Okay, i know he's sitting right there, but tim grover, author of two insanely great books, ceo of attack, athletes and most would say way more than just a trainer for some of nba's biggest stars. I mean the michael jordans and scottie pippens. I didn't know hakeem until i did a little more back and i was like whoa like barkley charles barkley, who i'm a huge fan of, but kobe, who i told you. I had a relationship with and when i strung all those i was, i literally sat there and said: there's like 8 000 questions.

I want to ask you, but first just tim for the person that has never met you before, give them a little backstory, because i think your backstory reveals so much of the discipline and the grind and everything you brought to all these amazing people. Well, my back story is: i came to the u.s with my parents, one more my dad. My mom was already here yeah, so i came with my dad. I was four years old.

All right, my mom is a regis. My mom was a registered nurse and my dad was a professor back in india yep. So it was easier. There was a big shortage of nurses in the u.s, so it was easy for my mom to get a job there.

So she came, and my dad basically raised my brother and myself for two years by himself in london, england, crazy and when she finally got established, we we flew down. We flew down here with my with my dad and part of the story. Was my dad literally stopped the cab before about three miles before we got to the destination where my mom was living, because he didn't have any more money in his pocket: wow yeah wow. So what year was this? This was oh, my god uh 60, like 68 69.

Maybe - and you were four - i was four and older, younger older, younger brother, older brother, okay, so you had like a an older brother wing man, that's helpful yes yeah and we just my dad just he made a trip out of it. He just said: hey, listen! You guys never seen this kind of never seen this place. We're gon na walk a little bit. We're gon na show, and you know he kind of made a game out of it with two massive suitcases and we just kept.

We just kept moving until we got to the destination, my mom didn't even know we she didn't even know we were coming so first of all that in itself is just remarkable, and i could just imagine the moment of like walking. Do you remember the moment busting through the door yeah? Well, i was even busting through the door. She was just getting off of work. We met in the lobby downstairs because that's even better because the name wasn't on the register, so we couldn't go up they're like three people back there remember no emails yeah.

My parents could afford to make a long distance phone call that wasn't gon na that wasn't gon na happen, yeah so he's just kind of like you know. This is a people. Everyone in this room is a little young. You might know this.

The rotary phones, oh for sure, yeah for sure or the long extension cords you like run down the hall talking to a girl. Please no one right and you put it back, it's all tangled up exactly exactly yeah. So you one of the things i was reading about you that i thought was interesting is like another one of my friends who you know came from india and through london, which was sort of the migration. You know strategy um.

He also had the same thing. Parents said doctor doctor bust: that's it that's it. So so your parents wanted you to be a doctor. You don't have a choice.

Growing up as an indian family, you listen. First option is a doctor. Second option is doctor right period. That's that's what they that's! That's the definition of success, stability, education, everything so i got ta, say really quickly because uh, so many people that are gon na be watching this or listening to this are entrepreneurs or sales leaders um.

But i have a bunch of people that are these young. You know i mean literally 15 18 20 shout out to rohan and steven supremo like these young guys that, like steven spring was my son. They all watch this content and they're all dying for this right, because these young guys are like watching. But one of the questions i want to ask you moving away from sort of family for a second was so much of what you do is intense.

Who are you for and who you not, for i always say: listen, i'm not for everyone. I should be, but i'm not why all right everybody thinks they're intense until you meet an intense individual yeah, all right. Everyone always comes up to me i'll do anything! Well, your definition of anything is different than my definition of anything right all right and where did that come from you know what you're not born with it. Everyone says you're born with it, yeah you're, not right at your decision.

I think when people say that person was born with it, that person is - and i don't have it - that's an excuse. Yeah we're gon na get into that. Some of my questions for sure to me that to me to me: that's an excuse. I say when you're something happens in your life, you witnessed something or you've been a part of something and how you handled that situation, steers you in one direction or the other.

Did you did you fold or did you stand up? Did you learn from me? You know i give an i give an example. You have individuals that grow up in broken homes or or say. Listen. You know um.

I was an immigrant family divorced couple family, whatever, whatever worse the worst you'd have people you know or worse. You know you know, alcoholism or abuse or whatever and you'll have two kids in the same in the room together, one will be really successful, yeah and one won't, and then you ask them why they were and they'll say one will say well. I was part of an and i was part of an alcoholic family yeah. Well, one used it as a crutch and the other use it as watch me right right.

Everyone watching will relate to it in that and then they'll say: oh yeah, because, like the global economic meltdown really impact real estate really caused it real estate, banking, financing, right and - and i go back to those times because i've been doing this for 30, like 32 Years so so i was navigating people through that experience and i'm like look we're going to look back in this moment and we'll say, there's a lot of tragedy, but that's where all the triumph is all the opportunity is in the chaos is in the mud is In the explosions is in the tragedy, that's where, like you, become battle, tested or or to your point, they fail, you fail, that's it and there's going to be people that are going. There are people that are going to fail that are going to they're going to have every excuse possible. Listen at some point: everybody. You can't wrestle with the elephants till you play with the pigs in the mud.

