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Posted on: April 25, 2019

If you’ve been an avid listener of the Wholesaling Inc. podcast, it is likely that you’ve been motivated, moved, and inspired by some of the guests we’ve had on the show. This time around, prepare to be motivated, moved, and inspired by the man hailed as one of the most watched real estate and success trainers of this generation.

If there’s anyone who knows how to create success, it’s Dean Graziosi. From starting a firewood business when he was in high school to closing his first real estate deal before turning 20, he knows how to make things happen.

Since then, Dean has been able to accomplish things many people can only dream of—he has created a multimillion dollar real estate business, he has been a New York Times bestselling author multiple times, and he’s considered the most watched real estate and success trainer on TV.

Each of the endeavours and businesses Dean got involved in has generated nearly a billion dollars in revenue. That’s a clear and solid testament to the impact he has on the real estate world in particular and the business world in general.

In this episode, you’ll get a rare glimpse into the mind of one of the most brilliant author, investor, trainer, and entrepreneur to have ever walked this planet, so don’t miss it for the world!

Key Takeaways

  • His definition of an influencer
  • Why self-education needs to be the new norm
  • Success principle that can help you understand you can do it
  • The importance of finding people who are successful at what you want to do
  • What holds people back
  • Why it pays to never overanalyze
  • Why you should gain new thinking and new capabilities
  • What got him into real estate and wholesaling
  • What it means to be self-educated
  • Why you need to protect your confidence


If you are Ready to Explode Your Wholesaling Business, Click here to Book a Free Strategy Session with me right now!

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Episode Transcription

Cody Hofhine: You’re listening to another episode here at Wholesaling Inc. My name is Cody Hofhine. I’ll be hosting today’s episode and today we have the man, the myth, the legend Dean Graziosi and I’m super excited to have him on the podcast. This has been something I’ve looked forward to for so long and I just look up to you in so many ways-

Dean Graziosi: Thanks [crosstalk 00:01:49], appreciate it.

Cody Hofhine: … Dean and I look at your success as being a multiple times New York times bestselling author, your newest book, Millionaire Success Habits is just going like crazy over 500,000 copies.

Dean Graziosi: Yeah, it’s on fire right now.

Cody Hofhine: Like this is going to be, I think and you probably think, one of your best books that’s just going to sell a ton of copies.

Dean Graziosi: Yeah, it’s on [crosstalk 00:02:04], copies, yeah.

Cody Hofhine: It’s awesome. This is good stuff and you’re probably one of the most sought after influencers right now in real estate and in self-development. And so what an honor to be here. And I’m-

Dean Graziosi: It’s good to [crosstalk 00:02:16] man. I have to tell you right now, my schedule’s insane, right? But I have to tell you, I love making time for this because it takes people like you, Cody, and people doing it right, to extract the knowledge that you have and give it to people so they can go faster. I mean, I don’t want to go off on a tangent here, but I’m always emotional about what I’m excited about.
What I’m excited about right now is the fact that the current education system is broken. And it doesn’t matter if you’re going through it or you were through it 20 years ago, or 40 years ago, it just has changed. And it’s not to be critical. It’s just sometimes things break, right? Taxis used to be good, now there’s Uber. There used to be Blockbuster, and now there’s Amazon, right?

Cody Hofhine: That’s right.

Dean Graziosi: And now there’s iTunes, right? So the world has just changed. But we have the same education system we had during the industrial revolution and now we’re in the information age. And what people are realizing is that going to school … and here’s a crazy stat. That only 27% of people who get a degree actually use it in their job, and out of that 27% only 48% actually like, 52% hate the job they’re in.
So it’s like almost 80% of the people don’t use it or they dislike it. And what people are realizing why I’m giving you kudos, is that you could go the traditional route and if you went to school, great. If you’re in school, great. But what supplements that, allows you to go faster, is actually learn from someone who’s already been there and get it done quicker, right?

Cody Hofhine: So true.

Dean Graziosi: We don’t need to learn all … the reason that right now colleges are struggling, they’ve gone up eight times in costs while jobs are flat. It’s because people are realizing they don’t need the entry levels skill. They don’t need to take accounting if they want to be in marketing. They realize, “I could just learn from the best marketer. If I want to learn real estate, I don’t need a business … Dean Graziosi or follow Cody. I’ll just do what he did.
So people are learning that they can leapfrog all the BS and get there quicker by learning from people who’ve already been there. And the reason I’m so passionate about is because when I was a kid, my guidance counselor basically said, “Oh my God, you’re not taking your SATs, you’re not going to school. Okay. You know, you could get a great minimum wage job at the only factory in this little town. Or maybe you could work with your dad and work on cars.”
Like there was nothing in between. It was like, “No college.” Okay, a life of despair. And I’m passionate about what you do and what other people do in this space. And I don’t mean an influencer meaning, because you just have a million followers. I mean an influencer, someone who’s extracting their knowledge, creating it in a process and giving it to people so they can go faster. That’s my definition of an influencer.
I wish my guidance counselor would have said, “College is one route, you know, maybe get a job at a factory is one route, but then there’s this third route. You could model other people who are doing it.” Like no one’s ever said that.

