s shown thousands of others how to succeed, including myself. Like so many, however, the credit crunch a few years ago, it took a toll on his business and he found himself in a position where he had to do over.

You know I wouldn’t have him on this show if he didn’t bounce back, right? He has an amazing rise and fall and rise again story that I can’t wait for you to hear. But that’s not what makes him so great, however. What makes him so great is he’s willing to help just about anybody that asks for help, including you, and helping those people how to bounce back and how to rise again.

So on the phone, I have Mr. Justin Yates. Justin, thank you for being here today.

Justin Yates: My pleasure.

Matt: I want to hear all about what you’re currently up to, and we’ll definitely get to that. But I want to hear a little about your last endeavor, what you were up to because I know things were going really, really great for you. I mean you were really living the good life. I saw it myself, and I know it’s easy to feel unconquerable and on top of the world, experiencing the lifestyle you were experiencing. What was the first sign that things were changing for the worse?

Justin: Well, it’s interesting. It’s a very emotional rollercoaster as you’re going through success because when you haven’t experienced a massive run of success in your life, you know, everybody wants it and they quench it and they want to create success. They want to go out there and make their mark in the world.

You just drive and drive and drive and drive. I don’t know if your listeners know my story, but I mean I went from making $75,000 a year working at United Health Care with my masters degree to my best year in my business being $1.2 million in one year, which if you equate that out to a year timeframe it’s $100,000 a month.

When you go from that short a period where… I mean really I started in 2002 and my best year was 2007, but I didn’t have a year less than half a million dollars, with my best year being $1.2 million. I mean it just… Really it creates such an emotional rollercoaster for yourself.

I’ll tell a quick story if that’s okay, Matt, of me buying my Cadillac Escalade because that was one of those moments where you just… You feel like you’re invincible and nothing matters. Well, it was 2006, August 2006, and things were going fantastically well. I walked into the Cadillac dealership and I had a Cadillac, it was just the old model. It was an old model.

I walked in and saw the ESE, saw that it was brand new, it was $86,000 and it was right off the showroom floor. It just came out. And I got in and test drove it and said, “I want it. I want it. I want this.” By the time they did the evaluation on my Cadillac, my old one, I was basically $20,000 upside down in my Cadillac and I was paying full price for the new one. I literally said, “Here, just take it off this card right here,” was how it got paid, off a card. That’s how they paid us.

And they literally dropped 20 grand off my card onto… To bring the one up from being upside down, paid full sticker for the new car. That was the mentality that I was in. It was a brand new payment of… I think it was $1,350 a month for that payment on that car.

It was just one of those moments that I look back and I’m like man, you are such an idiot. What were you thinking, being just so disrespectful to money, so disrespectful to the process? You get to that point where you think that you are invincible. I guess the moments where I saw that things were changing… And here’s the psychological pattern that you get into. It’s so… I just… I wish for those who are listening… I hope you never go through this. Chances are you probably will if you’re ever going through what I call the race car phase.

But you go through that point where you build up this… You go from where you are to building up that lifestyle of where who you are now… The cars, the house, the trips, the discretionary spending, everybody thinking you’re the man or you’re the woman or you’re the person that’s creating a kind of success, and there’s that moment where the switch kind of flips.

My particular business, what I was in, it was back in September of ’08, back when the whole stock market shifted and there was a big… All the banks started failing and the mortgage companies and everything started shifting. Well, I was in the real estate arena and all that started shifting.

I saw how we built the business. We built it on a lot of credit. We build it on credit cards. We built it on student loans. We built it on home equity lines of credit. We built it off cash, 401k, savings. And I literally saw at that moment that the way we had built the business, the way we had done things, the money that we had generated, that that moment was gone.

It left… That it wasn’t going to return for a long, long, long time. But the problem is you’re in that phase where you have to maintain this lifestyle, you have to maintain this image, you have to maintain this look that everything is okay with you even though you know the reality is everything is falling apart around you.

That was one of those moments where I just realized that wow, things are shifting and I’m not prepared. And in that phase where you think that you can conquer the world and that you’re untouchable and $100,000 a month is going to be normal for you for the rest of your life, that’s where you just get your butt kicked. You get your butt handed to you in not so many words.

But that was kind of the moment where I just saw that things were starting to shift the other direction, and it was a very, very, very scary, scary feeling in that moment because it was the first time it had ever happened to me.

