Free Exclusive Video Interview - Meet The $360-Million Dollar Man
Jairek Robbins1

Transcript of Interview with Jairek Robbins

Introduction

Dan: Welcome to another episode of Shoulders of Titans, this is Dan Lok and today I have the privilege of bringing you an amazing individual. A best-selling author, world class speaker and a peak performance coach and just a great human being with a big heart. We’ve shared a stage together, we have attended workshops together; my dear friend Jairek Robbins. Jairek, welcome to the show!

Jairek: Thank you for having me, it’s good to be here.

Dan: Now Jairek I know that many people call you a coaches coach. That you work with individuals to help them achieve their goals and dreams and you also have your book, LIVE IT!: Achieve Success By Living With Purpose. I mean there’s a lot of materials on your website, on productivity, personal development and health, fitness, relationships, even on your channel, GRCTV, but today I want to focus this interview more on the business, more on wealth creation; because I think some of the most fascinating conversations that we’ve had, that I enjoy the most, is about business. So you’re not just a great coach, I think you’re actually a super savvy business guy so and I know you have a passion for business as well, so that’s what I want to focus on today.

Jairek: Awesome.

Dan: And maybe before we jump into that, maybe just take us a little; maybe take us back, tell us a little bit about your background and how you got into what you do today.

BACKGROUND

Jairek: Sure. It depends on how far back you want to go. I was born on Earth…no I’m just kidding. So, I guess I started my company six- almost seven years ago now, just a few months away from seven years ago. And I had been working for a really large personal development company, I had done six years of one-on-one coaching for them, I did all my training through them; so I had 250 hours of coach training and certification plus thousands of clients I coached on their behalf.

I went inside sales, outside sales, I worked at the warehouse, worked at the nonprofit and then eventually I got to a place where I decided I wanted to- I had been to an event about how to build your own business and I had decided I wanted to test the content and see what would happen and so I took the content from that event and I started applying it and when I started I was working three jobs, like side jobs, just to pay the bills and stuff while I was building this and while I was doing that I started at night, I put up a website for my own coaching. Now, what’s interesting to start with – I had six years prior experience so I wasn’t a brand new coach for the very first time just trying to be a coach.

Like, I had six years under my belt of solid experience, real world results, tons of tangible insights and knowledge of how to do it and how to do it really effectively. And at that point I decided to break off on my own, set up a website; if you want to see something entertaining, please go to waybackmachine – the website and Google my old website, or search my website and go all the way back to 2000- I think 2009 or 08 when it went up. And just look at the website and I’m sure you’ll laugh your face off. It was horrible. I built it myself. And with that little website I started offering coaching and the first inquiry we got was a law firm in London and they were interested in performance and productivity coaching and we mapped out what they were doing, we mapped out a plan of how we could get them to be more effective and then we enrolled them and worked with them for about, I think, 6 or 12 months and we absolutely increased their productivity as a law firm and we worked with the principle there and really got him to be even more effective than when he started. And he loved it.

And from that he told some other of his clients and friends about what it is we were doing and so they enrolled and we worked with them on a different topic and then they told more of their friends of what we were doing and they enrolled and pretty soon what had ended up happening was we catapulted our business from you know one or two clients a month for one-on-one coaching, to – I remember within the first six months – we got up to 52 clients a month one-on-one.

And for the coaching industry itself, 52 one-on-one clients a month with either two or three sessions each is massive overload. And so at the time I guess I was 24 years old and I was more concerned with success than I was lifestyle. So, at 24 years old, to be living in the front den of a house, my overhead was only I don’t know – a couple thousand bucks a month. And all of a sudden I break $100,000 in revenue in the first 8 months. I felt like I was conquering Earth.

Dan: It feels like a million bucks!

Jairek: Yeah! And my roommates pretty much thought I was doing something illegal because they’re like, where’s all the money coming from?

Dan: Yeah and you stay home most of the time to do coaching.

GROWING THE BUSINESS

Jairek: Yeah. We go to work all day – you stay behind. And I had, you know it was interesting, I lived in the front den of a house. I had two curtains as my door; they didn’t even match. And so all they heard all day was, “Hello, hello. OK. Let’s get focused. What are we gonna do today?” And they’re like, who do you talk to all day non-stop? And where’s all the money coming from? This is weird. And so I remember we’d go take a trip and I’d pay for everyone’s plane tickets and they’re like, how do you afford this stuff? And I swear they thought I was like dealing drugs or doing something illegal behind the curtain. And they would just laugh all the time, they’re like, wow. And there were some key things, if you’re talking about business, that allowed us to grow so quickly.

One was having enough guts to just put up that website and start a business. That was obviously one key moment. Another key moment was I realized when it was just me and my website, you could enroll like three to five clients a month which was pretty good. But I couldn’t have hit 52 clients a month just enrolling three new clients a month in 8 months. And so what happened was at one point I crossed paths with a lady who I figured out how the services I offer could be a complement to the services she offered. And she was teaching people specifically how to build their business online. And specifically local small business owners in Los Angeles County – how to put their brick and mortar small business professionally online and we dealt with flower shops, architects, who else did we do? – coaches, we got a couple like raw-food, health coaches that signed up with us. We got some gym owners. They were just people who had standard brick and mortar businesses who wanted a nice website, a nice design instead of hiring someone, they wanted to know how to put up the website and what they needed on the site and how to do e-mail marketing and how to set up a blog and how to do a vlog and all this stuff.

And so we put together a package and we did some local advertisement and we got, I think, sixty people to show up for a little one day event. And we taught them how to put their business online, we taught them how to do all these things; I apologize about the noise, they’re installing an air-unit on our house here….

Dan: It shows – hey listen, these interviews are raw.

Jairek: Yeah, it’s real. Our air unit went out this week so they had to bring out a crane this morning and hoist one onto the roof of our building here to replace it.

But what ended up happening was we partnered up together, we did an event, like sixty people showed up. We put together a six month training program that would show them how to do all these things and I found out that my performance coaching was a benefit to the skills she was teaching because she was teaching them the tactics and skills of how to put their business online; I could get them to actually follow through. Because what happens is you know most people get shelf help. They go learn something, they take it home, they put it on the shelf and never do anything with it again.

Dan: Yes.

Jairek: So we teamed up, we created a combined package and we enrolled people and I remember, that was the first time in my life that I enrolled twenty clients in one day.

Dan: Wow.

Jairek: And as a coach, that’s pretty awesome. I remember I sat down outside my car and I just had a big smile on my face and at that moment I was like, wow. I’m going to do pretty good in life. You know? It was only a couple thousand bucks a client but if you add up the money it’s like, wow. I just made you know, one, two, three, four – five plus something figures in a day. This is sweet.

Dan: With very little overhead.

Jairek: Zero overhead. I mean, my overhead – I was working off of a cell-phone and a laptop with an internet connection out of the front den of a house. And my rent was $500 a month.

Dan: Wow, that’s awesome. That’s awesome.

