On today's episode of Gathering the Kings. Do you have to become the person that, like, can sell and deliver your product? So what I mean is if you're delivering a good experience, like, you're not going out and getting drunk every night. You're not line. You're not cheating.
You're not doing x, y, and z. And people are like, well, you know, that it it makes a lot of people uncomfortable But when I stopped being the person that it's almost like you almost have to be able to deserve to be able to sell it. Like, right. You don't a lot of people think they just come into place, and they just deserve to be able to sell something. Like, the people that sell Ferraris, they they didn't they didn't show up on the Ferrari lot and start selling Right.
The same goes in business. Like, you don't deserve to sell something until you, at your core, have become the person that can sell and deliver that product or experience. And when you become that person, your ability to sell becomes drastically easier. You are listening to Gathering the Kings with Chaz Wolfe featuring fellow 78 and even 9 figure business owners who have real battle scars from business and life, but have prevailed as the king that they are designed to be.
We welcome high performing entrepreneurs to the stage in order to reveal the real us today. We dissect the good and bad decisions they've made along the way Chaz give a true and accurate picture of the journey of success and how you too can get there. Through this dialogue, you will learn the value of growing your network and surrounding yourself with power players and keys like today's guest. Grab your pen and notebook because we're about to dive in. What's up, everybody?
I'm Chaz Wolfe, gathering the king's podcast. I'm your host, today, I've got Max Mayes here on the king stage. My bearded brother from another mother. How are you? Good, man. How are you doing? I'm good. It's Friday. You know, we were just talking about, like, oh, goodness gracious. The week is gone already. I asked you if you had kids, you said, yes. I'm like, well, that's why. Yep. Businesses. Every time, man. Clients, kids, you know, whole deal. I'm just excited for you to be here.
Thanks for being here. Tell us what kind of business that you got, brother. So we run a consulting company that works with entrepreneurs businesses kind of at any level, but generally around the 7 figure mark, and they are looking to create predictable, profitable, and powerful businesses. For them, for their family, for their legacy, whatever they wanna leave it for, whatever they wanna create. So I love it. I love it. Yeah. And you're right. Those three things are really important.
So, hopefully, we can dive into those 3 things. He gave me a little little behind the scenes on what those mean, and I'm just totally in agreement with you. Even a lot of the concepts that's that we kick around the the Kings table here on this show or even in our mastermind group are are of that. So I just am excited for us to be able to be like minded in that way today. Before we get rolling, you've you've had a lot of success. You've had a couple different companies.
You've made some transitions. At this stage in the game, you're you're playing a bigger you know, play here. You're trying to help other business owners, which is phenomenal. But why? Why are you pressing in? You've already had a good amount of success. Why not why not just sail away to the sunset? So biggest thing, biggest shift for me recently. I have a daughter who's two and a half.
Her name's Violet, and my Wolfe, Haley, there's been this massive transition in my life recently that went I'd say, like, 6 months ago, it really kicked in. So my whole life was, like, generate profit. It was all profit based. Right? And then recently, I had a massive mindset shift to purpose. And people are like, yeah. Yeah. You know, everybody's all about their purpose. Whatever, but it wasn't like, you can be about your purpose, and a lot of times people have a purpose.
They're just not in alignment with it. Right. And or they're just going about it the wrong way. Right? So, like, my biggest thing was once I've learned how to leverage my purpose and I went through these businesses, and I grew these companies. I was in an incredible place where I could just step back and say, alright. Great. Like, what can I do to help these other people? What can I do to help these other guys? What can I do to really start to transform, like, the landscape of business?
So a lot of entrepreneurs don't go down the same path that I went. Yeah. Yeah. I love that that warrior to king transition that we talk about often on this show is not just necessarily the size of the business. It's mindset. And what you just talked about, you know, working towards living like a king or being Wolfe. Purpose. Yeah. There's a lot of talk. A lot of buzzword about purpose and your why and, like, oh, give me the juice.
And it's obviously always my first question, but I think when you really hold on to that, like, when it's not just surface talk, when you've actually spent time, like, you, and the freakin' notebook and a pen and your thoughts figuring out, like, what am I here for and what am I really doing here? Who am I impacting? What am I really meant for? Then then you can go for it. Would you add anything to that? Yeah. No. A 100%.
And I think the biggest thing is, like, you know, you're living for your purpose when you will say yes to opportunities you don't necessarily want to and say no to opportunities you want to out of alignment. Yeah. So, like, it goes again. You know, I woke up this morning. I was like, two year old two and a half year old stuff with us last night, then we sleep super great. Right? Work up nice and early. And I was like, man, I was living today on vacation.
I was like, I don't wanna do what I'm about to do. Wanna work out. Don't wanna do it and stuff. Why am I gonna do it? It's like, well, you know, and and then it comes out of, like, operating out of the place of the button next. Wolfe, what you're called to do. So you get up and you do it. And then after it, you're like, oh, shit. That wasn't that bad. Right? But it's, yeah, and I would say that's it. Yeah. There's there's there's 2 versions of ourselves. Right?
I call it the 5 AM Chaz and the 7 Chaz. The 5 AM Chaz is is the one that wakes up, and then the 7 AM is after the workout. And the 7 AM guy is is always thankful and in good mood, excited about the day. The 5 AM dude, man, forget that dude. He is not trustworthy at all. Just can't believe him. You can't trust him. Can't believe him. You gotta quiet that guy down and just freaking kick him into gear. So I I I can I can relate to that?
I think that most listeners can too, whether it's working out or getting up, you know, to just get to a job site or get to a sales call or whatever it is or to a leadership meeting. I think all those things we we just do out of obligation because, hey, look, man. That's what we're called to. Yeah. Love that perspective. Let's go to your journey, man. I wanna know, how'd you get started? Like, before like, back back, you know, your 1st business, you entrepreneurialism, how did it all start?
Yeah. So I I started on law school. I went went to college, graduated college with an economic degree. Went to law school did my 1st year. Absolutely hated it. Absolutely. And it was funny. So while I was in law school, I was running a business creating, like, clothing for athletic guys. Interesting. Okay. Yeah. Got a lot of, like, And that was kind of where it all started.
