On today’s podcast, I’m talking to Jason Khalipa – Jason was crowned the Fittest Man on Earth in 2008 and is regarded as one of the most accomplished athletes in CrossFit Games history. He’s the Founder of NCFIT, which is a global company with thousands of participants worldwide, aimed at making fitness effective, fun, and accessible. He’s also the author of “As Many Reps as Possible” where he reveals simple principles to take control of your life and harness your true potential.
Jason and I first crossed paths last year at Jayson Gaignard’s Mastermind Talks event and after a few morning workouts with him, it not only became clear how he became an elite CrossFit athlete, but also how he’s taken that and applied it to becoming an incredible coach and entrepreneur. I’m honored to have him on the show and share with you all just how much financial services and fitness have in common and how to incorporate the mindset of a world-class athlete into your own business!
Here are a just a handful of the things that you’ll learn:
- [30:15] How you can take your clients from financially unfit to fit – and why having a proprietary process is absolutely vital to building and scaling a successful practice.
- [35:40] How to hold your team accountable – and how Jason reacted when a mentor told him he had a hobby, but not a business – this is a critical lesson for every advisor to hear.
- [45:40] The story of his daughter’s battle with leukemia and why scaling his business gave him the power to take a vital step back during a critical moment in his life.
- [04:43] Why Jason fell in love with Crossfit, how he expanded his business into many verticals, and why it’s so important to have a coach to help you achieve your biggest goals, no matter what they are.
- [09:22] Why top performers gravitate toward extreme workouts and the power of mindset.
- [12:43] The moment Jason realized how important it is to compartmentalize your mindset to perform when the pressure’s on.
- [18:48] Jason’s big win at the CrossFit Games, what his training routine looks like, and how he continued to run a fast-growing business at this time.
- [23:25] The event that showed Jason that he needed to be more compassionate and changed how he thought about business and competition.
- [39:17] Why you can’t cut corners with personal development, but you can accelerate your progress. Jason also shares stories about how he changed his behavior to achieve his dreams.
- [45:43] Why having scaled his business gave him the power to take a vital step back when it mattered the most.
- [52:22] The heart to heart Jason and his wife had about how they were going to talk to their families and their daughter as she battled leukemia – and how it helped them avoid negative thinking.
- [01:03:16] What Jason learned from some of his early investments.
- [1:05:36] Easy go-to workouts you can do while traveling, the toughest workout Jason ever completed, and how gratitude and positivity leads to results.
SELECTED LINKS FROM THE EPISODE
- Jason Khalipa Wesbite
- Jason Khalipa, As Many Reps As Possible
- Not Fade Away: A Short Life Well Lived
- How to Win at the Sport of Business: If I Can Do It, You Can Do It
- Jayson Gaignard
- Austin Begiebing
- Freddy Camacho
- Tony Robbins
- Stephen Curry
- Miranda Oldroyd
- Pat Barber
- Alex Rollin
- Molly Vollmer
- Dave Castro
- John Wooden
- Dwight D. Eisenhower
REVIEWS OF THE WEEK
Thanks for checking out the latest show on to this weeks’ featured reviews.
This weeks’ first review comes to us from user C. Bernard.
Bernad, thanks for listening in! Really appreciate the review and congratulations… you’re normal 🙂 I call it being a “victim of your own success” as many of our top performing offices have faced this as well once they’ve hit levels of expansive growth where systems start breaking and lagging and falling apart, so no worries there. That means that you’re growing. Thanks for listening in. Don’t hesitate to reach out if there’s anything myself or my team can do to help you break through some of those glass ceilings. We’re here to help.
The next review comes to us from user NickS14…
Nick, appreciate the kind words. I come from the belief that if you sacrifice your family for a better business and more money, you’re really on the losing end of that deal, so love the fact that not only is the podcast helping you in your business, but also helping you in the job that really matters, which is that of a husband and father. Congrats on finding the John Israel and Jim Shields episodes, both of those two guys have helped me better show up for the people that matter most to me, my family. I’m going to do my very best to keep seeking out other guests that can benefit you in life and not just business. Thanks for listening in.
The last featured review for this week comes to us from Pete Bush CFP.
Pete, thanks for the amazing review and also for you listeners out there, Pete put the episode with John Israel into action. He actually sent me his own personalized thank you card that he had custom printed. I think his shirt actually said The Grateful Dude on it with a picture of him. He’s taking gratitude and appreciation to a whole other level. I’m sure his clients are feeling that as well. So, for those of you that missed the episode with John Israel, go back to episode 53. If you want an easy way to get there, bradleyjohnson.com/53. Definitely a game changer. One of my most downloaded episodes ever, but really all about gratitude, which is something we can all use more of heading into November and Thanksgiving. So once again, Pete, thanks for the kind words and the amazing review and just got back from Toronto and my first visit to Strategic Coach. I’m learning from Dan Sullivan and I gotta say, he lived up to all expectations. Maybe we’ll cross paths at a future Strategic Coach event, and if not, give me a shout. Love to connect before.
Take the 1st Step to Building Your Ideal Practice: Apply for “Virtual Discovery Session“
For those of you that have interest in diving deeper or figuring out how you may be able to have our team help you implement many of the ideas shared on the show, my day job happens to be consulting financial advisors from all over the US on how to grow their business and design a practice that serves them, versus them serving it. Yes it’s possible to grow your business and work less, this is a model we’ve replicated over and over in markets all over the country… So, if you’d like to apply to see if it makes sense for us to have a 1-on-1 conversation on how to overcome what may be getting in your way, you can do that at bradleyjohnson.com/apply. It takes about 5 minutes to fill out the application so we can understand what your business looks like, what challenges you may be facing and how myself and my team may be able to help. We then dive into a Discovery session where we ask a lot of questions based on your survey. We do a lot of listening, and take a lot of notes to build a rough draft of our proprietary Elite Advisor Blueprint – 90 Day Plan™. Taking the first step is as simple as applying at bradleyjohnson.com/apply 🙂
Already heard it once or twice? Please leave a short review here, and tell me which guests I should have on!
- Listen to it on iTunes.
Welcome to this episode of the Elite Advisor Blueprint Podcast with your host, Brad Johnson. Brad’s the VP of Advisor Development and Advisors Excel, the largest independent insurance brokerage company in the US. He’s also a regular contributor to InvestmentNews, the Wall Street Journal, and other industry publications.
[00:00:26] Brad Johnson: Welcome to the Elite Advisor Blueprint, the podcast for world-class financial advisors. I’m Brad Johnson, VP of Advisor Development at Advisors Excel and it’s my goal to distill the best ideas and advice from top thought leaders and apply it to the world of independent financial advising.
On today’s episode, I’m talking to Jason Khalipa. Jason was crowned the fittest man on earth in 2008 and is regarded as one of the most accomplished athletes in CrossFit Games history with multiple top 10 finishes. He’s the founder of NCFIT, which is a global company with thousands of participants worldwide, and making fitness effective, fun, and accessible. He’s also the author of As Many Reps As Possible, where he reveals simple principles to take control of your life and harness your true potential. Jason and I first crossed paths last year at Jayson Gaignard’s Mastermind Talks event. And after just a few morning workouts and interactions with him, it not only became clear how he became an elite CrossFit athlete but also how he’s taken that and applied it to becoming an incredible coach and entrepreneur. And I’m honored to have him on the show and share with you all just how much financial services actually has in common with fitness, and how to incorporate the mindset of a world-class athlete into your own business.
Here are a few of the highlights we get into. Number one, how can you take your clients from financially unfit to fit and why having a proprietary process is absolutely vital to building and scaling a successful practice. Number two, how to hold your team accountable and how Jason reacted when a mentor told him he had a hobby, but not a business. This is a critical lesson for every advisor out there. Number three, the story of his daughter’s battle with leukemia, and why scaling his business gave him the power to take a vital step back during a critical moment in his life. Okay, before we dive into today’s episode as a special thank you to you, blueprint listeners, Jason went above and beyond.
[00:02:23] Brad Johnson: He shipped me a box full of autographed copies of his book, As Many Reps As Possible, and I will be mailing them out until they are completely gone. Not only is it a great book, but it has the added bonus of being signed by a former CrossFit Games champion for those CrossFit fans out there. So, here’s what to do next, if you’d like your free copy. All that I ask is that you leave an honest review out on iTunes for our show. To make it easy, there’s a graphic right at the top of the show notes out at BradleyJohnson.com/64. Or if you happen to be listening in on a mobile player, simply just swipe down on most of them to leave a review. And then once you’ve left a review, just drop us an email via firstname.lastname@example.org. Just give us your iTunes username and the best mailing address and we’ll drop you a copy in the mail as a thank you. That simple. Also, quick apology to our international listeners outside of the US who have been kind enough to leave reviews. Due to high shipping prices, we can only ship these domestically so please just go support Jason and grab a copy at your local bookstore or out on Amazon.
So, that’s it. As always, thanks for listening in and without further delay, my conversation with Jason Khalipa.
[00:03:38] Brad Johnson: Welcome to this episode of the Elite Advisor Blueprint Podcast. I’m joined by special guest today, Jason Khalipa. Welcome to the show, Jason.
[00:03:47] Jason Khalipa: Thank you. Thank you for having me. I appreciate it.
[00:03:49] Brad Johnson: And, dude, I’ve been looking forward to this for a long time. So, officially, my first World Champions I ever have on the podcast so this is a first. I do want to start with a quick story of how we first crossed paths. Jayson Gaignard runs a cool event called Mastermind Talks and you’re out there last year Deer Valley, The Montage, so beautiful resort. And, you know, I like to think that I take care of myself and getting to the gym still at this age, but one thing I do recommend is don’t do your first CrossFit workout with a former CrossFit Games champion at 8,300 feet elevation because you put us through a couple of pretty decent workouts that I wasn’t sure I was going to get all the way through them. So, thanks for that as we start the conversation here today.