Matt: Right. You know you might have already answered this, but how would have responded differently under the same circumstances today, knowing what you know now?

Justin: Well, first and foremost, the first thing I would do is I would kill my need to impress and pretend. I don’t know if your listeners know anything about that, but when I realized that things were going south and that things were shifting in a different direction I still had this need to impress and pretend to all the people that were around me that things were okay, I was fine, nothing was going wrong, everything was going great.

Knowing what I know now, I would have immediately started downsizing my lifestyle immediately to something that would be more congruent with what my ability to make money would be in the future. Because I don’t care how much money you make when things shift south and you’ve created this lifestyle of… You know, that you have to live and you’ve got the expenses, the cars, everything, all this lifestyle you’ve developed around that income when things shift south and you don’t adjust

Adjust your outflow cash to your new ability to what you’re able to create inflow, that savings account, those investments, everything that you think that your cushion, it can go away so fast. It’ll make your head spin. And you’ll justify it in the process of going downward, you’ll justify it, I need to keep this image because my business is relying upon it and people think I’m this. My personal opinion is, if I ever get in that situation again, my need to impress and pretend will go away. It won’t matter anymore. I need to be smarter with my finances because when you’re not smart, you put your family’s whole wellbeing at risk and I’m never willing to do that again, ever again. That’s one thing I’d definitely do a lot different.

Matt: Outstanding advice. Again, you might have already answered this also but what is one mistake you made in your first endeavor that you swear you’ll never make again? And if you’ve already answered this, just say so.

Justin: Well no, I’m going to reiterate it a little bit because I think that it’s a mistake that a rookie makes and I kind of referred to it a little bit back, called the race car phase of people’s life. When you have your first run of money if any of you on the phone had not had that first run of money, I’m not saying a $100,000 a year, that’s not a lot of money, I’m talking a real run of money, a million dollars a year. That’s a lot of money.

When you have that type of run, don’t ever convince yourself, in fact, one of my very good friends and I and I take that back, a million is a lot but he’s a guy that works for a company and he makes about $350,000 a year, lives here in Utah which is an amazing income anywhere in the country but in Utah, that takes you a long, long way. Living in the same house, very comfortable, very affordable, beautiful house, drives very nice cars and he started having this conversation with me about upgrading his lifestyle. I just said, “Look, please do not make the rookie mistake that I made that when you finally have some money, you have some cash in the bank, you have some freedom,” I said, “because you never know when that faucet’s going to turn off.”

That’s the mistake everybody makes is when they start making that kind of money they think that it’s never going to end. That they’re on this roll and it’s just going to keep going and going and going but that’s not the reality of business cycles. They shift and we had this, in fact, it was New Year’s Eve this year. Or just couple of days ago. I said to him, I said, “Look, don’t do it. Don’t be tempted to do it. Pay off your house. Pay off your cars. Put money in the bank. Buy investment properties. Buy things that will continue to support your lifestyle so that if that day ever comes, which it will, your employer’s going to come in and say, ‘We’re done,’ or something changes or there’s a fallout in the partnership. That’s just business. That’s just life. It’s going to come where you’re going to have to retool, where you’re going to have to reengage and go find a new job or go find a new business or retool your skillset.”

The worst position you can ever be in is in that position with no resources because then you get into what’s called desperation where you’re desperate to find something new. You’re desperate to find something that will fulfill and you don’t make good decisions. Being in a position where you have a lot of resources available to you and you’re not worried about making your house payment or making your rent or making your lifestyle work and you have a good six month to a year cushion where you could ride out the storm or retool, that’s the thing I would do a 100% different.

When I have my next run of cash, which I know I will. There’s no doubt in my mind that I’ll have a very, very large run of cash again, I’m not going to make that mistake with upgrading my lifestyle. Buy little nice things here and there but I’m going to create comfort and security versus trying to impress and pretend I’m the world and I’m doing awesome and everybody should be like me and that ego-driven stuff. That’s gone. That’s absolutely gone. I’m done with that.