Like, so I learned how to build websites, learned how to run ecommerce, learned how to market, learned how to build an audience on Instagram and did the whole deal through that. Right? And in law school, like, I had it during the last, like, few months, I kinda had to make a decision. Like, was I gonna say I'm all school or wasn't gonna focus on the business? And, obviously, I was, like, living with my parents, you know, going to law school.
What's and there's, like, a lot of pressure that was like, hey. Do this. So I shut the business down after my 1st year of law school was like, never wanna do that again. Yeah. And Chaz an opportunity. I was looking for a place to work out and had an opportunity to buy into a gym. Okay. So got into a gym, bought in 5050, and then took it over. And when I took it over, he was, like, it was, like, a weird jam. There's, like, you know, $3 a month in revenue. The the rent on it was, like, 58100.
So it was, like, And what I didn't know was how much back he owed when I took it over, which just goes into doing more due diligence before you buy a company. But That's right. Started getting into high ticket sales, turned it to across the gym, branded it, everything's going well, like, start growing Chaz, and it went That was fun. I enjoyed it, but I was doing it to have a place to work out and train to try to train for CrossFit more so.
Isn't that funny how guys like you and I Wolfe take something that we wanna do as a hobby or like, no. No. I can't just I can't just go there and work out. I gotta own it. And then, like, grow it. You know, like, isn't that a terrible one? Yeah. Yeah. It is. Yeah. And then you're like, but, you know, so it starts to get some of your time. And like, but and then again, it's like trying to train. I I get, like, very intense on the things I do. So training, I was training.
I wasn't training, like, 2 hours a day. It was 6 hours a day. It was, like, 3:2 hour workouts, but I was trained so much. I had to take, like, naps in between Wow. To be able to go train again. Yeah. I got a little glimpse into, Chaz. And I love the training aspect, but what I wasn't doing was really taking care of the business side of it. So things that like, and it was really the first business I owned. So things that should have been red flags, like, didn't hit me till they were too late.
And then it was too late. Ended up closing that down and got into construction, worked for my wife's on call and a crew, 5 guys doing remodeled, and, like, an hour away from where I lived, making, like, 15 bucks an hour.
Yeah. So it was, like, from Astronor, loving what I was doing to, like, hating what I was doing every day, but I got good at it and went and worked for a guy who's approached manager for about a year and a half and then opened up my own construction company, which I just ran until basically getting acquired by another company, and I'm sorry. It was consulting business. Wow. The the journey there, I think, is just so real.
Get into some of those red flags here in a little bit, but just to know that, obviously, you took something from, you know, underwater to surviving to then closing it down again is a whole part of the journey. And then, you know, the fact that you went from a retail gym to construction is is a whole another conundrum. It's a whole another brain function, I feel like.
But at the same time too, we talk about this in Gathering and the Kings just because we've got so many different industries represented in the group. It's at a certain level, there's it's just business. Right? Like, that's the same process. It's all the same mindset, especially especially if you remove the X's and the o's of gym versus remodeling, then now we have to talk about business. You know what I mean?
Yeah. And that's the, you know, from sales, like, to growing a business to, like, know, one of my biggest ways to grow people hate referral marketing. I don't know why they think Facebook ads are gonna save their life. They're not, like, and if you're running Facebook ads and you're doing under if you're doing under $10 a month in, like, profit, net profit, I tell people don't run a Facebook ad. Because you probably don't need it.
And, like, you can refer I grew my gym from 0, literally $300 to 1.3000000 in my 1st 9 months just through referral partners. And people are like it, like, it's so you know, it wasn't through Facebook ads. It was through referrals. The second year I grew through Facebook ads because I Chaz, like, tapped out my referrals. Yeah. But I went from the guy that no one knew to doing luxury $5,000,000 homes Right. Through that process. Yeah. Exactly. Yeah. You're 100% right. Strategic partnerships.
Can be the ultimate gasoline, especially for a guy who's even just trying to get to the 7 figures. And in my opinion, like you said, even into the multiple seven figures, like, the the strategic partnerships really I don't know if they ever tap out, but if you're local, then they possibly could. But I just think that they're that the market penetration is, like, that's how you do it.
And, of course, you can get the awareness factor through ads and and a whole bunch of other tactical items, but super good information. I hope the listeners are paying attention. Before we move on from that though, strategic partners, referrals, like, just real quick on that. Like, How do you go about that? How do you think about maybe who would be a good strategic partner for me? Because, you know, our businesses are different. Maybe I'm in the trades. Maybe I'm in retail.
Maybe I'm in, you know, high get sales, like, whatever. How do I think about who a strategic partner could be for me? So a lot of people and this is really funny because I just I'm actually getting ready to fire for salesperson over this. But going through referrals, people think that it's just networking. Networking without intention Right? It is not developing referrals. Like, join 97 associations key good for you.
You just spend a bunch of money on associations and you go and your social and whatever. And the problem is, like, you don't see this much with introverts, but extroverts. Extroverts are the ones, and I'm I'm, like, whatever, right on the line from, like, a couple of the profile things that I've done. But right on the line, a little bit more on the extrovert side. And, like, really extroverted people Wolfe go to social things to be social.
Yeah. And they'll make friends but, like, that isn't necessarily the way to close sales. And I you have to remember, like, you're going to networking. So and, like, I hear a lot of guys say, like, I'm gonna play Wolfe. Right? Like, big, like, guys in the insurance. God, it'll play golf. It'll play golf people. And I hey. I get it. Like, it gives you a nice excuse to get on the golf course. You're telling your wife, hey.
We're developing networking relationships But then what you have to do is you have to start tracking those metrics. Like, how like, so I have a scorecard for my salespeople. How many meetings did you have last week? How many were referred from the associations you joined, or how many sales were referred from the associations you joined, and how many sales did you close? Because if you're doing, I don't get do a 100 a week. I don't care.
Yeah. I'd rather you do 1 a week and get a sale week than do a 100 a week and get none of it. Right. So, like, the way that that's kind of a a side, but when you really start to look at your network marketing people, you wanna start to understand, who has a complimentary business that not only not can just provide value to you, but who can you provide so much value to to that. They have to refer. So mine was interior designers as a contractor. Like, you're an interior designer.