[00:04:34] Jason Khalipa: Yeah. You’re welcome. We were just trying to provide a premium service too so I’m glad we were able to get doing a workout.
[00:04:40] Brad Johnson: Well, there are so many things I want to dive into today. So, first off, what I love, I just got done reading your book, As Many Reps As Possible, which those CrossFitters out there, they’ll obviously understand where that title comes from. So, because this podcast is for financial advisors, who many of them might not really know what CrossFit is, or maybe even who you are, even though you’re really well known in that space, can you just give us an overview what is CrossFit, how has that played a part in your life and obviously, we’ll go into the business and family and a lot of other places the book goes as well.
[00:05:12] Jason Khalipa: Yeah. I got introduced to the fitness space years and years ago. I used to work at a conventional gym, worked the front desk, got into sales, was introduced to Cross which is basically a functional training program with group class instruction. I was introduced to it, decided that’s what I want to do for a living, so I opened up my first gym, at the same time ended up winning the CrossFit Games. I then competed there for a long time, eight years as we built our business. Then we expanded our business in several different verticals. And essentially what CrossFit is, the reason why I fell in love with it was the idea that you are racing against the clock and you always had someone there to kind of support you on that fitness journey. And I saw for so many years, just people going to the gym and just aimlessly walk around. This gave them the guidance and direction to get them the results they are looking for. And so early on, I really fell in love with the idea.
As I’ve matured, and the industry has matured, now we’ve pivoted and now our business is kind of in new areas, but the foundation is still, what I believe in which is kind of these warehouse functional style gyms with a coach I think are keys to kind of getting the results you’re looking for in the book really comes out it with this as many reps as possible mentality where you’re setting a clock, you’re being present, you’re being focused, you’re getting after it, and that’s something I think, within the financial sector, the fitness sector, it’s something you could take in your life and hopefully incorporate.
[00:06:38] Brad Johnson: Yeah. And I think as I dove into the book, you’d think the fitness space is so much different than financial services, but all of the principles apply, just business in general, family, finance, everything. And so, one thing I want to dive into, because I fell in love with CrossFit back in, I think I took my level 1 cert in 2012, and it was just, you know, being a former athlete in college, I’d really poured in and as I was reading your book, you were pouring into your business, but at the same time, you’re literally competing at the highest level on a world stage on the CrossFit side. So, what was it like at the core of how these workouts worked as many rounds as possible, like why did you fall in love? Like, what was like that first CrossFit workout? If even like, go back, I think you said in the book, your original guy, what was his name?
[00:07:30] Jason Khalipa: Oh, Austin Begiebing.
[00:07:32] Brad Johnson: Yeah. Your buddy that introduced you and then there was the guy that ran the old school.
[00:07:37] Jason Khalipa: Yeah. Freddy Camacho.
[00:07:39] Brad Johnson: Yes, Freddy Camacho. So, tell us about like walking into that gym the first day like you’re kind of like what’s this thing? Obviously, you were working out in the gym at the time but why did you fall in love with CrossFit? Like what was it?
[00:07:51] Jason Khalipa: Well, I just fell in love with the, I mean, it wasn’t necessarily – we can call it CrossFit, call it whatever we want. I fell in love with the idea of the workout thing and the grit and the get after mentality and having a coach, having a clock. In my first workout, I show up in the gym, which happened to have part jujitsu, part CrossFit, part muay thai, and Freddy Camacho he was a police officer, SWAT member, and basically, he just kind of took me through my first workout. And it really just what I think I fell in love with it about, it took me a while to really kind of wrap my head around it was just the idea of getting more work done in less time. And I was so used to kind of doing a little bit of this, move on to this, check my phone. Well, at that time phones weren’t as popular but doing the curls, do this, do that. And with this, it was like, hey, for the next 10 minutes I just wanted to get after it. And surrounding yourself with like-minded people they were prepared to kind of go into the trenches and get the work done and then lay on the floor in exhaustion afterwards was something I had never experienced.
It kind of brought me back to the football days. It kind of brought me back to that mentality of, you know, the community side, the hard work side, and I just found it carrying over in other areas of my life and that’s really when I knew that it was something I missed. Because I played football throughout high school and then when I went to college, for a number of reasons, I didn’t end up playing, and I missed it. And CrossFit had a tendency to fill that void for me. And that was nice.
[00:09:22] Brad Johnson: It’s this weird, it’s almost like this sadistic thing, those workouts because it’s like I remember having butterflies. Fran was the first workout I ever tried, which that was a horrible idea. But I remember having butterflies and it doesn’t look as hard as you think it’s going to be but then you get into it and just your mindset is the first thing that goes like your body is going, but your mind’s going off at the same time. And I see a lot of top performers there. They gravitate towards those style of workouts just because it really is like you’re battling yourself the whole time. So, can you take like you talk a lot about mindset in the book. And you even had a mindset coach. There’s a lot of guys listening to this podcast that have business coaches, but can you speak to what you learned in the gym pushing yourself to the extreme, number one, how it applied in your fitness journey, but then how that also crossed over to business and what you took from that?
[00:10:18] Jason Khalipa: Well, I mean, I think it’s the best thing we can do for ourselves. You start talking about, okay, let’s just say you’re a high performing finance person. Well, you got to go into these meetings, you got to be able to perform. You got to be able to compartmentalize, you got to be able to understand what’s in your control. You got to utilize mindset tips that help you execute your best ability. Well, how do you train this is a question. Well, you can’t always put yourself in these top tier meeting positions. You can’t always put yourself out there. And so, instead you could train, take within your control, which is getting really uncomfortable in the gym, getting uncomfortable in the garage, whatever, and learn to overcome moderate amounts of kind of like these small little challenges you run into, and you’re intentionally saying to yourself, “Hey, I’m going to get after in this workout. My goal is this.” And when you don’t accomplish that, you got to learn how to overcome that mentally and create the mindset of compartmentalizing. What was in my control today? What isn’t? How do I utilize positive self-talk? These are all skills that I really developed with the mindset coach in the gym, that then carried over tremendously outside the gym.
Not to mention, if you go into the gym, you bust your ass at 5 AM, the chances of you not trying to perform throughout the day are pretty slim, because you’re developing this mindset of kind of grit tenacity, get after it, and you’re learning how to overcome a little bit of adversity, and I think it just carries over so well. And I saw that not only in fitness, of course, but obviously in our business. You know, I find it really hard to believe that most people that come in our gym are super high performers because they’re not going to come in and push themselves that hard and then again, give in for the rest of the day. And then secondly, how do you then take that mindset, this grit, tenacity, this overcoming adversity, and then how does that translate into real life? You know, I’ve seen it personally occur, where you’re developing these mindset tools in the gym under like, limited amount of stress, like, at the end of the day, if you do a great workout, awesome. If you don’t, it’s not the end of the world. You’re okay.
[00:12:19] Jason Khalipa: But then developing that mindset then transfers into when real life – your kid gets sick. You know, you and your wife are having arguments. How do you learn to compartmentalize it, overcome it, and create a positive path moving forward? I think exercise is a great way to develop that.
[00:12:36] Brad Johnson: Yeah. There were a couple things I took, the self-talk.
[00:12:40] Jason Khalipa: Yeah.
[00:12:40] Brad Johnson: You know, what’s funny? When I first got into this industry, financial services or sales in general, you started in sales on the gym side and did well for yourself. You know, it’s all this self-talk guru, Tony Robbins audios, you know, all that stuff, and I remember first getting into it and hearing this first thing about mindset. I’m like, “Oh, that’s that rah-rah stuff.” But what’s crazy is as you start to hang around successful people, there’s this common theme where that is a very core thing that you find to be very true. I mean, did you find that in athletics, business, everything you’ve done to be true?
[00:13:14] Jason Khalipa: Yeah. I mean, what was unique for me is like I would be in the gym performing and then you’d see people who are in the gym that like kick my ass. And then we get into competition and I’d always beat them. And that’s when it really started ticking to me that something happens in competition where you need to be able to compartmentalize. It’s not a physical thing, right? Physically, everybody’s on a similar playing field, give or take, but it’s the mental side. It’s the ability to overcome the challenges that can really separate you from your competitors on the floor. And so, I started asking myself, “Well, if it’s helping me on the floor in competition, how else could it help me in business or in my family environment?” And a lot of it all comes down to compartmentalizing your mindset. And it sounds fluffy, I get it. But that’s really the difference between a guy like Steph Curry making his three-pointer with the shot clock coming down, right? Him being able to be that gamer, just the guy who could just make shots like, and the guy who can’t do that.
And it’s just about how are they reframing the situation in their head in preparation for that? But then how does that relate to a big business meeting? I mean, I know you’ve gone into them. I know I have too where you’re in there and you’re getting ready for something big. Well, instead of being nervous, you got to kind of have that earned confidence I talked about in the book where, you know, you put in all the back work to be ready for that meeting. Now, how do you go out there and execute it your best way possible? And that’s basically what you can gather from your workouts.
[00:14:40] Brad Johnson: I like how the reframing, there was one statement you made in the book. You’re deep into one of these workouts, and we should probably maybe we’ll circle back around and really describe because the workouts you’re talking about in the book and the workouts you performed are very different than what I was doing when I was playing college football, which was do five sets of super heavy bench and then rest for 10 minutes and then do another five reps.
[00:15:02] Jason Khalipa: Yeah.
[00:15:03] Brad Johnson: So, they’re very intense workouts. But you talked about reframing. You’re like rather than getting deep into this workout and like, “My legs are on fire. I can’t do another rep,” you reframed at a certain different way. Can you go into that and kind of how you flipped it?
