On today's episode of Gathering the Kings, you can have success in a certain level of fulfillment without the passion, but there's a limit. For me, it's all about fulfill Yeah. And I think part of what fulfillment and success looks like is aligning passion, opportunity, and skill sets. And when you have those 3 as what I call the hedgehog, that's when you can really, unlock a lot more in your life.
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 reel of the reel. On what it takes to build a successful business today. 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 kings 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've got Nick Nasamento here on the king stage. How not doing that last name, brother? Spot on. What kind of business do you have, Nate? I run a coaching and consulting business. That's it.
Like, previously as a president of sales of a a solar company, then we'll see you of a of a pest control company prior to Chaz. All all based in in sales and the sales process and the semantics of such. And so we we're talking to a sales expert here today. So I'm excited for that conversation.
My my sales history goes deep and, sounds like we'll be able to have a fairly intelligent conversation here today around around some We might be able to actually nerd out, as they say, on the sales process today. That is what I like to do. Let's geek out, man. That's awesome. Before we do that, I gotta know why. Like, you you just kinda read your, like, half resume and just really impressive titles and some things that you've built.
And and now you're doing consulting and and you've been successful, but you're still after it. Why? Oh, yeah. Yeah. Well, for me, I've always been judged by family of, like, Nick, like, how much is enough, like, with money? You know, like, when is enough enough? Why you're working too hard? And I've it's caused me to reflect a lot, and there's been times I've been a workaholic. And for me, it's not about the money. It's not it's about the impact.
And having a calling, you know, feeling called to go add value so you see problems within your industry that you wanna make an impact on. And so I'm a I'm a big big believer in that and trying to have a bigger and bigger impact Wolfe simultaneously improving myself along the way. Right. Yeah. There's this phrase that we like to say inside of gathering the king's grateful, but not done.
And I think that that reality sits true for a lot of entrepreneurs because we do have this immense talent, as I might say, to continue to look forward. Even though we may have just experienced the greatest days or the greatest deals of our life. We don't we don't we don't we don't we don't sit too long in that success, and we're always looking for the next thing. So I'm sure that'll play a role in some of our conversation here today.
Do you think that you've always had that mindset with my follow-up questions to that, or has that grown over time? No. It's it's grown over time. It's very interesting to have Chaz. When I was a kid, you know, young ages, I wanted to be a firefighter, you know, and I wanted to and then that evolved into wanting to be a dentist so I could have free time to serve in my church to have time with my family. Right? Wanna a little bit of financial freedom. But I just wanted time, free time.
I've always wanted that, but the ambition has grown as I've been able to see impact and you know, adding value, serving people, and seeing the result. It's cool. It's addictive. You know? It's a great thing to be addictive. Yeah. It is, you know, and and you might have a listener listening to us talk about this right now. And guys like you and I understand that serving people is addictive.
And we can go, you know, down that rabbit rabbit hole of of serving and and it feels good, and you don't know it until you do it. And so I guess my my kinda my pickle that I wanted you to help me climb out of here is for the listener who hasn't experienced that yet, they hear guys like you and I say, oh, it feels good to serve. And they it's Yeah. Like, be rough. It's a little bit, like, what are you talking about, dude? Little bit almost snake oil. You know?
And I know that it's not because I've been there myself. In fact, actually, you're right. Next right. Like, when you go to the next high level of just trying to figure out however much you Chaz, like, in every situation to add value, it's so much so much better game to play than than money. So, Nick, how do we how do we climb out of that pitbull for the for the guy listening and asking him these questions? It starts with selflessness, and you like, you don't have to be a believer.
You don't have to be religious. You don't have to be faithful. Like, you just have to understand that people have things that they're struggling with. And if you can emphasize and tap into putting do you have the ability to put yourself in someone else's shoes? You instinctively become more of a friend to that person and you become more confident Chaz could be business interactions. It could be a sales meeting, and you're more genuine and authentic, and people want that.
And so I think it comes naturally as you to strive to point listen to people and understand their perspective, what they're going through, what their life has been, and that could be in business. It should be in business. And so that's how it's kind of as well for me. Tell me what you think about this because I I agree with you. And, like, super practically, when you were able to, you know, attain enough financial success or, you know, basically get get the nut covered is what I like to call it.
Right? Once you get the nut covered, for me, because I just don't need a whole bunch. I'm just I'm just not an extravagant type of person. Of course, we all like nice things, but I try to keep the nut fairly small, and so everything after that is, like, game time. It's it's time to play in my opinion. And it do you have you did you find that easier to kinda like let go and serve and play the game when when you weren't like worried about money? Yes. Absolutely.