Matt: The reason I asked you personally to be on this show was that I witnessed all of this firsthand. You’re an amazing leader, you’re a topnotch producer and I just know those types of skills, they’re going to serve you wherever you go in anything that you’re up to and I know you have something new that you’re working on. It’s very exciting and groundbreaking if you will. I’m very excited to be a part of it but I still don’t know too much about it. Based on what I know of you, I was like if Justin is in, I’m in. I can learn more about it later. Just I want to get in now. If you could, tell us a little bit about your do-over.

Justin: Okay, great. Well thanks, I appreciate that. After I had that eight-year run with my last company, at the run, May this year, I sat down with one my business partners who had a very similar run and he was in the same company but just had a very similar run. We swapped first, second and third place in income nets in that company for a long time. We sat down in June because he had resigned from that company a few months previous to that too and just kind of sat down and said, “Okay, what was it? How did you go from working at a dry cleaner to $1.7 million a year? How do I go from making 75 grand a year to $1.2 million a year? How did we do that? What was one of the common things that was prevalent that helped us do that?”

There’s a lot of components that were involved but there was one thing that kind of stuck out in both of our minds and we said to ourselves, “Well, who was our coach? Who was mentoring us? Who was training us? Who was giving us the skillsets that we needed to actually succeed in the marketplace?” For somebody on the phone, may or may not have heard of Og Mandino who is an author of a book. Who wrote the book called, The Greatest Salesman in the World.

In 96, Og passed away and a few years later one of the good friends, Dave Blanchard picked up the Og principles, picked up the Og book, the rights, the sales material. Everything that’s associated with it and in 2002 in my previous business I was referring to, I had an opportunity to meet Dave and for the first six months of that business, I was hitting a wall that was just insane. I could not make money to save my life. One of my good friends Chad, the one I was referring to, he said, “Well why don’t you come over to this weekend workshop that Dave Blanchard’s putting on, it’s called the, it’s an event that he’s put on. He goes over the Og principles. There’s this assessment that you can take that will measure your thought patterns and determine which ones are holding you back and which ones are supporting your success.”

And I just, I was really resistant at first because I’m like, I don’t need any sales training. I have my Masters degree and I know I can sell. I’ve done sales before. I was really resistant to it but I eventually caved in and said, “Okay I’m fine. I’m coming.” Well, I spent $3,000 for that weekend retreat, so to speak, that was the beginning. That was when next, the following month, I had made $19,000 over my first big month in that business. Made 19,000, then I went to 30,000, then I went to 50,000, then I kind of explained my results since then.

It was something that Dave had actually taught me from the scrolls but also one of the things that he teaches is connecting with people and how do you connect with people to get them to in a spot, where their walls of resistance come down? What do I mean by walls of resistance? Well let’s say you’re in business for yourself, I’m just going to use an example that you’re in car sales because it’s an easy one that all of us can relate to.

When someone walks onto a lot, what’s the natural tendency of the person who walking on the lot to buy to the car to the salesperson? Well, they instantly put up walls of resistance, I don’t want this guy to talk to me. I don’t want them to sell me a car. I don’t want to buy a car today. Or all types of walls of resistance come up around that and if a salesperson or an entrepreneur, a business owner, even an employee, if you don’t know how to break down walls of resistance as people throw them towards you for whatever product you sell or whatever product you market or whatever you’re doing for a living, if you don’t know how to do that effectively and you might know how to do it a little bit, but even more effectively, you’re not going to make a lot of money at what you do.

That weekend completely changed my life and that was just one of the many, many, many, many things that Dave Blanchard and the Og Mandino group taught me over the next eight years but also my teams, my leaders, my sales, all my people. I had him at my Super Saturdays, I had him at my regional training, I had him coaching a lot of my top leaders. It was just and that was the same thing that happened to Chad is that same thing was happening happened to him and we just said, “Wow.” That’s a common congruency among both our teams which perpetuated our success.

In June of this year, we said, “Well let’s go talk to Dave Blanchard. Let’s see if he’s open to going out and spreading the message about the Og Mandino principles and what they’re doing.” We went, approached him and he’s like, “You guys, you couldn’t have hit me at a more perfect time. I just finished putting all this online. I just created the assessment online.” This assessment thing used to be like a 32-page report that you’d have to have a coach debrief with you. It was all online. People could literally take an assessment on their thought patterns and determine which ones are supporting their success and which ones are holding them back.