You charge a 150 bucks an hour. Takes 10 hours to design an interior remodel. Right? So you're 1500 bucks. Now you're designing homes that are really nice. And traditionally, what I found is a lot of interior designs, interior designers also like nice things. Right? They wanna drive the Mercedes. They wanna live in a nice house. So you're spending, you know, you get 1500 for a client for remodel for 10 hours of design. It's not very much.
That's not really you gotta have a ton of clients to make the money. Yeah. And then, you know, they'll sell the furniture, and they'll make money on the furniture. That then come to the end of the project. And then you're, like, the interior designs, like, the go to resource for the homeowner throughout the whole thing. It's low chaotic form. So what I said was refer me as a contractor.
I'll deliver good experience to you, the interior designer, I'll give you 5% of the gross and, like, and I'll, you know, do this great experience to deliver it so you can trust me and then you and I are a teen versus you and the homeowner versus me. Because when that happens, like, it just gets a it's a mess, the whole thing. Yeah. So so then then I was going to them, and they Wolfe refer me, you know, a $200,000 remodel. Yep. Well, they get $10 on it 5 k upfront, 5 k at the end.
Now they're $1500 just turned into 115. Right. Yep. And they know that the job's gonna get finished. Well, if the job takes forever to finish, they're not getting their furniture referral money or whatever, like, the money that they make on their furniture until the very end. Right. Yeah. Yeah. So I was adding more value to them than they necessarily were to me or at least it, you know, it seemed that way. Like, Hey. I can go get jobs, but I'm gonna give you all this for free. Yeah. Exactly.
So do you find people that can gain a ton from you? And complimentary businesses. And then you actually have to go, like, create a strategy to talk to them and give them a really good offer. Yeah. I love how you broke down, basically, the ability to align with that person. And I I'll add one more thing here for the listener to be able to find that commonality in the business. It's the commonality is the person that you're serving. Right? So in this case, it was a homeowner.
Yep. But you gotta figure out, like, the likeness. Like, okay. A plumber also you know, does homeowner. Yeah. That could be a referral partner for you, but the interior designer is maybe a better Yeah. For a partner just because of the like mindedness around this premium remodel experience. Where the plumber is probably a better referral for the tile guy because the tile and the the plumbing go, like, almost hand in hand, and they kinda, like, one needs the other in order to be finished.
Inside of a bathroom remodel or something like that. So that came up from a recent conversation inside of our side of our group. I've got a super big tile guy, and he's like, look, man. I love plumbers. I love plumbers. I I know all the plumbers. They're all my best friends that take great care of him because, you know, he's doing 5, 6, 7,000,000 in in sales, and and it all comes from referrals. So I think that there's a lot to what you're talking about. I hope it was still paying attention.
You wanna add something? Yeah. That's a it was an interesting thing that you said. So the the biggest shifts is a lot of times, like, when you do this, you don't want the bottom of the barrel plumber. Right? You don't want the bottom of the barrel designer. So you want the best Yeah. Because they're gonna bring you the best time. The high pay people, like, always get this confused. The high standing client is 99 notes, sometimes the best client you can have.
Like, if you perform well, if you shit the bad, the worst, because they'll sue you and whatever. But, like, they will pay you they will communicate with you because they've done all these things to get to where they're at today. That's right. And they they just have a different mindset. But what that forces you to do is inside of your business is to elevate yourself. We can look them up. Yeah. You and so a lot of people are like, well, I, you know, I can't get in touch with the biggest plumber.
No. You can. But you have to be. You have to do the best. Right? Before I got acquired, I was Sunday night, 8 o'clock, but my daughter, bed, homeowner calls me. It was a design referral. $5,000,000 oceanfront house. Hey. I think our roof's leaking. I didn't touch the roof. We had no part of the roof. It was an interior remodel. So you drive out there, you go to the attic and, like, yeah, it's not great. But, you know, it the the experience was so over and above that they continue to prefer work.
So that's right. That's right. Yeah. That experience, and we talk about this with one of my companies called Transcend transaction, and the client journey Chaz you're talking about, whether it be before the sale in the sales process or even after, there's this feeling or this experience, rather, that you wanna leave with the other person. And sometimes it requires you to know, maybe outline a process.
Maybe sometimes it's just responding to something and taking care of something that maybe had nothing to do with what you said, but it comes down to a relationship. It comes down trust. It comes down to the ability to be counted accountable or to be counted on. And I think you're giving all those those things as a great tool.
What would you say back in in some of these businesses or maybe even now in the consulting business, which is a good decision that you made in the business, super practical, that has led to success that we can learn from. As an entrepreneur who's selling the thing you're selling, doing whatever you have to do. You have to be the person that can sell the product. Like, so and what I mean by that is, like, I always work with clients on this at first with certainty. Right?
And we do this, like, in our in our 3 day master or in our 90 day implementations, like, for our client's 50,000 to client's 50,000. The one thing that you have to do is you have to become the person that, like, can sell and deliver your product. So what I mean is if you're delivering a good experience, like, you're not going out and getting drunk every night. You're not lying. You're not cheating. You're not doing x, y, and z. And people are like, well, you know Chaz?
It it makes a lot of people uncomfortable, but when I stopped being the person that it's almost like you almost have to be able to deserve to be able to sell it. Like, Right. You don't a lot of people don't think they just come into place, and they just deserve to be able to sell something. Like, the people that sell Ferraris, they they didn't they didn't show up on the Ferrari lot and start selling products. Right. The same goes in business.
Like, you don't deserve to sell something until you ask your core have become the person that can sell and deliver that product or experience. And when you become that person, your ability to sell becomes drastically easier. Yeah. Yeah. The sustainability factor is is even, like, three layers down of what you're talking about because there's people out there that sell. And they can sell it without integrity. They're not good people. All the stuff. Right? But but eventually, it's not sustainable.