First yeah everybody! You can there's no way. You can be battle tested for something like this, if you're not willing to go through something else before and deal and handle it so many times we want everybody else to solve our problems. They want us to solve our situation, for we don't want to be battle. Tested we don't want to go through, we don't want to get our hands dirt.

We don't want to get our hands dirty anymore, we're either looking for mom we're looking for dad we're looking for somebody uh somebody else to fix it or we're. Looking for we're. Looking to blame other individuals, you got to look at yourself and i always say: yeah people always say: look in the mirror. You know look in the mirror and you know you'll find no.

You know what you got to go deeper than that. It's what you're not willing to see in that mirror, is putting you in that situation, where you're at right now, whether it be success or failure right. How important do you think it is for the person watching right now, maybe last year in the middle of the pandemic, had their best financial year ever you have maybe they've had the last 10 years have been extraordinary, coming out of the global economic meltdown and they're. Like look in the mirror find the problem like i'm, okay and you and i both know they're full of because i got warts, you got words.

Everybody's got an area where we can get better. What do you say to that person? That's like well, first time, i'm doing great. Are you selling you're only selling for okay you're settling for great there's, always more to do all right? There's always that next step all the greatest winners, all the great championships. It's always what's! Next, you know you get individuals.

You talked about this. You talked about this in your talk or you get the people that reach a certain amount of goal. Well, what's next, what's the next step? What do you got to do to get better? What you got to do to chemo, because guess what somebody's coming for you winning has no loyalty to you. None whatsoever, winning's job is to take it from you and to hand it to somebody else, 100.

Okay, so that that really brings me into, i think, an important story that you've talked about it podcast, limited books. Obviously how you got your first client tell that story. Well, you cold called you made the call i kind of cold lettered, so i was working at a health club with i got done with a out of my school master's degree. Yeah all right master's degree in like kinesiology exercise, science yeah all right went in there.

I actually got a chance to do what i went to school for a lot of people. Don't get a chance to do that, but i kind of knew what i what i wanted to do, yeah so after i graduated parents were like you got to work yeah all right. We don't care what it is. You got to do something got a job at a local health club minimum wage back then was three dollars and 35 cents with a master's degree crazy.

Well, the master's crazy. I took the job yeah all right. Let's go. I took the job i had to go through a six-month probation period.

I knew more, i had a higher education than everybody in the place, but i still had to go. Didn't complain yeah. These are the rules and regulations. Let me do the work all right during those times people i could have complained.

I got better, i got better, i got smarter. Not only did, i know become how to think. I learned what to think all these different different things that came up all right started to train, whoever wanted it, whoever wanted housewives recreational athletes, whoever and my job was like back then no social media yeah. How do you advertise results of your clients? Yep? That's it! They go out to functions, people notice them, they see them.

Better people see them sitting in the gym. Have you been working out? What have you been doing? Yeah you look great, what's up yeah, who it is yeah, that's your! So that was your social media yeah. I was only using about nine percent of what i knew and i knew in the back. When i started college i had told everybody, i'm gon na train professional athletes and people like what does that even mean? There's no industry in that, because if you train professional athletes, you were either you worked you as an olympian.

You know you trained an olympic athlete right or you trained a boxer yeah that was it baseball players didn't have trainers back then hockey players, football players, nobody! Nobody had so literally, i had to create a new industry, but i knew exactly what i wanted to do read a little article in the paper that said michael jordan's, tired of taking the physical abuse from the detroit pistons and is looking to get stronger. Okay, so go home. Remember back, then: no computers, no emails, no emails hand, wrote 14 letters, there's 15 players on a basketball, yeah five 14.. The one person i didn't write a letter to was michael jordan.

In my mind, i was just like you know what he's already the best he's already one of the top players in the league on the team they're not gon na. Let somebody from the outside work work work with him, but if i can get with some of the other players, maybe they'll see the results just kind of what i did. What i did in the gym and back then you take the letters to the post office. You put them in the mailbox and hopefully they arrive as fan mail yeah, so they throw them in the guide they throw them into lockers.

I got one reply back, michael jordan. The guy you didn't send a letter to the guy, didn't send a letter to what did you say about cold, calling making phone calls right going in there right all right. I didn't know it was him: how did it yeah? How did it unfold? I didn't know so he he saw the locker and he saw the letter in somebody else's locker yeah and you know he's as competitive as he is he's. Probably how come this guy didn't send me this yeah yeah, everybody else got everybody.

That was actually a really good strategy. I think marketing is like i didn't get one, so he gave it to the athletic trainer and the team doctor at the time, and they said hey, find out what this, what this person's doing background check out this little background check yeah. So, three months later after they did not only a background check, more extensive training and drilling than i ever had than i had in all my college days, they wanted to make sure i actually went to college. I learned what i was supposed to do and all this other stuff.