We’re like, “Amazing.” I said, “What about the content? What about the products? What about the delivery of the education?” He’s like, “It’s of all skills. It’s all deliverable. We can deliver it. I’d say it’s all the way to Canada. Anywhere in the world, we can deliver this content. It’s very, very, very scalable.” And so we decided we wanted to join Dave and we set up an affiliate program and in the last seven months we’ve got about, I think were about 60 plus affiliates that are working with us and marketing the education.

Here’s the cool part is that we’re not just talking to individuals. We’re talking to corporations. We’re talking to large teams and MLMs. We’re talking to sales teams. We’re talking to executive teams. We just put a proposal together last week for a company that teaches teachers how to teach so we’re going to train their salespeople first and then after that, then we’re going to go out there and use the education and roll it out to their whole organization. They have 600,000 teachers that they train nationwide as their business model.

It’s just been, really, really, really fun but it all starts with that assessment in teaching people or just helping people understand that literally our thoughts will determine our actions and our actions determine our ability to succeed. If people’s thought patterns and right more so than ever, people’s thought patterns are just, they’re…it’s stressful. There’s no ifs, ands or buts about it. People are stressed right now. When people are stressed and they’re worried about their careers, they’re worried about their jobs, they’re worried about their finances, they start mentally start shutting down internally and when you start shutting down internally, you can’t perform.

It’s just a really, really space to be in that we’re excited about because I’m here to make money, don’t get me wrong. I want to make money and I want to make a lot of money doing this but it’s really fun to be in a space where we’re not focused on just money. We’re not pitching money as the solution we’re pitching. Hey, come and let’s help you and assist you to get your thought patterns into alignment so you can succeed at whatever you’re doing. That’s not only true with their businesses but with their career but also their marriages, their relationships, and this stuff applies to everything. It’s just, it’s really, really fun. Does that give you a good explanation of the kind of what we’re doing there Matt? Or, do you want a little bit more?

Matt: No, that was perfect. I see how it affects everything. Your professional and personal life alike and I was able to take the assessment and it revealed some incredible stuff about myself that I was unaware of. It was really eye-opening. What a gift, especially being free. I wanted to make that available to my listeners so if they want to take the free assessment, where should they go to do that?

Justin: Have them go to Think With Intent, Think With Intent, I-N-T-E-N-T.com, thinkwithintent.com would be a good place for them to go take it. And then we’ll call them up and set up a debrief with one of our coaches to have them go through their assessment and let them identify their areas that are really holding them back. Because Matt, you’re the do-over guy which I love your title. But you got to remember too, we can do things over but what’s the definition of insanity? It’s doing the same thing over and over and over and expecting different results. If we’re still carrying our bad habits into our new venture, the same problems and frustrations are going to keep showing up there too. That’s why I think that you decided to work with us and join with us because this is a component of people having a successful do-over that how you identifying the things that are truly holding you back. The thought patterns that are holding you back.

What’s so fun you guys, is we’re seeing in these assessments that people are still putting on a pretty good front out in the marketplace. They’re still showing that things are okay but when you look at the interior side of the equation, when you look in their insides about how they think about when they’re, what they think about when they’re by themselves or looking in the mirror or how they’re dealing with rejection and frustration, it is amazing how much is showing up in this assessment where it’s red and orange which means it’s off balanced. People are struggling.

I’m not talking about just some people. It’s almost across the board. Everybody. From CEOs to major leaders, to presidents, CEOs of corporations to the guy next door that lives next to you that’s struggling with their marriage or their finances. It’s universal. What we have here is the ability to help them get their thought patterns back into alignment and intentionally create what they want to create and spot in a firestorm. Even though those things won’t go away, we want to teach them how to intentionally create whatever they’re trying to create. Whether it’s a better relationship, a better career, a better business, whatever it may be. Even though the firestorm still exists because those won’t go away. We’re just going to teach you how to deal with them so you can continue to produce in spite of those firestorms.

Matt: Definitely. It’s having that kind of effect on my life already. I noticed you mentioned the definition of insanity. If you do the same things over and over expecting a different result, that’s absolutely insane. You could easily insert the word think for the word do. If you think the same things over and over again expecting a different result, that’s still insanity. Maybe even more so. The logic, it would be just a sound as our thoughts precede our actions. A definition of insanity whether you’re doing or thinking the same thing over and over again expecting a different result, it’s the same thing. The thoughts that got you here are not going to get you where you want to go.