Jairek: So, when I’m producing $100,000 a year and my overhead maybe costs $2000 a month; like there’s a lot of leftover. Luckily, I was smart enough to save it and not spend it for the most part. And one of my goals, and this is something that I believe all business owners should do is, I made it a goal to set aside six months of my overhead as fast as possible in cash and that way I could always take risks, I could always be outgoing, I could always be aggressive and knowing that even if I royally, royally messed up in some decisions, I would have six months of my business overhead set aside. And I have the same principle in my personal life. I want six months of my personal overhead set aside in cash as well at all times. That way, personal or professional, there’s always that back up cushion that can keep you from going bankrupt if you happen to make a couple of bad decisions too many months in a row.

Dan: So basically, you made a decision to partner with someone else who has your ideal clientele, you tap into their network so you attracted a bunch of clients very quickly, but then you hit a glass ceiling because then you’re working with a lot of clients, and you’re making good money – then at that time, what were you thinking? How to go to the next level?

MAKING TIME FOR LIFE OUTSIDE OF WORK

Jairek: Well, at that time I was waking up at 6 in the morning, going through my morning routine and at this point in business I had to figure out, how do I put in for small investment, get maximum return. And what I was focused on was my life because there wasn’t a whole lot of personal time leftover. I had to get up at six and my first call was I think at 7:30 or 8 so I had that like hour to start the day and then I had to go call, call, call, call, lunch, call, call, call, dinner, call, call, call, paperwork, sleep, do it again and so I was working from 6AM to probably 8-9 at night everyday just doing calls all day. And besides a couple meals in between I was just on the phone at home literally all day long and all night long and it was awesome for business, it wasn’t great for personal life. And so I stepped back and I said OK if I have these major categories of my life – my health, my emotions, relationships, family – how in the world am I going to make time for those things while I’m working so hard? And I think a lot of entrepreneurs and business owners when you’re first starting will face this challenge.

And so I looked for minimum investment, maximum return. Meaning: how many of my personal, major categories of my life could I handle with as little time as possible? And so what I figured out was if I went down the list, just to give people you know a thought of what majors might be – health. You don’t take care of your health, I don’t care how much money you make and how successful you are and how famous you are, you’re dead. So you gotta take care of your health. Number two: emotions. Again, you can all the money in the world, you can have all the fame in the world, you could be the healthiest guy on the Earth but if emotionally you feel scared, fearful and anxious all day long, that’s not a million dollar lifestyle; that’s fear, anxious and emotional-draining emotion – so the quality emotions equal the quality of your life, I’ve always been told. And that’s true, so you have to figure out how emotionally you’re going to fuel yourself up.

Next, you know – health, emotions – relationships. Intimate relationships, family relationships – from there your business, from there your finances, from there your time, from there your spiritual life. And when I looked at these major, fundamental categories of life I said, how could I make sure I get to check off as many boxes as possible? Because what most people do – and this is true in so many sectors – but I’m getting ready to go do a training for the pair jumpers (or the PJs) in the air force and these are like the Navy Seals of the air force basically, when a plane goes down these guys get dropped in, they have to fight their way in, rescue another person and fight their way out with the person they just rescued. So these guys are remarkable human beings. And so many times they get so locked on mission that they start neglecting other important areas of their life. They’re so on mission to get in and get the job done that they forget about their family, they forget about their health, they forget about all these other areas – emotions, and stuff because they’re so focused on getting the job done. And most people do that as a business owner/entrepreneur. So, I didn’t want to get caught up in the rut of being that person who neglects myself and focuses all on business, business, business.

So instead what I decided to do is I said listen, if I could take one hour of my day and maximize all of these different categories, how could I check off the majority of my checkboxes in the majors in one hour? And so I figured out first, I’d wake up and go outside and just start moving and breathing. So I’d say, I’m gonna get my health checked off first. So, deep diaphragmatic breathing stimulates your lymph system which your lymph system cleanses your blood and keeps your body healthy. You have four times the amount of lymph in your body than you do blood; the problem is your blood has a pump called the heart and your lymph has no pump. The only way your lymph is activated is by deep, diaphragmatic breathing and movement. So, I figured out moving and breathing was going to be my first thing every morning. Cleansing my body gets me healthy.

While I was moving and breathing I thought gratitude would be a way to fill up emotionally so I could check that box. Affirmations, visualizations, incantations – all emotion, emotion, emotion, check it off. So I got health checked off, I got emotions checked off and then I said, you know, I want to have a spiritual element in the morning. So I did a prayer in my morning routine, checked that off and meditation as well. So like bam, I’ve got spirit, I’ve got health, I’ve got emotions, and I was like relationships. I was single at the time, so I would spend time on my way thinking about the people that mattered to me most – my family, my community, my friends and just sending them love. So I wasn’t really with them or doing anything because I was by myself at the time, but I would get to check off my relationship box because in my heart I felt like I was pouring love into them as I was doing this morning routine. So I’ve got health, emotions, relationships, spiritual. I got four out of the major seven and it’s only the first 50 minutes of my day since I’ve woken up.

Dan: That’s starting your day with a bam basically.

Jairek: Exactly. Minimum investment, maximum return. In one hour time, I get to check off four major categories of my life almost instantaneously every morning. Now, the next giant chunk of my life was coaching, coaching, coaching, coaching..and I would do little things. Now, I wish if I knew about these back then – nowadays I have a treadmill desk so many times I’ll jump up during a coaching call and I’ll walk a few miles while I’m doing the coaching.

Dan: No way! That is cool! That is very smart, actually.

Jairek: And that way I can stay healthy, I can stay vibrant, alive. Most people walk hardly as many steps as they need to. The average person according to research needs to walk at least 10,000 steps a day to stay healthy and flexible and alive and vibrant – most people, and I’ll tell you I remember one time I even checked, I got one of those wristbands, I started measuring and monitoring and I thought, I woke up, I did my morning routine, you know I ran a couple miles, I did yoga in the afternoon, I worked out and lifted weights and was like, man I must crush this number. I must be like 40,000 steps or something. I got done with the whole day and was at 4,000 steps. I was like, wow. I’m not even close to being average. And average is like a horrible word to me. I don’t want to be average in my life. And so I’m like, 4,000 steps. The average person needs 10,000 to be healthy? Ugh. And so all of a sudden treadmill desk sounded like the greatest idea ever for productivity because it keeps my mind fresh, it keeps my body fresh and it allows me to get my, you know, 10-15,000 steps in everyday and keep my body as healthy as possible.

But going back to what I was doing back then; I would coach, coach, coach all day and then on the weekends just be exhausted because I would just coach nonstop all week. And I ran into the big problem like you said where I’m working all the time, making tons of money, but I’m 24 years old, have work going out my ears but no space for living life. And at that part I sat back and I started visualizing what would my perfect day-to-day life be like? Instead of just working 24/7, what would I actually want to do with my life? And so my day was like waking up, doing yoga, having this morning routine, meditating, working out; then spending the day like teaching and serving, creating, designing new products and services, traveling, volunteering, spending time with my, you know, future relationship – now it’s my wife. Spending time with my wife, spending time with our puppy – all these things I wanted to do. And when I thought about it back then, I thought wow. None of these things happen. So I sat down and started redesigning my vision and my plan of what do I have to adjust about my business to make this lifestyle possible?

