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strangers thank you for listening for
all the people that have been labeled a
DD ADHD bipolar or whatever it’s all
bullshit by the way there is no proof
that any of that exists if you want to
be successful then you’re you’re
basically an attention whore
you’re insecure something’s wrong with
you you got some kind of freaking mental
disorder if you want great things or
your grandiose because you want to be
famous do what why not you didn’t see me
go through 2009 and have a 50 million
dollar lawsuit and a 50 million dollar
bank default you even see the ten years
of being a drug addict look I’d rather
person be greedy than a person be
selfish because at least greedy people
produce something so when I’m telling
you it was harder it was easier and it
was better than anything I imagined
[Music]what’s up guys
Xavier katana here and Wow we’ve got an
amazing episode with mr. Grant Cardone
and we cover everything in this episode
that you would possibly want to know
about success money being an
entrepreneur and just digging into the
concept of all of that so I really
really truly think that you’ll enjoy
this episode thank you so much for this
the human experiences in session my
guest for today is mr. grant cardone
grant such a pleasure to have you here
sir welcome to hxp
man I’m glad to be here I’ve been
waiting to be on your podcast for
freaking years yeah took about three
years to finally arrange our schedules
into the right moment to get you here so
thank you so much for presents Brant
I’ve studied your work for a long time
but there might be some people that
don’t know who you are so so brief
synopsis of you know what you do and and
who you are please well first of all I
am a spiritual being okay it’s the human
experience but I’m having the spiritual
experience of trying to accomplish the
spirits potential and I do that wherever
I am like I started in a middle-class
family in Lake Charles Louisiana and
ever since I’ve been 8 years old I’ve
been literally interested in discovering
my potential I don’t know why I’ve been
curious observing what is my potential
whether it was in high school college
business real estate making my first
million or my hundred million it’s
always been not about the money or the
sale but about the ability to experience
my potential whether it was writing
books are speaking to a fortune 500
company I’m really I’m really trying to
discover who I am and what I’m capable
of and how I can influence the world and
a more impactful and better way I love
that so grant there’s something that I
noticed in your videos a lot and when
you have this very high energy charge to
everything you do like I last night
researching for this show like I just
watched these sales calls that you’re
doing you’re just closing a call closing
call closing call how do you keep up
that 24/7 grind mentality how do you do
that without burning out well number one
I’m not grandi I am NOT hustling and I’m
never worried about burnout okay because
again this goes back to what open with
okay the spiritual being the unit itself
is not a candle and should never be
compared to a candle I can’t burn out
and you can’t burn out
okay hey energy is produced at will so
I’m not looking to be excitable or
exciting I’m producing I’m not looking
for energy through coffee or drinks I
produce energy I’m basically responsible
for everything going on I assume
responsibility for what I’m producing as
opposed to I need to feel something or I
want to be happy right I think I can
manufacture anything that I want and so
when you get on that end of the
responsibility ban and say hey I don’t
like sales I’m gonna be great at it okay
I don’t know how to be a husband I’m
gonna be a great husband I’ve never been
a father I’m gonna be fantastic at I
don’t have enough time so I’m gonna
create time I don’t have money I’m gonna
figure out how to get in the money band
and make sure money sticks to me so it’s
really a consideration
it’s a viewpoint but mostly its
positioning yourself as the source of
your solutions and the source of your
problems so that you can be the source
of the outcome hmm okay so and that
produces energy dude the more
responsible I am the more energy I have
right okay yeah yeah I know I can win at
the game I want to play the game if I
don’t have the skills I don’t know have
the know-how I don’t have the
information then I’m gonna tend to want
to shy away from that game an introvert
okay okay wait so you’re saying that the
inner spiritual aspect of you reflects
the outer is that where you’re going or
no no it’s not the inner okay I am a
spiritual unit okay there’s nothing to
go into I don’t have a soul
dude I am that that’s what I am
everything else is pretend bill grant
cardone the salesman grant cardone the
dad grant cardone the husband grant
cardone the real estate investor all
that’s made up Who am I I’m not a human
being man I’m a spiritual being
experienced in the human limitations and
trying to exceed those love it I don’t
manage time people ask me all the time
how do you make so much time you know I
make it I create time I am NOT trying to
manage time managers don’t earn a lot of
money
people that create things earn money
people that create things create
experiences and have happiness and
because again they’re they’re the source
of what’s going on around their life so
I am a spiritual being doing my life as