Cody Hofhine: It’s so true.

Dean Graziosi: And I’ll talk about this later, but me and my buddy Tony Robbins we’ve been in this together in this space for over 62 years combined. It’s like we want to yell from mountaintops. Yes, I want to talk about real estate. Yes, I want to talk about business today. We also want to yell from mountaintops that self-education needs to be the new norm. That’s the shift we’re in. This is going from Blockbuster to iTunes. It’s old, antiquated industrial revolution. Education to a newer process. It’s time for the shift. And I don’t think there’s any people that could yell that louder than the two of us. So anyway [crosstalk 00:05:28].

Cody Hofhine: [crosstalk 00:05:28] no, this is good stuff. You had already playing this word perfect. I can feed off of what you just said because I’m thinking of our students. There are so many that come to getting into wholesaling their first taste of like real estate or some kind of entrepreneurship. And they’re just getting involved and there’s still those golden handcuffs or corporate America to kind of hold them back. What do you feel like the key or the success principle that would help them understand that yes, it might be tough. Yes, it might be scary, but you can do this.

Dean Graziosi: So a couple things. First off, I remember, again, so many people that are watching are way more successful than I was. Way smarter than I was. I scraped by to get out of high school. I mean my last year of school was like ceramics, gym and math, you know what I mean, and I was out.

Cody Hofhine: But your background is incredible. You come from like not having riches, not having a lot of money. And so I’m sitting here just amazed that you are who you are today because you didn’t really have the influence to just push you that direction.

Dean Graziosi: Yeah, one thing that I want to get back to that question. So bring that question back, the thing that’s holding people back. Yes, but I don’t want to share this to say, “Oh poor me.” Everything that happened in my life was designed by a higher power. That was the path I was supposed to be on. God was said, “Hey, let him go through that because at the end he’ll be this.”

Cody Hofhine: Tony says, “It happens for,” right?

Dean Graziosi: It happens for us. So that’s my journey, I wouldn’t take back any of it. But when I was a kid, I watched both of my parents. They split when I was three, but I watched both of them work really hard. My dad worked like hard in cars and changing engines and like would work late. And my mom would work three jobs to make 90 bucks a week. She cleaned houses, she cut hair, she did miscellaneous stuff. Both of them worked hard. But man, Cody, it didn’t equate to happiness. It didn’t equate to income we got.
I lived in a trailer park with my mom until we couldn’t afford it anymore and we had to … bathroom with my dad for a while. And when he couldn’t afford to put heat in the rest of house, he was remodeling the house he was in. There was no place and we still literally stuffed in a bathroom for about six months. But all those things were my journey. I didn’t even know it was a big deal back then.
My whole point is I learned at a young age that hard work didn’t equate to happiness and success. And I knew I had to find another path and I don’t know if I was blessed. I don’t know what drove me to that because I just didn’t want to be like my parents. I just didn’t, I loved them, respect them. I want to take their hearts, but I don’t want to take the life they had. And I was smart enough to realize I had to search out people that had already been there.
And so I’m looking back in retrospect, I wasn’t 18 going, “Okay, who are the 14 people that I must find?” It wasn’t that. I was just like, “This sucks. They look like they’re doing better. I’m going to do what they do and not what they do.” And I just learned to do more and more of that and got involved. Then Tony Robbins changed my life. You know, 20 something years ago. I gave him money. He gave me knowledge. It changed my life.
That’s why I’m such an advocate. It’s why when I have a product I like, I will sell hard because I can’t change people’s lives unless I get something in their hand. Like my book, if you know anything about me, you see my book on Instagram, Facebook, YouTube, all over Amazon everywhere. Because I can only change your life if you read my book or attend a mastermind or get a course I have, right?
So when I see what you do, it’s like push. Because if you’re watching us right now, what you’re currently doing is not serving your full potential. It’s not lighting you up. So anyway, I can digress. I get excited.

Cody Hofhine: No, this is exciting. Let’s get you back to where [crosstalk 00:08:41]. What gets them over the hump? What holds them back?

Dean Graziosi: Here’s a great story and I always like talking about again, what’s going on in my life. So I have a daughter that’s 12, a son that’s 10. You have kids?

Cody Hofhine: Yeah, four.

Dean Graziosi: I have two, the greatest thing in the history of the world, right?

Cody Hofhine: Amazing.

Dean Graziosi: Nothing compares-

Cody Hofhine: Can teach you patience, love, kindness.

Dean Graziosi: … take all my money. Yeah, I’m a better man because of them.

Cody Hofhine: That’s true.