You know, you think of Maslow's hierarchy of me, just financial securities, one of them. And until you get all those needs taken care of, it's hard to have the top level of the hierarchy is stealth actualization and fulfillment and big impact.
And so when you get the the core needs, relationships, your family, your, your finances, a roof over your head, payments out of the way, you can access another level of confidence and ability to focus on other things, right, on impacting and growing something bigger. So I think having a foundation and getting that out of the way, yeah, it's huge.
Yeah. So Well, and and maybe Chaz a business owner listening right now, that's why they need help growing their business, you know, or maybe they need sales training or because some of it is is keeping conservative value around a budget or, you know, keeping the nut small, as I say, but a greater lever to pull is growth earning more money, you know, being able to provide a a more value is what we say it, but, you know, someone who doesn't that.
Maybe there's, you know, I just gotta I just gotta make more money. Okay. So I want I wanna get into your story here a little bit. You gave us quite a bit of, like, just very conceptual value there. I just I appreciate your mindset. You've you've been kind of along the journey here when it comes to business, you know, a couple different variations of sorts. Tell us how you got to where you are today. Well, first of all, I'm still on the journey and, 5, 10 years from now, still be on it.
Never gonna retire. But I had a lot of ups and downs. And but, yeah, I started I started it when I went to school, went to BYU, and went on a mission to Brazil church mission. And, out there, I learned one of the greatest missionaries that I had learned from, but served in Europe. Okay? And the story I Chaz heard of him on a talk was, you know, in Europe, they don't baptize a lot of people. K? And so this guy, this is part of my whole story. He he baptized a lot.
And it's almost impossible out there with how, you know, that people are in the Catholic bait. It's great. And so they asked him, like, what did what did you do Chaz was different? And he said, every time I met somebody, if I met a smoker, you know, I didn't see a smoker. I saw a person in white robes for the change of life. Right?
And that stuck with me, Chaz, because that's a that's a a principle of being able to see people, not as they are or their current situation your product, without your product, but seeing them as they can become with their potential. Right? And for business, decide of understanding where they're at and then how can your product or service benefit them if it Chaz. And if it can't, you acknowledge that and go spend time with someone that it can. Right? And that's a big thing I don't believe in.
So, anyways, that was a big thing for me. It helped me find success on that, you know, service trip, you know, mission for 2 years. And then coming back jumping into sales. I wanted to be a dentist and went out for a summer to do solar and pest control and, and made more than what dentists make in in 4 months in college at 21. So I'm like Right. Maybe we rethink this this game plan I had. Right? And so I started recruiting building teams around that. Right?
And part of my story was these sales industries in the door to door realm, especially, they praise the top sales people. Okay? And it's part of the model, which is ugly, but they have they don't have to, but it's it's kind of by default where they almost worship and idolize the top reps because if we idolize top 1%. We make other people wanna be like him or her. Yeah. And so instinctively, that increases numbers for a lot of people. Right? It's a kind of the toxic culture.
And so that got to my head, my ego, and affected a lot of things in my life. You know, I think pride really can block a lot of success hum you need a balance of you need personal self confidence, a a ton of it to be ultra successful, but you absolutely do need humility and recognizing, you know, your weaknesses and and leveraging other people to help compensate for those. Right? Yeah. So that that's been a big thing for me.
So, anyways, was working with a fastest growing pest control company in the United States of America. They were not even on the radar, 2015, and then 2016, number 1 fastest growing, and now are the largest pest control company in the world, help active. But I left that company. I saw where it was going. I'm a control freak. It's one of my weaknesses. And when the service on the operation side doesn't get done the way I want it to, the value's not being delivered, and I I don't like that.
And it doesn't matter if your VP sale pres the president sales, you don't control that side of the business. Right? Right. And so that's what I'm like. I need to break off. I need to go start my own And so I started my own pest control company, so then I prioritize family because that is not the best market to start a pest control company. I mean, imagine saturation is a big thing in business. And I jumped in one of the most saturated markets there. Right?
Computer Seal talks about this with a 0 to 1. Satration is a very important aspect. But, anyway, I loved it because lifestyle out there from me and my family was awesome. And built that up, sold it because passion was not there. And that's important for me. That's the thing I really believe in. You can have success in a a certain level of fulfillment without the passion, but there's a limit. And for me, it's all about fulfillment.