And so part of it was adjusting the amount of clients I would ever work with at any one time and I maxed out at 52 and now, today, you know almost 7 years later, the max we’ll ever take on at any one time is 15. We won’t work with more than 15 one-on-one clients at a time. And so we had to adjust the pricing accordingly for it to still equal out to the numbers we needed and say listen, we will never work with more than 15 people at a time because we have too much other things in our life that we want to do and experience that if we brought on more than 15, it wouldn’t allow us the time to do those other things. So then we said, OK we can offset the price but that’s not gonna make up the whole difference financially, so what else do we have to add to be able to supplement what it is we want to do? And what are some things we can add that allow us to experience the day-to-day life we really want?

One of the things my wife and I love to do is travel. So one thing we added was doing speaking. And there were two routes I could see at the time: either I could learn how to sell from stage and come up with products and services to just go and sell; or, I could learn how to carve my way into the keynote speaking industry. And they’re different. They’re very different. There’s a whole industry if you Google the Washington Speakers Bureau – that’s one of the largest speakers bureaus and it’s politicians and sports and astronauts and people who’ve just accomplished ridiculously amazing things in their life and they have a whole circuit that they book these speakers out to for corporations all over the world and I have a friend who works with them and her first year, she got picked up, she has an amazing life story – she was homeless living in NYC and ended up her first day of high school was at 17.5 [years], she graduated high school at 19. She grew up in a really tough situation family-wise; one of the parents was addicted to drugs, the other parent was struggling. So she ended up sleeping on the D-train a lot in NYC just to sleep and used to panhandle for change just to be able to get a coca-cola and a plate of fries at a diner. And so it’s amazing. $1.65 sitting out begging for change all day would be the greatest day on Earth she would say.

She got picked up by the Speakers Bureau, I think Stephen Covey’s organization heard about her story and called her to see if she would speak at their convention in Washington, DC – and when they called her and asked her if she’d come speak she said, yeah, as long as you pay for my train ticket and buy me lunch. And the lady started laughing and she said, I’m serious. If you don’t buy me lunch, I’m not coming. She’s like, oh sweetheart, we’ll buy you lunch. And when she got there she says you know, your story is wonderful, we’d love to help you learn how to share this story, do you have anyone who represents you in speaking? And she goes, no and they introduce her to the president of the Washington Speakers Bureau, they set her up at $10,000 a keynote and they booked her out I think 54 times her first year.

Dan: Wow. Wow.

Jairek: So she generated $540,000 speaking 54 times all over the country while going to Harvard.

Dan: While going to Harvard!

Jairek: So here’s what’s amazing. She went to Harvard Tuesday and Wednesday and Thursday through Tuesday she would be traveling on the road, studying on the plane, on the train, behind stage, in her hotel room, and only went to class two days a week and kept her grades up.

Dan: Wow, that’s amazing.

Jairek: It’s remarkable. Remarkable. And so I looked at that as an opportunity and said, wow. I want to learn how to carve into that industry. And you know, traditionally being a motivational speaker by itself does not carve you into that industry. I hate to say it, but it doesn’t.

Dan: How come?

BUSINESS OF MOTIVATIONAL SPEAKING

Jairek: It’s an interesting situation because when they have the ability to hire Jairek Robbins, motivational speaker or John Elway, famous quarterback who’s also a motivational speaker, they tend to pick John Elway for some reason.

Dan: So they want a big name that can draw the audience.

Jairek: Yeah and it’s tricky I mean in that bureau you get Bill Clinton, you get George Bush, like you get President’s, you get the head of banks, you get – I mean you get some real dynamo superstars in the industries and so 24-year-old kid who started a business and grew it online doesn’t seem to fit in very well.

Dan: And for $10-15,000 there are a lot of choices. A lot of choices.

Jairek: Yeah and that’s the lowest tier. So their tiers go all the way up to you know $400,000 for that hour speech. And again that interested me. I was like, wow how does that human being command $400,000 in return for them showing up and speaking for an hour? And how does this human being get $60,000? And how does this human being only get ten?

Dan: Are they 400x better?

Jairek: Yeah and I tried to figure that out and I’m still working on that one and it’s really, really remarkable. And so that became something we added to our repertoire but the only topic we could only, truly speak on – I mean we could speak on all kinds of stuff – but the one that we really owned was how to grow a personal coaching practice. So that’s a niche market. You know, there’s a bunch of coaches in the world nowadays trying to get started and I showed them, I said listen, I grew my personal coaching practice when the average coach only makes $30-40,000 a year personal income – I grew my personal practice in one year, the very first year from zero to $100,000 revenue in 8 months. Not only, I’ve grown it every year since. Just coaching. Not speaking income, not products income, not all the other stuff we do. Just coaching, I’ve grown it every year. And I said that’s interesting, would you like to hire me to come speak to your group of coaches to share what I did? And so our very first speaking event was in London and they hired us to come and teach their coaches how to grow their business.

And it was awesome. I was like, hey I can get hired. Not at the time it wasn’t $10,000 – it was only a couple thousand but we’re traveling, we’re getting paid to come and share something we love and are passionate about, we got to go hang out in London and Paris that trip and see the Eiffel Tower and just have lunch under the Eiffel Tower and hang out and all of a sudden I realized my vision for that day-to-day life was coming true. And we’d added another service to what it is we could offer. So I kept going and said, ok well what else could I offer? And at one point – I have a heart for people who are struggling and trying to get their foot in – and I figured out in coaching I couldn’t necessarily help them one-on-one because I could volunteer and do it for free but it wouldn’t match up with our model price wise. And so I figured out, what could I do- what could I do to get them the knowledge and information? My first thought was to create an inexpensive product. So I sat down and I wrote down everything that if I were to die tomorrow I would leave behind for my family and friends that I care about most. And every single thing I wrote down I packaged it up and put into this program that I didn’t know anything about marketing at that time – I called it the 90-day video coaching performance program. You know about marketing, that’s way too long.

Dan: Yeah, that’s a long title buddy!

Jairek: Go to 90-day video coaching performance program.com and sign up for my new program. People laugh at you. Their eyes roll over after 90-day; do you spell that 9-0, how do you do it? It’s ridiculous. But I had no clue. I just wanted to have something to offer to all the people who were asking us for coaching that we couldn’t fit into our schedule. So we started offering that product and it wasn’t huge numbers; I remember the first year I think we sold like $40,000 worth of it, but the compounding of it was amazing because we stacked coaching, now speaking, now an extra $40,000 that came off of product – digital product revenue. No overhead again. I mean, $200 a month to host it but besides that nothing. And I was like wow, this is getting cool and then I kept going and I said OK well what else are we really missing and I spent time realizing I needed to build a really solid community. Because as much as I could just build stuff and toss it out or hand it to the people looking, I needed to figure out how to build a community that could constantly reach more.

And so I tailored back a little bit and actually, I did something before this. I got very excited because all these things had worked so far so coaching worked like a charm, speaking started working like a charm, product worked like a charm the first time – again I’m only 25-years-old, 26-years-old this time so I’m like man, this is cool. I’m making money, I’m crushing it in all these areas, I know what I’m gonna do next – I’m gonna run my own events all over the world, all at the same time. So we did an event in Tokyo, Sydney, London, The Netherlands, all over the US, all over Canada and that was the first year that we made more revenue than we’d ever generated and at the end of year we came out negative $32,000.