[00:15:19] Jason Khalipa: Well, I mean, imagine if you’re someone listening who coaches people in financial analysis or planning, right? When you coach them, you’re mentoring them. You’re softly encouraging them. You’re finding a way to be an ambassador that helps them get to the next level. And as a coach, you’re utilizing language that’s positive in general in nature. You’re not going to say to somebody, “Hey, man, you suck at financial. You know, you suck this, whatever,” but all of a sudden, it’s us. We, for some reason, always gravitate towards the negative. And so, if you’re in a workout, you instantly say, “My legs or this hurts, I can’t breathe, whatever,” instead of reframing it to be like, well, what if I was coaching myself, I’d be saying, “Hey, find your breathing rhythm, find your technique, or whatever,” and that was something that I really started incorporating in the garage that helped everywhere else. And, you know, we saw that really translate in real life when our daughter got sick and things were really, really bad. Because we developed this set of skills in the gym, it really translates into real life, where our brain learned to instantly find the positive instead of gravitating always towards the negative.
[00:16:30] Brad Johnson: Yeah. You like to the workout and want to get to your daughter, because that’s obviously a huge, huge thing too. In the workout, you reframed it as, instead of my legs hurting, it’s I’m building muscle, I’m getting stronger. So, it’s like the glass half full lens that you started looking through, right?
[00:16:47] Jason Khalipa: Yeah. And, I mean, you’d be amazed at what that does. But to develop that skill, you have to develop it in a daily reoccurring basis, and you have to develop it in a way that’s not at such a high risk. So, like, for example, when you’re trying to develop this skill, you wouldn’t want to put yourself in a position where it’s like a really tough, like, life and death situation, right? You want to develop it where like winning is good. But if you lose, or if you don’t do as well, it’s not the end of the world, right? It could be the equivalent of you going out for a mile run. Maybe you give in at one mile, but you really want to do two miles. Okay, well, next time, let’s try and do better, let’s try and learn to overcome that. But at the end of the day, whether you’re a mile or two miles, it’s not like you’re going to, it’s not like your life is in jeopardy. And those are the ways you can slowly develop the mindset where you get to a mile the next time and now you go 1.2 miles, 1.4 miles, and you’re learning to mentally and physically break those barriers and then that translates into everything else.
[00:17:46] Brad Johnson: Yeah. So, I want to spend a little more time on kind of the athletic career because I think that sets the stage for business, and then how you translate that to family. So, what’s interesting is I really, I remembered, like, getting into CrossFit when you guys first got on ESPN, and I think that was like 2010, 2011, somewhere around there. And just seeing these incredible workouts, but you were actually in that well before it really kind of hit the mainstream. So, I think you started in 2007. Is that right?
[00:18:14] Jason Khalipa: Yeah. I started like 2006, 2007 but the games were at the StubHub Center for the first year in 2010 so that was really when things kind of elevated. I mean, this StubHub Center, you know, it’s where the Galaxy plays down in LA. And it used to be called the Home Depot Center. I mean, it’s legit, right? There’s nothing else to say. It’s a legit stadium. And we really felt like we were kind of coming up at that point.
[00:18:41] Brad Johnson: It’s crazy to see how the whole movement grew. So, you start 2006, 2007, you literally win the whole thing in 2008. So, like, you’re this new kid on the block, kind of out of nowhere. So, what was it like to kind of find this new passion and then, boom, you’re number one in the world? Like, what did that do to you like mentally? What did it do to your image out there? How did that impact your life just going from not being on the scene to being on the scene?
[00:19:12] Jason Khalipa: At the time, we didn’t really know the gravity. After I won, there wasn’t much money, it was on a ranch. It really wasn’t that big of a deal, right? I mean, it was a big deal, but not hugely. We kind of laughed about it. It was more like, “Oh, my gosh, I can’t believe that happened.” We went to In and Out Burger after and it wasn’t like a big deal but it did help boost the business because we got a lot of web traffic in the beginning. So, social media wasn’t as big yet. We got a lot of web traffic to our blog, which helped our business start to grow. And that’s right when I opened the business, which was helpful. But really, at the time, we didn’t really know and then from 2008 to 2009 things grew exponentially. And it went from like 1,000 people in 2008, took 5,000 people in 2009 to then 10,000. It just kind of exploded at the Home Depot Center.
And then 2011, 2012, 2013, 2014 were really those were like the heyday. Those were like massive growth for CrossFit. And I was very fortunate to stay at the top all those years and compete. I didn’t know at the time it would change things for me. I was just doing it because I love to train hard. And as I was shifting, as I was competing year after year after year, I always told myself, I never want to do it for money, never want to do it for fame. I wanted to do it for me because it’s such a hard sport in the sense of like it sucks so much to do these events, that if you don’t have a strong reason why you’re doing it, it’s easy to give up. I told myself like money and fame are not strong enough reasons for me to continue. I need to kind of have a deeper internal passion for it.
[00:20:45] Brad Johnson: Can you go through when you were training hard like what a day looks like? What was your, just like quickly, you don’t spend a ton of time. Well, I mean, some people get a gravity of how much you poured into this to excel at that level.
[00:20:56] Jason Khalipa: Yeah. I mean, like a month ago, I just competed in a big event called the Rogue Invitational where they have this legends event where they invited back kind of like the legends, right?
[00:21:06] Brad Johnson: You’re getting old, man. You’re becoming a legend. Be careful.
[00:21:08] Jason Khalipa: I know. I know for that one it’s just about consistency. And so, there’s no days off. It’s just consistency, right? It’s really about getting after on a regular basis for a couple hours a day. Back in the day, you know, it looked like early morning session, heart cardio, fasting cardio, midday would be like traditional CrossFit with strength and then like couplets and triplets and metcons and stuff like that, and reps. And in the evening, it would be more like a skill session, getting in volume. So, it’d be morning, afternoon, evening, and in between, you’re trying to get in everything else I had to. And I would do that for years and years and years because I competed in such a long season because of what I was able to accomplish, I do what’s called The Open, then do Regionals, then do the Games, then I’ll compete to represent the United States. And that almost became a year-round cycle.
[00:22:00] Brad Johnson: Yeah, and run a business at the same time.
[00:22:02] Jason Khalipa: Well, yeah, I actually think that it helped me because I had to be so diligent in everything I was doing, that I was just really aware of my time. And because I didn’t have time to waffle. You know, it’s like if I want to build a business, you know, compete well, that there is no waffling. Like you got to go like there’s no dilly-dallying.
[00:22:22] Brad Johnson: Yeah. How many hours of your day were literally dedicated to training when you were training?
[00:22:27] Jason Khalipa: Probably like two-and-a-half of like legit, legit, like I’m talking, I’d get home, turn on the clock and my wife would come in and yell at me because dinner was ready. And I’d go sit at the table, just basically sweating still, you know? I mean, that happens so many times, I cannot tell you. Because I want to get the work in, I set the clock to get it done, but then she wanted to have dinner and we were just kind of go back and forth. So, it wasn’t more, it wasn’t better. It’s just the effort that really got you to where you want to be.
[00:23:00] Brad Johnson: Yeah. Alright. So, let’s go into a couple of things and then I want to flip over because what’s crazy, you’re breaking former football player in college. There’s the stereotype of the dumb jock. Well, you’re breaking that because I can tell you just sitting down with you at mastermind talks and the level that you’re running your business at is super inspiring. And so, I want to get to that because there’s a lot that advisors can take from that. But as we go through, I just kind of want to give for those that aren’t super familiar with your career, basically, so 2008 you’re kind of just a regular guy that likes to work out. You win the CrossFit Games. 2009 you had a pretty big setback. And can you speak to that? Because the first event basically crushed you. You were like almost dead last on the totem pole. But then…
[00:23:51] Jason Khalipa: Yes. Yeah.
[00:23:52] Brad Johnson: Yeah. You tell the story. I don’t want to tell it. Go ahead.
[00:23:55] Jason Khalipa: Well, no, I mean, I was going into it. I didn’t know how to control my nerves. I was a previous champ. I went out there and I just fell apart. You know, I ended up passing out, blacked out. It was a 7K hill run, but it was like aggressive, like super, super-aggressive, like straight up. And I mean, some of it was on your hands and knees and I just found myself just overcome by events. I was overzealous. I couldn’t control my emotions and passed out, woke back up, and finished the event. I took 70 seconds out of 74 people, I think. And then from there I just built my way back up. I took a fifth. That year the way it was, you know, it is what it is. That year, they started off with 75 people or whatever it was, and then they actually made cuts throughout the weekend. Had they not, maybe things would have been different. I actually could have – it just skewed the earlier events. There are so many people but it’s irrelevant. Basically, I bombed there.
And from that year, you know, I took a first, a fifth, a 16th, and 10. I learned a lot that year too. Then like a seventh, a fifth, a second, and third. So, I kind of moved my way back up onto the podium spot, which was cool. And, you know, I got no regrets. And then I went team for a year, learned a lot with that experience. We had a girl on our team, Terry Seal, and it taught me a lot about camaraderie team. And looking back on it, I think there were some things that I learned about myself that I was very competitive and I allowed that competitive mindset to overcome what’s right as a human being meaning like I wanted her to continue. Because I was so caught up in the competition, we were in the lead by a landslide and…
[00:25:39] Brad Johnson: Who are your teammates on that? Just to give perspective, because there are some rock stars.
[00:25:43] Jason Khalipa: Well, there were six of us. There was like Miranda Oldroyd. There was Pat Barber, Alex Rollin, Molly Vollmer was on there. And we had like six of us, right? And I learned a lot about competing through that event because I’ve learned that I am very competitive and that you can never allow your competitive spirit to overcome what might forever hurt or injure somebody. And we were so body in all of us that we were almost blinded to the fact that she had hurt herself, you know? I mean, you do what you can. Well, now, I’m not saying I did anything like crazy. I’m just saying I should have been more compassionate and I should have – it just was harder to walk away in the team because once I poured. You know what I mean?