It’s that logic that has caused me to align myself with your company and your company’s mission. I was a big fan of Og Mandino’s book, The Greatest Salesman in the World, long before your business was in place. Actually long before I knew for that matter. It seemed to be a blessing for such an opportunity to arise at this time. I was just perfect timing for me and I’m grateful for you bringing this to my attention and now sharing it with my listeners. In your new endeavor, what new habits have you had to adopt?

Justin: The first one and the biggest one was to take the focus and emphasis off of money. And that might sound kind of weird because a lot of people, their drive is to make money. I get that. I’m very, very much money motivated. But one of the habits that I had to really get away from is, what I’m sitting down with someone and I’m trying to assist them or guide them towards their goals, I used to do this in the very beginning, this is why I believe I was so successful, what I did in that last one is because I was very, very conscious of someone’s needs and what their trying to accomplish and it was all about them and it wasn’t about me and it wasn’t about making a sale. It wasn’t about the commission that I was going to make. It was about serving them, serving people.

I really got away from that because remember I was talking about how when you get your lifestyle so big that you’ve got to maintain that income otherwise your lifestyle starts falling apart? Well, then you start losing your principles on how you built your success. I started losing those principles and I started going after desperation because I was trying to just maintain and puff up and balance and juggle this lifestyle. It didn’t matter who I hurt or who I destroyed or who I hindered in the process.

One of those habits that I’ve gotten back to is about just connecting with people and then being there as a service. That’s why when you asked if I will do something over, better next time, is I’m not going to increase that lifestyle this time because when you do that, you create so much pressure, the producer as someone who has to perform otherwise people start not being paid or little kids don’t get fed. That’s just too much pressure. I don’t want that anymore because I like the habit of serving people, I like the habit of stepping in their world, I like the habit of getting in there and saying, “Hey, how can I serve you today?” It’s not about me making a sale, although eventually, I will make a sale because when you connect with people and their walls come down, it’s not hard to connect with them and move them towards whatever objective you have. I got back to that habit of connecting with people.

Matt: Yeah, you are definitely a connector. One of the best that I know. How are you using technology today in your do-over?

Justin: Well still using a lot of constant contacts which is email, email database. One of the things that I’ve actually adopted is started using more text messaging. Having people opt into my text message thing because email has a certain hit rate there but text messaging has a very, very hit rate with people because they’re cellphones are always on. Most people check their texts and they read them. They don’t just delete them like they do a lot of emails.

Justin: I don’t know, you want me to throw the name of the company I use?

Matt: Oh yes definitely.

Justin: Because they’re really good. It’s Textwire, textwire.com. It’s not cheap just so you guys know, texting and having that database of your texting to is not cheap but it’s very effective. That’s one of the things I’ve been using more effectively is having to opt in texting where people opt into my buy deal and send out notices. I send out information. I send out all via text. That’s one of the things I’ve been using because in this economy you have to have a lot more touches and a lot more feels with people. They have to really feel connected with you because people are getting bombarded so much right now with so much information that if they don’t have three, four, or five, six, seven touches with whatever you’re trying to accomplish, it’s no longer a one, two touch game where you just call them up and say, “Hi,” or talk to them once or twice about whatever you’re doing. Awesome, they’re jumping on board with you. It’s a very much slower process now.

Texting I found is a very, very effective way to do that where you’re not intruding on them too much and they’ve opted into it. You just, you provide the little touches. I like that.

Matt: I’m definitely going to look into that myself. I’d never heard of that service. Would you say that is the service or technology that’s making the biggest difference for you right now? Or is there another service that’s making an even bigger impact?

Justin: I’m more of a belly to belly kind of guy with respect to business but what I’m finding is that the social networking

… has really become a big part of my business too and once again, it goes back to those multiple touches on many different topics and so the people feel like they know you now instead of being this … I’m not saying fantasy, but just someone out there they know. When you’re using the social networking platforms like Facebook and Twitter and finding that people get to know you a little bit more, and more about you, and they see your personality, they see what your likes are and the dislikes and you create much better relationships. Everybody knows that that’s how business is created, it’s through relationships. So that’s the area that excites me too.