Which means, as our good friend Keith says, if we would’ve just stood home and done nothing all year long we would’ve made $32,000 more dollars than all the work we did that whole year.

LESSONS IN CASH FLOW

Dan: That’s actually a profound lesson because a lot of entrepreneurs they talk about oh you know it’s about growth, it’s about revenue – now in this case we’re saying, no it’s not just revenue, it’s profit. We’re talking about cash flow – what’s the most important lesson you’ve learned from that year?

Jairek: Cash flow. Profit. I guess the most important lesson is paying very, very, very close attention to your numbers and your metrics. The problem I was having is I wouldn’t see my numbers until halfway through the next month when my P&L statement would come back from our accountant. So all throughout the month I’d be spending, spending, spending, making money, making money, making money – think I’m doing great, feel like I’m crushing it in life. I look at the bank account balance, it showed us that we had cash, yeah we ran up some debt but who cares? We could pay it off, no big deal. And then at the end of the month I’d get my P&L back and it would say negative $7,000. I’d be like negative $7,000? But we made $40,000. Oh, we spent $47,000. And then I’d be like, how the shit did I spend $47,000 in a month? I remember scratching my head. Again, I’m only 26 years old and I’m spending $47,000 in a month like that’s a lot of money for anyone to spend much less this age. And I remember again starting only so many years prior my overhead was $2000 a month so I’m spending $47000 thinking I must be insane, like where’s the hole in my ship?

Dan: Where’s all the money going?

Jairek: Yeah, I’m sinking, like money’s hemorrhaging out of my business, I don’t know why. And the problem is that’s the key lesson. I didn’t even know why it was doing this. All I knew is I was seeing the end result and I didn’t know the cause. Now most people listening might go, hey dummy it’s you. You’re spending it. I get that, but I didn’t know where, I didn’t know how much, I didn’t know why, I didn’t know how it was flowing out so quickly – because every time I checked the bank account, we always had cash. So there was a problem, I didn’t have any metrics. I didn’t have any analytics. I didn’t have a dashboard to tell me, hey you’re losing or winning right now this moment. Nowadays, we track everything. So right now today I can open up – you know I have an expense tracker on my phone and every single expense, business and personal that we spend as a team is entered into an app and I know at every moment of every day exactly how much we spent and exactly how much we made.

Dan: That’s awesome. It’s also – I can see I mean clearly knowing you – you’re all about serving people, helping people, I mean I could see you just want to serve people and you don’t think about the numbers but you know that lack of optics, lack of financial literacy hurts your business.

Jairek: Oh, it kills it. I mean, if I would’ve done that another year in a row, I literally would’ve murdered my own business which was my favorite thing – you know, one of my favorite things to build and experience.

Dan: And probably, I mean I know it’s probably not something you enjoy – it’s not like, oh you love numbers but you know it’s critical to your business.

Jairek: It’s critical. And what’s crazy is you meet people all the time – and I’ve met some really, really wonderful people – I have a client, he lives in Europe, he has three companies – they do millions and millions and millions of dollars a year and when I first met him he signed up for coaching, he’s all excited, he wants me to help him perform even better so he can go build another business and do all these other things and we sat down and I remember I asked him how he’s doing in his finances and he goes, oh amazing, we’re crushing it. I said, really? let’s go check, go look under the hood, kick the tires, see what’s really going on. He came back a couple weeks later, he said, whoa. I guess we weren’t as hot as we thought. I went, really, why not? He said, I started to find some things that were throwing our numbers off. I said, like what? And he said we were charging a bunch of money for services that had to be delivered over two years and we were charging all the money up front so our cash account looks huge but our actual business revenue itself is suffering massively. And you know, we’re paying out so much. Again, it’s the same thing I was running into with events.

We have all this cash, it’s going up, up, up. But as it’s going down we have to keep paying our people to deliver a service over time as we’re doing that like our cash account is draining, draining, draining plus overhead, plus expenses, plus everything else and we don’t realize – I mean we’re not only headed for zero, we’re headed for negative cash very fast. And he didn’t even realize it and nobody in the company saw it either because again they opened up the bank account, there’s a bunch of cash – it seems like we’re doing good. And so that’s a problem, they had no optics to see what reality looked like and that’s a multimillion dollar business, they have dozens of employees, they’re very well-known, he has three different companies – I mean it seems like these people are just, oh I totally have it together. But you look under the hood, kick the tires, and you realize wow. No wonder most businesses fall apart so quickly. Because people don’t realize how important this is and how easy it is to mess up but how easy it is to get right if you focus on it.

So we started focusing on that and what’s amazing is we looked for a couple things. One, and this seems obvious but every business owner should do this at least once a month, comb through and look at every expense you’re spending money on and figure out what you can cut out. And we did this, we sat down and looked at everything we were spending money on and found out that our events, as awesome as they were and as fun as they were, and how fun it was to travel the world and feel so successful and have hundreds of people show up in states and countries all over the world to support us and come have this amazing event and change their life – as cool as they were, they were our least profitable thing that we did in the entire company. Least profitable.

Dan: It’s good for the ego, not good for the bank account.

Jairek: Great for the ego. And great for everyone in the community to think that I’m like the biggest deal on Earth because look at all these cool events I do and all over the world and how amazing and we looked at that and I was like, wow. Look at the difference. I can go do a keynote presentation for a company, let’s just for numbers sake say even if we charge $10,000. We show up, we deliver, we speak, we leave and let’s say we make $9500 profit versus I spend three months promoting an event, filling an event, having our team supply it, come up with all the things we’re gonna do, design it, organize it, create it, produce it, show up, fly out the team, deliver it, have this amazing experience, change lives! And after all that we come out with like $6000 profit, maybe. And then we have to spread that out across the team and split it over three months worth of work.

Dan: Yes, and you probably – knowing how nice you are you probably bought them lunch and dinner as well.

Jairek: Of course, of course – and then so all of a sudden we realized, we’re like wow three months worth of work for all that and all the stress and all the craziness and we could do the same effect in our business with a flight a speech and a flight – now there’s more that goes into it than that obviously but it was a no brainer and again, it hurt the ego to slash some of these things down but it was an incredibly smart business move. So looking at the business, sometimes you’ve got to let go of the things that make you feel proud and make you feel so pumped up and excited to do things that are incredibly effective.

Dan: That’s fantastic. Now as you’re sharing our journey with us, there’s so many golden nuggets within that story that you’re sharing. So, let’s take a quick break and when we come back we’ll continue the conversation.

Welcome back! This is Dan Lok and we are chatting with Jairek Robbins. So, Jairek – so you’ve learned to read the numbers, cut back expenses and now doing less live events, focusing more on keynote – what’s next?