Dean Graziosi: Kids don’t become who you tell them to be. They become who you are. So I have to step up my game. Probably like you. I’m teaching my kids nonstop. My daughter is always like, “Dad, you can make a lesson out of anything.” If I say, “Look at the pretty flower.” Like, Oh,” she always makes fun of me, right? She’s like there doesn’t have to be a lesson and everything, but I’m always trying to teach them this whole philosophy. I said, “If you guys want to go to college, you can. But what I’d rather,” I’m just telling you, what I tell my kids. “I’d rather you take a year off, right?
So we’re not Mormon, so they’re not going to go on a mission. But I want that same thing in their life, like I want to like a year of not just goofing off, a year of really deciding what you feel like you could do for [inaudible 00:09:38]. I’ve changed my career a bunch of times, but I want to get them close. And if they’d said, “My daughter say she wants to be an interior decorator.”
I’m like, “Okay. Then what we’re going to do is we’re going to find the best interior decorator on the planet and you’re going to go work for them for a year for free, and you’re going to work harder and better. You’re going to be the best employee and you’re going to be free. And when you’re done, you’re going to take their 20, 30 years of knowledge and you’re going to have it in one year and you’re going to start off where she left off.” Like that’s what I preach them nonstop.
So I’m always teaching … I just have to be honest. I picked them up from school, I have half time, I’d give them 50/50, right? So there’s maybe 99% of the time when they’re off school at 2:30, there’s nothing that can stop me. I’m there outside the school waiting for them. And I always tell them, “I’ll be honest with you guys, if you work for someone else, you won’t have this option. You’re not going to be able to take two weeks off in the summer. I coach the little league, I coach softball, I help out. I do all these.”
“Like you can’t do that if someone else runs your time. And I’m not trying to make you feel bad. I just, that’s the way I live.” I was never in control as a kid. My parents, I moved 20 times by the time I was 19, so I was never in control. So I’m a little obsessive. I don’t want anybody to tell me how to dress, what to wear, how to look, how to talk, where to live, how to raise my children, like, uh-huh (negative). I need freedom from that.
So I share this because I teach my daughter to be an entrepreneur. but at so many times she’s like, “Dad, dad, I probably want to go to college” and she’s a softball pitcher. “I’ll pitch and then I’ll come work with you. I don’t want to work for you, I’ll work with you.” I’m like, “Okay.” So listen, I never go away … and the story is going to loop back around. I never go away more than like three days if I can help. I don’t care if I got to fly private, got to take a red eye. I don’t want to be away from my kids more than three days. If it’s my day, I want to be with them.
But I had to go away for six days. I went to Puerto Rico and mastermind with some great friends of mine. Some people, you know, Lewis Howes and Brendon Burchard and Rachel Hollis and Tom [Bilhue 00:11:25] you and Anthony Trucks, all these great influencers, people making an impact on the world. I couldn’t miss it. Then I had to jump on a plane fly to California, and did a whole round of podcasts and interviews and anyway, I digress.

Cody Hofhine: But you’re busy. That’s the whole point, you’re busy.

Dean Graziosi: Yeah. So I’m gone for six days. I come back. My daughter has had dry lips for like three months, just really dry. So she goes online and she Googles this homemade recipe of like olive oil and sugar. It’s like an exfoliant and like three other ingredients and she makes this exfoliant for her lips and it works so good. She convinces her and her friend to go in the business and they come up with this business name called Scruffy Lips.
And they make batches. They built an Instagram page. They tell all their friends … I’m not kidding. By time I come home, she’s in the business called Scruffy Lips. They’re already making it. They got little labels. They’re putting it in little containers. They already sold 50 of them. And this weekend they found a tea shop that they go to with their mom and convinced a girl to put a booth up to sell Scruffy Lips. They came up with like seven different flavors. This weekend they did $400 in sales.

Cody Hofhine: That’s so awesome. This is 10-year-old?

Dean Graziosi: 12.

Cody Hofhine: 12-year-old.