Well, tim they're, like you, can't hurt our prized possession. Yes, like you, can't screw this up man exactly a little pressure there on their part. Exactly so, then three months go by, they say hey. They give me an address, they say hey, i still don't know who this person is yeah all right.

They give me an address. They're, like client, wants to meet you today, all right, no problem, so i drive out there ring the doorbell once no answer ring it twice, no ring it thurston. How are they they messing with me? Bring it third time, michael j door opens up. It's michael jordan got it, i'm not a star.

Okay. What year is this? This was 1989 okay, so he was all ready like he answers his door, but tell the story, because i love this, so i i go in there, i'm like all right. It's michael jordan. I'm glad he look, he looks something i'm going before i go in the house, i'm like i'm wearing converse.

So if people don't know, that's like the biggest note the king of nike yeah. Now now you know not not another jordan brand. So i'm like all right. Do i take my shoes off or do i walk in with the shoes, so i said, let me take my shoes off, so i take my shoes off and everybody we've all done this back.

Then i got holes in my socks yeah. You know i got holes in my socks, so what i'm trying to do while you're a trainer making three bucks an hour man while i'm talking to him i'm trying to with my feet i'm trying to turn the socks upside down, so the holes we've all been There well guess what i got holes on both sides yeah all right, so um, and then not only do they have holes white socks when you're that young, you really don't know how to do laundry they're, pretty dirty all right. Whites aren't technically whites anymore and you're in front of michael jordan, as if there wasn't enough pressure already yeah and you're thinking about your socks, but remember pressure's, a privilege, yeah. I got that on my wall in my office.

I got that on. My life is a privilege. Yes, it is so i'm like all right shoes or holes in the socks. So you know what i'm gon na go with the holes in the socks and in my mind, i'm like, if all he notices when i'm done was that i came in the house with converse and holes in the socks.

I failed yep. What did he ask you? I failed so i went in i let him do the talking yeah, i said hey, so we went downstairs to the basement. I said what do you want? He goes man i want to get bigger. I want to get stronger because i'm getting tired of uh taking the physical abuse.

I want to dish it out. I want to put on about 15 pounds and i said well, who else have you talked because everybody i've talked to this they've? Given me the program they said yeah, we can bulk you up. We can do all that. He goes.

What are your thoughts? I said everybody's wrong and he just looked at me. I said everybody's wrong. I said michael, you have three injuries that consistently bother you on a regular basis. You have an ankle yep, you have a groin yeah and i said you have a hamstring.

I said if we address those three things: guess what you're already more athletic you're, already more stronger you're already you're already better. I said if you put on this kind of weight, those three things are going to get injured even more, and he goes well nobody's told me that i said and putting on that much weight too soon. I said it won't be. It won't be good for you.

I said the plan should be a maximum of five pounds a year, and i said i can't he goes well what weight should i play? I said i can't tell you that yeah i said you have to tell me that i said that's something you you have to you have to buy, so i not only did i give him a short term plan. I gave him a medium plan. I gave him a long. I gave him a long term plan and then he goes wasn't he a little pissed like no i'm last you're.

The expert tell me what to do and you're like. No, you tell me what you trust your body, but right, but here's the thing with that is everybody wanted to come in and they wanted to bang their chest to proof right. This is what i can do. Yeah you got ta.

You got ta, listen to the client, especially somebody you've never met before right. You don't know what they want. All right. You have to listen to.

You got ta, let them speak their mind first and see. What's what's going on, what's going on no different than in the real estate business people come in, you talk to a client, hey, otherwise you're, just aimlessly showing them stuff or giving them guidance that they don't want yeah, and now you look now you looked unorganized and Disorganized, so he told me he told me what he wanted and everybody else a lot of individuals were probably star struck with him. I was just like listen so this this is a. This is an opportunity, a chance and he comes up to me with the information i go and he goes man.

This doesn't sound right. I said, don't get no writer. Obviously, i'm not an english major, but he sat down and he goes because i'll give you 30 days when we start it goes well. I said when recycles tomorrow done yeah so 30 days, tournament 30 days turned into 15 years and before i left out, for he said two things uh.

When i walked out the house, i picked up my shoes. He looked at him, he said never again, he said. Never again, then, when we started work out the other important thing that he said - and this was he had a major staff meeting, and i don't share this story too often, but he told all of us, you better keep up. What did that mean all right? Well, everybody thought that meant just like with the hectic schedule and so forth.

He meant in life because you better keep up. If you just think that this is just about basketball, you're not going to last very long, so that's intense yeah so and he didn't give us a definition of what he meant by keeping he let us figure. He let us figure that out. Well, we had, we had to interpret what he meant and what his thoughts of keeping up was and keeping up was being available being able to problem, solve all right being able to talk to the media, knowing when driving illegally, to keep up with them.