Yeah. And I think part of what fulfillment and success looks like is aligning passion. Opportunity and Vanneal sets. And when you have those 3, that's what I call the hedgehog. That's what you change phones with first Chaz. That's when you can really, unlock, you know, a lot more in your life, I feel like. And so I started moving into a consulting and coaching while doing solar part time because, yeah, so I did that for about a year and a half.
We built up to a quarter 1,000,000 in in coaching with our 1st month. Problem was I was working in the business, not on the business. I was the coach. So it wouldn't be a quarter 1000000. We stopped at a quarter mill because I was doing all the question. I had more so than I was taken on as president of a solar company up until recently. I stepped down and ramping up the coaching business again and getting ready for both the sales convention. So yeah. Yeah. It's awesome.
You've got, you know, you've got a unique history. But I love I love Chaz, even at such a young age, you can speak from building something, from exiting something, and working for somebody else, working for your own. I mean, you've got know, all these different dynamics that you can process information through now.
And I think that that gives you an advantage for the things Chaz you're gonna do in the future because you can think in a big business scenario and also in a in a little business scenario because those are different. Inside of that, I wanna talk about your decisions because you've obviously made some you know, some fairly waiting decisions, even the ones that you've kinda already shared with us, but I wanna talk about a good decision that you made in business.
And where you Chaz look back and go, okay. When I did when I did this, it it changed the trajectory of everything. What what is that for you? That was starting my pest control company. 22 things, jumping to sales as an entrepreneur. That's low risk way to get into starting business because you learn how to work for yourself without the risk because the business model's figured out. Right? You just there's 2 things to learn.
You gotta learn how to run a business market, and and then you gotta learn how to work for and learning both of those jumping in from a 9 to 5. Oof. That's a lot for a lot of people, right, to have the self discipline and motivation to push through the the failures. So you can learn as an entrepreneur working for someone else in a sales related Wolfe, and you don't have to even do sales. You can work just a a a, I believe, incompetent people off of not time, but the value. Right?
And having KPIs and metrics set up where you can compensate based off performance. So one, but that was one big learning lesson. The other is, oh, yeah, for for my pest control company answering your question, Chaz, was one of the big wins because got it on my own. You know, I broke the chains. So to say of in in the industry housing, we're making tons of money. You know, you're making half a 1,000,000 a year plus and you're growing. Yeah. And it's hard to walk away from that. You know?
So I'm invited invited. Yeah. It's interesting because there's been several even in my own story. I don't share much, you know, about me on the podcast here, but Nick, even before the recordings, before I hit the recording button, Nick was like, Wolfe. Woah. Woah. Come back. Tell me about you. So I'll I'll take the liberty here to share a quick story because he's talking about, you know, leaving great income.
I I had a scenario similar deals, a sales opportunity or sales role that I was in and making about that amount. But I have I already had 4 or 5 other companies outside of that, and I had an opportunity to go work for Grant Cardone and build a big business from an agency. And so I literally gave up about 500,000. I didn't give them my businesses, obviously, because I still owned those, but I gave it this this ginormous w two sales role that I was in, and I left.
I've moved my entire family to Miami and and it was Frank Kern and Grant Cardone, and And we did the agency thing for a little while. And once I could see that the writing was on on the wall Chaz it wasn't gonna work out, you know, we ended we came back, but I remit What was it for you? Right. I What was it for you? Like, giving up what I knew because I had been doing it for years. Right, and going, okay. I'm literally just putting it to the side.
I was the number one, everything, and being able to go down and move my family across country. It felt like we were living in a different country, literally, because Kansas City to Miami couldn't be more different. And and then starting starting a business with a few other people Wolfe still running multiple companies on my own in real estate and all this craziness.
And so I just I just wanna hone in on this moment that you've described because I can I can relate which is you broke the mold or this film of that you needed someone or a job or a w 2, And even though it was much probably harder for you because you were making so much more money than than the average person who quits and starts their own business, my follow-up question to that, Nick, is how do you leverage that feeling now? I like that.
Well, can I can I piggyback on it real quick and you're jumping it out? Yeah. Yeah, please. I I I I think why people don't make the jump is I think why people make the jump and why they don't make the jump is fear. I think fear is the great motivator. And the fear is of why we don't. Everyone knows is, well, what if we fail? Right? X Y Z, all the the unknowns. And those are real. You don't just ignore it. Right?