a spiritual being not five eight hundred
seventy pounds limited to a 24-hour
clock yeah I really really connect with
that a lot I want to rewind just a
little bit and get into your beginnings
I think a common misperception is people
see this sort of quote overnight success
and it’s never that way it’s this
constant moving forward moving forward
moving forward you know it’s like this
long curve up and nothing is instant
there is no such thing as instant
success at what point in your life in
your career did you feel okay I feel
successful yeah look most of my life has
been a struggle okay and the struggle
has been because one I either didn’t
know where I was going or didn’t know
how to get there or didn’t really know
what I wanted so a lot of a lot of this
struggle was self-imposed because I
wasn’t going for a game big enough my
overnight success has taken at least 30
years most of your audience they don’t
even know who I am now they’re gonna go
Google me and find out man 750 million
dollars where the real estate seven
books 13 business programs but you
didn’t see all the hard work you didn’t
see the sales career that I was a flop
at right you didn’t see me go through
2009 and have a 50 million dollar
lawsuit and a 50 million dollar bank
default you even see the ten years of
being a drug addict because I was
basically you know using drugs everyday
right most of its been because I had bad
information I mean people just have bad
information the old concept that that
knowledge is power it is power most
people just have the wrong knowledge
please continue I you know I’m really
connecting with everything you’re saying
I want to hear more yes so look my dad
my dad died when I was 10 years old it
left the big vacuum in my life because
everybody started telling me oh my god
you need a dad to be successful well
I don’t have that now my mom didn’t know
what to do with money so now I have a
mother that’s scared terrified of you
know the little bit of money she has to
manage over five kids you know I was
brought up to believe that you had to
save your money save for a rainy day be
a penny pincher hmm fly under the radar
be careful don’t talk to strangers a
penny saved is a penny earned get an
education go to college get a good job
by house okay these are all things that
aren’t even true the spiritual unit okay
the potential of you doesn’t need any of
that stuff
it needs a target it needs a gain okay
it needs intention that is just a sick
amount of like I’m going there I’m going
to get there and all the greats talk
about this okay all the guys and gals
that you and I both know their name if I
mention their name these people were
obsessed with discovering their full
potential yeah that’s a perfect segue
into my next question in your book be
obsessed or be average this word
obsession comes up a lot I mean the
obsession is your only option why this
methodology around obsession because
everybody is obsessed about something
okay and they’re fighting it even the
demons the dark stuff the things that
you don’t even like that you do
automatically the tremendous amounts of
energy in that so like I ended up with a
drug problem from 15 to 25 years old and
I ended up with a drug problem one
because I was using drugs but before the
first drug the propensity to the drug is
not because I had a chemical imbalance
or I was a drug addict or it was some
genetic coding it was because I was
denying the fact that I wanted to be
super successful so I ended up with an
addiction to drugs because I denied and
everybody needs to really get this I
denied the fact that I wanted to be
super successful when you sit on that
when you sit on that it becomes like a
dynamite keg right because you’re you’re
pushing energy down if you want to be
super rich you want to be super famous
you want to be super successful right
you want to have an unbelievable
marriage you want to go where you want
when you want how you want on your terms
and then you can’t tell anybody that
because society tells you no you
shouldn’t need that you shouldn’t want
that if you want money or you want to be
rich you’re greedy if you want to be
successful then you’re you’re basically
an attention whore you’re insecure
something’s wrong with you you’ve got
some kind of freaking mental disorder if
you want great things or your grandiose
because you want to be famous do what
why not why wouldn’t people want to be
great and then we pushed that down and
say no subtle for average and no wonder
what pops fell drugs alcohol pornography
basically the individual now has this
energy there’s tremendous manufacturer
of energy that gets inverted and comes
out and all these ugly negative
degrading ways yeah yeah it’s a great
way to put it in terms of energy and the
energy exchange in the relationship
between the self and the spiritual self
and so the trick here for me was I’m
gonna own my obsessions I’m gonna own
them and I’m gonna convert it to making
the money if I want to make money okay
to having a successful life like people
say if you bring up money to 90% of the
people in the world and say I want to
get rich just go out and try it as an
experiment today the human experiment
okay would be hey just do a money
experience like go out and tell people I
want to be super rich and watch what
they start saying you don’t need that
money doesn’t make you happy
right exactly like why do you need all
that my mom used to tell me all the time