Because, therefore, yes, i love that story. You know um knowing when to be seen, knowing when not to be seen, yep all right and never forgetting who the client was yeah. Are you in this for yourself because or are you in this for us and the people that knew if he won? We all went yep, but it was team, michael like that. That's the team that that was it that was it okay.

I want to go a totally different direction. You you said in the second book winning makes you different and different scares people yeah everyone watching and listening everybody here on my team. They know that they know it because they go home. They leave a conference with someone like uri and they make a change and then that change compounds and the action and the discipline and the grind and everything they do in a year later, they're different and it does scare people but unpack that for us.

Well, what did you mean so we spend our whole lives at holy trying to fit in yeah. We want to be normal. We want to be part of this group. We want to be part of here.

We want to be, but the people we idolize the most are the ones that stand out right and they're all different they're, all flawed they're, all unique there's something about them that everybody looks at that individual says: there's something different about that individual yeah, but instead of Trying to find out what's different about it, you run from it yeah and then the more successful that person becomes the more different they become, the more scarier they become, the more intense they, the more intense they become, and then what happens is when i say different Scares people is instead of being attracted to those people, people back away. Just like man there's something weird about that person. I can't think the way they kind of think you know yeah they always like they're. All you know they enjoy their time alone.

They don't show up at all these parties. They don't you know they just kind of like when they don't let other things affect them. Like you talked about this, they don't pay attention to the news right. They they don't.

They don't pay attention. I can't remember the last time i've had a tv on for more than 20 minutes, yeah or if i have to watch one of the athletes other than that. It's the same thing, right, yeah it it it's it's it's the same thing. So the intense, the intensity and being being different and being unique people know that excellence is lonely and that okay yeah now you're touching on what i wanted people to get because to be at that level.

It is lonely, it is to do what you do do. What i do like people think, oh man, it's got ta be glamorous and fun you're, like yeah being in a hotel room 300 days a year. It's awesome, yeah you've got to love it. You know what this is.

Why i say i don't love a hundred percent of what i do, but i create the end results so much that the work is irrelevant. I know i have to do the work. I know i have to change people's lives. I know i have to.

I know i have to get results. I know i have to do the process. People always talk about the process. The process of you have to do the process right.

Okay, the end result is not guaranteed. You could went through every reason was thrown at you when you first planned this event. You were like okay, we're finally over this yeah yeah, guess what then it comes again, so you had every reason to be like yeah, i'm not gon na i'm, not i'm not! Gon na do this, i'm not gon na do this, but what happened? You said you figured it out so we're that required you more isolation, time in your mind, more ways of figuring this out more effort from more effort from more effort from your team. You know, and it does it creates.

You know it - creates an imbalance in your life. We all have to have this imbalance at certain points. Okay, so it's just like that. Okay, so there's so much of that you got a whole chapter just on that like like winning, doesn't care when he doesn't care.

How do you get to make time for it? What do you say to the person that is like i want to win, but not if it yeah like they all got this like butt like this limitation, and i'm not saying like if you're watching this right now, like everybody's, got a story and everybody's got a Reason right, but there is this tiny percent of the people on the planet that just they just go. How do you accept that? Because, because they have, if they're watching this right now, they got it in them, yeah i'm just trying to tap like tap into it. Getting him to accept it, what do you say to him? Well, this is exciting, so here's the i can't put anything inside of you. No greatness is already inside of you.

This is already inside everything you need is already inside of you yeah. You know people always say, and i think you had brought this up uh in in the talk today too or yeah. You said greatness is inside all of us and it is yeah, but for most individuals, that's where it's going to stay yeah yeah! You know why? Because here's the thing most people are afraid of success, they're not afraid of failure, they're afraid of success, because now you've created a level for yourself that you're like wow. I can actually do this yeah now.

Do you want to keep doing it over and over and over again, so i can't winning will take it away from you. Yes, you guys, i can't like people always say you know, i can't put something inside you where i can take something away from you: yeah. Okay, i can take your confidence yeah. Okay, i can do that all right.

I want to totally go to directions for a second. You heard me talk about it today or maybe you didn't, i don't know we were. We were doing an event uh this morning. If you're watching this one of the things you said it on uh, it was either a written or video, something where i found you said, michael jordan, wouldn't go to people and say i'm gon na drop 50 on you to intimidate them.

He did it to what to elevate his game. It was the there's a chatter. In his own mind, the best conversations you can have is the ones with yourself. Yes, because you cannot lie to yourself.

That's right, you cannot lie to you, you cannot lie winning, knows all your secrets. Just like you do yeah so he's not. He would tell everybody that was a way. That was a way to make to elevate his game, and i always said he never trashed talk to get in somebody else's head.

It was so if he said this is what he was going to do. That was pressure on him to go out and go out and deliver every event. You do every talk that i do yeah. We want to leave people like.