And in some extent, I think being naive is a blessing that that's a whole other tangent we could go down rabbit hole. Yeah. But the fear of what gets you to jump in is for me, is the fear of what if. Yeah. What if I did well? The fomo of what if I did Wolfe, and I found out 10 years from now. Yeah. And I jump in when I'm, you know, when I'm 35 or or 40, right, at that time, yeah, a little bit 35, 10 years from the end.
So Chaz is a big thing that will help people make that jump is what the the fear of failure and then the fear of what if I succeed and I push it off? Right? That's always been a thing a catalyst for me Yeah. Is opportunity cost and fumbled of that. Yeah. So would agree completely. So how have you how have you used to leverage that now as you've kinda made some transition even recently in your life? And how so? Like, spend on that?
Yeah. So the feeling of I mean, I I I'm gonna be a little bit blocked with this, but, you know, the feeling that I don't need anybody, Right? Or that I can go I can go create something out of pure nothing, not just inside of a sales role or side of of an organization. Yes. But I don't even need that. I'm gonna go do my own own. Right? Yeah. So, I mean, obviously, you're going back to the agency. You're building up coaching again. Like, Is that because Yeah. You kinda you you touched base again.
It was like, this is definitely, like, I'm I'm all in this time or, like, What what is that feeling now that's pressing you forward to where you're, like, you're not going back to anywhere else, if that makes sense? Yeah. It's it's remember I talked about the the passion the skill set opportunity. For me, it is the passion Chaz the big thing igniting because I've had the opportunity and I've had the skill set, and I've made tons of money. But the passion has always been missing.
And in some some levels, I've had the passion, but it hasn't been to a degree that's fulfilling enough for me. Right? And so Chaz is what is causing me to wanna go all in and ignore other opportunities and say no. And that that could be a whole conversation. Some of the biggest mistakes I've made is not saying no. And saying yes to people and saying yes to opportunities that were very attractive. Yeah. So it sounds like you can relate with your story too. Oh, absolutely.
And I think that the really, every entrepreneur, you know, relates to a degree. Right? We we we learn to say yes at the beginning because we have to. We have to say yes. We're trying to survive. So it's yes, yes, yes, yes, figure out the rest later, work all day every day, like, just just survive. But at some point, there is a there's a return, a diminishing of returns on saying yes. And in fact, actually now the leverage is saying no and staying focused.
And so for you, obviously, that's what you're doing now. You're you're saying, okay. I'm dialing in. Give us some examples or maybe some stories around the, when you didn't. Say no. Like, you just mentioned it. Oh, yeah. And so one of the biggest failures was and this is not to the company, but the solar company I worked as president of sales Chaz offered that position, and I took it Chaz was the biggest mistake, and it wasn't because it was working with a bad company.
There's nothing on the it's it's a fantastic company that I love, and I love the people. Holy believe in it, but it was a mistake. And it's something I believe god wanted me to do to learn it so I can remember it's ingrained. It's 6 months of what I look now as a big failure. Ingrained, you know, and impressed memory of you need to be building and working for you and rebuilding what's, you know, you feel called to do. And then so that yeah.
If even if the money is great, oh, that's usually a a a motivator for a lot of people to get in, and that's great. Right? And then if the it's usually the money and the freedom to work for yourself, right, to get into a sales Wolfe or, you know, executive Wolfe, and that's great. Right? A lot of people will be fulfilled, but you have to look at your skill sets and your abilities. Everyone has different gifts and skills that they've been given and that they've magnified Right?
And and if you're not leveraging those skill sets to the the full potential, even if you're up you're making lots of money, you're not gonna feel fulfilled. That's been a big thing I've learned is tapping into my passion and tapping into what I feel called to do and not saying yes to opportunities just because it's a shining opportunity. You know, I remember Chaz reading a quote from Warren Buffett. He said, people ask Mike, what's his number one tip for success? Right?
And Buffet says saying no. So it's ability to say no. And when I read that when I was twenty 1, I'm like, what does that even mean? Yeah. You know, I was like, I had no idea. And after another almost decade of business now, I know exactly what he's referring to because I've made that mistake so many times of being a yes, ma'am, and sales or in leadership and recruiting, very easy to get into Chaz, but being a yes, man, a people pleaser. Right? Yep. And so it can cost you.
And what it costs you is your time and your energy. And those are the 2 most precious things. Yeah. Absolutely. What do you say to the listener right now who is caught in the the yes machine, as we'll call it. And, you know, really what that turns out to, what that looks like on the outside is that they're chasing their tail. They're busy being busy. You know, just they just say, yes. There's no real strategy.