It implodes. They themselves implode the business. Right? So everything that you're talking about is spot on because if you plan on being around for a while at all, which then leads to strategic partnerships and referrals and an actual business that stays around forever and profitability where you can actually take your family on a vacation and and do the cool things that you wanna do, It all comes back down to character, characteristic traits.
Like, what what are what's what's this bucket that we're talking about here? Identity, growth, I well, it's identity. Right? So I always tell people they're like, you're I you know, they're like, alright. So we we talk a lot about stories. So you have these stories in your And the reason you have stories in your head is because you've placed your actions in front of your identity.
So if you have, like, you know, people talk about posture syndrome, or they talk about, not being good enough, or they talk about maybe, you know, maybe they're kind of, like, insecure about leading their people. That's a good one. Like, if you're insecure about leading your people, it's probably because your action precede your identity. So you you your action is leading people. You're trying to lead people. Your identity is not a leader. Right. And then so you have a disconnect.
And so the result is over here. Right? So you have you have action identity result. And there's not, like, it's it's not lining up. So you have this fraction of a story in your mind, and you say, hey. Look. I'm not good enough. Or I'm not worthy enough, or I'm not the person who Chaz, or I'm not qualified to, or or you go the other way, and it's their fault. Well, my sales people aren't listening. My accountant's still doing a good job. Right. My business partners don't value me. Right.
My customers are entitled. What happened probably is your actions are proceeding your identity. So pivot, when your identity proceeds your actions, that's gonna lead your results without a story. It's just confident. Like, when you become a leader Yeah. The actions of leadership flow effortlessly. Oh, 100%. And then the results, you're not chasing results. They just happen. Yeah. I had a guy tell me a while ago. He was like, I had I always had the story that, like, of the hero's journey.
My past would be hard to get better. Right? This guy told me he was like, he sent me a message on Instagram, and he was like, you know, that's just a story you tell yourself. Because the story I told myself and I posted on Instagram was life has to be hard, but that's okay. Right? And he he sends me a message. He's like, hey. Just so you know, that's just a story you're telling yourself, and it's wrong. So, like, what do you mean? Like, and that was after a journaling experience.
So I do these 6 called stacks. That was after this journaling experience. That was the outcome I came out with. So it doesn't matter. Like, you can journal and still come up with false beliefs. And he was like, it doesn't have to be that way. And I was like, what do you mean? So it was generous enough to spend, like, 2 hours talking He was like, you tell yourself that life has to be hard. And by doing that, you're making it a self fulfilling prophecy.
Yeah. What came into my mind afterwards, that was a massive shift for me was I tell myself that life has to be hard because I wanna go through the down so I could be the hero. So it's an ego driven process, and a lot of people see that. A lot of people see the journey of that that they might make a mistake or someone else does something to them or whatever. And so life is hard, or that it's the natural flow of life. Their life has to be hard.
Yeah. The problem is you oftentimes make life difficult so you can rise as the hero. Mhmm. Right, which is an ego thing. And it sucks because when you do that, like, it's I tell people this too. If you're a single guy and you run your own business and you don't have employees and you don't have a family, you know, if kids, it doesn't really matter. I'm like, well, that's shallow. That's kind of the truth. Like, it just is. The problem because you can be the hero nobody cares.
Like, be the hero for your customer, it cools, whatever. The problem is is when you, teams, a family, And other people that depend on you? Yeah. They also have to go on the journey with you, which means you take them through them through the pick. Yeah. You can peek. Yep. Guess what? They don't get the peek. For the first few times they do, and I get it. And that's what happened in my marriage. For the 1st 2 years, I'd go through a pit, come over to the pit.
My wife would be like, oh, congratulations. Like, we're we're here, whatever. Time 5 or 6. Yeah. It's like, nah. She's like, why do you keep doing this? Yeah. Like, you know, and I and and then my I would be like, there's nothing I can do about it. Most stuff people have, like, basic sheets of yourself ever. Like, there was there's nothing you do about it now. Was something you could have done about it. Then. But so he tells me this thing's like, life is easy.
And I started looking at it, and I was like, alright. So now that I get past the thing of, like, needing to be the hero, but I needed to be the hero because I didn't have a solidified identity. So I would make my actions lead to my results which then I would associate with my identity. So I'd have all these, like, mismatched stories, and I, like, couldn't figure it out. And my whole mind shifted when he told me that because I was like, alright. So life he was like, life should be easy.
Life is effortless and life just flows. Then I start digging into my identity. I'm like, who am I? Right? So I have, like, 6 statements. I'm a worker. I'm a beacon. I'm a lover. I'm a leader. I'm a rainmaker, and I'm a game changer. Those six things. Yeah. And I didn't just pick those out of the air. Right? Everybody's like, oh, yeah. Just pick affirmations and same a bunch, and you'll be good to go. No. Yeah. Like like, those were critical foundational pieces to me that I was living sometimes.
I I'm a warrior. Right? My body's healthy, strong, whatever. I would work out sometimes. I'm a beacon. Right? I do what god calls me to do. I live my purpose in life. Sometimes. I'm a lover. When it's convenient for me, I love my life and my daughter, I'm a leader. I can meet people. Sure. Right? I'm a rainmaker. I can make money. I'm a game changer. I can change the way people do business. The problem was I wasn't living those identities fully.
Right. So I went back and I started reacceptions identities. Every single day. And I would go through and would take stock every single day. Am I doing these 6 things? Yeah. So there's there's a part where the actions do have to align. But the identity comes first. So once I came down to this, like, I haven't drank in, I don't know, a while, and I don't keep track of it because okay. But it's not like it's not like, like, if if Yeah.
If you're sober, which I'm sober from other things, like other drugs and stuff, And and I do know how long it's been. Like, Chaz stopped taking an Adderall last not last April to April prior. April 1st, 2 years ago, know exactly when it was. Right? Keep Chaz of that date, all that. So if you are sober, congratulations. That's fantastic. Keep track of your dates. I think it's incredible. But I stopped drinking just because, like, it didn't align with those 6 things. Yep. So, like Oh, good. Right.