[00:26:26] Brad Johnson: Yeah. You poured so much into the prep. I mean, it’s really probably too much to let that go.
[00:26:31] Jason Khalipa: Yeah.
[00:26:32] Brad Johnson: Well, and to go back and circle around there, you shared a mental model in the book that I think is huge that goes back to 2009 where you were saying you’re dead last. You could have given up. I think, actually, Dave Castro asked you if you want to give up, right?
[00:26:48] Jason Khalipa: Yeah.
[00:26:49] Brad Johnson: And you said what I love is you took something that some people could have just gotten pissed off and like made excuses but you went back and reflected after and you said, you know, knowing what I know, should I have changed? And how can I improve for the future? And that was when I think the kind of mindset coach came in and that the two circles. He basically put two circles side by side that basically impacted a lot of the future the way you thought about competition and business. Can you go through that for everyone?
[00:27:19] Jason Khalipa: Yeah. I mean, you know, 2009 I passed out. I was listening to DMX in my headphones. I was getting too riled up, too pumped, I didn’t learn to control my emotions. 2010 similar experience happened because, at that point, I climbed back up to fifth. So, going into 2010, I was pretty much the favorite because I had a first and a fifth underneath my belt. And, you know, jets fly over, national anthems playing, I’m just fired up. And, again, it’s an example of I didn’t control my emotions. And so, in 2011, I started identifying someone that could help me and basically you do is you compartmentalize, you know, two circles, on the right within your control and left without of your control, jot down all the things that are in your control and decide to focus on that circle. And if you think about that, in terms of competition, it’s like, “Oh, what are my competitors doing is outside my control. Don’t focus on it. What is this? What’s in my control? What am I eating? How am I warming up? Did I double time?” I have to choose stuff like that. And when you start focusing on those, it just puts your mind at ease and some of the big factor for me going into 2011, 2012, 2013, etcetera.
[00:28:31] Brad Johnson: Was, “Did I double tie my shoes?” actually on there? Like was that…
[00:28:34] Jason Khalipa: Oh, for sure. Oh, yeah. I mean, because think about that for a minute. I mean, even triple tie. I mean, if you’re in the middle of an event, that’s being won or lost by seconds, and your shoes come undone, that’s a stupid reason not to win, you know,
[00:28:47] Brad Johnson: That’s some John Wooden level stuff right there.
[00:28:50] Jason Khalipa: I’m just saying it’s all in the details, right, especially when you get to the highest level. It’s these little things that matter. You know, just like in your industry, when you get to the highest level in whatever you’re doing, it’s the small little details that can really add up. And I mean, I see that in business on a daily basis. I mean, our gym can be performing well. But for instance, it performed great. It’s all in the little, little nuances that get the member from, you know, coming back in more often, telling a friend more often. These little steps snowball.
[00:29:19] Brad Johnson: Yeah. So, let’s go there. Let’s go to business. So, I met you for the first time half a year ago, a year ago almost now. And your reputation preceded you just because I had invested some time in CrossFit and not to the level that you had but I was familiar with kind of the core legends of the sport. And what was really cool to see was I had an image of, okay, here’s a guy that obviously performs well in his sport. But when we sat down, I think it was for lunch, you pull out your phone, and you’re running over 20 gyms worldwide now? What’s the number at?
[00:29:57] Jason Khalipa: Yeah. It’s like 22.
[00:29:58] Brad Johnson: Twenty-two? All over, you’ve got one in Cabo, right? You have multiple gyms in California, just to give some perspective to who’s listening in.
[00:30:05] Jason Khalipa: Yeah, and then Asia. Yeah.
[00:30:06] Brad Johnson: Then Asia as well. Okay. So, let’s translate this and I’ll paint a little bit of a picture and then I want to just hear kind of as you think about your business. So, it’s really interesting, because when you think about financial services, not that different than the gym business, really. So, you’re helping people go from unfit to fit. A lot of our advisors that are working with retirees, they have brick and mortar locations, some of our biggest offices, multiple brick and mortar locations in their markets, helping people go from really not having a plan for retirement to having a plan for retirement. It’s not that different than creating a legit workout plan, right? And I think some of the things that they struggle with, is for you, it’s easy to control, Jason, like, you know, if I put in the work, I get this result. Most of our top offices do as well. They’ve got kind of the core advisor that founded the firm. What’s really tough is that transition to now it’s not just all about me. Now, I’ve got to train other advisors to basically perform at the level that I would perform and they might be in different office locations, that I can’t literally be there looking over their shoulder. So, you pull out your app. I’m going to get to the question here. But I want to paint a picture.
[00:31:16] Jason Khalipa: No, I get it.
[00:31:18] Brad Johnson: You pull out your app and one of the things we preach a lot to advisors is in order to translate what’s in your head to your team, you have to have a proprietary process, you have to have steps that follow that it’s like making a Big Mac at McDonald’s, right? Here’s how you make it. Here’s the recipe. You pull up this app, it’s literally you’ve got an app for your team, not your clients, not the people working out, but your actual people running the gyms where literally you’re firing off the workout of the day with instruction to them, the steps on how to coach it. I mean, you’ve invested some serious money into systematizing your business. So, I would just love to hear your perspective on your running this thing like a well-oiled machine. How did it get there? And what were maybe some mistakes you made along the way or things you figured out? Because it obviously didn’t start that way. And I’ve seen a lot of financial services guys struggle with that. So, I think it could be really helpful to them.
[00:32:14] Jason Khalipa: Yeah. I mean, so if you look at our business, we have three verticals. Vertical one is open in a public location, so you can join our gym. Vertical two is corporate wellness. We only service a brick and mortar within a company. So, let’s just take Western Digital is a large client of ours. Lucas Films, for example, we have a gym in their location. That’s only for those employees but we still need to service at the exact same way. It’s just the demographic is different. One, the company pays for it. The other, the consumer pays for it. It’s just different. And then the third vertical we have, which is our digital products, and what you’re referring to is actually our digital products. So, what we realized years ago is that I wanted to be more like Starbucks meaning if you get a latte in one place and a latte somewhere else, you might have a better barista, and I believe in that. I think that it ultimately comes down to the barista. But they have certain guidelines and expectation that you can’t have a really, really crappy latte and a phenomenal one. They’re going to be within a certain like, you know, guidelines, right?
So, we started saying how do we provide that at our gyms? And the best way we can provide that is by having in-depth every day exactly how we want being coached. Now, back to the service focus, so it’s our job to develop world-class coaches and there will be some that are better than others, better engagement, better personality. We need those people to be highlighted, of course. But if you’re new to our staff, or if you’re still coming up in the reins, we want to make sure that you know, “Hey, this is your timeline, this is how we want you to do this,” and as detailed as possible, use it as a development tool on a daily basis. I think what happens in our industry and maybe in yours as well, you go pass your test to be a financial analyst or whatever, you go pass your test to become a coach, and then the learning stops. And for those that are excellent at what they’re doing, they’re going to seek out additional learning, of course, but for those that are kind of like just okay with mediocrity, potentially, they won’t seek it. They need to be showing it.
[00:34:14] Jason Khalipa: And so, for us, it’s a daily tool to develop our coaches that they’re required to read. And what we’ve seen is that the overall level of coaching from two years ago, when we started this has now every day just continue to move up, because it’s a daily coaching development tool. And now we actually sell those programs to other gyms because we have a full-time staff that’s creating it for us. Now, we sell it to other gyms along with some of our other systems and procedures. And that’s our new digital vertical has been very successful for us because it scales so well.
[00:34:46] Brad Johnson: So, just to make sure I’m hearing you right, because it’s an app, and I’m sure because you can monitor like literally the requirement to be a trainer at one of your gyms is, is it reading? Is it a video? What are you actually? How are you getting that knowledge into their brain?
[00:35:00] Jason Khalipa: There’s two videos a day and in-depth session plans for three workouts a day, every day. So, we film six videos a day and there’s five independent workout tracks. And there’s deep education for three of those five education tracks. And every single day, every one of our coaches is required to read the content and then watch the videos, both.
[00:35:23] Brad Johnson: How do you hold them accountable? How do you know that’s happening?
[00:35:26] Jason Khalipa: Well, I mean, you could watch their classes and observe if they’re following the flow. Ultimately, the answer is we don’t. We can’t guarantee that our coaches in Shenzhen, China are delivering it exactly. But from the feedback we hear is that they actually like having it. They look forward to it because it gives them a roadmap to follow to be successful. And instead of just being like, “Oh, go coach this class.” It’s like, “No, here’s the way I want you to breathe it. This is the stimulus. This is how you do this. This is how you do that.” And it takes a lot of time for us. We’ve invested a lot of money, but I’m confident that it was the right move for our business.
[00:36:03] Brad Johnson: So, I have obviously the benefit of having you lead a couple workouts and great coaches, no different than great financial advisors training other great financial advisors have a knack for simplifying the complex and breaking down. You know, in this complex movement, what are the core small parts of that complex movements? So, are you the guy that’s the knowledge base where this is coming from? And you’re just blocking part of your day? And just hammering out a bunch of videos to then be redistributed through the app? Or are you now training other team members to be those people training on the videos? What did that progress look like where Jason was the guy and now Jason’s not necessarily always the guy? What was your model for that?
[00:36:41] Jason Khalipa: Yeah. I mean, we have a team that does it. I jump in when I’m not traveling. I travel a lot. And so, we film on a once a week basis, basically all day, and we invite a group of coaches to come and help deliver with some kind of key captains involved who are really in charge of quality. Delegating out was really hard because, ultimately, I had a mentor of mine once told me, he’s like, “Hey, man, just letting you know, you have a hobby, not a business.” And I was like, “What do you mean?” He goes, “Well, if you get hit by a bus tomorrow, your business is gone.” And what it was is that I was a figurehead. I was doing most of the stuff and after that day, I sort of working towards delegating and elevating our other team members and we’ve seen significant success after that because now we put people in places who are really good at what they do. Let me focus on what I’m really good at. And as an entire team, we continue to grow and evolve. Not to mention, if I want to go to Europe for a month, I don’t have to worry. The business will continue to move forward.