Oh right, yeah right he's talking to me. Yes, you know, and it's what you said, take five things: yeah what'd, you say: yeah, just five, just five yep you're gon na near 100 right but make five. Your obsession right take five and everybody they try to take. They try to take too much just like society.

Now we have too many options. Yeah and people makes people stupid. It makes people people's listen. I don't stupid like just like you know, just like lots of days ago, yeah, it's laxative people can't how many people are coming to this event.

They can't decide what to wear. They can't decide whether they were at dinner time, whether you want chicken or you want steak, or you want shrimp, get all three right or get one this time to get the next one get get the next time you have to make decisions, you have to make Decisions and those a lot of those decisions you talk yourself into and you talk yourself out of if you're going to say, i'm going to drop 50 go out and drop 50. right all right and if you don't drop 50, it's on you yeah. You don't win the game, it's on you.

I always. I tell this story on this other part with michael about the pressure. When we first started training. You know: sports center has a top ten place, yeah yeah and all that and every time he played he was on one of those plays, and then he just he looked at me and he said i got ta, make a phone call.

She made a phone call. I called his agent and he said he goes. You call espn, he goes. You tell them right now.

He goes if i don't win the game, i'm not a top 10 play. Let's put your ass on the line, he goes. How can i have a top 10 play and lose and lose yeah yeah? He goes this isn't about me yeah. He goes this.

Isn't this? Isn't this isn't about me and if you look back and then never again, did espn ever put a top 10 play in the game he didn't win, so i'm just looking at the camera for everybody watching right now. This is like i tell them. You need to go back to your office. You need to write up the number on the wall.

You need to say to everybody, that's what i'm going to do. That's it right and and it's but it scares people right, but here's the thing you're going to tell everybody what you got to tell yourself. Yes, all right, because guess what all the people you're telling they don't care, they don't care. You said it today.

They don't care, yes all right, but it's that challenge to yourself like i'm going for greatness, i'm not settling for wellness, and i don't want disease i'm going for here and it's. But it's that moment it's that lying in the sand. It's the day that i started. My company and left the former business this the day you decided to you know, start your new business to write 14 letters.

It's that moment of the sand that we like. I just wish for everybody. I wish they would just declare it and not settle well when you declare it it's again. You know it scares people yeah p.

You know people live in the world of scarcity, they're like they're. They live in the what, if yeah, they live in the overthinking they're thinking they're over analyzing their over or it's just like here hear this there too many times, you're sitting on a fence. You ever sat my fence, man that hurts yep what side of fence you're on make a decision. Yeah and i've been on both sides of fences for sure i've been on both sides of both sides of the fences and i've been around some fences.

You don't want to be around those fences, but you got to make a decision get off the fence you got you got to get you got to get off the fence. Chasing greatness is a decision all right, chasing mediocrity is a decision. Yeah chasing winning is a decision chasing losing is a decision. Not making a decision is a decision.

You keep it simple. It's not that complex. Speaking of i'm in the in the morning, kobe's training out with this guy big rods, big shout out to big rods. If you're watching this, i'm training with richard farley jr and he's telling me about a show, he's doing details and he's all fired up about that right - and you know man in the future we're gon na, like i'm gon na, get like wayne gretzky to do this.

I'm gon na get you know like i was like you know, we're just you guys talking to the gym first time i talked about like business stuff, but then i'm listening to you and something that really stood out for me was your obsession about tracking and measuring Everything everything looking for the correlations and i think a lot of people are going to watch this and be like yeah, because very i'm, like i'm all about it like make data-driven decisions. Look for like when i do this on monday, and i do this on tuesday. Then my result on wednesday is better, but i was looking like you're like if michael jordan had a glass of wine, what kind of wine did he drink and how did he perform if he played golf the day before, if he, if you can have at this Time versus that time, like that's insane for most people, but i got people right now running businesses that don't pay attention to the details. I would steal a hotel, a pillow from a hotel if michael had a great game and traveled with the rest of the way until he didn't have one and i'd be like all right.

It's time to get rid of this, but isn't that, like the the like athlete who's like i'm wearing these same underwear, for the re like you know, is it that i think but here's the thing if you can, if you eliminate those variables and you eliminate that Thought process right control what you can control so being able to control this uncontrollable becomes a little easier. Yeah say that, again, all right control what you can control so the uncontrollable you can control a little bit easier. You're not gon na be able to you're, not gon na, be able to control all of the uncontrollable. But if you have less chaos in your mind about trying to control the things that you should be able to control, you might have more clarity to control the uncontrollable things.

Do you think an agent watching this who wants greatness should be tracking everything what they need? Every steps everything too much weight on your right side, not enough on your left side, whatever it relates to your business right, which means all of your lead sources. All of your marketing. All of your impact, all your yeses, all your no's everywhere everything everything. What do you say to the person that isn't doing it? You don't want to win bad enough.