Right. And so so my action there's no story. Yeah. Like, it's just And and there's no even desire because my act like, I know who I am, and then the actions just happen. Because it's it's, like, the actions are produced from the integrity Yeah. Of my identity. And then the results, like, That's where people make, like, making money isn't difficult.
And everybody, I know, 99.9% of the people that are listening to this are, you don't know what you're talking about, or, okay, I'm sure it's not hard for you, or, okay, you haven't been through the struggle. No. I have been through the struggle. Like, down to bankruptcy almost down to, like, almost losing my whole family down to literally my wife, like, with divorce papers, inner hands ready to walk out of the door. So, like, I've been there.
And it it was the the process of coming back from literally and it's been the journey of this last year. Like, literally, wife's getting ready to walk out the door, done, taking our daughter, business getting ready, your bankrupt, hold you Yeah. To the transition. Of Chaz, and that Wolfe really start to click on me. It was not like it's easy. Yeah. And when he told me that, like, those the that journey of identity to action to result became very clear to me.
And so when Yeah. I wasn't making it rain, Yep. I still was doing the actions that I would do as a rainmaker to make money. And then and then you don't live in a scarcity mindset. You're not worried about, like, like, I'm not worried about when the next check I mean, or when the next whatever or when the next date. Right. Because, like Doesn't mean that you're not intensely going after it. It just means that you're not worried about it. Oh, dude.
Yeah. And that's, like, But but and now it's not I'm not on a gas. I don't have my foot on the gas or the brake. Like, I'm not you know how most people, it's like, you go you make money. Slip around. You know, you make money to slow down. Right? Every sales guy and entrepreneur out there. Yeah. Exactly. But that doesn't happen anymore because the the money is a metric. Yeah. Of the other 6 identity traits. Yeah. And people are like, well, money's not associated with your body.
First of all, that's a 100%. Yeah. Like, if there's literally anybody out there, there's literally a study that was done on used car salespeople. The better you dress, the more in shape you are, the mo it's called the halo effect. The more somebody automatically trust you, and the more they trust you, they assign the all the good qualities of trust to all your other things, so they're gonna trust you about your car recommendations. They're gonna give you less objections.
They're gonna do x, y, and z. Stay in shape. Like, get off the couch, do your work, whatever. But that shift, understanding that life is easy, Yeah. When you live from a place of identity, it's the biggest shift. I think entrepreneurs need to take So they aren't spending their chaos, sending their family, sending their clients. Yeah. Just into turmoil so they can have the feel good experience of being the hero. Yeah. Yeah. You're 100% right.
I I think probably the majority of entrepreneurs fit into that category of needing to be the hero, whether they're ready to admit it or not. I found myself following you in your journey. Like, oh, man. Yep. I've been right there. Oh, yep. I've been there too. And, wow, we did it again.
And, again, and again, one thing I wanna share real quick, I don't I don't share a bunch here about myself on these shows, but one thing that you said that is really stuck out to me, and it hasn't I've haven't shared this with really hardly anybody ever. Let alone on the show and publicly, but I've I've never drank. And not because of anything necessarily, yes, I am, you know, I I find myself as a a man of faith and and but there there's people that go to my church.
My my my wife drinks wine sometimes. Like, it like, there's no judgment for me. It's like, it is what it is. Like, for me, particularly, I've just never had a desire. And then I had this alignment thing, like, a robo if it doesn't, like, if the end result of that doesn't give me what I want. And so I've thought about like that for, not just alcohol, but just in general, does this get me what I want? So first off, do I know what I want?
If I know what I want clearly, then this action either helps me or it doesn't. If it doesn't, I don't do it. Plain and simple. If it does, I do it. Easy enough. Yep. And that's really, really easy except for that. It's super hard. Right? Like, it's easy to talk about it. It's simple, but it's hard. Yeah. That's right. Exactly. So I just last, I don't know, probably about a year ago. I had someone inside of our mastermind group. We were at dinner at one of our events. And they were like, hey.
You're not you're not ordering a drink. Do you do you do you not drink? I'm like, no. I don't, actually. And they were like, okay. But but, like, is this cool? I'm like, yeah. Yeah. She's like, Like, it's that's that's on you. Like, you do you. I'm gonna do me. And and then, you know, 5, 5 or 6 minutes later, I was like, well, why? You know? Yeah. Why why aren't you doing it? So I kinda shared the same thing here. I'm just like, you know Chaz?
The end result, like, I don't know if it really aligns with what I'm looking for. And then the the his wife was like, you know, that reminds me of a proverb, Proverbs 31, where it talks about basically the king it shouldn't he shouldn't take strong drink because he has he has decisions to make, waiting decisions for the entire kingdom. And that hit me. I never I mean, obviously, I've read the verse.
I've read the Bible, but I didn't I didn't, like, have that in my brain as, like, this thing that I live by, except for that I did. It was the identity of, like, this is what I want. This is what I'm going after. Then on top of that for it to say, you know, strong drink isn't for kings. It was like, oh, man. Like, I've already identified that the king is my identity, bro. Like, come on.
So very much like you, I just think that the listener should take, like, honestly, they should just pause and go back 5 minutes and listen to everything you just said again because it's just straight gold. So thank you for sharing that. I do wanna go into some of those red flags, some of those bad decisions. Maybe top one that you did. I mean, you had a couple businesses. You know, what was one thing that you did just just like, don't do this.
So top note, like, number 1. And so are you familiar with Culture Index? Yeah. Oh, yeah. I use it. Okay. So so do I and if you're not listening or if you, you know, if you have a company that has more than 4 employees and you're looking to, like, spend a little money on the tool that's just, like, out of this world incredible, Yep. By culture index. Yep. You're like, it'll change your life. And Pete, I I know disk. I love disk. Discush rate. So are the so is the enigagram.
So it's, like, the 90 I'm, like, probably taken them all straight by default. Just another level. Yeah. But CI, it it's different. Like, and when you start to take it, it changed, like, it changed the way that I operate. So biggest thing that I would say is, like, And it can't go two ways. One is know your numbers. Now that's not what I like to do. I'm a daredevil if you're familiar. So I like leader over here, social here, like, yep. Kind of social. Not patient follow through.