I don’t know where it’s going too because even at Christmas I was saying it felt like Facebook was using a little bit of its luster. I don’t know if people were just checking out over the holidays and no one’s responding or everybody’s just kind of tired of it for a little bit but I think it is still the future, I think it’s still the way that things are going to go but who knows where it’s going to go. It’s definitely amazing. I mean, think about it, Facebook has more users on Facebook than the whole population of the United States, many more users than the whole population of the United States, so definitely not going away, just how it will play out in your business.

Matt: Yeah, social networking is definitely not going anywhere any time soon. So tell me, Justin, with all of this great stuff that you’ve got going on in your life, what in your future is the most exciting?

Justin: You know, I am so excited with what we’re doing here at the [Og 00:39:26] Group simply because of the fact that I honestly believe that our country and the people who are … and it’s not in just the United States, it’s all over the world. I believe that people are shutting down and I believe this because I believe that we’re experiencing a level of frustration and a level of fear, and a level of the economic downturn that we haven’t experienced in our country since the Great Depression. Most of the people who are in the world right now never even experienced the Great Depression, never even had really that much of a … this is kind of crazy but I’ll say this. You know how you talk about being on top of the world? I literally said to myself that our generation has never had really that hard of a time.

You and I are pretty close to the same age and you’d probably say that too, we never really … Because when we were kids, it was the ’70s and the ’80s and we might have had some challenges there but the reality is, as adults, we’ve never really had that big of a struggle in our lives. Wouldn’t you agree with that?

Matt: Totally, absolutely.

Justin: Then all of a sudden, this just, wham. It smacked us and we’re all going, “What the crap?” And we don’t know how to deal with it. What we’re finding … and I thought it was just in the individual space and some of these different things, but I’m telling you right now, the corporations in this country now are shutting down internally and here’s why, because their employees are dealing with the stresses of home life, whether their spouse got laid off, or they over-leveraged themselves, or they bought under the liar loan thing or their marriages are falling apart, they’re stressed their kids are falling apart, they’re having drug … I mean, I don’t mean to be a doomsdayer by any means but I’m saying these things are playing out and showing up in corporations.

I have one company here in Utah, actually all over the West Coast, one of the Berkshire Hathaway companies but they did a survey of all their salespeople, all the people who really drum up the business for the company and they found that they are so frustrated with management and upper management, and this is one of the best companies in the West Coast and they have a stellar reputation but they’re frustrated because their salespeople, their income’s down by a quarter to a half. Imagine that. I mean, I’m sure there are people on the phone who that’s happened to but imagine the stress and frustration that comes when if you’re used to a certain lifestyle, and not even an extravagant lifestyle, but all of a sudden, either your spouse gets laid off, or your significant other, or your income goes down by a half, or a quarter, what kind of stress that creates for you and your family.

All of a sudden, when someone wants to … like we talked about a little bit earlier, now when someone walks through that door and they’re coming in to purchase a product, they’re no longer in it to serve them and help them and really align the product with their need, they’re in it for themselves. They’re in it for, “What sale can I make so I can feed my family through this week?” When that happens, you start pushing up these walls and it’s just a downward spiral. So they’ve hired to the [Og Mandino 00:42:29] Group to come in first quarter and train all their sales managers how to get their people re-engaged because on average, the average individual holds back a 40% reserve in any situation, just on average, 40% reserve of cooperation gets held back in any given relationship.

So imagine what happens when there starts to be some frustration, some challenges, that’s why when we get to the point where that level of frustration’s so high that people are 80%, 90% lack of cooperation, that’s why people start to quit jobs, they start to get away from the situation, divorces start happening. Those things start happening and there are so many people who are at that level, where their level of cooperation with their employer, with their spouse, with their relationships, it’s so high right now because they’re so frustrated, that it’s shutting them down internally.

So what am I excited about? Because we have a solution. We absolutely have the solution. We know how to get people back in the proper thought patterns, how to open up that reserve of cooperation and how to get them to start producing in spite of the firestorm. In spite of the firestorms that are raging around them. For me, that’s so much fun because it feels like I’m on a little bit of a mission here, where we have a great opportunity to make money but we’ve got a great opportunity to help a lot of people who are dealing with some serious stuff and some serious challenges in their life and that’s so rewarding to see people, [inaudible 00:43:53] and I don’t say that because I think that’s what’s out there, that’s what we’ve already experienced in just the six months that I’ve been working over here with the Og Mandino Group.