Oh man. We say that in the camera one more time you don't want to win bad enough. You say you want to win, but you don't want to win bad enough. You don't you're, not all in there's a difference.

Everyone says you're all in yeah you're, not all in. I think of it, like tim and what i'm you know what i'm so excited about. For tomorrow, right is there's, so many unbelievable people in that room, and yet a great market makes people soft right, like the average sales price, went up the number of sales that they had went down, but they made more money right and i'm like what, like the Markets go like this. You need to be like this yeah and that require that like to me.

That requires like this maniacal approach to like looking at everything inside your business and breaking down the details to understand how do you move all the levers and looking inside yourself speak about that? Looking inside yourself, because here's the thing you know how they say, success, success, changes, people always say success, changes you yeah success, doesn't change you, it changes everybody around you. It changes the environment around you, but the level of success becomes more difficult to achieve each time. Yeah all right so people all and you can manipulate numbers yeah in many ways, beat the data, but you can yeah. You can always yeah it's just like it's unbelievable.

You know even the stats in sports and country and everything. Now it's like no one's losing everybody. Everybody's winning yeah yeah, but i can see you being a little pissed about that yeah. I am but your level of success, the details that you have to pay attention to get to that next number get to that next number.

It can't be the same. It cannot be the same after every championship. My guys always came up with me. What's next right.

What's next, because if i come back exactly the same, winning is going to replace me with somebody else. It's it's. It already is and what happens when you have to track those data you have to track that stuff. You have to do that.

It takes time away from different things, yeah all right. That's your bus ride to hell! That's your bus ride to hell the people that are willing to take that the willing to so what i always said after every championship. After every single win after every single, i don't know how you guys measure your scores of the year. Big success win the trophy number one, it's all the same whatever it is.

I always said when you get back on that when you get back on that bus or you get in your car, yeah or whatever, whatever the destination and your navigation system should say back to hell, it should say back to health, but you have to take that Trip, often all right, because you have to know that you can survive in that because that's where you paid attention to your details, that's when nobody cared who you who you were and that's where the softest place to be because everyone thinks hell is a bad place. It's the most comfortable place on earth because that's where all your excuses live, that's all the people that didn't make it all the people that are saying you're, good enough, don't worry about it! You don't have to do all this. You made so much money. Why are you working so hard because they're trying to they're trying to put they're trying to pull you back into the place, so you have to visit that you have to deal? No, you can still deal with those deal with those individuals and are you willing to leave those individuals back there or are you going to go, join them and then the more you win? You still have to take that trip, but the less time you have to spend there yeah the less, but you have to take that trip on a regular basis and here's the thing.

If you don't visit, hell, hell is going to come visit you and if it visits you, it ain't never going to leave. There's something about. First of all, it's like a mic drop. There's something about winning and the starting over.

Like you know, the nba be the championship, but my client's watching it's the end of the year. It really it's just the end of a tax season. You with me, so it's december 31st, the year's over. We did it and then you see him like ugh like some are just like.

Oh, i got ta start and others are like they just work right through it. They just hey man. I just got ta, i got ta stay focused. I got ta keep going because i'm going into the new year, but you said something, and i want you, i want you to say it, but it was about grind like a lot of there's.

A lot of entrepreneurial grind culture right, dude, the grime man. You got ta, do the work and, like you and i like we clearly we do the work right like work. Ethic is not our issue, but you you talk about. You know the quote.

I'm thinking of oh yes, so say that, because i think i keep telling my clients, like hey man, we're all going to work. What are you building? Yes like? What? What is it when it's all said and done? What are you building and why are you building it, but you're you're quote like i just went so here's the thing, everybody you hear this all the time i'm grinding i'm grinding, i'm grinding right! Well, all right! What are you grinding for? What's the purpose, you're grinding? What happens if you take something, and you constantly grind it grind it up, it turns into dust, it has no shape, it has no form, it disappears, yeah. So that's what people think if they say they're grinding all right that we're gon na recognize hard work. Oh my this person's a heart, this person's heart, let me tell you majority of the people right: they don't care, whether you're a hard worker or not yeah.

It's like when people come into your office and ask for a job. The first thing they say, i'm a hard worker. Well, i don't want to hire you because i'm looking for the laziest person around all right, that's what that's the best you're going to tell me you're supposed to be a hard worker right all right. So when you grind grind with a purpose, know the shape that it's going to form if we've all been to we've all seen parties on whether they're on tv or we've added 10 uh attend them.

We've seen um ice sculptures, we've seen our arts of clay yeah. What do people do? They grind the pieces away to form whatever they want, whether it's the dolphin, whether it's the ship, whether you know it, it's the sculpture, whatever it is. You take the pieces that are not necessary. You grind those pieces away, so you have to grind with a purpose.

You have to know what form you're trying to take what form as a business your form as a person or form as a human being, what form as an informational giver. You have to form all that into something. That's that you can identify with. That is your true personality, too many people.