Is, like, I'm my follow through is 1. My leadership is a 9. Yep. Like, super just not, you know, Yeah. So it's terrible. So know your numbers. Now I don't like to do accounting because I don't I don't like to do repetitive tasks. I'm not very good at accounting. However, I will make sure now in every business that I run. I know my numbers. How do I do that? I put someone in place who is really good at accounting.
Yep. And I make sure that I have really good optics weekly, monthly, quarterly, and annually, and they're not the same times 4 or type, like, most people are, like, my weekly metric is just my monthly metric and my monthly measure is just my quarter. You know, time's a multiplier, whatever it needs to be. That's not that's not good. That's okay. It's not great. But know your numbers. Like, keep a scorecard every single day.
Yeah. Where you're going in and you're inputting your information of, like, How much did I sell today? Yep. How much how many people did I engage with today? Because when you know your numbers, It's really hard to be thrown off. Yeah. Like, you can forecast all the problems, and you make the good business decision. Right. So if you don't want to know your numbers, I or someone who can tell you your numbers. Yep. Exactly. Like, that you can trust, and it doesn't need to be an accountant.
If you're a guy like me, you probably want a COO. Yep. If you're a guy that's a COO, you probably want a guy like me. Like, find that balance of the because he doesn't have to be an accountant, the CEO, but he's gonna wanna learn more about it than you do. Totally. So, I mean, that's, like, my biggest piece of advice is, like and this is my first time ever being in a partnership in a business and, like, Yeah. And being surrounded by students, it it's a game changer.
Like, I have people that I can rely on now in ways that literally, like, I can send an email to somebody and be like, hey. You know, pull these 25 people for me, and I'll call them or I'll do whatever. Tell me this, this, and this about our revenue and I get it back, or I can just I have a software that I pull up. It's called 90. Io. And I pulled up, and I have a scorecard, and it's incredible. Is the is the result of what you're sharing.
Obviously, you've kinda given several key factors here based on even just your personality. Was the negative or the the situation Chaz you didn't have these things in place. You were all over the place. Obviously, I mean, I'm I'm super familiar with the daredevil profile. And so in essence for the for the listener, it's like, you got a lot of ambition. You're willing to talk to people. You have no patience, and you're all over the place, which is incredible. But can be terrible.
And so the up and down that you described is is spot on. And so was was back in the back in the day, was that, like, no systems. I didn't have the right person. They I didn't know my numbers. Is that is that what happened? And then, therefore, now that's what the advice that you're giving.
Yeah. Yeah. So my thing is, like, you can you you can always outsell bad production, and you you you can, like, you you can outsell like, if you're pretty decent at sales, you can outsell most of your problems. The problem is and to unless you get the problem fixed, it's just gonna cascade it to a bigger problem. So, like, I'll go out and I'll go bigger and the risk gets bigger. Yeah. I'll go out and grow business to $7,000,000 in 6 months. No problem.
Chaz site, and people are like, oh, I wish I could do that. Like, no. You don't. Because guess what? Like because then a business gone. Yeah. It's gone. And then you're, like, lawyers, attorneys, it's it's, like, it's, like, not cool to, you know, like, what I love is having a partner or a team member or someone who as I'm growing, like, I know the numbers. And a lot of guys in the trades, like, don't wanna work with their wives.
I'm telling you right now, most of the times, like, your Wolfe can't be your biggest asset in the trades. And in a lot of businesses, like, my parents aren't in the trades, husband and Wolfe. Right? I know a lot of couples who are just power chains because when they started out, they couldn't afford to hire the second person. Right. But this the husband's the visionary, like, the go getter, like, the and then he thinks that his yeah. He thinks that his wife is gonna slow him down, and she Wolfe.
For his own good. Right. Like, speed speed kills. It also can outperform everything, but, like, until you have a rock solid foundation Chaz speech, it's it's not great. So that's my goal. Advances. The same up and down until you get the system. Yeah. Exactly. And so that's, like, you know, So I talked about Chaz. The the predictability. Yeah. Right? Predictability is based around processes. Yep. Do I like to write processes? Like but do I see the value of that? Oh, yeah. Yep. Gotta have them.
So I sit down. I read them. Yep. And, like, and then, you know, and then as a leader, I have to follow them, which, again, my profile, my grade, and I love doing it. But Like, I'm a leader. What does the leader do? Leader does what he says he's gonna leave from the front. Right. So I do what I say I'm gonna do. And if I write a process for the people to fall, I'm gonna follow the process. Yeah. Yeah. It's so good, man.
You're you're weaving in really just integrity and and even maybe your faith, but just all these, like, deeper concepts of identity really even into the the practicality of getting your numbers and and having even maybe your spouse involved, like, all those things are practical, but then you're given just the the deeper level as well. Just just because you gave me yours, I'm a I'm an architect, but I'm a, like, a like, almost 10 spread. Like, a is a to c is is almost an entire graph.
And so There's a lot of there's a lot of things, a lot of projects, and a lot of stuff happening all at once, and we're going very fast. And, oh, by the way, it needs to be perfect. Yep. So there's a The people that are around me, they say, Chaz has a high standard moves really fast and likes to do new things all the time. Yeah. Which is very, very awesome and difficult all in the same time. You know? So to speak with you. No. I love architects. I love I love working with architects.
So, yeah, it's it's a great profile. And That's not my I'm, like, the tint spread same with the same deal, and it's just like so it's I'm literally one for my d, my follow through. Let it it's just so you know that, like, I'm literally if you understand culture index, I am if you took a room of a thousand people Out of those thousand people, I have the point 001 percent. I I I'm, like, strongest. With follow through.
Yeah. So people if you think you're not gonna follow through, like, you you haven't met me. Yeah. Exactly. You gotta beat. Yeah. Because I do what I say I'm gonna do. Yep. Like, usually, I'm more of, like, the trailblazer. So I, like, hook that defect a little bit. Just because you have to. Like, you you can't. You're not paying attention. Yeah. Until you have someone who else, and then you can be all vision. And Yep. Super fun.