every time I would achieve something I
would go to her first mom let me tell
you what I did and she’d be like that’s
great but son I love you just the way
you are right well the deal was I was
obsessed with being more than who I was
I didn’t want to just be that ok I’m not
satisfied I don’t want to be average I
want to win the next game and I want to
have that experience of going through
the barriers and discovering how to make
it to the other side yeah I mean who
doesn’t I mean if you’re saying the
opposite like I I hate losing so if
you’re telling me you enjoy
losing I’m sorry I just don’t believe
I’m a I’m a I’m a poor loser I don’t
like to lose who do you know that
doesn’t like to spend time playing games
whether it’s Scrabble or some dumb game
online right people play those games to
the level after level hundreds of levels
to try to get to the next level there’s
no payoff there’s no financial payoff
it’s a total waste of time
or it would appear that way but it’s
trying to get to that next place and we
all have that and be obsessed or be
average basically gave people permission
for all the people they’ve been labeled
a DD ADHD bipolar or whatever it’s all
bullshit by the way there is no proof
that any of that exists I’m saying hey
own it use it do everything possible to
be obsessed with those things that keep
you up at night because otherwise you’re
gonna be average I want to cover be
obsessed for one more question then
we’ll just we’ll switch gears a little
bit when you talk about mentorship and
immersing yourself towards successful
people who have already kind of done it
and have that environment all around
them why is this so important why is it
so crucial to having that around you
because you want to counterbalance all
the bad mentoring you’re getting right
now what I’m trying to do is negate our
erase or replace my dad’s information my
mom’s information my uncle my aunt the
Thanksgiving dinner talk the TV the
Facebook post all the fancy Instagram
posts but what’s the one about just be
happy right embrace your inner child
just be happy what does any of that even
be yeah even the whole concept about
time balance like grin how do you find
time for everything I don’t find time
man you make I make time I created right
so I’m not trying to balance between dad
father or dad the husband and and CEO
I’m doing my life and I want to do it
all out all the time on my terms and the
way to explode life and all the errors
of life is not to seek balance but to be
obsessed with everything you’re doing if
you’re not obsessed with
just don’t do it it seems like there’s a
lot of unlearning going on I noticed
this theme I’m having to unlearn the
stuff that people have told me so that I
can adopt this new paradigm and push
that into my mental framework I
absolutely agree I see a lot of people
out there going to trying to learn right
now they watch videos they listen to
podcasts they listen to 30 in a week and
I’m like look quit doing that go deep on
one or two people to know I want to know
I don’t want to learn I want to know
what I’m doing I don’t need more
information in most cases people need
information stripped from them the
information you already have is what’s
holding you back so you got to be really
careful who you’re getting data from
because a person that is on the upswing
has the right data a person that’s going
down in their cycle is starting to in
their career we’ll give you the wrong
information because they’re in the
different part of the cycle then you’re
interested in right yeah yeah just
shifting a little bit I want to talk
about sales I want to talk about selling
to survive Oh everybody hates that why
does everyone hate that nobody wants to
sell anything
why not nobody wants to be a salesperson
okay nobody wants to pitch promote
market nobody wants to network you know
nobody wants to do that thing it’s just
an ugly ugly word but the problem is not
sales is the fact that people are so
selfish and self-important that they
talk about what they don’t want to do
rather than being willing to do whatever
it takes and in this case its sales
right like I’ll do whatever it takes
today to be successful if you write a
book and nobody reads it because you
didn’t sell it now because it was the
best written book it’s got to be a
best-seller for anybody to get it in the
last 18 months I raised 107 million
dollars for charity Wow I gave two
million of that 107 okay and I’m gonna
tell you raising a hundred and five
million dollars is harder than writing a
check for two million dollars I can
imagine yeah but you know what it
requires intention the willingness to do
whatever it takes an obsession
no consideration on quit you can’t have
any thoughts about budgets or people’s
problems to raise a hundred and five
million dollars from other people you
have to be willing to market promote
sell persist and you better feel all
right about this idea of selling mm-hmm
because otherwise it’s not going to
happen and you know that distinction is
really important that the people that
don’t like to do that or being selfish
in some way because they’re holding back
a service that they can offer someone
right yeah when you say I don’t like
sales who are we talking about we’re
talking about the person you’re pitching
it to right exactly
I don’t like sales I said really why
don’t you like well I’m an introvert
okay we’re talking about you again when
are you gonna start talking about the