They're all over the place, and and we might be talking about a big business owner right now. I mean, we might be talking about a guy who's got a big team and 1,000,000 of dollars, but he just he isn't dialed in. He's he needs to say, no. What does that look like for the listener? I've and I've seen it with very successful people. Right? I called being like a chicken with your head cut off, and I've been there.
So to kinda hit on that, I think there's I always thought it was yes and no. What are two things you can Right? I recently hired a very successful mentor, Chris Brown. He was met with Tony Robbins, and he taught me it's not about just yes and no. It's no or delegate. And so I think as an entrepreneur, even as a sales person, even as an entrepreneur or, you know, know what your values would be earning per hour. If you make $30 an hour, Right.
And you're going to doing, you know, a a task that is a $10 an hour activity step back and think about Chaz, right, disable the cash pool and allocated time where you can eventually hire that out. And then what happens is you can increase the earnings per hour. And for executives, oh my goodness. Like, it's even a bigger smart than that. And salespeople, they make it a lot more than that. And so You gotta reverse engineer the numbers for I'm a numbers guy. And how much do you make per hour?
And then every time opportunities come to you, it might be a good opportunity. Like, for anybody wanna build a personal brand on social media, very smart thing, but is it worth our time to edit the videos? Probably not. Hire it out. Right? And so I think learning to not be like, you have the control freak out. A lot of entrepreneurs have the they wanna take control. That's why they go start at businesses.
But you've gotta have a balance of taking control, but also giving away control to other people. Yeah. Yeah. Well, and in a true team dynamic, like you're talking about, you have not so much necessarily doing control. Yes. That is that is for the entrepreneur. That's what we're thinking. We're giving away.
But Chaz you're doing is you're just elevating somebody to to be who they need to be in that position because we joke about it even within Gathering and the Kings, even just within my my podcast, like, process. If they're like, no. No. No. Stop. You go be the show pony. Like, just go do the thing. You know, go put your face out there. Go put your boys out there. And and then we'll take care of the rest. Like, get your nose out of this, you know, which is funny we have a good time about it.
But it's it's me, yes, giving control away, but it's also me going, they're a lot better at that than me and having some humility and going, okay. I you're right. If I just stay in my lane, which is goes takes us back to the yes and the no. Yes to my lane. No to your lane. I don't I don't need to be in your lane. I'm gonna you stay in your lane and yeses are over here for me. Everything else is no. And that's, like, once you're dialing that in, like, that makes a lot of sense.
You know, whether you've got one business or or multiple, you know, like, you just gotta whatever the lane is, that's the only yes that you should be giving, really. Agreed. And I think you know the lane when you identified your highest performing activity, which pays the highest amount that we would. And that's usually where you add the most value, and it's with your skill set. Right? Like, you could be good at building sheets on organization, but you could also be good at negotiating deals.
And that negotiating deals could be a $1500 $2000 activity if you divide about how much time you spent for year per week and then how much it may do. A lot of executives have activities that make them 5 grand an hour plus. Right? And so but they only dedicate 10% of their time to it.
Right. And so, yeah, I think identifying the tasks and the items that are the big big things for you that you love doing and that make you the most money where you pre provide most value and then tying out you know, bring other people that are better than you. You know, that's why Jeff Bezos and Elon Musk were masters at. Yeah. And it's the who. Right? First. Yeah. Exactly.
Okay. So I'm gonna you you said something a few minutes ago, you you reverse engineered something that we were talking about. And, you know, I don't I don't often hear that type of language within a certain personalities. Some personalities, I do. I like yours Chaz like to start with the end in mind, reverse engineer all the way back. And so what I want you to do for us is reverse engineer your decision making process. Right?
Like, when something comes across your desk, whether you're hiring a big big name like Chris Crohn's or your starting your own business or you're hiring somebody, what's what's your what's your what's your decision making process look like? I think long term. I think long term, if I'm partnering with somebody, I wanna date them. I wanna get to know them. I've learned that. That takes a lot of time. Right? If if it's in a something I wanna invest in.
If it's something, an idea to implement, I'm thinking long term. I'm thinking 10 years plus. And I've learned that from Buff at you know, I see a lot of people stop trading and day trading and stuff, and it's just silly. When he buys something, he buys it to hold for a decade plus.
You know, I think the same way if if you're building something with a bigger vision, you're thinking long term and you start making bigger players and you you say yes to the right things, and you say no to almost everything. And that kinda helps you helps you. And also making sure do you know You gotta know what your hedgehog is. You gotta know what you're the best at. Right?