Dean Graziosi: 12 and her friend’s 13. They’re at over $500 in sales right now. They got a Venmo Account … figured it out on their own. They got graphic design on their phone and they made a logo. Their mom brought them to the UPS Store and they printed out the logo and put it on stickers and stuck it on the bag. So what the hell does that have to do with that question and you at home?
Do you know why they went into business? Because life didn’t tell them … They came up with the concept. It worked for my daughter and she just decided to do it. She didn’t over analyze. She didn’t ask 30 of her friends like we do as adults. “Hey, do you think I should go in this business?” “No, not with this president.” “Not with this timing.” “No, you don’t know marketing.” “Oh, you don’t know sales.” “Oh, the real estate market’s going to crash.” “No isn’t the right time.” “Okay, maybe I’ll sit and do nothing. I’ll stick in this job that’s killing me.”
She didn’t do that. She didn’t do all the stuff that we do as adults. She didn’t overanalyze. Is this the right timing? What if I quit my job? What if I go broke? I can’t pay the mortgage. I can’t put the kids [inaudible 00:13:24]. I’ll just stay. I hate my life, but I’ll stay.” Let’s take a lesson from a 12-year-old. There’s a lot of different answers I could give to that question, but right now, on my heart is my daughter is 12. She was naive enough to just believe she can do it and what she did is she modeled what was working.
The same thing here. If someone’s going to work with you, Cody, it’s like you have to have the faith to know this guy did it. I’ve done it. You have to have the courage to jump out of the plane and grow wings on the way down and trust the capabilities you learned from somebody else. Here’s a hard realization, your best thinking, your best capabilities got you to where you are right now.
And unless you get new thinking or next level capabilities, just plan on staying where you are forever. If that’s what you’re excited about. Cool. I’m not trying to be rude, but just accept it. Because so many times what people do with the same capabilities, it’s like running on a treadmill and you’re hoping to go three miles down the road. You’re running fast and you’re still not moving. You’re like, “Damn it, I’m done. Let me put it up to six.” Then you’re going, “Let me put it up to 10.” You’re on 12, it’s like, “Why can’t I go any place?”
Because you’re just running in the same place with the same capabilities and the same thinking. You want to go faster, you need to gain new capabilities, you need to gain new thinking, you cut a check to go faster. People will cut a check for college and then they’ll ignore the opportunity to be a part of a group, a community, a mastermind. It’s crazy to me. So that’s going back to some of the things Tony and I obsessed on.

Cody Hofhine: No, this story about your daughter blows my mind. This is what I’m looking at as me being a father of now a 10, 8, 5 and 2-year-old. I just sit there and I look and I’m like, “How do I keep helping these individuals open their minds up and not say no to things.” I even told my wife, I’m like, “My boy asked me for a pay for college. I’m going to be like nope. But if he says dad help me with this startup, I’m be like let’s do it baby. Lets go like all in.” What got you into real estate? Of all the vehicles out there, what got you into real estate and more so what got you into like wholesaling?

Dean Graziosi: Yeah, so one last thing, keep that-

Cody Hofhine: Because you’ve done a lot of things.

Dean Graziosi: … and I just want to share one thing. My daughter will wait till Sunday nights, so many times to do her homework. My daughter’s room is only clean half the time and it frustrates me and she’s a BC student. The reason I’m sharing that is because I don’t want to sit here and be like, “Oh my daughter’s perfect. She’s the daughter of Dean Graziosi.” Man she is around this stuff all the time and she still screws up, but she’s … like, that’s all of us though.
None of us are perfect. But the people who succeed are the ones that literally get in the game. Like the Theodore Roosevelt quote man in the arena, you never saw it. Like, “Don’t judge from the sidelines. Don’t wear someone else’s name on the back of your journey. Get in the game, get bloody and marred and figured out. It’s the only way.”

Cody Hofhine: It’s going to be tough, you’re going to make mistakes.

Dean Graziosi: Of course, but it’s the only way you can win the game of life is to be in the game and just stop being … So how did I get into real estate? I’d love to say I went to a mountain top and meditated and prayed. No, I hated being a broke kid. My dad dabbled in real estate, had some hit and misses. But I realized in my little town, the only people that were successful, at least in my opinion, only 6,000 people in my town, were those that were in real estate.
There was two guys that were doing amazing and they were in real estate and I heard that you could do it with no money down. And just like my daughter with Scruffy Lips. I just said, “Oh, if you could do it with no amount. I’m just going to do that.” I was 17, I got my first real estate deal. I knocked on a million doors. I had an amazing woman give me a deal with no money down. She believed in my heart. She let me take this place over and pay her by the month and give me a balloon payment where I could pay her in two years.
And that deal led into another deal and led into another deal. Then I got a whole bunch of credit cards. I didn’t know wholesaling when I first started. So I just thought I had a buy. So I applied for like 20 different credit cards all at the same time so they couldn’t see each other. And then I got them all back like 5 grand, 10 grand, 3 grand. So I had like 80 grand on credit cards.
So I used credit cards to do deals and fund the rehabs. Then I went into buying raw land, subdividing it, and then I started selling lots. I’m like, “Well, why just sell the lot? Why don’t I build a house?”

Cody Hofhine: Yeah, develop it.

Dean Graziosi: So then I started building the houses, then I bought bulldozers and backhoes. And then at the same time I had a collision shop, an auto sales. Then I bought a tow truck, and two tow trucks, and three tow trucks. And I had a tow truck company. And then I bought Tony Robbins course. It really helped me shift my mindset. It was like a foreign language, like, “My parents didn’t think this way.” It was whole next level and that elevated me to another level. And then because I bought an infomercial off of Tony, I’ll talk about it, I decided in 1998 build a course and shoot an infomercial. So that’s how I got in that space.
But before that, real estate was the thing that freed me. Like I became a millionaire in my ’20s because of real estate. And I’m not saying you are. I’m just saying that’s the path I led.