BUSINESS RETREAT

Jairek: So from there, we missed honestly, we really missed the live events. We missed being with people, we missed having that interaction because it’s really fun and it’s lovely and a wonderful thing to do and it’s fun to be able to share and see their expressions and have someone’s life completely transform while you’re with them in the moment. So, we started getting better at booking out keynotes which we’re still improving on; we started figuring out a system involved to get ourselves booked consistently in all these different places and command a fee and branding and marketing and all this jazz. We started figuring out now as we’re growing into a little bit larger company I could speak to different audiences because I have real world business experience of hey, I’ve run my business for five years at this point and based on you know this five year experience, here’s what I was able to create and here’s how I did it and here’s what made it possible. So I started to be able to share this knowledge with people more than just coaches and so our market grew and performance and mindset was still available but now we had tangible experience in growing other things as well. So that grew.

And, but there was still a piece missing. So we decided to start a retreat once a year. And how we started it was I actually hadn’t taken a vacation in about 4.5-5 years and I was like, I want to just do something fun to remember what it’s like to just do something fun. And I love my job but I just hadn’t turned it off in a long time because I loved it and I just kept doing it. So, I decided to take a 15 day, seven country cruise with a group of friends and so we were on this cruise and it was awesome. I mean, it was a very, very unique ship and it was through an organization called Semester At Sea, which I did as a student and as a student it was 101 day journey all around the world while studying for a full semester on board. So there were 695 students, there were professors on board and you take all your college courses while you’re on the ship going around the world.

Dan: Very cool.

Jairek: And you spend about 7-10 days in each country just hanging out and learning and growing and taking trips and absorbing. So I was studying cross-cultural psychology, interpersonal psychology – all these things and we’re standing in countries where they’re talking about an individualist culture versus a community focused culture or a collectivist culture and all of a sudden it’s like wow, I just read this in a book but I can see how it applies physically here in this country; this is cool. And it was remarkable. And so on that trip, I remember, it touched my heart and changed my life so much that when I had the chance to get back on board for the in-between voyage which is called an Enrichment Voyage – we did it. And while we were on board, since it’s an education-based ship, they have all kinds of lectures, so they had Sandra Day O’Connor who was the first female supreme court justice in the US, they had Julian Bond who was Martin Luther King’s lawyer in the trials – they had a futurist, an economist, they had all kinds of people on board – remarkable education-based lecturers and while we were on board we had so much fun; I remember looking around and thinking, I wonder if there’s a way I could do this for free.

Meaning, I could go on the ship every single year like this for free and not have to pay. And it wasn’t that expensive, but I just thought about. And I looked around and one of my friends I was with said, hey why don’t you speak to the group on board? And I was like, you know I’m not a Supreme Court Justice, I haven’t been a lawyer for a pivotal figure of history, like I don’t know. And they started laughing like, come on you’re awesome. And they said let’s go talk to the person in charge and see if we can get you booked. So we went and talked to the guy in charge- they talked me up a whole bunch and said OK we’ll try it. So they traded me the next time, they traded me a 25-day, ten country cruise in December for me speaking three times on board. And I said, hey I figured out how to do it for free. I’m taking a 25-day ten country cruise, everything paid for in return for speaking three times on board. This is cool. And then, we talked to him and I said, hey I wonder if I can make money doing this. I wonder if I could actually earn business income and revenue by doing this trip.

And so we asked and said, hey if we bring people with us, can we charge a fee on top of what they normally charge to take the trip for our event that we do privately with just them? They said, sure. So we charged a nominal fee, just I think it was just $500-1000 bucks on top of the cruise price and we brought 30 people with us and we were actually making profit while taking the vacation of a lifetime, 25 days, ten countries, all through central and south America. So we were doing volcano boarding, we were doing volunteer missions, we paired up and we brought Christmas to 200 families into Ecuador and partnered with the city to do so. We built a house for a family in Nicaragua. We did Machu Picchu – we went and saw that. It was amazing. So we had this life transforming event and we were actually getting paid to go on this crazy vacation.

Dan: That’s actually a very profound lesson there because a lot of people, a lot of entrepreneurs think well once I make the money, then I’ll enjoy my life. Once I make the money, then I’ll go on the vacations in maybe who knows how many years. And they never do. In your case, you are basically reverse engineering and it’s work-life integration. That’s fascinating.

Jairek: That was the question. I wanted to take a cool vacation every year – how do I integrate that into my business? How do I make that part of my business to take this vacation every year? And since then we’ve done a European version of it – all throughout Europe, we did Monte Carlo in Italy and France and Spain and all those places. We did a couple Central and South America ones. We’ve done ten days in Thailand where we went all through Thailand for ten days and went elephant riding and hiking and lived with tribes and volunteered and built a house and went down and did the island hopping and slept in raft houses which was beautiful. And then we have some coming up I think next year where they’re gonna do a safari in Tanzania or we’re looking at India possibly as well. So we take the trips of a freakin’ lifetime and do the coolest stuff you can imagine and it’s part of our business now.

And so we put a fee together, we put an event together that correlates with the trip and has great education material wrapped into it and then we go and take these amazing vacations with our participants.

Dan: And with great people, with your students and you learn and you grow together.

Jairek: Amazing people. Amazing time. Incredible opportunity, incredible trip – a bucket list you know trip to check off and we have this event that we love to teach, very low maintenance and it’s a ton of fun so it’s our favorite. And so we added that which became our one event we do once a year. And we can crush that and have a ton of fun and make profit and still deliver amazing value to our clients who all rave about it and they become like family after every trip and it’s awesome. And then most recently what ended up happening is since we limit to 15 clients and even though we wrote a book and became a bestseller and that was out and you know, we have months where we check and it’s like oh we sold 5,000 copies of the book this month, that’s cool. It’s helping us reach thousands of people throughout the world which is fun and what’s neat is we sat back and we got to a position again where we keep maxing out on coaching and as we grow more and gain knowledge and get wiser and more experience, our price tends to go up slightly every year and so we’re running into a position where lots of people are applying to get coaching but it’s out of their price range and honestly for where they’re at in life, we’re not necessarily the best fit for them. They’re looking for the basics of getting started and getting things moving and we’re starting to deal with more high level people who are really trying to outperform what they’ve done in the past.

And not to say they’re different human beings, they’re both awesome humans; it’s just that they’re at a different level of business or a different level of performance where we could be most effective. So what we decided to do this last year is we’re building it right now – we started to build a performance-coach training program where we’re actually certifying and training other coaches so that we can have people to refer all these excess clients to when they want a coach and we can say, hey we trained them we taught them, we know what they do, we know how they do it, they’re solid, go work with them and eventually we’re going to build out a coaching department within our own company so that we can enroll people straight with us and say, listen we’ve got coaches on staff we’d love to bring you on, we’d be happy to do it for a better price point than what I charge and we’ll have you coached up by one of our people.

MULTIPLE STREAMS OF INCOME

Dan: So it’s interesting because a lot of people talk about – we’ve all heard the concept of multiple streams of income, but I think most entrepreneurs got it wrong. They think about the multiple streams of income, oh let me jump from one thing to another and have all kinds of businesses. In your case, it’s multiple streams of income but it’s within one business and you’re leveraging everything that you have.