I get emails and texts sometimes saying, “Hey, I was at my last wits, my last string,” I mean gun loaded type of stuff, ” … and this saved my life.” That stuff, to me, as serious as that sounds and as it is, I don’t think most people are at that level but whatever level they’re at, they need some help, they absolutely need some help and if we can give them so good ideas, and some good solutions and we can measure their thought patterns and find out which ones are holding them back and which ones are supporting their success and then coach them back into alignment so they can continue to produce … because I don’t know, Matt, you’ve heard this before, we’ve talked about this before but 10 times more millionaires are created in a down economy than an up economy.

Matt: Yeah, definitely.

Justin: I believe the difference is, those who can … because no one’s without firestorms but those that can produce and survive that firestorm are the ones who make the most money in this down economy and I don’t know if it’s getting better or getting worse, my personal get is it’s probably going to be status quo for at least 2011. I don’t think it’s getting any better and hopefully not any worse but the firestorms are going to rage and we’ve got to learn how to produce in spite of the firestorms because those are the ones who will come out on top of this down economy. So if you want to know what you’re thinking or how it’s holding you back, go to thinkwithintent.com, thinkwithintent.com. Let’s do an assessment on you, it only takes about 10 minutes and then we’ll line you up with one of our Og certified coaches and they can do a debrief on your assessment and assist you in showing you which thought patterns are your biggest risk of repeating.

Please don’t be arrogant with this and think that “Oh I’ve got it all figured out.” I’m telling you, I’ve got a guy right now who’s making $5 million a year right now, he’s still making $5 million a year and his assessment was a mess, he’s got so many internal struggles that it’s baffling. So he’s making $5 million a year but he’s so miserable and unhappy right now and we’re here to serve him and help him and his team and get him and his team back on track. So no matter where you’re at, we can assist you and regardless, it’s kind of a fun exercise to go through.

Matt: Right, yeah it’s definitely a fun exercise to go through, I can attest to that. So you’d recommend someone in middle management, senior management, and owner of a corporation, or even a small business, you’d recommend they get started with the free assessment as well?

Justin: Absolutely. Do the assessment. Once people take the assessment and they go through the debriefing process, you’ll get what we do and you’ll be blown away, you’ll be going, “Wow, this is really neat.” It’s not hokey pokey stuff, it’s legitimate principle-based education that will show you what’s going on.

Matt: You know, I’m glad you said that because the first time you told me about it, I thought it was a little hokey pokey myself. But no doubt, the results of the assessment, and the experience itself, I mean it totally exceeded my expectations.

Justin: Yeah. I know when I first talked to you, you were like, “Yeah, yeah.” Then once you did it, you were like, “Oh wow, this is really cool.” I want to make a distinction too, it’s not skillset training too. It’s more the softer side and I kind of think of it as kind of like a thing of a baseball diamond, you have to coach up on the home plate, go, “Okay, get up here and let’s swing I can show you how to do a single, a double, a triple.” The skillset side. Then you’ve got a whole team over in the dugout going, “I don’t know if I even want to get up there.” There’s where most people are at right now. So we kind of own that space between the dugout and the home plate where we can really get them in the proper mindset so when they get up to the home plate and they got someone teaching them what they need to do, the skillset side, they can actually receive it and apply it, instead of being shut down internally.

Matt: Yeah, great analogy. Now as we’re beginning to wrap this up, what’s one piece of advice you would give someone who’s currently finding themselves at a low point and are looking for their do-over, they’re contemplating how to start over in life?

Justin: You know what, I’ll give it from the piece of advice that some of my … I’m 36 years old but I still hang out with my high school buddies. Two or three times a year we get together and play cards and have a night out. A day before New Year’s Eve, I sat down with all my friends and I just shared with them the rollercoaster I’ve been through in the last couple of years and one of my good friends, who’s an attorney and he said, “You know what? I see this happen all the time. I see the guys and the gals who have made a ton of money and they’re down on themselves and they’ve lost it, or they’re trying to start over again.” He’s all, “Just remember this.” He goes, “Don’t get down on yourself because those are just cycles. Those are just business cycles, those are ups and the downs of business.”