Cody Hofhine: The path I took.

Dean Graziosi: And then when the economy turned, I figured out ways of … I didn’t even know wholesaling existed. And then I started. I was calling it selling on contract. I didn’t know the term wholesale, I was selling on contract. And then when the economy was getting ready to turn in 2006 it’s not … you don’t have to be a rocket scientist. The real estate market has turned right now. Most people don’t realize it, but it’s shifted.

Cody Hofhine: Sure.

Dean Graziosi: I knew this was here in 2006 and everybody was on fire and I’m like, “I got to write a book to teach people about wholesaling so they can profit on the way down,” because you don’t want to buy and hold on the way down unless you steal it, your cashflow is good.
You don’t want to fix and flip unless you absolutely steal it. You don’t want to hold a house for five months on the way down if you didn’t get a great deal. So I’m like, “Man, how do you protect people?”
And I was already in this education space and there was a Russ Whitney. There was … god, who was the other … who’s the No money down?

Cody Hofhine: Carleton Sheets?

Dean Graziosi: Carleton Sheets. There was Carlton sheets, there was-

Cody Hofhine: Robert Ellen-

Dean Graziosi: There was Robert Ellen, there was all those guys-

Cody Hofhine: Sure.

Dean Graziosi: … infomercials, I was one of them. The market shifts and I shift my entire message. I wrote a book called Be a Real Estate Millionaire.

Cody Hofhine: Yup.

Dean Graziosi: I talk about understanding the markets and using wholesaling on the way down, matching buyers and sellers, and I didn’t invent wholesaling. It’s been around forever, but I made wholesaling cool. Because when that market shifted, I dominated, I took over the whole industry.
When we … a year company, by the time we got to the bottom, we were $150 million a year company. All of them were out of business. Russ Whitney was gone, Carleton Sheets was gone-

Cody Hofhine: Sheets, you don’t hear him anymore.

Dean Graziosi: Robert Allen was gone, [inaudible 00:19:29] was gone. Russ Whitney was gone and all that business was mine. There was nobody else. I sold a million copies of that book.

Cody Hofhine: Holy smokes.

Dean Graziosi: Yeah, so, we made wholesaling cool. We let the world know wholesaling was a thing, right? And that was before-

Cody Hofhine: And a way to make money.

Dean Graziosi: And that was before the internet was huge, right? So I mean, it was there, but it wasn’t at the level it is now. And it helped forge a path. And I love it because it gets … it helps people understand it, and amazing people. Like you’ve gone on, done it yourself, and now you’re sharing it. So that’s how I’ve had the real estate evolution and how I went from real estate to infomercials simply, Tony, I saw Tony on an infomercial, Tony Robbins, he took my money, he gave me information, I went faster. I’m like, I want to be in that business. I want to be in the business of taking someone’s money, give them information and help them go faster.

Cody Hofhine: Grow, be better individuals.

Dean Graziosi: Yeah.

Cody Hofhine: So I think of your whole life, your whole journey is giving. And the byproduct is yes, you’re going to get paid for it, but you truly have a heart to just serve these individuals, love these individuals, give more in value than you ever charge in price. What does it mean? Like, now you’re doing all this stuff. One of the questions that I always want to make sure our students are doing, not just taking the action to go out and knock on doors or send out postcards, but to also be self-educated, just to grow personally. What does it mean to be self-educated? What does that whole topic do for you?

Dean Graziosi: So Dan Sullivan owns a company called Strategic Coach, and I’m in his highest level group, it’s 50 grand a year, right? So I pay him to give me capabilities to go faster because he has a unique core competency different than mine. When it comes to marketing, sales, real estate and educating, I got that covered. Marketing, you know, persuasion, all that. But running KPIs, standing operating procedures, hiring like … oh, that stuff’s like … it feels so heavy, that’s not my thing, right?

Cody Hofhine: Sure.