Jairek: Yeah, we’re layering. So, like I said if I was just a product salesman and I only had our products online, I’d make an OK income, if I was just a coach I’d make an OK income, if I was just a speaker I’d do OK, if I was just a trainer I would do OK, if I just did retreats I would do OK — but when you wrap them all together and compound them together, we do extraordinarily well.

Dan: Yes. And then, people can choose if they want to you know study deeper and go further they could. And you know, if they want a book they can get a book. If they want to get certified, they could. If they want to go on a retreat, they could. If they want one-on-one coaching, they could. Or if they want them all! Which that happen too. But you have so many options that could help them and serve them and that’s amazing. OK, I got that. So, basically it’s a product line.

Jairek: Kind of. It’s a service-based business so it’s always about serving the client. But we can serve the client in many ways. We have physical retreats, we have in-house training that we can do. Oh, the other thing I started doing over time was as I became more experienced in my own business and running it and managing it and growing it, I remember for the first few times I took a very, very nominal fee to do this – but I sat down with friends companies and said, hey let me take what I’ve learned in mine and see if it applies to yours. And I said just pay me a nominal fee because I don’t want to do it for free and I want you to value it but let’s see if we can help grow this business. And we started taking our business knowledge and doing a little consulting work and we were able to magnify their businesses very quickly. I took one friends business – he was making a few hundred thousand a year doing a web-design business and doing websites and SEO work and we took that business and did a little bit of consulting with him and the next year we teamed him up with the right partners and we got him up to 1.8 million in revenue the next year. And he was one of Inc. 100’s fastest 5000 growing companies in the country. It’s remarkable and it wasn’t that hard, but we added consulting to it which is another piece we could do is sit down and actually consult with a corporation or company and show them how to improve what they’re doing. So we packaged all that together and it’s all service based and so coaching, consulting, speaking, training for employees, certification and training in the coaching world, the retreat we can go on, events – we partner with other people, keynotes that we get hired out to go speak at all the time – so we have lots to offer at this point.

One thing that was important that I see a lot of people mess up on in the beginning when they try to build something like this is they try to do everything at once from the beginning. And they’re not willing to be disciplined enough or humble enough to just start with one thing at a time. I didn’t start out by being a coach, trainer, consultant, speaker, author, product designer, creator of life, expert of all universal elements, come to me now! No, I was a coach. That’s all I did. I didn’t have a book, I didn’t go speak, I didn’t have anything else. All I could offer was coaching. Now were there people who came asking for other stuff? All the time. And all we told them was listen, as of right now this is what we offer. Now, one thing we did really well from the beginning is we nailed down people we could affiliate sell them over to because I know I offer performance coaching if you’re looking for health stuff, let me send you to my friend so and so, if you’re looking for business stuff, let me send you somewhere else, if you’re looking for relationship stuff let me send you somewhere else. We do not offer that right now.

Sometime in the future we will, check back. But right now all we do is coaching. And I was OK with that and it bugged me and it irritated me because I wanted everything for all people set up and I had the vision way back when but I knew as long as I stood one element at a time and maximized it, then added the next I could really, truly grow something special.

HOW TO COACH PEOPLE

Dan: So, for our listener as they are listening to this – throughout the journey, all the lessons and decisions and sometimes entrepreneurs, they have a tough time staying focused here – I’m curious, when you work with an entrepreneur, maybe a high performance entrepreneur, when you coach them, what’s the first couple things that you first work on with them? What’s it like to be coached by you? It’s a big question. I know. It’s a big question.

Jairek: Yeah. The first thing we need to figure out is what are your metrics? What are you doing? It’s unfair for me to walk into your life and be like OK here’s what we need to do: morning routine, exercise, organize this, check your numbers, run your thing. I have no clue what’s going on in your world. So, just like if you went to a doctor – we need to assess the situation. So, you know we sit down with you and we assess; we figure out what’s going on. What’s good? What’s bad? What’s awesome? What’s unique, what’s special, what’s different – what’s ordinary and the same, what’s normal, what’s not normal — what are you working on? What’s your long-term vision look like? What does your short term vision look like? What are your actual daily stats like? I mean, like I said – I thought I was super healthy, and I started measuring my daily stats and found out I wasn’t even close to being average. Like, oh shit. That’s a big wake up call. So when we first start working with a client we spend some time diagnosing and understanding what is going on really in their world.

Most people, to be honest, aren’t aware of what’s really going on in their world. They’re busy, they’re focused, they’re working hard – but if you ask them what their numbers are, they don’t know their stats. They don’t know their body fat percentage off the top of their head, they don’t know how much they weigh, they don’t know how much they weighed last week and what the trending factor is right now – they don’t know what their bank account has in it at this very moment, they don’t know what they’ve spent to this moment, this day of this week, they don’t know much they’ve made this month. And when you start to get the real numbers and metrics on paper for a person’s life you can start to see a very clear picture of who they actually are versus who they think they are.

Now, if it’s a match and who they think they are and who they are matches – now we can proceed into building who we want to become. If it doesn’t match, that’s their first wake-up call to go oh shit, who I thought I was and who I am doesn’t quite match. We need to either adjust and accept reality and be honest or we need to adjust reality to get it to match what I think I’m supposed to be in my head. And then we can move forward.

Dan: And now you are – because a couple months ago you know when we met you invited me to Keith Cunningham’s five day workshop – how to buy or exit a business – and thank you for the invitation by the way, it was a great workshop. And we were talking about, because you’re building a training, coaching business but you were saying, you know but it’s not just my business, not just a speaker but I want to look into some other companies as well and looking at numbers – why is that?

Jairek: Here’s what I’ve realized. As powerful as I am right now when this is my business and my passion and what I love to do, I become even more powerful as a coach and speaker and trainer when my financial life does not depend on this business.

Dan: That’s profound. That’s very profound.

Jairek: Because what happens is whether I want to admit it or not, as much as I make all the decisions based on serving my clients at the highest level, when I have a chance to enroll someone or get hired somewhere, there’s pressure on me to close that deal because part of our financial income depends on this. Versus, if I owned seven laundromats or seven restaurants or ten movie theaters or whatever and I make $2.5 million a year, cash flow from those and they’re run and managed properly – now if I come and coach you, the amount of money you’re paying me doesn’t make that big of a difference in my life. So it really has to be worth the investment of both of our time to do so. Now, I’m still going to charge you what it’s worth because I want you to be really, truly held accountable and see the value that I’m going to be offering to you and take it seriously. But, I’m not gonna be really leveraged in any way to have to close that deal because there’s nothing behind me, it’s like, listen – I legitimately don’t need your money. Whether I work with you or not, at the end of this month, I will have enough money to continue to live the exact same lifestyle, if not better than I did the month before, therefore me spending time working with you – not you specifically, but anyone I’d be working with – really the only reason I want to do it is because I’m actually passionate about helping you.

And that creates a whole different experience and trust level honestly with clients because now they’re like wow, OK. I’m sure they’ll question it and be like, really does he just say that? But oh no I can show you my businesses like we’re crushing it and the other piece is it allows me to open and widen my audience to many more different types of people because if I manage and run a successful personal development company, that’s very different than hey I manage and run a portfolio of 17 different companies, I do x-hundred million dollars a year and I’d like to come and share with you some insights of how you can perform better in your company.