But Yeah. It's super high level leverage that we're talking about here. And and for the listener, you know, because because I'm associated with culture index, have been for many years, you know, and we've probably done some similar trainings and stuff, but I implement all this stuff with with a lot of my clients as well. I'm sure you do. So if you're listening right now, you have no idea what we're talking about. Send me an email to cw@chazwolf.com, or you can just DM us on social media.
There's be a link probably in the in the show notes. I'm sure that my editor put it there. And and we can get with you on this culture index stuff. It it's a game changer, whether that's Max or myself and, yeah, I'm sure Max would be willing to help because I'm sure he's into his consulting play as Wolfe, but it it it's it's another level.
There's even guys in my mastermind group that have been around me for a year plus just even recently I gotten with him a couple of times with with a few of their team members. And it's like, man, I know this person, but you don't really I mean, I know this person because I can see their graph. And I can tell you exactly who they are. And when I can when I can do that or when you know the information, then you can make decisions based on things that need to happen inside the business.
So we may have just gone over just, like, way over your head or maybe you're tracking with us either way. I'm sure either myself or Max would like to help you in this regard. So just to connect with us regarding the culture index, and and we can help you out with that. I wanna go to our speed round real quick here. The first one around KPIs, which you've already just described Chaz numbers and KPIs is, like, not even in your realm, but you have to be.
So what's that one thing that you would track if you could only pick one thing? What area of business? The whole deal. I'm trying to complicate the whole thing for you. Man, if I can only track one thing I mean, for me, like, my favorite Obviously, it's revenue. It's not the most helpful. Yeah. I I mean, I would I would say NOI, right, to net operating income.
Like Yeah. Most business owners overspend right out of the gate, start making some money, start loving it, start, like, bringing it in, loving it, you know, you gotta buy a nice car, or you get a little bit you take your foot off the gas. But, like, at the end of the day, if you know you're net operating income, like, your net net net, then you know Chaz a business owner, how much you can actually take without her being the business. And I don't, like, take it down to 0.
Take, like, take all the money on it. It doesn't matter. The problems occur when you take past that. Like, I don't recommend taking down 0, obviously, because you don't have any money to hedge for protection. But Yeah. No. We're taking Like, Yeah. If you don't know your net net net with, like, a 100% accuracy, you're you you're gonna struggle because you you will over like, you'll over distribute to yourself. I've seen, like, maybe one guy who in his profile tech expert.
He's like, like, those are the only guys with the ownership. They're just like, you know, they're very, very conservative. Or you could be, like, incredibly conservative in your, like, hedging all this money. And if you're very conservative, you probably know your net operating income and you're hedging all this money and your business is gonna grow exponentially slower. So you need to know, like, you would need to know Chaz net. Yeah. Yep. 100%.
I think that even just the way you described it, I've had a lot of guys mentioned flow, net profit. It's been said, you know, a 100 different ways, but your picture there of not not only knowing the number, but then knowing how to operate with it Yeah. Is it it you can't have a burn rate bigger than your than bigger than your flow. Like Yeah. It's not gonna last very long. And and and to your point, starting a new business, there can be a burn rate.
Like, there's a there's a period of time where I'm spending more than I'm making because it's an investment, and I can, you know, hedge those things with maybe raise capital or capital that I saved to start the business, whatever. Like, there's lots of ways to do that. But still gotta know the number. Yeah. You still, like, you still do. And people people just missed that. Like, you have to know that number because that that I mean, that's it.
And, like, I love I love leveraging other people's money for growth. Like, I paid a 100 about a year ago, I paid a $100,000 for a coaching thing. I raised money for it. Why would I pay for it? I mean, I don't wanna pay a 100. You know? So why am I gonna pay for it? So I didn't. I raised other people's money game of, like, a good rate. It's fortunate. They weren't making any money in the stock market, so it's easier. Give them a really low interest rate.
Like, people, I think a lot of people misunderstand leverage. You can't get over leverage. Now if you know you're net, you're not gonna get over leverage. She'd be good. Yeah. Love it. What book would you recommend, Max, for, for a business owner trying to grow in 23? Business center trying to grow in 23 to sell human by Daniel Pink. Love that book. It's yeah. But, like, every, you know, 90% of people out there have a bad story about selling. I don't wanna be a sales person or whatever.
Like, the cool thing is the the market for selling recently is just trans like, it's it's going so different. Like, I don't hire the typical extroverted people for sales. Like, if you're a persuader, it's like over you can be good at sales, but, like, you don't oftentimes drive it home hard enough. Or authentic enough is what I Or authentic enough. Yeah. And you're yeah. Exactly. So that's a good point. Just sounds human's great. I, like, have all my books over there.
Yeah. I would say that actually. You know what? Another one, because I'll I'll just give you one since or another one a $100,000,000 offers. Oh, yeah. If you know how to create an offer, that it that's so yeah. Like, if you if you don't have that book, you're you're missing out. And, I mean, if you do any, like, people are like, oh, I'm in construction. I don't need to know my you do because you can package things that don't cost you money.
Like, a motor mediation company can bring a high graviter and put it in our offer that you're gonna get a free high governor and that a 100 things are getting a $100 worth of value. It's $2. Like, game changer. Yeah. 100%. Stack the stack the offer, make it so valuable. In fact, make it so does that make it so good? People feel super stupid for saying no. Yep. Exactly. Thank you, Alex Ramozi. I will. I got I got a question here for you, and then we'll and then we'll wrap up.
The question's about family. K? K. And you've got a two and a half year old girl. You already mentioned that. You've already mentioned, you know, papers with the Wolfe, and divorce possibly or what, you know, before how that's obviously changed. But what are you doing now? To make those things as much an obsession as the business, especially even given the profile that you mentioned that you have. Yeah. Super simple. Exactly.
Like, it so, again, if you guys know that like, I have a I have a lot going against me for, like, being a good husband, like, other daredevils, I know, absolutely. They're like, you need to get in an open relationship. Like, no. I don't. Thank you. Thank you for your advice. It's not gonna do that. Like, I don't it's hard for me to focus on other things besides this. And I drive very hard. And my wife is very feminine and soft.