You don't have to be good at sales, marketing, and finance, or not to be the best at advertising, you know, in the space, or you just have to be the best at one specific thing, and you've gotta know how your business provides that value. Or yourself or, you know, in your job and your role and stay to that. Stay in your lane. Right?
And so I think just taking a step back, writing out all your talents and gifts, writing out what actually makes you good money, and what are your good opportunities in identifying the top ones and making sure you say yes to things that match the fact. Yeah. Yeah. Absolutely. And no to the things that don't. Is the is the actual numbers? That and that's the hardest part. That is the hardest part. It's so it's easier said than done, but that is the hardest part. Yeah. There's a filter. Right?
So, like, you know, I would, you know, I would say it's something like you determine what you want. If this thing in front of me helps me get there, I do it. If this thing doesn't help me get there, I don't do it. Like Yeah. I know that's really, really profound, but it's pretty easy decision making at that point because it's just yes or no. It's logic.
However, what you're saying is that majority of people just haven't sat down long enough figure out what they actually want, or in this case, their skill set or their lane or their job description or whatever, it's all in the same vein that we're talking about here. And once you have that clarity, then then you can apply it to the decision and say yes or no. It pretty easy. Or no or delegate against. Right? Yes. And that, yes, and that usually falls back to your why.
Like, what why not the what or the how, but why are you actually wondering what you're doing? What's the impact, right, And another thing that's on a side note on this for with making decisions is take out a list of, like, a 150 things that you have to do. Right? And of those 150 items, identify you have the the little matrix you can do of what's urgent and then what's important. Right? Something might be very important, but it might not be urgent. Okay. And so you've gotta have a balance there.
I do weigh some of my big decisions actually on a spreadsheet. And, and then you have and this is from Steven Arcavi and a lot of other people like that. Yeah. You might have something that is not very important, but it's extremely urgent. Right? Like, responding to a a an email about some job that's getting done, and it's a a big job. Right? It's not super important, but it's urgent. So you gotta take care of it. And so that's a way to help prioritize where your time goes.
And then on a that's on a micro level and a and a bigger macro level is if you take those 150 things that you got, you're looking at, you're looking at a list or just of all these things that you could do with the build a company or or to start out on a new path, identify which ones are gonna make which of those items of those 150 things, identify 5, 10 items that doing those first will make the others easier. Or go away. Right? Or go away. Correct. And do those first. Yeah. Yeah. It's good.
Hope listeners paying attention. You're giving them super practical stuff. They can they can help them right now. So pause if you need to take down what he just said. Next, give me the juice. I wanna go to speed round here. The first question in my speed round is around metrics. Obviously, you you in order to help anybody with sales, you first have to track and keep accountable Chaz I said to you before it hits the recording button Yep. Which is KPIs.
And so if you could only pick one thing to track, What would it be? Number of people talk to. K. And why? Because there's it's the number one it controls everything. It's the factor where the funnel comes down to. You could there's 2 things in sales. It's skill set and volume. Okay? And the beauty of I picked volume 10 times out of 10 over a training skill set because when you come to volume and you improve volume, guess what happens to skill set? It organically improves. Right?
Any massive a craft 10000 hours plus. So go put the time in and go talk to more people. It's the fastest way to learn. Just go get nose and, organically, you're gonna get some layouts here and there. Yep. Now so that is the number one metric. And I love working in industries where A lot of people just wait for leads to come in. There's always a way I'm obsessed on finding ways to control, right, when it comes to control free, control to go get more leads.
Yeah. And go put yourself in front of more people. That doesn't mean pushing yourself down their throat. Pushing your product, shutting it down their throat. It means talking, giving a quick presentation, good fit, need a candidate. Yes. Cool. Schedule another call. Right? Volume on that. And the other beauty of volume too is it doesn't require you to be that, you know, the typical salesperson of just shove it down the throat. Right? It's an abundant mindset. There's there's so many people.
There's so many businesses and opportunities out there. You just have to find the right people. Yeah. I love the answer. Even inside of that, I used to train salespeople around mindset of I guess it's confidence related, but what you were just talking about, which is you act different when you've already got a bunch of sales. And it's the abundance. Absolutely.
The the the core of it is abundance, but it's when you don't when you don't have any sales and and then you don't believe in abundance, that then, you know, you you can call it commission breath or desperate or, you know, we got all these terms and sales. But Yep. The trick is is, like, what what what Nick is telling you guys is how do you operate in abundance whether whether the sales are there or not yet today, this week, this month, whatever.