Dean Graziosi: But I go to Dan Sullivan and I go every quarter, I’ve been going for over 10 years to learn new capabilities from someone who’s been teaching entrepreneurs for 35 years.
So he had a great simple question, a great simple analogy. He said, he’s coached so many people from millionaires to billionaires and he said, “The billionaires I see that just do it with like class, do it without the stress, do it about the worry, they still have a good family life. They still are a good parent. They still are a good husband or a good wife, and they’re part of the community, not the ones stressed out, ready for a nervous breakdown.” He said they had a different terminology about one thing. When they wanted to learn how to do something, they didn’t ask how, they asked who and that how versus who is really … before I heard that is what’s changed my life.
Because think about this. If I was talking to you at home right now and you’re listening or wherever you are, and I said, “Hey, a great way to make money is to get to 100,000 followers on Instagram,” right? And you say, “Man, how do I do that? Do I do I post every day? Do I post on the board? Do I post three or four times a day and what do I say and what colors do I use? And what fonts do I use and if I do a video, do I transcribe it, do I put the little letters?” I’ve seen people do that.
“Do I do a banner or no banner? What do I put in the bio? And then what about the stories? Do I go live on my story? Do I go live every day or just do I do a story? And should the story be 15 seconds or should I use, you know, the cut story and go like two minutes and then cut it up? And then do I put a label on it and what kind of font should I use?”
Like you start doing all this and then like, “How do I get people to it? And then if I do have 100,000 people, how do I actually monetize that? Like how does money come from that?” And then, “Oh my God, who’s going to answer all the DMS? Do I answer the DMS? Do I have someone in my …”
Like all of a sudden this is what you do. The complexity grows [crosstalk 00:23:00] that you go, “Uh, screw that. I’m not going to do it.”

Cody Hofhine: Complexity is the enemy of-

Dean Graziosi: Of execution.

Cody Hofhine: … all execution, that’s right.

Dean Graziosi: Yeah, so if you think about that, what self-education means to me is when I want to go to another level, I don’t ask how, I ask who. Who’s already accomplished that and how can I pay them to extract their knowledge so I can go faster. People always want to know what’s the … I stayed relevant for 21 years. You know this space. People come and go in this space.
Tony, people come and go. He doesn’t, 42 years relevant, in your face. I got 22 years relevant in your face. It’s because we are obsessive learners of self-education.
When Tony wants to get healthier, he finds someone who’s amazing at the exact thing he wants to get healthy at. He’s having gut problems, he finds the best gut health guy on the planet and goes-

Cody Hofhine: Pays him.

Dean Graziosi: And either pays him or researches and read books. You don’t have to have connections to do that. You just have to be smart enough to stop saying how, stop trying to learn through your own trial and error. It’s so silly when someone’s already done it, when someone’s already been there, you know?
And so there’s two things, like let’s take real estate for example, you want to wholesale and real estate, you could go figure it out. There’s nobody watching right now that I’m smarter than … You could figure it out, but it could take you six months, could take you a year, could take you two, you could fail miserably.
You could try to figure out the marketing or you can cut a check, save time, effort, energy and go faster by learning from Cody or other people with great courses on how to go faster, right?
So it’s just a different mindset. It’s like people keep hitting their thumb with a hammer and it hurts. It’s like you have to stop hitting your thumb, like you have to find a new way to get the nail in there. Like, just quit what you’re doing, it’s not working. And find someone who’s doing it. And I don’t mean to oversimplify it, but there’s two ways. This whole self-education world and the way I feel and what Tony and I have obsessed on enough last year and we’re doing a special training. I’d love to tell your people about it here in a minute.

Cody Hofhine: Yes, please.

Dean Graziosi: But if you think about this, I truly believe the education system is broken, flawed. It’s taxing, it’s blockbuster, it’s done, and what’s going to replace it, is self-education and people wonder how to do it. And this is what Tony and I wondered and the answer lives in everybody listening or watching what lives in your head. Because everybody has a skill, an expertise, a hobby or a passion that someone else needs. I believe if you’ve been in a … like if you’re in a transition period, you were in a job for 40 years and now you want to do real estate, that’s great, but whatever you were in, you learned capabilities along the way that someone else is going to have to do. They’re going to have to go through the same mistakes, have the same failures. You’ve already experienced it. You have so much knowledge in your head.
So, how do we fix the education system? We create a blueprint, a process to let everybody with a skill, a knowledge an expertise, a passion or a hobby in their head, extract it. Share it with people to make an impact in their lives, get paid and change the world.
Like I know I’ve been on stages of 20,000 people and I can say, “Who wants to make more money?” It’s mostly everybody. “Who wants to start a business?” Mostly everybody. When I say who wants to make an impact, 100% of the people.
So, what Tony and I want to show people is how would you like to make an impact while at the same time tap into an industry. The self-education industry is $355 million a day.

Cody Hofhine: A day. I remember hearing this from you and that was like-

Dean Graziosi: A day and Forbes said that should triple in the next few years. So this is a wave of people going, “Oh, I see how to do this.” I just cut Cody a check. He spent years figuring out wholesaling, wow, I could just get what works.

Cody Hofhine: Start where he’s at.