other person right the person that says
they don’t like money okay you’re back
to talking about you again I don’t need
to be rich we’re talking about you again
your church needs you to be rich your
community needs you to be rich your sick
mother who gets cancer and it costs you
know eight hundred grand to get her
through the cure to get her a couple
years of life extension that’s an
unselfish act look I’d rather person be
greedy than a person be selfish because
at least greedy people produce something
and then we can solve the greedy thing
later but if you don’t have anything to
help your church your community your mom
your business if you can’t grow your
business because you weren’t willing to
go outside an extrovert to ask to
promote to toot your own horn it’s
uncomfortable for me too but I’m not
selfish you will describe me as too much
energy
The Dude’s a freaking maniac okay
ventless he’s a marketing beast but
you’re not gonna say I’m selfish because
I’m not selfish okay because there’s
nothing I’m doing this selfish I put
myself in very awkward situations
constantly it causes people to think
that I’m an extrovert
and you don’t even know if that’s true
mmm-hmm maybe I’m an introvert who’s
willing to do whatever it takes
including extrovert in order for me to
help my church my community and grow my
business
love it love that we’re talking about a
lot of different systemic ways of
failures and thinking but
is there one specific area like one
major kind of pratfall that you see
small business owners entrepreneurs just
making and just repeatedly sort of
failing eyes there’s one single thing
that you can say there’s two ultimate
mistakes that the first one covers 90%
of all entrepreneurs and small
businesses and that is you want to be
small small is a failing formula there
is not one validation over the last two
thousand years of human civilization
were small worked there’s 22 million
small businesses in America out of 28
million 22 million of them have no
employees the commitment to small is
clearly an obsession and it just doesn’t
work so that’s number one number two is
the idea that you can fail is not true
okay you cannot fail unless you quit
failure is impossible if you refuse to
quit and this was a really really
important thing that I learned when I
was 45 years old if I don’t quit and I
was already fairly successful but not at
the levels I wanted to be and a guy said
grant if you don’t quit you can have it
anything you want
the only way you fail grant is if you
don’t use the right amount of energy and
effort and if you quit and by the way
not using the right energy and effort is
a form of quitting it is a gradient of
quitting right I haven’t quit all the
way but I’m thinking about not going all
the way is it important to make this
distinction early in your mind when
you’re setting out because when things
get hard it’s easier to kind of like
bend and eventually then just like give
up yeah I mean look you’re gonna get hit
in the face things are gonna happen that
you never even planned on if you planned
everything that was gonna happen to you
you wouldn’t even start it’s gonna be
harder than you think I guarantee you it
will be harder than you think whatever
that is whatever you’re going for will
be harder than you think it’ll probably
be easier than you considered once you
make it it’ll be better than what you
considered if you really do it big we
have five businesses today they’re doing
a hundred million dollars a year I have
a real estate portfolio that’s gonna
raise
forty million dollars in 30 days I’ll
probably hit a billion dollars where the
real estate here in the next six to
eight months I never thought I would get
to these levels so when I’m telling you
it was harder it was easier and it was
better than anything I imagined Breanna
I want to jump back into closing a deal
you talk about this this is probably the
most important step in a deal is just
closing it just wrapping it up you’ve
made the pitch and you’re right at the
close what do you see as some different
barriers
well Gabbar was already created long
before this moment you never set the
intention the salesperson never set the
intention to close with the customer so
if you go on youtube and watch any of
these videos where I’m handling live
sales calls
I set the intention in the opening of
the call I tell them my intention is to
close the deal the woman I’m married to
the first time I met her I told her my
intention was to marry her and have
children with her so I set the intention
early I don’t care if it’s a a ten
dollar product or a ten million dollar
deal or a hundred million dollar deal
I’m buying 110 million dollar piece of
property right now and I told them my
intention from the get-go in the first
meeting was that I would be the buyer of
that deal so I am now given myself the
seller in this case and the universe I
have given them notification that I am
going for the close and most sales
people think that this is somehow bad or
that to ask for the business is bad or
it’s begging or it’s pleading like again
we’re back to the earlier problem of
being selfish you’re thinking about
yourself
I don’t want rejection who are we
talking about we’re talking about you
again right
I want the rejection I’m looking toward
rejection so I can handle why they’re
saying no to me so that I can overcome
that barrier so I can win in the deal or
find out I can’t and then I need to keep