If you’re a financial analyst, and you’re a one-man show or one-woman show, you might get paid $100 an hour, or whatever, but if you want to go on vacation with your family, not only are you paying for the vacation, you’re also losing that revenue. So, how do you replicate yourself? And the way you replicate yourself is by giving clear and concise guidance direction, and going in that route, set this way, basically, you could create a trajectory for your people and for your business long term.
[00:38:10] Brad Johnson: Being a top performer, was that hard for you that very first step, the delegation?
[00:38:15] Jason Khalipa: Yeah, for sure, because you think you do everything the best. You can’t. I will never be able to do everything in our company the best because I’m doing everything. I need to just find where my ROI is at. You know, where’s your ROI, right? What are you uniquely good at is what I ask myself all the time. And, for me, what I’m uniquely good at is business development, sales, and marketing or whatever, creating a vision. I’m uniquely good at that verse. Am I really uniquely good at coaching? Maybe. Am I really that good at managing a location? Maybe. But is that really where I’m driving the biggest return for our company where we’re at today? And if it’s not, then you have an obligation to delegate out finances, whatever it is, so you can focus on what actually moves the needle.
[00:39:04] Brad Johnson: So, I love in the book, your early story, because the cool thing is you were the guy starting out like running the front desk like selling membership.
[00:39:12] Jason Khalipa: Everything. Yeah.
[00:39:14] Brad Johnson: Probably mopping the floor. And, Joe, here’s one thing that I took is you’ve always been open to seeking mentors out, right?
[00:39:23] Jason Khalipa: Dude, all the time.
[00:39:24] Brad Johnson: Where did that come from? Did you read that in a book somewhere? Was that what your dad instilled in you when you were young? How did that come to be?
[00:39:31] Jason Khalipa: I don’t know exactly, but I think ultimately, what I learned at an early age is that if you want to move forward, you have to consume as much content as you can from those around you, specifically those that are currently doing or have done what you want to do. And I think maybe that came from my athletic career because, in CrossFit, I would go seek out the best Olympic weightlifter, the best this, the best that, and I would learn from them and then implement that into my sport. Well, that then translates into business as well. You know, if I want to grow a multimillion-dollar business, let me go sit down with people who have done it, and find out how they got there. And I think that’s really important still today, is I was talking to a gentleman the other day and I wanted to learn how to make these kebabs on the skewer and doing these kebabs on a skewer are really hard because it’s called Cubadak and it’s basically ground beef on a skewer. And every time I tried to do it, the ground beef falls off the bottom because I put on the fire and just drops off and I’m like, “Damn it.”
And so, I walk up to this guy like, “Hey, man. Can you tell me a secret for those kebabs?” He’s like, “Yeah, 30 years of experience,” and I’m like, “Okay. All right. I hear you.” And basically, what that shows me is like you can’t hack your way to doing something like someone can who’s been dedicated their life to it for decades, but what you can do is I sat and I watched, and I watched and I watched him for well over an hour. I just observed, and I’m not going to be able to do what he does tomorrow. That’s fine. But over time, I’m speeding up my process, because I’m learning from someone who’s been doing it for 30 years. It’s the same thing in that fitness space. We worked on the handstand, or whatever we worked on. I’ve been doing this for a long, long time. I could speed up your progress so much quicker. And I think that’s what mentors can provide you is like they catapult you.
[00:41:23] Brad Johnson: Yeah, I got that from a mentor. He’s like, “Dude, if there’s anything in life you want to figure out, go seek out a coach that’s been doing it successfully helping people go from here to here,” and you’re just going to accelerate your learning curve, right? You’re going to eliminate all the mistakes that you make if you just trial and error it yourself the whole time.
[00:41:42] Jason Khalipa: That’s exactly right.
[00:41:44] Brad Johnson: Yeah. That’s such good advice. So, let’s keep going here. I’ve got like four hours’ worth of questions and not enough time here so we’re AMRAPing this podcast here. So, you’re Jason back in the day, working kind of the front desk of the gym membership. There’s this mentor named Joe.
[00:42:00] Jason Khalipa: Yeah.
[00:42:00] Brad Johnson: That you talk about. And you said you wanted to own a gym someday. And what was the advice he gave you?
[00:42:06] Jason Khalipa: He said, basically, if you want to be an owner, start acting like an owner. And that was really powerful to me, because at the time he kind of walked away, and I didn’t really get what he meant. But later on, I see the way he interacted and I’d see what he was doing, and I got what he meant. Like, if you want to be an owner of a business one day, and you’re currently a financial analyst or planner or whatever, well, what makes you think that if I just give you my company tomorrow, then what are you going to do, right? So, you get a new business card and all of a sudden you’re going to act different? You shouldn’t be acting different. If you want to be an owner then start acting an owner today. Develop those skillsets and show the rest of the world that you are earning that trust. And that was a big, big takeaway for me. And after that day, I started dressing a little bit different. Not so much fancy, but I started to act a little bit different, picking up the, you know, instead of walking into the bathroom and seeing a paper towel on the floor and saying, “Oh, that’s the janitor’s job.” No. That’s your job because you want to act as the owner and as the owner, you got to take pride in the overall facility.
And those are just some mindset shifts that really made a difference for me and I think it’s really important. I mean, I think a lot of times people want to put the cart before the horse. They want to get paid more before they act different. Well, start acting different today and then you will get paid more. Provide so much value to people that they have to pay you more. It’s just a different way of looking at it.
[00:43:26] Brad Johnson: Well, and what a form of leadership too like I was just listening to a podcast the other day, and it was a multi-, multi-million dollar company and the CEO would literally, they would do a dinner for all of the employees. Literally, the CEO was the guy at like the table serving his employees’ food. And so, if you’re the owner and you’re humble enough to walk into the gym and you’re not too good to lean over, pick up the paper towel off the floor and throw it in the trash, what a form of leadership to the rest of your employees as well. I think it translates in a lot of different areas there.
[00:43:58] Jason Khalipa: And you don’t even need to say anything, right? You just go do it. And, you know, I think it’s really important for us in our culture, especially because we’re a fitness culture is like everybody needs to know, that whatever we ask of somebody, they know I’m prepared to do it. And so, it’s the leadership of our team. And I think that’s where that culture starts with. And it starts with workouts, right? You can do workouts with different coaches or whatever. But ultimately, at the end of the day, you know, no one should ever think that anything is below them or above them or below them, like I should never think, “Oh, that’s below me.” That’s just the way that I see things and I don’t know. it’s worked out okay so far.
[00:44:41] Brad Johnson: Yeah. Well, there’s something to the leader that’s not afraid to jump down in the trenches. I mean, there was a book. I think it was Dwight D. Eisenhower. It was a World War II story and he had all of his generals laying out their battle plans like on D-day and all of them were like, “We’re going to send the troops in. We’re going to send the troops in.” And all of them were like what the leader was going to tell their people to go do. And he basically listened and then he pulled out a piece of string, and he sets it on the table. And he says, “I’m going to try to push this string,” then he starts pushing it, and it’s folding up on itself, right? And he says, “Here’s how you lead,” and he takes his finger and he pulls the string and it’s a straight line right behind him. And like so much of those principles apply to business. I mean, that’s how you lead. You model it and follow me, you don’t say it, and I love that out of the book. I love that out of your life, how you translate that to your family.
I want to go there because, dude, that was inspiring. You open the book with your daughter’s story. Obviously, you said it’s the toughest thing you’ve ever faced, and you faced a lot of tough workouts in your life. So, can you tell a bit of Ava’s story? And then we’ll kind of dive off wherever that takes us.
[00:45:55] Jason Khalipa: Yeah. I mean, ultimately, in sport, you think you’re like pushing yourself and in business, you have some tough meetings and this and that, but none of those are life and death, right? I mean, I’ve blacked out. I’ve whatever. Yeah, okay, you know, but when you get hit with – so our daughter was diagnosed with leukemia in 2016 and that’s like real stuff, you know, like, everything else is just nothing when you get that type of news, because nothing is more, there’s not as much gravity in but all of these different experiences lead us up to this point, to be able to really tackle it on. And I think that’s the real motivation for the book. You know, I originally wanted to write a book about anti-hack, hard work, and what I saw. Then I ended up this happening in our life and I realized that every person should work as hard as they can at work, at their family, in the gym.
I said, “God forbid, if anything ever happens to them in their life, they’re in a better position to handle it,” and that was a real motivation for the book is that you never know when things could happen. And my motivation for creating a company and creating wealth is not because I want to buy new cars and watches and whatever. It’s because if something ever came down, money becomes irrelevant, becomes a non-factor. And I saw that when she got sick. Her first bill, I mean, we had insurance but our first bill is $400,000.
[00:47:25] Brad Johnson: Wow.
[00:47:26] Jason Khalipa: And now we’d have to pay that, right? But point being is that I saw what happened in our life. And this is a money type of podcast. I’ll just share this with you. We were out-of-pocket, I think $12,000 a year for the last four years because of medical bills. In the grand scheme of things, most people listening to this, they’re like, “Okay. I can handle that, $1,000 a month,” which we were grateful to too. But what if you couldn’t, right? Now, you’re out there, you’re stressing because your child is sick, you have all these other factors, and you still have to worry about paying your rent. And so, the motivation for me today and forever is to help other families that are going through this and that’s why we do a lot of philanthropic work and we do a lot of stuff that we do because we were blessed to be in a position that because of the AMRAP Mentality for so many years. When this terrible news came to us, we were mentally prepared because of all the adversity we had overcome in sports to better take it on. We had worked so hard in the business to financially be able to take it on.