Dean Graziosi: Start where he’s at, right? So people are realizing and here’s the cool part, Tony and I have geeked out. Yes, I’m in the real estate education space, the success space. Tony’s in the success, the personal growth space, but this is all over. It’s people learning how to do fade haircuts and guys doing a workshop on the weekends. It’s the guy that used to be a trainer getting $75 an hour. Now he runs a zoom workshop once a month and he’s got 50 people paying him 100 bucks each every Saturday to be on a call because it’s self-education.
It’s like the people … so many people, even you watching, whatever it is you do, there’s somebody willing to pay you. And with the right process, we can make it cool. We can make it the new norm to go, “Oh, I’m really good at X, Y, Z, yeah, I share it. I do a zoom call. I built a community, I do a workshop, I do a mastermind,” and you get paid for what you already know.
And here’s the cool part. You can also get paid for just being the reporter. So, I was at an event last week. I’ll share this with you, and this is passionate to me, so I hope you don’t mind when I’m talking about this. Because I’m at a workshop the other day or an event, it’s a couple of thousand people in the room. I said, “Hey, who in this room would pay me to do a real estate deal and do a $5,000 weekend workshop, but I’ve never done a real estate deal in my life,” who would pay me? Not one person raised their hand.
I said, “Okay, let me ask it again. I’ve never done a real estate deal and I want to do a $5,000 weekend workshop, but I went on social media and I found through Instagram, 10 of the top real estate investors in America, and I DMed them and I got them on a call and I interviewed them on their top 10 ways they make money in today’s market. Well, I correlated all their information. Guess what I found? I found the seven top ways of the most successful real estate investors in America and I want to do a $5,000 workshop to share what those seven are. Who would like to come?” Whole audience.
So if you’re the expert, I think it’s really amazing that you learn how to extract it, create a curriculum and share it in the way you feel the most comfortable, right? Share it on a zoom call, share it in person, share at a workshop, build a community, build a group. If you’re not the expert, then go be the reporter of other experts, something that lights you up and share that knowledge so everybody can go faster.
Because here’s the way I look at it too, the world has changed so much that we don’t … It was so difficult to do things like this in the past.
So, say you’ve been in something for 40 years and you’ve got an expertise, that little tiny niche. People are doing it with haircuts, with teaching guys confidence, how to be a better photographer, how to be a better accountant, how to be in martial arts. Everybody is doing this and people are cutting checks for it, right?
But just think if you’re in something for 10, 20, 30 years and you got this niche, you could write a book. I love books. I’m a multiple New York times bestselling author, books have transformed my life, but it’s pretty difficult because you’ve got to spend a year or two writing a book. And then about 95% of all books in Barnes & Noble’s haven’t sold more than a thousand copies, but today’s world has changed. Your phone, I was looking for my phone, but your phone has become a radio studio. It’s become a recording studio, a video studio [crosstalk 00:29:33] right?
So here’s the thing. You could write a book to share your knowledge, or you could do a monthly zoom call and say … say you were an accountant for 40 years. You could say, “Hey, been an accountant 40 years. I know exactly … wherever you are in the accounting phase, how’d you like to get there quicker? Start off where I left off. I’m doing a Zoom call this weekend to tell you how to get through recessions because I’ve been through two. I’m doing a Zoom call, it’s 50 bucks each.” You put 2,000 people, 1,000 people, 20 people, right? All of a sudden instant impact on their lives, instant revenue to you. The world has changed, that’s why this is the time to consider being a part of the information age, right? We are in the industrial age. This is the information age.

Cody Hofhine: What’s killer and I learned this from you and this would change my mind. I’d even hear … I feel like I’m a guy that’s always growing, always trying to do better. And here you are telling people, “Well work on your strengths,” I didn’t learn this until I read your Millionaire Success Habits. Because I feel like I’ve always caught on, “Okay, I’m really weak at that.” I really should learn this and really start to get this better, so, I have more things that are getting better and, I’m getting better all the way around.”
And when I read your book, it’s like, “No, stop-”

Dean Graziosi: Stop that.

Cody Hofhine: “Stop working on what you suck at. Like just go out there and work at what you’re good at. And I’m like, “Dean said it, I’m doing it.”

Dean Graziosi: Yeah, because I mean, at the end of the day when you work on something you suck at, how do you feel?” Do you feel a lot [crosstalk 00:30:47] do have a lot of confidence?

Cody Hofhine: No, you lack confidence.

Dean Graziosi: Right, and have you ever done anything good in your life when you have lack of confidence?

Cody Hofhine: No.

Dean Graziosi: Would you be married to your wife if your confidence was down?

Cody Hofhine: No.

Dean Graziosi: You wouldn’t have asked her on a date, right?

Cody Hofhine: No.

Dean Graziosi: You wouldn’t have had the confidence to talk to her, look her in the eye, right? Nothing works. Would you have gotten a sale? Have you ever made a sale when your conference was down?

Cody Hofhine: Absolutely not.

Dean Graziosi: Have you ever got a house at a discount when your confidence was down?

Cody Hofhine: Absolutely not.

Dean Graziosi: Nothing works. So I protect my confidence and one thing is every time I work on something I suck at, my confidence goes down. So I’m not going to do it. So, stop doing it. Work on what you’re good at, make enough money to pay people to do the stuff you stink at, right? As simple as that sounds, it’s like that’s the key, right?