Dan: Also, so it makes you even a better coach, a better consultant.

Jairek: Yeah, there’s more credibility behind it because now you’ve seen I’ve been able to repeat it multiple times, I’ve been able to deliver it not just in my own company I built from scratch but multiple other companies we took over and continue to grow and keep healthy and now, you know, the range and width and depth at which I can connect with someone and really serve them – it’s much wider and much deeper than what I currently am doing right now.

Dan: And you know that’s one of the things that actually impressed me the most, because you’re one of the very few people in the personal development industry – I’ve been in the industry for many, many years as you know Jairek a lot of the speakers, they speak until they’re 60-70 years old.

Jairek: That’s their income, that’s the business.

Dan: That’s the only thing they do, and they teach success but they make all their money just teaching success but-

AVOIDING THE SCAMS

Jairek: Yeah, it’s – I mean I always run this all the way back to the very beginning – there used to be an ad that was run in the newspaper that says, hey send me $5 in an envelope and I’ll teach you how to make $100 a week. You’d send them $5 in an envelope and they would mail you back a letter that says, put an ad in the newspaper that says, If you pay me $5, I’ll teach you how to make $100 a week. And then when people send you their $5, send them an ad that says, if you put an ad in the newspaper….and it’s just a big circle of jumbled up crap but there’s a lot of people still doing that nowadays instead of the newspaper it’s just somewhere else. And does it work? Technically, yes. But you know as well as I do that people eventually see through it and there’s billions of people so I’m sure you can keep finding the ones that haven’t seen you yet and convince them that you’re awesome, but after so long even inside I see it, there’s groups going to other parts of the world now where they’ve almost been exiled from the US and Canada and Australia and now they’re trying their best in Africa and Asia and all these other countries…

Dan: And Malaysia and yeah — we won’t name any names but you and I know what’s going on.

Jairek: We won’t name names but you know if these people showed their face in the US, like people would boo them and get pissed because they’ve been ripped off by them. And now they’re trying to jump country to country thinking if I could just get a new market I can go make my millions and tell people how I’m the number one world’s best whatever coach.

Dan: In the states.

Jairek: Yeah. And it’s bullshit because they’re not. I mean, they’re honestly just ripping people off. Selling them the $5 ad in the newspaper saying if you do what I did, you’ll make your $100 a week too. And it’s really junk and nowadays with the internet the upside is word travels so much faster right now that those people will be caught in the blink of an eye because they won’t have a chance to keep scamming people.

Dan: Yes. And it’s just not sustainable.

Jairek: It’s not. And eventually they’ll switch industries and they’ll come out with a new brand and talk about how this new brand is so much different and they learned some major lesson from the last time blah blah blah…but you know, if I were to buy a car wash and hand it to them and say, hey go make me a million dollars a year running a car wash, most of them couldn’t figure out left from right. And if you were to take them to any other type of business – a restaurant, a movie theater, a dry cleaners, a bug zapping company, a computer company, a software company, fix your cell phone company – any of these brick and mortar shops – if you were to hand them a shop, most of them would literally fall miserably incredibly quickly. Because they don’t know how to actually run a business. They know how to promote themselves, they know how to rake in money off of you know false claims or excited, passionate messages. But it’s something that also, you know I grew up in an industry where my dad’s a big time leader in it, and what’s remarkable is that people see dad as a motivational speaker and a pump up guy – they don’t realize he owns 26 plus other companies. 26 companies. I know people who run one company and their head spins every month trying to figure out how to keep everything moving.

He has 26 of them. I mean and he put together some remarkable deals. One deal he just put together it’s really amazing. He figured out how to leverage all these things and I mean, there should be an eight figure a year income coming off of this passively by the way he put the deal together. That’s big numbers. Like, most people try to make that number once in their life, like LeBron hits it and maybe gets a few year deal with that kind of number for doing the biggest thing he’s done in his life and someone else to be able to add so much value to a company and align a deal in such a way that he gets that number every single year from this point forward is incredible.

You don’t get that because you’re famous and you don’t get that just because you pump people up, you’ve really gotta know what to do with a business to actually make that kind of effect on them.

LIKE FATHER, LIKE SON

Dan: Now for listeners they may be thinking, oh who is the dad now? And just for listeners, Jairek’s dad is Tony Robbins but that’s not the focus of this interview here. And my guess is this, although people might think oh yeah Jairek is Tony Robbins’ son – I think in ten, 15 years people will probably say you know, Tony is Jairek Robbins’ dad.

Jairek: I wouldn’t go that far, he’s a pretty big brand. But the neat part is and the beautiful part is we do our best to, you know, he’s affected 150 million plus people or 100 million I don’t know what it is nowadays but back in the day I think 20 years ago he sold and had gotten to 50 million people around the world. And so my thought is if there’s 7 billion people on the planet, you minus out say 200 million who know who he is, that’s 6 billion 800 million you still haven’t touched yet, so I’ve got a lot of work to do.

Dan: Yes, I love it. And I respect that. You’re building something on your own. So, in this case, we’re talking Tony and also now with you, you’re meeting up with — because one thing I think you’re also very good at is you can connect with different people, you’re very well connected – share with us, before we go, how do you develop some of these relationships like for your future deal making or acquisition from businesses – how do you develop key relationships with high power, important people?

DEVELOPING RELATIONSHIPS

Jairek: Number one: realize they’re people. People are people. And every person on this planet I’ve ever met has something, and I learned this from my dad honestly and this is something I picked up from him, and his thought is: always add value first. And everyone has something in their life they want to make better. And so if you spend enough time listening to who they are and what they’re all about and you can put your finger on what it is they’re really trying to improve in their own life, you can then figure out if you have the bandwidth and time and space and even interest in helping them make that better. What most people do though is instead of offering what they really need, the people offer what they have. So it’s like, hey, I have french toast, I just met you, want some of my french toast? And you didn’t really take the time to listen that I really needed banana pancakes. And if you would’ve listened you would’ve said oh my God, you need banana pancakes. Well, I don’t have banana pancakes but I know who does – let me connect you. And then I would’ve still looked at you in the same light and been like, wow, this guy really helped me solve my issue, this was amazing.

And the challenge is most people only offer what they have instead of offering what the other person actually needs.

Dan: That makes a lot of sense.

Jairek: That’s the piece I’ve learned to listen to very closely. And the other piece you get is a lot of people play the contribution game and come in saying, how can I help you, how can I help you? And it feels like OK what the hell do you want? No one wants to help that much…so instead of coming in – it’s a wonderful place to come from, it’s much better than can you help me? But the other place I’d throw in there is just listening. Just saying, hi and listening. And as you listen and as you hear what they’re talking about and hear what they’re interested in, if you listen close enough and this is something I’ve learned from some of my greatest mentors is just ask questions. How’s life? What’s new? What are you up to? And even if you don’t find some way to help them, that’s OK. Just let it go then. And if you cross paths with them once, you’ll cross paths with them again and when you cross paths keep listening. What else you up to? How’s that thing you told me about? What’s good? Eventually, as you keep listening you’ll hear something where there’s a gap and at that moment you can step in and help fill that gap with them-

Dan: That’s powerful.