And then we had had a real conversation, real being present and focused to our family so that when this happened, we had better relationships to take on. And if nothing else, from this book, I hope people gather, AMRAP everything in your life, be present, be focused, treat it like you’re going for as many reps as possible with your family. If you’re at dinner, be with dinner. Don’t be one foot in, one foot out. Get the hell off the phone. Either have dinner or go outside and take a business call. Your choice. But don’t try and do both.
[00:48:52] Brad Johnson: Have we and I don’t even know. We might have skipped over this because…
[00:48:55] Jason Khalipa: We totally skipped over. Yes.
[00:48:57] Brad Johnson: So, AMRAP Mentality, so first off, AMRAP, As Many Reps As Possible, like give an example of an AMRAP workout just so we can get the mindset for people what that means.
[00:49:07] Jason Khalipa: If you’re listening right now, I want you to do as many pushups as you can in one minute. That’s an AMRAP. Meaning during that minute, you’re going to do as many pushups as you can, you’re going to be present, you’re going to be focused on it, you’re not going to think about anything else. You’re not going to do anything else. And that’s the focus. And then after you’re done with that one minute of pushups, you’re going to do AMRAP emails for five minutes. You’re going to start a clock. You can get through as many as you can, while being focused, not being like all over the place. But after that, you’re going to rest a little bit, then you’re going to go and you’re going to play basketball with your kid for the next five minutes. These are each AMRAPs and you’re switching gears between them as an example.
[00:49:42] Brad Johnson: Yeah, which by the way, only doing a five-minute workout, oh, that’s easy until you try to AMRAP it, right?
[00:49:50] Jason Khalipa: Yeah. Until you try to AMRAP it. The amount of workload you can get is so much more.
[00:49:54] Brad Johnson: Yeah. It’s like a full out sprint and that goes back to the mindset stuff we’re talking about. It really does change how you attack things. So, one of the things going back to your AMRAP Mentality just to recap those, number one, know your why; number two, focus on what you can control; number three, work hard; number four, shift gears; number five, reevaluate. So, one of the things I took from your daughter’s story, going back to the shifting gears that you just gave an example of, right, like if you’re working out, work out. If you’re doing work, do work. If you’re with your family, do family. Basically, you got some advice from a nurse, like literally, you just received the diagnosis that your daughter has leukemia, you’re on for the five-year lives, and this nurse gives you some kind of interesting advice. Can you go do that, if that meant for your family?
[00:50:44] Jason Khalipa: Well, it was actually before we actually knew, right? So, we just showed up at the hospital. So, we showed up to the ER and at that point, you know, nothing was guaranteed, right? We just showed up in the ER. We knew something was bad like we didn’t know exactly what. And then this nurse was just like, “Hey, I’ve seen a lot of stories in here and just make sure to keep a date night for you and your wife.” And it was just a really kind of heavy moment because it kind of like I felt kind of placed like not an omen but like kind of placed like gray on us, right? Like, because we were kind of like we’re still discovery mode. Nothing had been determined and then she kind of came in and basically act like if it had been determined, this is what I think you need to do to keep your relationship tight. And looking back on it, I mean, she knew what was up. She had seen hundreds of families like us come through so she already knew it was going to happen before we even knew. But it was a really powerful moment because as much as I wanted to tell her off because it seemed like she was kind of putting gray on us, it was a valuable piece of advice.
Because when you’re going through something really, really challenging like that, the cornerstone of that relationship, my wife and I have to stay strong, so that it radiates out to everything else that’s going on. And if we aren’t having one committed front, one positive dedicated focus on getting her better, then it’s challenging for that to be throughout the rest of the family. And so, we stuck with that. We had a lot of happy hour nights for a very long time because what would happen is the hospital at Stanford, which I’m forever grateful for, was like a 20-minute walk from this restaurant. And the bartender got to know us and we had some great happy hours there like once a week because we’d be in the hospital for a long time. And when you’re in-patient, and you’re grinding it out all day, you know, if someone wants to judge us, we’re going to get a couple of drinks at night and it is what it is. But that was what we wanted to do and that’s what helped us kind of be more adult, have a good conversation, and then kind of create a plan for what we want to get done, and then go out there and do it.
[00:52:44] Brad Johnson: You know, what’s so interesting is just going back to these core themes. I know, we talked about mindset at the beginning but the whole theme that you’re talking about is you have a business so that it creates financial stability, so that if you face tough things in life, like you face like, number one, you’ve got the funds to be able to battle through it, but going to relationships. So, my wife and I, weekly date night, that was advice given to us like early on. And we’ve gone through seasons in life where kids are little and it’s chaos and that doesn’t always happen but we’ve really tried to stick to that. So, we had a date night last night and we’re basically having a drink at the bar after dinner. And right next to me, there’s this older couple like mid-60s. So, you know, I just strike up a conversation with the guy who’s their 45th anniversary and I asked him, I’m like, “If you could just share advice for us, we’ve been married going and we’ll be 14 years this year, what led you to get 45 years successfully?” “Weekly date night,” was his answer.
[00:53:42] Jason Khalipa: Yeah.
[00:53:42] Brad Johnson: Him and his wife.
[00:53:44] Jason Khalipa: Really?
[00:53:45] Brad Johnson: Yeah. It just so core, like it’s no different than those workouts you were doing. You know, when you were training for the CrossFit Games, that’s your workout in your relationship. That’s one of your core things that you just don’t miss and it was just cool to hear that reinforced in the book of like double down on the relationship when you’re going through tough times and just hearing that from a nurse that had seen a lot of those stories play out.
[00:54:09] Jason Khalipa: Yeah.
[00:54:09] Brad Johnson: I just want to make sure that’s secured on here, because I think it’s just so core to that.
[00:54:13] Jason Khalipa: It is. You know, we’ve always felt that way. We’ve always felt like our relationship is number one because if our relationship isn’t strong, then we can’t put the best family environment. And you got to go have those tough conversations sometimes. And we’ve had our fair share, right? I mean, and I’m not even talking about like, oh, you have a disagreement in the way you want to raise your kids. I’m talking like real heavy ones but the more times you could have really good open and honest conversation, the better off you could learn how to communicate and overcome it versus not even talking about it, then all of a sudden it explodes. And so, for us, going through this transition, it was a two-and-a-half-year process of treatment. That’s a long time to have these ups and downs and these hurdles. And through communication is the way we kind of take it day-by-day, week-by-week. And I think if you’re not doing that, it’s tough because it’s not always easy to do these things. You have to make time for it and you have to be okay with it. You know, most of the time, the conversation can be super uplifting, good vibes. Sometimes you’re going to be down a path that’s going to be tough but at least you’re addressing it before it turns into something that’s a lot bigger.
[00:55:21] Brad Johnson: Yeah, for sure. So, another thing that unpacking the story of your daughter’s diagnosis, I read something there that just was super powerful and it was how like when the bad news came out, no. I mean, I’ve got three kids that just I tear up reading about you experiencing that, right? Nobody wants their child to go through that. And walk us through like right after that diagnosis happened, and you and your wife step out and had a heart-to-heart and then what that meant for how you showed up in front of your daughter as you were supporting her through that.
[00:55:52] Jason Khalipa: Yeah, man. I think for us, as soon as we got the news, it was, as you can probably imagine, not good. That was a tough, tough, tough night. And for us, you know, Ash and I went and talked in the hallway and it was really her that said, “Hey, look, you go tell our friends or all of our family that Ava’s sick but as soon as they come to the hospital room, there will be no tears. There will be no negativity. We’re going to be positive. We’re going to crush this thing.” It was like a really like powerful football speech. Like, imagine, like your best football coach, just coming at you with the right words at the right time. You know, no tears will be shed. We will go crush this back in the room like that was it like just nothing else. And you know, and stuff like that, that mindset. And how is that mindset created? I’m not going to say that it was created only because of competition but I’ll sure as hell say that it helped. Because just as I had overcome adversity and challenges, so did she and so she knew that keeping this full focus, keeping this positivity was a great way for us to be successful.
Because your other option is just to go into a ditch and become negative. It’s not that – you had two ways to approach this situation, be as positive as possible, identify the cure, and go on the path or become super negative, feel sorry for yourself, and see what happens, right? I mean, I know which one I’m going to pick. The cards have been dealt. What are you going to do about it? Right?
[00:57:17] Brad Johnson: Going back to the what can you control and what can you not control, right? What you applied to your athletic career, how that flipped over to the family side.
[00:57:27] Jason Khalipa: For sure.
[00:57:28] Brad Johnson: Super inspiring to me was how you handled it from a business owner standpoint. I’m just going to read this real quick. So, this is out of your book in the preface. So, this was Thursday, January 21, 2016 at 1:44 AM. You send an email to Matt, who was like your right-hand guy at NCFIT.
[00:57:47] Jason Khalipa: Yeah. Yeah.
[00:57:50] Brad Johnson: “Subject: New path. I’ve never cried, as much as I have tonight. It is with a tear in my eye that I say Ava has leukemia. I will be at Lucile Packard Hospital for at least a month. Treatment starts today. Until further notice, I don’t want to be involved in any business. Maybe this is a day, maybe a week, maybe six months. I don’t know at this point. Matt, perform all necessary duties until I say otherwise. You are the acting president. Let’s catch up when necessary on necessary items. Can you please draft up an email to all employees? Let everyone know in the company that I don’t want to talk about anything unless it’s related to my daughter getting healthy. Thank you, Jason Khalipa.” So, I mean, that’s powerful though, dude, like there’s a lot of people in that situation, they wouldn’t be able to just pull all out and put full focus on the family. Like, how were you able to do that?