Cody Hofhine: Yes. So how do they learn more about this? If that was something … I mean I know you, you were talking about how you wanted to share something with our audience. What do-

Dean Graziosi: Yeah. So, here’s the cool thing. So Tony and I have been obsessing over this.

Cody Hofhine: I love both of you by the way. Everyone loves both of you, by the way.

Dean Graziosi: Thank you.

Cody Hofhine: That’s why the two of you together blows my mind.

Dean Graziosi: Oh, that’s awesome. So, Tony and I are doing a special, it has never been done before, he hasn’t done something like this in over 10 years, but him and I are so tight. We’ve been geeking out over this. We’re doing a special webcast training that we’re going to share how. If you love the opportunity, make money in real estate in whatever you do, but simultaneously, if you’d love to learn how to extract any skills or knowledge or passion or hobby you have and get paid for it, or you’d like to work with other people and extract their knowledge and get paid for it, we’re going to expose how to break into the information business. We’re going to teach a blueprint to extract your knowledge, create an agenda, deliver it through Skype or Zoom or in person or a community, how to fill it using marketing that we’ve perfected over the last four years, how to get paid, make an impact, and do it over and over again.

Cody Hofhine: From the best in the business.

Dean Graziosi: We’ve literally been geeking out. I mean, listen, here’s the thing. If you’re listening right now and you go, “I don’t think that would work for me,” then I messed up today, like show up. I mean, if you know anything about Tony and I, our values, what we deliver, this is going to be Epic. We are going to deliver massive value, but we’re going to paint the picture and show you something you probably never thought about. Like, “Oh my God, I could be a part …” and it’s a wave man.
It was hardly an industry five years ago. It’s almost $400 million a day going to a billion a day soon. We’re on the path and those that jump ahead of this and have what Tony and I are going to share can dominate this industry. And the byproduct for Tony and I, the selfish reasons, this is how him and I make impact when we’re gone, right?

Cody Hofhine: That’s awesome.

Dean Graziosi: I’m 50, Tony’s going to be 60 next year. I want to live to be a hundred but I’m not going to be here forever. I would love my kids to go, “Wow, my dad and his buddy Tony Robins help fix education. They made self-education a new norm, but why not be a part of it and get paid and listen impact is my life right now. But the fact of the matter is, Tony and I making impact have also generated billions of dollars doing it. So we got to change lives and generate billions of dollars. Now it’s the way the world has changed that’s available, that money can be spread out amongst so many people, we help lift the world and lift your income.

Cody Hofhine: So I’m going to let everyone know about this, that’s exactly-

Dean Graziosi: Oh, and you have a link, everybody watching or listening right now. You can join this training for free. Go to So, write that down right now. When you get to that page-

Cody Hofhine: Knowledge Business Blueprint, right?

Dean Graziosi: That’s right, yes.

Cody Hofhine: KBB.

Dean Graziosi: Yes, and when you get to that page, you’ll see a simple page, register, input your information and then immediately you’ll get a training from Tony and I. We did this cool little training. No one’s ever seen. The only place you could see it is … it’s pre-event training, that’s recorded. But then you’ll get the time and the date, and I’m telling you, I think this is going to be bigger than we originally thought. I think we’re going to have like four football stadium full-

Cody Hofhine: It’s two of the greats, come on.

Dean Graziosi: Yeah, it’s going to be presale. What I’d suggest is, because it’s not limited how many people can watch but the chat is limited. So, if you want to ask Tony and I questions or … we’re going to do Q&A at the end of the training, you’re going to want to get there early and reserve your spot in the chat.

Cody Hofhine: Rhino nation, get on this thing. This is like your chance to be listening to that. I love everything about this. You can count that I’m going to be there because I want to make an impact and I want to do this for more individuals. This is something I’ve always aspired to do and a lot of it is just by watching you and seeing your true heart in this. I’ve gotten chills. I don’t know if you’ve noticed multiple times during this because-

Dean Graziosi: Oh, thanks man, I appreciate it.

Cody Hofhine: … true heart comes out during this interview. So, I want to thank you so much for taking the time and doing this.

Dean Graziosi: Well, keep up the good work, keep impacting lives, and if you’re not crazy, you’ll join us at, register, get all the details and show up.

Cody Hofhine: Awesome.

Dean Graziosi: Thanks man.

Cody Hofhine: Thanks you-

Dean Graziosi: Appreciate you coming down.

Cody Hofhine: You’re a stud, you’re a rock star, Rhino Nation. This is amazing episode. You’re going to be wanting to listen to this over and over again. This guy’s a genius. This guy’s awesome. I love this guy. I love what him and Tony are going to be doing. Get on that webinar and I’m excited.

Dean Graziosi: Thanks man.

Cody Hofhine: Thank you.

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