And, like, the biggest thing for me that I realized is Chaz a husband, there are four levels you have to go through. Well, first thing is this. I'm a lover. Right? Yep. That's right. Therefore, If anything that I do, I'm gonna do with love for my wife. Now so one of the reasons I don't like to drink it, I I don't wanna be drunk. I don't wanna be hungover. If my daughter wakes up, 3 in the morning, and I'm not able to go in there with love and be with her. I'm not loving my wife.
And Or your or your daughter, but but the Or my daughter. Behind the scenes is your wife. Yeah. Yeah. And so that's the the biggest thing is, like, you I you Chaz a husband are 100% responsible for how your wife shows up. I love that. People are like, my wife is decent. It's your fault. My wife is spending all my money. It's your fault. My wife and I don't have sex, it's your fault. You know, my wife is sharp with me in front of our kids. Still your fault.
Like, when you show up as a man and you lead and love your wife, You create an you create, like, if you're the earth, you're the you're the foundation. She can be the weather, and that's what she wants to be. She wants to be the storm. She wants to be turbulent. And you have to accept that. You have not accept it. You love it.
Like, I love that I've got my wife because that femininity is what opens her up to just flourishing into this, like, beautiful dynamic person that you that you get to meet. Yeah. So as husbands, there's 4 foundations you have to get to to be a good husband. The first instability. If you are providing stability, your wife will not trust you. Yeah. And you as a dare devil know this more than anybody, I bet. A 100%. The filthy daredevil. To to to, like, it they're litter it's like black and white.
Like, that so and I'm so comfortable outside of civility. Because I I I know I can bet on myself Right. To figure it out. But that's not fair to her. That's right. So stability. The next thing is peace. If you don't have peace, like, if you give financial stability screen, the next thing you have to do is peace. How do you give them peace? You love them and everything you have. Right? And you give them that, like, you don't come in, like, all stormy, all emotional, like, Right.
You come not saying you're just hide it all. Like, you give them peace that yeah. But things are gonna be okay. Yep. The next thing is look. Because people think they, like, love this foundation. Like, if you you can love somebody really hard and, like, if you don't have stability Yeah. It's gonna Like, that love's gonna get fractured really quickly. Yeah. So peace or stability, peace, then love. Anything and everything you do. You do it out of love.
Yeah. And then that follows then that allows you to have a joyful and abundant relationship. Love that. And the pinnacle's short. Right? Like, that's where you wanna be. So if you wanna if you wanna succeed in marriage peace, Your stability piece, love joy. Yeah. Follow Chaz. And then remember that every way that she shows up at your bowl, and you know, do it over a long period of time, and you'll see this massive paradigm shifting you and your wife, and it'll be incredible.
Yeah. Yeah. Wow. So good. I hope that the listener is paying attention and goes back and listens because I think, you know, a big reason why I started asking question here on the show is because I think a lot of entrepreneurs have this this wrestle, family, marriage, business, and and then there's all people talking about balance, and I think that that's just forget that.
We just gotta go in all of these directions all at once, which it, you know, speaks to your heart of of living outside of visibility. But even inside of that, you can still have structure. The confines that you just gave to us are incredible. So thank you for sharing that. I got one last question here for you, Max. I wanna know If you could whisper in the younger Max's ear, what would you say? Probably you're worthy. That was the biggest thing for me. Right? Like, you are worthy.
And, like, if you understand that you're worthy, you understand that you can have it abundant life. Yeah. It's like this, you know, and that was such a big thing for me to struggle with for so long was I didn't understand that worthiness piece. Yeah. Yeah. That's good, man. You've given us you've given us a lot to think about identity all the way to practical, you know, tips and and and bringing forth strategic partnerships to grow You've been incredible. How can they listen or find you?
So I wanna give just 2 options here. Just a real quick promo. Obviously, if someone wants to pick your brain as an entrepreneur, cool. Yeah. But maybe they're in the trades. Maybe they're not. You help both, but maybe this this talk that you've given here today has stirred something up and they wanna reach out for a paid consulting. They wanna be able to grow personally or as a as a business owner. Can they find you that way as well? Do this. So max maze at Instagram at maxbase.
It may x. It may y e s. Super easy. And I'll give this out to people because I know how many entrepreneurs go through this really deep struggle, and they think that a website is gonna solve their problems. Sure. You can literally text me at 904-553 6900. Hit me up with any of your problems, any of your concerns, any of your questions, and I'll however I can help help you there. Love it.
Yeah. We'll put both of those, you know, the number and also the Instagram and the show notes, but as the listener, don't be that guy that just listens. Be the guy that takes action, take Max up on his offer. And, Max, we just he's just being incredible, man. Like, I I think we could guys like you and I, we could probably just talk for hours and hours. And and now knowing your profile, I know that you don't have a schedule. And I'm just kidding. Yeah. Yeah. Right?
Yeah. Yeah. We just keep going and going and going. I'm the one that's looking like, oh, jeez. The time I gotta go. I got, you know, You've been incredible. Thank you. Blessings on your family, your little girl, your wife, your business, all in all the things, man. I just appreciate you being here and dropping so much value us today. Absolutely. I look forward to it. Thanks, man. Thank you for listening to gathering the Kings today.
I hope that you were able to pull out a few nuggets to go apply into your business right away. More importantly, though, I hope that you're realizing that it takes more to be successful than just being by your self doing it all on your own, carrying the weight all by yourself.
What I have realized, not only in my own journey from multiple businesses in multiple different industries and now interviewing literally over 2 or 300 other very successful 78 and 9 figure business owners is that it's tough to do it alone. And so gathering the Kings literally exists to bring together successful entrepreneurs. In fact, we are putting together 1000 kings, specifically who are grateful, but not done.
We're intentionally assembling kings who fight tooth and nail for their business, family, and communities, and here's what we believe. That in the pursuit of excellence in those areas, that it ignites within us the responsibility to govern power and forge a lasting legacy. So if that relates and and resonates with you and you know that you need people around you, sharp qualified other very successful business owners. I want you to go to gatheringthekings.com.
I want you to take a look at what we're doing and see if it makes sense for you to be part of our pursuit to 1000 kings. Talk soon.