[00:58:36] Jason Khalipa: I think that anybody in the same situation who had a team. Now, what’s not shown in that email, there were a few other people on that email thread. That was verbatim what I wrote. There were a few other things like, “Hey, this person, I’m not going to do this event. This person, I’m not going to do that.” I just sent one email to like five people. That was the one email that was like, “Hey, we have this seminar lined up, cancel it. I have this lined up, cancel it,” but that was the bulk of it. That was what, “Hey, Matt, go set up this email. Go do this thing.” I mean, dude, when I wrote that email, I meant every word of it and I would do it 10 times over. I mean, that night, I’m just sitting there, I was reading content on AOL, which is what Ava had and just I was consuming, consuming, consuming, you know, all night, literally all night, I was reading, reading, reading. And you got to be careful what rabbit hole you go down on the internet but trying to read from good sources and I realized right there and then, you know, it’s at 1:44 in the morning. Dude, nothing else matters, period. Like, that’s it. It’s the kids. It’s the family, and the business can wait.
And luckily, I had really competent people and I’m forever grateful of that. And that’s just another reason to grow your business, delegate out, and enhance what people are doing so that if something like this does happen, you could write the same email. And I never want to wish that on anybody but I think that’s a good goal to be able to have. And you could look at it and say, was that hard to do? But just like me giving up competing in CrossFit, that was the easiest decision ever. There’s no other option, right? This is where, because where your attention goes, changes are made, right? In business, where your attention is at, you can really make improvements, hypothetically. in this, my attention needed to be on the thing that mattered most and that was educating myself so I can be the best advocate I can be and do everything that was in my control. And me spending any time on anything other than that, at that point, was unnecessary.
[01:00:38] Brad Johnson: How long were you checked out of the business for?
[01:00:40] Jason Khalipa: It’s hard to say like what you mean by checked out. Again, he’s very competent,
[01:00:45] Brad Johnson: I mean, was it six months? Was it?
[01:00:48] Jason Khalipa: No. I mean, like I answered a few emails, made a few decisions, but not much for like months and months. I mean, I’d say realistically, like a month, very little business was spoken up. Most of the conversations he and I were having were about getting our house ready for her to come home with new ventilation, new stuff like that. It was more that kind of stuff. It was like actual, oh, we have this business. Because for us business opportunities were put on standstill so like if there was a new business opportunity, we were no longer pursuing it. We were currently just taking our current skill, and just making sure we’re doing a good job there. And here we are four years later, all is good, right?
[01:01:27] Brad Johnson: I was going to say the business survived, man. I mean, it’s here.
[01:01:30] Jason Khalipa: Yeah. Well, I mean, the business survived and I’d say it thrived. I’d say it was a good thing and it’s not a good thing but it just empowered our team and it allowed me to be at ease when to let other people make big decisions. And again, we didn’t grow but we surely didn’t fall behind. And there was always going to be the time for that. And so, I’m very grateful for that email I wrote and that’s a huge inspiration for anybody else who has a business. To be able to write that email was one of the most liberating things I’ve ever done. because it allowed me to really just set the tone that nothing else mattered.
[01:02:05] Brad Johnson: Yeah. There was a book I read that, like, you know, you got those core books that like, wow, that one impacted me. And one of the ones that was a book, I picked it up off some podcasts. You never know where all this stuff comes from anymore, but Not Fade Away: A Short Life Well Lived, a guy named Peter Barton that actually passed away, but he wrote it in kind of his last year or two of life. He was like, 40, 45, had kids, died of cancer, but there was a quote out of there, “If you’ve got your health, you can always make some money, but all the dough in the world can’t buy back your health. Isn’t it clear that the person who compromises his health, in the name of making money is cutting himself a really lousy deal?”
[01:02:43] Jason Khalipa: Yeah.
[01:02:44] Brad Johnson: And this was a guy I think he built like multiple TV networks that are still on TV today and it was just sometimes when you’re in those situations is when you actually realize what matters, right? It was cool to see you not only realize it, but then execute like, boom, and then follow through and so that that was super inspiring. Alright. So, this is a podcast. I want to get more on a light-hearted note here, as we wrap up here, because I know your wife has a little plan and you’re back to being a dad here in a little bit.
[01:03:15] Jason Khalipa: That’s right.
[01:03:16] Brad Johnson: So, finance. You made some fun, early investments.
[01:03:20] Jason Khalipa: Oh, yeah.
[01:03:20] Brad Johnson: I want to talk about what you learned from those. I think one of them was a pancake batter company.
[01:03:26] Jason Khalipa: Batter Blaster. So, I’ve invested, I really thought Batter Blaster was going to be the next big thing. It was like a pancake in a can and you’d squeeze it out like Cheez Whiz.
[01:03:35] Brad Johnson: Sounds amazing.
[01:03:37] Jason Khalipa: It was all organic. You can make one pancake, you can make two, you can make ten. It was just easy, right? And it was a really big investment for me at the time. I handed $5,000 and I was like making, I don’t know, maybe $18,000. And, you know, I learned a valuable lesson from that. I Invested in some land. I invested in several other things. There’s a t-shirt company that we started and I learned a lot from these experiences. And one of the things I learned is that if you’re going to invest in this, then we need to know about it, like I invested in a land in Idaho. I handed like $5,000 and I didn’t know anything about land in Idaho. I didn’t know anything about the scope I was getting myself into. I was taken on a moderate amount of risk and liability by maybe signing up to something that I’m on the hook personally and I didn’t realize. Take Batter Blaster, I didn’t know anything about the industry. I didn’t know anything about the owner. My friends just told me it was a good investment so I did it. And my t-shirt company, I started one. Spent $10,000, whatever on it, but I didn’t know anything about making t-shirts.
And looking back on all these experiences, you know, I learned that if I’m going to invest in the things, I need to know it uniquely well and know who I’m actually investing in, not just what I’m investing in. I think these are really valuable lessons at an early age that have kind of stuck with me, where for the most part, I just invest back into our business because that’s what I really know and that’s what I’m in control of. Any outside investments, yeah. If there’s a unique opportunity, I’ll take them but I don’t know enough about the stock market to be competitive. I don’t know enough about this to be competitive. I’d rather stay in my lane. focus on getting the biggest returns I can by reinvesting the money back in our own business. And through these experiences, man, I just learned that you can’t control other people that you don’t know and you can’t really dive into something if you don’t know enough about it. It’s tough.
[01:05:22] Brad Johnson: Yeah. That’s some valuable lessons and you’ve doubled down and doubled down again on things you do know and you are passionate about. And that’s obviously paid off once you went down that path from an investment perspective.
[01:05:33] Jason Khalipa: Oh, yeah, for sure. For sure. For sure.
[01:05:36] Brad Johnson: Alright. So, let’s wrap here. A few philosophical questions and call it a day. Does that work for you, Jason?
[01:05:41] Jason Khalipa: Let’s get philosophical.
[01:05:42] Brad Johnson: Alright, cool. So, a lot of our offices so we’re working with advisors all over the country, a lot of travel, sometimes different conferences. You’ve done your fair share of workouts on the road. If you’ve got to layout, here’s the core workout. I mean, I’ve got a little bit of time in like a hotel room. I don’t even have a workout facility. What’s your go-to?
[01:06:00] Jason Khalipa: Well, I mean, good question. First off, you got to start a clock. So, I just got back from Germany yesterday or the day before. And first thing I do when I got off the plane, 10-minute AMRAP. All it is, is you can go 5 pushups, 10 sit-ups, 15 squats, AMRAP in 10 minutes. Go as many rounds as you can. That’s an easy go-to. It will get your whole body pumping, five pushups. You have to be on your knees. Forget it, do it. You know, 10 sit-ups get after it, me on the floor, sit back. I’m going to do 15 squats. You go as many rounds as you can. That’s an example. Another example is set a clock for 10 minutes, do 10 burpees, drops at four come back up again. Do 10 every minute, on the minute for 10 minutes. It’s an easy goal. If you want to try and ramp it up, try and go 12. You want to ramp it up? Go 15. Fifteen is pretty tough.
[01:06:48] Brad Johnson: Speaking of happy hours, I think it was over a happy hour I got talked into 100-day burpee challenge where you do 100 burpees as fast as you can each day.
[01:06:57] Jason Khalipa: Yeah.
[01:06:57] Brad Johnson: Burpees never get better.
[01:06:59] Jason Khalipa: No, I’ve done millions of them. They don’t get better.
[01:07:03] Brad Johnson: Yeah. Okay, so let’s go there. What’s your, this is maybe not a philosophical question, I’m just curious more than anything, the worst CrossFit experience or workout experience of your life like this workout or series of workouts shredded me where like I was on the ground, couldn’t move?
[01:07:18] Jason Khalipa: Well, I mean, it would be in competition, right? Because emotions are high, a lot on the line. And so, it’d be like you know this Camp Pendleton, you know, that military base? I did a triathlon there once. And it just lasted forever. It was 10 miles just up and down, up and down of running, plus the bike and the swim. And these marines on the corners, we’d be like, “Hey, how much longer do we have?” At that point, I was like jogging at best. And they all say the exact same thing, “You have close to a mile left, sir,” or whatever it was, “You’re close to a mile left.” And after a while. I would just be like, “Thank you for your service,” and just kept jogging, because I knew exactly what’s being said. But from the first marine to last marine, it was like, “How long have we got?” “Give about a mile.” That was the worst experience because it just never ended. And it was always the same exact thing. That was an example. That was that.
[01:08:17] Brad Johnson: They said just about a mile about eight miles ago.
[01:08:20] Jason Khalipa: Oh, dude. I mean, you’re talking 10 miles, just straight up and straight down. That sucked. And because they give you like this beacon of hope, like, “Oh, you got a mile?” and these are seeing yourself, “Well, maybe that guy was a little bit off. Maybe it’s like a mile and a half.” You’re like, “Well, maybe that guy…” And then about like the fourth guy, you’re like, “Dude, this mile is not happening.”
