How'd you make your first million dollars?

Great question. So, took that job in sales and I worked 56 days a week through productive

hours, through this philosophy of, you know, efficiencies, effectiveness, and statistical success.

I worked 16 hours, active, productive, twice as efficient, and then my statistical success wasn't

from outselling people because, you know, how sales territories go, they had relationships.

They were 50 years old, but I knew one thing. They were doing an average of 10 appointments,

so I was going to get more people available, sell half as many of them, and do twice as much work.

So, I figured out productive days. I worked 10 years and nine months, and I was only, you know,

I made a million dollars in nine months, but I really worked. So, it was commissions, you made.

It was sales. Yeah, I had $80,000 salary, commission, and a great expense account.

Okay. And a huge territory because... What was your definition?

The internet, the southeast. Okay. But there were only four of us, right? And so, I flew every day,

I wasn't married, I was money-hungry, so I kicked everyone's butt.

Were you cold calling on the phone? I was cold calling on the phone, I was knocking.

So, what I would do, you know, because I'd stay up really late hours, organizing the next day,

I'd take two or three flights sometimes in a day, and after I had the one appointment with the

biggest law firm, I'd hustle. If it was big buildings, I'd hustle up and down the whole building,

cold calling. Sure. Or use your appointments as a way to then do as a hub. Yeah.

And I still do that. Yeah. Like I still do that on my day.

Anyway, I levered. I just, you know, I just flew to get a new product, and I was in one of the

modules on prospect. I think it was like that the secret is when you're out there on the point,

you want to, you know, use it as a power center and then go around, but it's also good.

...