He goes, “The one thing that will kill you in any do-over,” I’ll use your references because I think it’s something that’s very appropriate, “The one thing that will kill you in any do-over is if you lose your self-confidence. If you lose your belief in you, that you have the ability to go out and produce.” That was huge for me because he’s like, “I knew you were going to succeed because you even had your first run.” He goes, “You had the drive, you had the passion, you had the drive to make it happen.” It was a huge compliment coming from one of my good friends saying, “You’re going to do it again.” I’m like, “I know I’m going to do it again.”

He goes, “But just don’t lose that because when you’ve lost a lot and you’ve got to do something over again, a lot of the time, that’s the mental struggle we’re battling with back and forth, back and forth, is whether it was a one-hit wonder, or it was a fluke that we succeeded, or whatever it might be, but the reality is it’s not. It’s not a fluke, it’s business cycles that take place and just don’t lose confidence in yourself. You have talents, you have abilities. You have the ability to create, it’s whether you apply yourself.”

I think for your listeners who are on this today, I am so glad that I have the Og Mandino principles, I’m so glad that I surround myself with people who think like this because it is a mental torture to put yourself through to start doubting your self-confidence and your ability to go out there and produce again. We can measure it over here. I don’t mean to pitch it again, that they’d need us, but kind of. I mean, I don’t know how I would do it if I didn’t have this because in those days when you’re feeling bad, or you’re having your own pity party, or there’s a lot of rejection in your life, or something’s not going the way you want it to go, I mean that’s when principles show up. That’s when you have to have your principles and what we do over here is we’ll give you that foundational principle base that will help you go through all the challenges and struggles you may be incurring right now in your life. So, that’s the advice I’d give. Don’t lose faith in yourself man. You’re your biggest asset.

Matt: Once again, great advice Justin and thank you for that, and thank you for taking the time out of your busy schedule and sharing your words of wisdom today. The best of luck to you and just thanks again. I know you’re a very busy man, thanks for being here.

Justin: Okay, thanks, Matt. Thanks for having me on.

Matt: All right, another great, great call. I’m just so grateful Justin could be with us today. I mean, I hope you were taking notes. There are some really invaluable lessons in there. Some of which you’ll never read in a book, most of which only the school of hard knock U can deliver. So again, thanks for Justin for taking one for the team, so to speak, and sharing his insight. What you heard, that’s Justin’s hindsight. What you want to do is transform it into your foresight and don’t make the same mistakes. If you do, your time here today will have been wasted, it will have been completely wasted and hopefully, that’s all that you would use is just your time, Justin took the hit for you. Now that you’ve heard about it, you don’t have to, that’s the good news.

So that’s it for this episode. I know last show I said we would be covering at least five different forms of passive income and I’m still going to do that but rather than just share with you what they are, I thought it would be better if I could actually pull together some solid, reputable resources that would actually show you how to pursue and create passive income for yourself and make it work in your life. So it’s taken a little longer than I thought as I don’t want to steer you in the wrong direction and I want to make sure every time I refer you to something, it’s something I’ve tried myself.

So I’ve gotten most of them down, there’s just a couple of others that I’m actually implementing in my life as well and I want to give them a little bit of time try it out before I point you in that direction, or recommend that as a resource to you and that’s just my personal philosophy. I don’t want to recommend to you anything that I haven’t tried on for myself. So, not sure if I’ll get to that in the next episode but I’m going to try my hardest, though. In the interest of maintaining integrity around my recommendations to you, I might need another week or so. Nonetheless, the next show will be awesome, that I promise.

So your homework today, go to thinkwithintent.com and take the free assessment Justin talked about today, that’s your action step for today and remember, nothing happens until something moves. This show, it’s not your learn over, it’s Your Do Over. So if you liked what you heard today, and/or if there’s something you’d like to hear more of as you begin a new life, as you do over, please visit iTunes at your convenience and leave your comments and suggestions, much, much appreciated. I am Matt, the Do Over Guy, and I will see you next time on Your Do Over.

Speaker 1: Thank you for tuning in to Your Do Over, where the ignored, underestimated and unknown steps to producing results and making life work are revealed. Remember, knowledge is potential power. Take action on what you learn today, this is not your learn over, it’s Your Do Over. To view the resources referenced in today’s show, and to retrieve a complete show transcript, visit www.thedooverguy.com. Stay connected with Matt, The Do Over Guy, Theriault on Twitter @theDoOverGuy and on Facebook at www.facebook.com/DoOverGuru.