Jairek: And at that moment, it’s really genuine and really true because you just listened and cared and you were there long enough to know how you really can actually help. Versus, there’s a lot of people who use it as a networking tactic and I think it’s more effective than not asking but it’s not as effective as actually just caring and listening.

Dan: And just being sincere, I think people can feel your sincerity as well.

Jairek: Yeah. And you’ll see little things pop up. And when you do, it’s amazing. And if you watch people and have sensory acuity when you watch how they react to things and just bring up random topics you know, sit down with someone and say, hey how’s your wife? How’s your husband? And if they kind of like have a weird little twitch and hesitate, be like really? That’s interesting. I haven’t seen someone pull that move in like five years, like what’s going on? Obviously it’s personal but if you want to share it, I think I might be able to help. Now what’s interesting is when you can help them in genuine places that they really need assistance, you’ll build relationships that last a lifetime and in all honesty you might never have to cash in or ask for anything but when those people see a moment where they can serve you, they’ll find a way to bring it back up and share it with you.

Dan: Yeah, I couldn’t agree with you more.

Jairek: And we get a ton of business from that. We’ll help people randomly just to help them and something profound will happen in their life and things will change for them in a positive way and down the road some random phone call will come in and we’ll be like, hey how are you? And they’ll say, hey I’m going through a struggle, I had lunch with so and so the other day, they said they know you and they recommended that I call you and ask about, I guess it’s coaching? Or speaking? Can you train people? I don’t know what you do. And they don’t even know us. And it’s just some person we randomly helped some time along the journey that they remembered, hey if someone’s struggling with this, we have a solution that can help and they just pass on the information and it becomes a remarkable way to market. And marketing truly because we actually just delivered a tangible result to someone who needed it in the moment they needed it.

Dan: And that’s when business becomes easier versus trying to chase business this way business comes to you.

Jairek: Yeah. Literally, we got a call the day someone who wanted to sign up to speak with me four times a month for six months and it came off of a brand new client where they were having lunch and he had a struggle and I helped the other client get over the same struggle two weeks ago and he’s like, hey you’ve got to call this guy and just sign up. That was nice.

Dan: That’s the best call that you can get.

Jairek: Yeah. I mean it happens so often. I had a client I worked with now for seven years. Every year we just keep working together and I got a client from a major bank in NYC because they were both on vacation in Capri and they were wading around in the water and they met each other and somehow it became an open conversation and one guy said he wasn’t happy at his job at this major bank and the other guy said oh my God I know the guy you’ve got to talk to. And again, it’s like that’s remarkable. I wouldn’t have been in the water in Capri talking about myself, being like can I coach you guys? What are you doing here in Capri?

Dan: Don’t you need some coaching here?

Jairek: We’re just in the ocean here on the beach in Capri relaxing, you need coaching! No way. They’d kick water in my face and laugh at me like, but at the same time I affect someone’s life positively, we get real tangible results. They’re wading around talking about how great it is and tell other people about it too so my belief is how you build those relationships is really delivering high quality service and value to other people’s lives. When you figure out what that service and value that’s needed is, just listen. Listen and care.

WHERE TO LEARN MORE INFORMATION

Dan: I think our listeners are dying to ask, so how can they find out more information if they want to find out more about your coaching program or the retreat? What’s the best website to direct them to?

Jairek: Sure. Our coaching program is full right now, we just filled up the 15th spot today so for anyone looking for coaching we apologize but we will happily refer you out to some amazing other coaches that we know of. For coach training, I guess the easiest way is just go to our main website, it has the links to everything. It’s just Jairek Robbins dot com.

Dan: Jairek Robbins dot com. Perfect. And what would be the first you’d recommend – would you recommend them to get your book first? Like, what would be the first step?

Jairek: It depends on what they’re doing.

Dan: It depends on what they need.

Jairek: Exactly. Like, I don’t know everyone on Earth, 7 billion people should read my book I hope. But, depending on what’s going on in their life and what they really need, if I were to tell you some similar people that fall into different categories and what I think is best for them…

If you’re in a position where you’re in a transition in your life and you’re trying to figure out what’s next and how you’re gonna do it and if you don’t have a 20 year vision for your life, your health, your business, your finance, your relationship, all that jazz – I’d highly recommend checking out our rapid results formula; it’s $150 program online or $200 program — I forget what it is and you sign up, the first two weeks is all about designing your long-term and short-term vision as well as time management and organization principles. The second two weeks is motivation and inspiration. Now that you have a plan, how do you execute and how do you deliver? That’s a wonderful program if that’s what you’re looking for – how to plan and how to create your roadmap for where you’re really going. We call it roadmap to results.

If you’re someone who just wants some good solid exercises to work on a little bit in your own life and figure out who you are and where you’re going and what you’re doing, our book is a great option.

If you’re someone who you really believe your mission or your passion is to coach other people and that’s your job and that’s what you want to do, and you don’t know where to go get certified or trained, I think in either January or February this upcoming year we’re going to open up our Performance Coach University Training up again and we’ll bring on again probably max 100-200 students and train them and certify them on how to do performance coaching using every single tool we use for the last 13 years of my business.

If you’re looking for an awesome vacation with a purpose, rapid results retreat is a great journey that’ll help you. You know we’ll either go to Africa or India this year and take a trip of a lifetime, do some volunteer work while mapping out our 2016 or at that time 2017 goals and vision and dreams and desires and creating a roadmap so that by the time you leave you know exactly what to do every single day for the next year to just crush those goals and dreams.

And, if you have a company, and you have a group of people who need to be trained on raising their standards or how to be more effective in sales, the leadership team, then reach out to us and our main website click Hire and Visit Speaker and bring us out and let us know what you’re about. And we’ve done trainings for everyone between we have a United States Air Force training coming up for the PJs at the air force base here in FL and those are some of the elite guys in their squad there. We’ve done corporate trainings, real estate trainings, we just booked another real estate training in February here in FL to do a mortgage and real estate training for them. Yeah.

Dan: That’s awesome, that’s awesome. It’s a whole buffet, that’s awesome.

Jairek: Yeah. A whole buffet. We show up, decide what you need most and then start there.

Dan: The important thing, just get in touch and find out what they want and need and how you can serve them, that’s the bottom line. I think you’ll be able to direct them to the proper resources.

Jairek: The other piece, and if you just want to get to know our style, connect with us on Facebook. I try to do daily Facebook videos that are just simple little insights and trainings and then if you want to know what my style is like and who I am and what our daily life looks like, just connect with us on Facebook – if you just type in my name, Jairek Robbins will pop up. Follow our page and you’ll see a little video pop up just about every day of me doing trainings and make sure it’s really a right fit before deciding to purchase anything so make sure you get value, make sure it’s legit, make sure it matches up with your life and as long as it does, at that point keep going forward.

Dan: Awesome, thank you for inspiring us today with your amazing story and generosity in sharing your thoughts and ideas. Buddy, I appreciate it.

Jairek: Of course, thank you so much for having me. And thank you everyone for tuning in and listening.