And because when when you have confidence in not only just the volume of what comes in, but your ability to go create it Right. Then you never have to worry when you get somebody on the phone that you have to choke them out in order to get the sale because Yeah. You got plenty to choose from. And so Yes. Thanksgiving you really, really practical stuff here, especially in the in the world of prospecting and controlling your pipeline.
And and even if you're listening right now and you're a big business owner, you have salespeople right now on your team that need to be thinking like what next given, which is abundance mindset. And then I just love that perspective. It's like if you tell a salesperson, if you had, you know, let's say the quota is 3 sales a week, and it's Wednesday, and you've already got 5.
Chaz that dude or that that lady from Wednesday to Friday is just having some of the best incredible conversations that they've ever had because they don't feel like they need the deal. They're already crushing. They got this Uber confidence. And so everything makes getting to you, hopefully, gets your people in that mindset sooner, even before they get the 5 sales on Wednesday, if that makes sense. Oh, absolutely. Momentum is magical.
If it is a it's it's an invisible phenomenon that exists in the world. And any person can tap into it, right, and numbers and work are correlated to it. And it doesn't mean being a work alcoholic. It just means she got 6 hours, but it was working. Just go talk to more people. Right? That's right. That's right. Yeah. Good stuff, man. What what book or resource would you recommend for a listener, a business owner listening right now who wants to grow? 0 to one is phenomenal by Pierce Teal.
He helped build PayPal. He came up with Musk. I mean, you've got guys that branched off from Chaz. Company to go build YouTube and a lot of other tech companies, companies that have helped us, the CIA take down the law. I mean, that is the book where you get in the eyes of some very successful entrepreneurs in how to build and scale a business. But a lot, that one is a big one. So 0 to 1, Peter, you've got the classics you know, I'm pretty happy that Redfin can get rich.
And then, you know, how to learn from a piece of white Carnegie. It's just like they have something they should reread all the time. Those are some big ones from me. A personal favorite is a gray salesman in the world. You say, of course. If you were in a It's not really much about that. You know? No. It's not. It's not, actually. It's it's a great story for well, it's very easy, very short read. If you're an accountant, you're a mama, you know, your grandpa, go read the book.
It's gonna it'll it's very impactful. So a lot of I love it because it's principle driven. And there are, you know, timeless principles that apply now, and they'll be the same principles for success a 100 years from now. That's right. So Right? Trying to think some other good ones that the people might not know of. Those are some big ones for me. I think I think good grades also classic for business. Like, that is just staple. You gave you gave plenty. That's great.
Next question is, what do you think about intentionally networking or master mining with other entrepreneurs I believe your network is your net worth, and I believe it opens the doors of exponentiality. And instead of linear growth, right, it compounds. And so let's say compound interest, the 81 of the world, and the human form compound interest is networking. So it's a it's a self selfish thing, but if you provide value, it's a selfless thing too. It's a win win.
So know your value and then when networking, I've always seen what value do I provide to this person? You know, I don't wanna just steal his time or her time. Hopefully, I can bring something that's able to put in. You know? Yeah. And so, yeah, it's also going to conferences business seminars. I got a mentor that's worth half a billion, and it's about to surpass Tony Robbins in that worth by going to his seminar and donating money. Right?
And to get around those big people, it's not that they're just Avers. Right? It's they're busy, and it you gotta provide value. And if you wanna bring them any value, sometimes you just kinda Right? AK Mass Reminds and and, you know, donations like that. Mine was lucky where he was really wanting to help Ukraine people in Ukraine.
And so I gotta kill 2 birds one stone where the money was saving lives, but I also got it again on his private jet with the military times because of it and this next level mentorship. So It's just game changing. When you're around Chaz, it just it it is a complete mental breakthrough on what you thought was possible, just being in their presence. Yep. It is game changing. So literally just go get around big people.
Mistake I made was not I I'm always obsessed on being done as a person to run it. And so that is the thing you should constantly strive him for. Go be the dumbest person. Go find go get in better rooms with bigger people. Love it. Love it. Okay. I got a question for you about family. I know we talked about this just briefly, you know, before we jumped on here. You've got a little bit of uniqueness story for this part, but my belief in business is that we're successful because we're obsessed.
It's a burning desire matched with a definite purpose. And I believe that we're successful in our families for that same reason, and there's word doesn't exist. Like, we, like, say this. I'll say this. So my question to you is, how do you hold the same level of burning desire for your family? Like you do for your business or your your ambitions in your career? I love it, Jasmine. First of all, I have to set the stage. I have not been a master of this.