my pipeline full and move forward so and
that’s the second part of this people
don’t ask for the clothes because their
pipelines are full enough okay
you-you-you don’t want I don’t want
Xavier to say no to me because at my
subconscious level if you will for lack
of better words
I know that I don’t have anybody else to
talk to now if I had another seven
people to get in the same position with
and I’m with you in a closed in a cell
cycle right I’m probably not gonna worry
about asking you okay I want to ask you
to find out if you are so if you’re not
I’m gonna move on to the next person
exactly the empty pipe line the lack of
work ethic is the reason people
experience rejection rejection is not an
emotion it is an experience it is an
indication that your sales cycle or
business cycle your business itself is
broken because there’s nobody in your
pipeline pause there for you please
let’s touch on that what does that mean
exactly
it means if you’ve ever experienced the
concept of rejection oh I don’t like
rejection rejection is not an emotion
and emotion is happy sad angry
rejections not one of rejection is an
indication hey I don’t have anybody else
to talk to here so it let’s say I’m
fifteen years old and I go up to a girl
and I ask the girl to dance and she says
no if the next girl I asked says yes and
she’s hotter then I’m good I didn’t
experience rejection I was experienced
opportunity for her the problem with the
young fifteen-year-old kid is that he’s
depending upon one girl to ask out
rather than keeping a full pipeline
probably a bad analogy but keeping a
full pipeline of hot little girls at the
school dance to a scout it’s so simple
when I hear you talking about it you
know when we’re discussing like this and
it just fits and yeah you know every
week I focus on the guests for that week
and I just immerse myself in everything
that guest is doing as much as possible
and not just reading their book but
actually practicing what they’re doing
and just trying it for myself so not
many people know this about me but I run
a marketing agency on the side of doing
this podcast so I just started doing
some cold calls to you know some local
businesses here and the first person
hung up on me I made five calls
generated three leads it was a really
interesting experience in my confidence
level the way that I felt about the call
the pre framing of that call that you
talked about that you’re gonna close
setting that intention that was
important that was still crucial for me
to have that in my repertoire as I spoke
to this business owner if you go online
and put cold calling in the first thing
you’re gonna see pop up on a Google
search is cold calling is dead
see this goes back to the misinformation
I shared earlier we’ve become a world of
people who search to learn rather than
know and and this ties in again to the
mentor question that you asked earlier
who are you studying most of us are
studying people that are only semi
successful at best so I don’t want to
study somebody dead just works I don’t
want to study a millionaire
today’s millionaire if you’re trying to
study financial freedom the last person
you would want to study is a millionaire
because a millionaire is not even in the
realm of financial freedom they’re gonna
talk about how to get to a million
dollars they’re gonna talk about how to
protect a million dollars right so I’m
getting knowledge from the wrong source
yeah they’re more successful than you
financially yeah they have two cars in a
house maybe paid for
he’s got a good job but dude he doesn’t
have financial freedom you know you you
want to study I want to study Mark Cuban
when he’s making his move
right I don’t want to study him when he
when he’s at the end of his cycle I want
to study Elon Musk now right I I don’t
want to study Richard Branson today I
want to study him when he was making his
moves and the same thing for Grant
Cardone you want to study me while I’m
making my moves by the way if I’m dead
did this and somebody’s listening this
fifty years later look I don’t want to
grant no you want to study grant when he
was in the cycle of his move it’s a good
guidance it’s a really good tip to give
people that’s what I do myself as I read
a lot of biographies and autobiographies
and just study history you know a void
failure by studying history let’s get
into just writing when you’re sitting
down writing a book what does that
process look like for you well it really
depends you know it’s a great question
it’s one I hadn’t figured out completely
the first book I wrote was sell or be
sold and I wrote that book in three
hours okay I’m holding it in my hand
right now the the last book that I wrote
was the millionaire booklet I wrote that
book in two hours had it translated into
38 languages in 30 days and by the way
both of those books are self-published
be obsessed to be average that you
brought up to 19 months there was a
tremendous amount of input from the
publisher which really slowed everything
down I know you talking about books but
I use everything that I do every day to
either write or I use my writings to
produce video content I think it just
depends on the compression I’m
experiencing in my life so the more
compressed I am the faster I can produce
something and the more people that are
involved and the more input I’m getting
the longer a project takes
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