If you just constantly grind grind man, i'm grinding i'm grinding, i'm grinding. Are you going to be grinding until without a purpose right, every single? What's the destination, that's the end result well, people. Why are you doing it? Well, here's the thing i i and this drives me crazy. I had people always talk about.

You know. Oh, you know it's about the journey and not the destination. Well, why? The hell? Are you taking a journey just to aimlessly just drive around and walk around? You have to have a death know where you're going finish. That destination then go to the next destination.

Then go to the next destination then go to the next. But just don't say everything is a cop-out. It's the stuff that the stuff that we've been listening to the cliches for so many years. There people think that it's to elevate us, it's actually to put us more in a more in a comfort zone.

Yeah. Well, you know it's, you know it's winning doesn't like comfort zones, it doesn't like. It doesn't know what a comfort zone is. It doesn't know what a comfort zone is.

You know you talked about the end of the tax year, kobe played 20 years 20 years. He won five championships, so that means for five days, yeah out of 20 years for five days folks, he was able to be called a champion five days out of 20 years out of 20 years. That's it because on the next day, right back to hell right back to hell and it was go and if you look at the team well, the lakers will no longer repeat: this has got a better team. This is what's going to happen.

These people are too old, so they're already it's just what we say winning pours uh you pour your champagne glass, winning just not winning just knocked it, winning just knocked it over yeah for five days, yeah five days you got to be able to call the champion. Yeah, i was with him uh the morning after he won the oscar and he comes walking in and he was late like by like five minutes. So i'm like immediately busting his chops. Like, oh man, you know five nvh, a couple gold medals oscar like and you're, showing up late at the gym.

He was pissed. Oh, he was hot. He was pissed, he was like. I was out with jay-z and i was just like dude.

I just messed with you, but he was he didn't talk to me like he was like that's. I was like. Oh you know why? Sorry! No, no, you should you know what even the best best, even though the best of the best need to be called out from time to time, even if you're busting the chops in a joking manner, yeah all right, everybody needs accountability. Everybody needs that person at one time to let you know hey.

My wife knows because, like uh christmas eve we're in the mo or in the gym and he's like see you tomorrow, i was like oh man, 5am christmas morning, like really i was like. I looked at my guide and rich was like: let's go, i'm like all right see you in the morning, and i was like that was not on my list of things to do, but you know i want to win. You want to win right. I want to be competitive right, so let's go a different direction: michael kobe, hakeem, charles, like scotty d wade like all these incredible athletes, a lot of your work feels very personal, and yet all these guys couldn't win without a team.

So i was thinking this morning, like you know everyone watching right now like whether they have their own business or they have their own team or they're a part of a team, or you have to have other players in the transaction to get everything to work. Like some of them need up their leadership ability - and i was thinking this morning - not all the teammates are gon na like it, and you can't like punch steve kerr in the face right, like it's, not good for their brand. To do that. What have you found to be the best thing for that? Maniacal focus winning killer, to be able to like work with their team and get everybody like rowing in the same direction at the same pace and like killing it? Well, here's the thing you have to get the results and you have to lead.

You know, everyone talk is cheap. You got ta, you got ta lead by. You got ta lead by action. Don't ask your team to do anything.

You wouldn't do yourself or you haven't done yourself all right and to let them know. If i win you win, if you win, we we all, we all win all right and also understand. Not everyone is going to be at the same level they're. Just not.

You will literally lose some individuals if you try to push them way beyond. So you have to find out what everybody's tolerance level is, what their definition of winning is. It may be different than yours, then you, as a leader have to decide. Can i accept this? In the organization yeah all right, because it's hard, it is very disheartening.

It is killers want to be around killers. A players want to be around eight players right, but you got ta accept like we need some, a minus and some b's, and but does that mean? What is that? A minus and c player have a skill set right that is basically irreplaceable, right or or i need i need this. I need this. I need this skills.

I need this skill set all right. You can't want something for somebody more than they want it for themselves. Yeah they just you just can't you will you will you will lose that you will lose that person and you'll have a person every now and then and say hey. You know i don't want.

I don't want that. I don't want this and then you as a leader have to have to have to accept or put them in a different position. So you can t you can succeed, there may be another individual say you know what you handle. This role and you're going to ha.

You're going to handle this role and watch the team elevate, but you have to lead the way you lead. What did my my? What did michael say in the last dance? I was just thinking. The last thing exactly says: listen winning comes with a price. Leadership comes with a price all right and that price is extremely high.

You know what you looked at. Somebody listen did michael cross, the line you know will perdue said yes and he crossed line. Was he an at times yeah? Yes, he was an you know. Was he was he a nice guy? No, but you know what he goes we want.

He goes, we won right and he goes until we no longer won. We didn't understand how important that was. They all said it. They all said looking back, they hated it in the moment.