[01:08:39] Brad Johnson: That was probably their favorite activity every year is just mess with a bunch of athletes running by.
[01:08:44] Jason Khalipa: Oh, dude, for sure.
[01:08:45] Brad Johnson: All right, a couple more here and we’ll call it a day. We were talking before we went live here and you said you consume a lot of books via Audible, obviously just tuning in, listen to them. Is there a core book that really impacted your life? Or maybe you’ve gifted a book over and over to friends or anything like that?
[01:09:03] Jason Khalipa: Yeah. I got to read it again. But Mark Cuban’s Sport of Business really, maybe it was just a title that changed me. Maybe it was whatever. But just treating business like a sport, it kind of changed the way I looked at business. You know, we talked about sport but a lot of times in baseball you know who you’re going to play. You know what the game is. But in business, you never know who’s coming at you and they’re coming at you 24/7.
[01:09:25] Brad Johnson: That’s cool. It’s funny how much you’ve translated what worked in sports to your business. I’ve seen that theme over and over in the book.
[01:09:34] Jason Khalipa: Yeah. Got to get after it.
[01:09:35] Brad Johnson: Alright. Let’s wrap with this question because one thing I don’t want to do is upset Ashley. I always say make sure you respect the wives. So, if you look back and take this wherever you want, it can be sports, it could be business, it could be family but if you had one piece of advice for those listening in that’s led to your success and where you’re at today, what would that piece of success be or advice around that piece of success, I should say?
[01:10:00] Jason Khalipa: I mean, it depends on how you want to determine what success is. I mean, I think at this point, yeah, I would say that we have success right now. Right? I mean, Ava’s healthy. Business is good, family dynamics are right. We’ve gone through our fair share. I think that you’re not going to get to where you want to go and I’m not even at where we want to go without overcoming adversity. And so, I think we should remind ourselves, like, I think about a few things, right? The first thing I think about all the time is like, we’re okay, meaning that there’s a lot of really bad things that happen to a lot of people. And when you’re driving in your car, and someone kind of cuts you off or maybe they’re going a little bit slow and you get all pissed off and go in front of them, and you get all crazy. Like, just take a step back for a second and realize like, it’s all good, like, be easy would be the recommendation. Like, there’s a lot of really terrible things happening to a lot of people and if the worst that’s happening in your day is that, then you should be grateful for that and find the positive in that.
And I think that on a daily basis, we find ourselves getting wrapped up in a lot of things that really don’t matter when you actually take them. When you really peel it all back, you can find the positive in almost any situation but I think a lot of times people naturally gravitate towards the negative. We need to get away from that. And I think if we all just look at the world through like a pair of beautiful glasses, versus sunglasses, you’ll see that there’s a lot of things you can be grateful for. And that’ll take in your attitude and when your attitude is more of a positive light, you take into different situations, you’ll find that it creates a snowball that can all of a sudden, results start happening. If you’re a negative when you show up to the office, that negativity breathes in other people and you won’t get to where you want to be. So, I guess that’s a long-winded answer in a kind of remaining positive, especially through adversity and keeping in mind that there’s always something you can look at and be grateful for if you actually open your eyes to it.
[01:11:57] Brad Johnson: Has that been hard for you? Have you grown in that over your years?
[01:12:01] Jason Khalipa: Oh, yeah. And I can’t expect everybody to have that same mindset because we don’t have the same life experiences, right? Maybe their life experiences are completely unique. But what I do know is that there’s not a single person I’ve talked to, no matter what you’ve gone through in your life, and I’m not saying what I’ve gone through is any better or worse, or any different. There’s a lot of people have gone through a lot of really terrible stuff, right? But you can’t tell me sitting there with your life experiences, that looking at the world in a negative light with a gray haze over it is going to benefit you in your life. It’s just not like there’s going to be no beneficial thing that’s going to come from that. So, you might as well suck it up, find a way to compartmentalize what has occurred to you, and move forward in a positive trajectory towards where you want to go. Because then that breeds excellence to everybody else around you and that helps everybody move the ball forward. But you know, haven’t you been in a party before where you get some dudes just negative all the time? No one wants to be around that person. And they might have gone through some stuff, but no one cares.
[01:12:59] Brad Johnson: Yeah.
[01:12:59] Jason Khalipa: You know, get over it. Get positive. Move forward. Let’s go.
[01:13:04] Brad Johnson: Yeah. What you focus on just breeds more of that so might as well focus on the positive.
[01:13:09] Jason Khalipa: Might as well.
[01:13:10] Brad Johnson: Well, Jason, dude, I’m super grateful for this conversation. I was really looking forward to it. You delivered on every angle. So, thanks for carving out some time in your busy schedule. And I want to let you get on to the kiddos.
[01:13:22] Jason Khalipa: Yeah. Well, thank you very much. Really appreciate you letting me get on the show. And yeah, if anybody wants to go check out the book, obviously, you can find it on Amazon, As Many Reps As Possible. If they want to find out a little bit more about me, they can go to the website or Instagram I’m pretty active on but just Jason Khalipa and more than happy to answer any fitness related questions if someone has it or whatever else.
[01:13:45] Brad Johnson: Cool. Thanks, Jason. Until next time, man.
[01:13:46] Jason Khalipa: All right. Have a good day.
[01:13:54] Brad Johnson: Thanks for checking out the latest show. On to this week’s featured reviews. This week’s first review comes to us from user CBernad, “Five stars. Great information. Brad does a really good job of providing valuable information in a timely manner. This latest podcast hit close to home. We’re going through expansive growth and our systems are lagging, causing us to fall to that level! Thanks for providing this for us! And the Mr. Thank You project was very timely one for the holidays.” CBernad, thanks for listening in. Really appreciate the review and congratulations. You’re normal. It’s okay. Most successful advisors I’d like to call they become a victim of their own success, as many of the top-performing offices have faced this as well. And once you hit those levels of expansive growth, systems start to break and lag and fall apart. So, no worries there. That means that you’re growing. And the great thing is there are solutions to bust through all of those glass ceiling. So, thanks for listening in. Don’t hesitate to reach out if there’s anything myself or my team can do to help and love to connect in the future.
The next review comes to us from user Nick.S.14. “Five stars. Grow as a person and your profession. I started listening to Brad’s podcast to be a better Financial Planner but have found through his guests such as John Israel and Jim Sheils it’s making me a better person and father. Thanks, Brad!” Nick, I appreciate the kind words I come from the belief that if you sacrifice your family for a better business or more money, you’re really cutting yourself a pretty lousy deal. So, I just love the fact that not only is the podcast helping you in your business, but it’s also helping you out in the job that really matters, which is that of being a husband and father. So, congrats on finding the John Israel and Jim Sheils episodes. Both of those two guys have helped me better show up for the people that I care the most about, my family. And I’ll do my very best to keep seeking out other guests that can benefit you both in life and in business. So, thanks for listening in.
[01:15:58] Brad Johnson: The last featured review for this week comes to us from Pete Bush, CFP, “Five stars. Thank YOU for Mr. Thank You! Huge fan of this podcast but I have to say that your episode with John Israel tops them all for me! What’s cool about it is that my son started selling Cutco this summer on his own and actually qualified for a trip to the Cutco home office/factory in New York that he recently completed. It’s been a great experience for him and now I get part of the reason why – they have guys like Mr. Thank You in their organization! I hope we get to meet at some point. I’m a big Strategic Coach guy (11 years) and follow many of your guests and people you read and follow. Keep up the awesome work and thanks for making such a great contribution to the best industry on the planet!” Pete, thanks for the amazing review. It’s one of the best ever. I mean, that’s just so real and honest.
And also, for you listeners out there, Pete put the episode with John Israel into action. Pete actually sent me his own personalized thank you card that he had custom printed. I think his shirt actually said the Grateful Dude on it, which was funny in itself, had a picture of him. He’s taking gratitude and appreciation to a whole other level. So, maybe it’s something you all can model out there. And I’m sure his clients are feeling that as well. So, for those of you that missed the episode with John Israel, go back to Episode 53. If you want an easy way to get there, BradleyJohnson.com/53, definitely a game-changer, one of my most downloaded episodes ever, but really, it’s just all about gratitude, which is something we can all use more of heading into November and Thanksgiving. So once again, Pete, thank you for the kind words and the amazing review and just got back from Toronto on my first visit out to Strategic Coach. I’m learning directly from Dan Sullivan. And I have to say he lived up to all of my very high expectations. Maybe we’ll cross paths in the future at a Strategic Coach event. And if not, give me a shout. I’d love to connect before.
[01:18:02] Brad Johnson: So, that’s it for this week. And for those of you that have interest in diving deeper, or figuring out how you may be able to have our team help you implement many of the ideas shared on the show, my day job happens to be consulting financial advisors from all across the US on how to grow their business and design a practice that serves them versus them serving it. And, yes, it is possible to actually grow your business and work less. It’s a model we’ve replicated over and over in markets all over the country. So, if you’d like to apply to see if it makes sense for us to have a one-on-one conversation on how to overcome what may be getting in your way, you can do that at BradleyJohnson.com/Apply. It takes about five minutes to fill out the application so we can understand what your business looks like, what challenges you may be facing, and how myself and my team may be able to help. Taking the first step, it’s as simple as applying at BradleyJohnson.com/Apply. So, that’s it for this week. Thanks for listening in. And I will catch you all on the next show.
[01:19:00] Brad Johnson: Thanks for listening to this episode of the Elite Advisor Blueprint. For access to show notes, transcripts, and exclusive content from our show’s guests, visit BradleyJohnson.com. And before you go, I’ve got a quick favor to ask. If you’re liking the podcast, you can help support the show by leaving your rating and review on iTunes. Not only do we read every single comment, but this will help the show rank and get discovered by new listeners. It really does help. Thanks again for joining and be sure to tune in next week for another episode.
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