I have failed miserably, but I've learned so much from it, and I'm very grateful for when this is something very near and dear to my heart, I think it's, yeah, I agree with you. It's not about, balancing and just splitting your time. It's it's about being present and going all in all wherever you're at. If you're at work, be 100% If you're at home with your family, be 100% be present, give them your attention. And if your phone's going over the message Wolfe figure it out.
You gotta create a system where you can be present where you're at. Yeah. It's good. And and you don't that doesn't mean it has to be every day. It's one thing I've learned is I I'm a very routine fiend. Right? I know a lot of us are a lot of entrepreneurs, successful people are. There's some things you don't have do every day.
You don't have to have a, you know, a 30 minute breakfast with a partner or, but having time dedicated at least whether it's every day, every week, just some kind of form, right, where you're invested into that group. For that family, that person, I think, is important. And time blocking is a very, successful habit of Wolfe, like, people that I admire. Right? If somebody's financially well off. I don't aspire delay. Right? It's not my not my thing. You know?
There's a lot of reasons I don't look at Grant Cardona as a former mentor. Take some advice, but I have to put it through a filter, right, because he doesn't have the same priorities that I have. And so, yeah, Yeah. It's good, man. I think that number 1, you you establish priorities is what I heard you say, and then you you you dial in. I mean, and it's so hard. It's so hard to because they they overlap as entrepreneurs. We're we're in different sections of time in in our life.
Sometimes at the same time. And so I think it's usually the pollination of the different areas that actually helps with, you know, spending the quality time across the board. So I just appreciate your perspective there. I know that, you know, you sharing and being vulnerable is a big deal, especially for guys just in general, But, yeah, I mean, I I would say the question is posed.
1, because, I mean, I'm doing cool stuff, like, taking taking families on a family mastermind cruise later this year, and it's it's great to talk about this topic. But this question and even my family mastermind cruise stems from me being a hard drive and and needing years ago to be, like, kinda slapped upside the head by my wife.
And then and repeatedly, even still today, that she still feels this way a little bit, but we we try to cross pollinate as much as we possibly can to be able to go wherever we need to go as a family or be we got family time on the on the calendar. Like, you said, time blocking. So a lot of lot of lot of great things that you said.
Last question, this might be a little interesting because you're you're a young guy still, but question to you, Nick, is if you could whisper in the younger next year, what would you say? Kinda what we hit on earlier. You gotta say no to about 99% of opportunities that are gonna come across the table for you. You're gonna have to say no. And it's funny because I had this advice. I already read it from other billionaires, but I don't understand how important it was and should be looking for it.
So say no. Be ready to say no and follow the options. So that would be I know it's kind of vague, but we've talked about some of the specific aspects of that already. Yeah. It's good. I appreciate that, Nick. How can the listener find you? Number 1, if they're a business owner and they either they themselves are running their sales process or maybe they have a sales team and they need help. How can they find you?
And then also too, if they're just a business owner, they wanna, you know, they wanna pick your brain. How can they find you that way as well? Yeah. Network. Well, I love networking. I love meet people on Instagram is probably the best method for just DM me. It's at Nick and sales. So n I c k n sales. K. Awesome. And going back on your family thing.
I just I just thought of something remember asking my mentor Chris from this question, you know, who consults over a 100 companies, half a 1,000,000, half a 1,000,000,000 net worth, and Dun's got a great family. That's what I admire about him. Great dynamic 42, young, successful, healthy. He's got it all. His book he just wrote is called Habitall, and the guy does. And that he's crushed my my limiting belief that you can be financially well off as an investor, business owner, consult everything.
You can have a successful marriage. And you can have good health. It's very rare you find Chaz. And you think they've traded something. You've gotta trade it. You can't. Right? You're either gonna be a fat successful guy that's broken and divorced and single and lonely, or you're gonna be the jack guy that can't run a successful business, but has a great marriage. You know? Right. It's it's possible. It's possible, and it's by actually working and collaborating with the other people.
And and delegating. So Good. A lot of great stuff here. Nick, we'll put, obviously, the connection opportunity with you in Instagram on the show notes, but Again, just blessings to you, blessings to your family, your kiddos, and everything that you have your hands to now. Thank you for being here on the show with us. Grateful for it, Chaz. Thank you so much. 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 yourself 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 and multiple different industries and now interviewing literally over 2 or 300.
Other very successful 7, 8, and 9 figure business owners is Chaz 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 1, 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 Chaz 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.