They you you, you hate it. You hate it in the morning. Everybody needs that thorn in the side. He took him through the journey of hell.

Yes, everybody needs that it was a. It was funniest thing. So they come to practice and you know early practice, everybody's having fun and all the the minute that whistle blew yep yeah. It was silence yeah.

It was like game on yeah and they held each other accountable. They. You know there was speak about that because that's like in our culture in our community accountability is very like it's it's a part of our dna. I can think this is.

This is so simple, so simple, all right, your mind has to be stronger than your feelings. That's what accountability is? How do i get there like? That's i mean that i i write that down when i the first time i heard you say it. I was like yes, okay, but like we just have these moments of weakness and like we're all gon na, have more worry and doubt and cynicism. We're we're all gon na we're all gon na have, though, we're all gon na.

Have those we're humans, all right, you're gon na have those brain thoughts. How long do you have you are not your thoughts yeah? All right, you are not you are. You are not your thoughts. Everybody should have a trigger word or a trigger action.

When that happens, all right, what's your action, or what's your trigger word that snaps you back into place? Listen, i enjoy a cat video just like anybody else, cat video all right. Sorry, queen video yeah, i just kind of just just bought humor right, come back yeah. All right, you have to be able, you have to be able to take yourself from and i'll bring and i'll mention this to i'll mention the spot, but i wanted this, which you did today all right. You didn't know, none of that was planned.

You didn't know, you didn't even know, i was in the audience, no didn't even know. I was in the audience you were in a you were in a focused state. Yep, you saw me walk up. We had a moment took you out of your focus state.

By the time i was walking back, you were telling everybody sit down back in your focus, stay yeah, all right! Winning is going to distract you all right, oh yeah! Winning is going to distract you all right. It's the people that can recognize the distractions that can go back. Listen we from a nutrition standpoint. We've all dieted at some point have had this thing: we've all gone off the diets, it's the individual that can go off the diet and get back on it starting get back on and you don't stop beating yourself up exactly just start again.

Oh that's it yeah! We're all we're all gon na we're. It's all gon na happen, yeah we're all it's all gon na happen. You don't get a sale, don't beat yourself over it figure out why you didn't get the sale, understand it next. Next, all right, you closed the sale.

It was a huge commission from you great next yeah. Well, i get it and we're very much aligned and everyone gets it. They just don't accept that and that's like um my buddy jim quick talks like he says things like. If you know it, you don't do it, you don't really get it right, because anybody can write it down.

Yeah right, but you and one of the questions i want to ask you: is you only seem to attract like these just really crazy people that want to do something special was that by your design? Did that just become referrals from mj like like? Who did you have to be to make that happen? I just had to be. I just had to be myself. Listen you've read the story about what my dad did for a living yeah all right, so my dad a very intelligent individual. You know doctor of medicine, phd education and transfer here, yeah right i got to feed.

I got to take care of the family yeah i got to feed the family. All right took a job as a degreaser for people that don't know what a degreaser is. It doesn't exist anymore, but back then, as you go to anatomy class, you know after each quarter after each semester you can't take the cadavers and just throw them in the trash they got to go somewhere. All right, they're filled with formaldehyde and all these different fluids.

So they can embalm, so they can be preserved through you know two or three months. Well, when you get rid of those things you have to put them in a furnace, you have to dismantle the legs, the arms, the neck, the torso, to throw them into the furnace. That was my dad's job from phd doctor yeah to degreaser. That's what his job! What did that teach you you do whatever it takes, you do whatever it takes, yeah all right and sometimes what it takes is.

No one will understand. No one will ever understand what you did to get there. No one has to understand only you do yeah yeah. Only you do and can you accept it? Can you look at yourself and say this is exactly how it is so when you see somebody who's willing to do that all right, you're like who am i like people, one of the reasons i come to these events.

Early and i want to meet the people, the greatest athlete that we've had the most popular athlete, michael jordan, you saw this in kobe all right, signing autographs, saying hello to people taking pictures all that yeah who in the hell, am i not to do that right. If that, if for that moment, if it changes an individual's life, these are the same people buying my books coming to the conference, doing the thing yeah for for 30 seconds. If i can take a moment on 30 seconds and here's the thing when i come to these events, i get to learn from people like yourself. I get to be part of the i get to be part of the environment.

I get to understand. You know one of the things that i always say: listen, one of the things that you have to master is you have to master your environment. You have to master you have to and how are you going to master your environment if you don't see different environments? Yeah because your environment, that environment changes on a regular basis, like you said, there's real estate in new york, there's real estate, and where did you say right now is the most popular place that you, like you told a broker right, oh jackson, hall, while jack's own. So whatever he's got there, he said i'm buying everything yeah right, whatever, whatever you got, whatever el paso, texas, okay, okay, yeah, you said i'm buying everything.

Yeah, don't even show it to me. Whatever you got on sale, yeah, i'm buying! Well your environments, you got it!.