Transcript of Breaking Limiting Beliefs: on Leadership, Sales, and Mindset Mastery with Grant Winstead

How do you go from a hammer in now up to 10 million, $20 million company? You got to have the will to win. That is the first step towards success.

Welcome to the Home Service Expert, where each week, Tommy chats with world-class entrepreneurs and experts in various fields like marketing, sales, hiring, and leadership to find out what's really behind their success in business. Now, your host, the Home Service Millionaire, Tommy Mello. Before we get started, I wanted to share two important things with you. First, I want you to implement what you learned today. To do that, you'll have to take a lot of notes, but I also want you to fully concentrate on the interview. I asked the team to take notes for you. Just text, Notes, N-O-T-E-S, to 888-526-1299. That's 888-526-1299, and you'll receive a link to download the notes from today's episode. Also, if you haven't got your copy of my newest book, Elevate, please go check it out. I'll share with you how I attracted and developed a winning team that helped me build a $200 million company in 22 states. Just go to elevateandwin. Com/podcast to get your copy. Now, let's go back into the interview. All right, guys. Welcome back to the Home Service Expert. Today, I've got Grant Winstead. He's an expert in Home Service Renovations leadership, coaching and sales.

He's based in the Washington, DC, Baltimore area, and he's the CEO of Renovation experts, limitless potential coach. Grant is a home service operator, CEO, and transformational coach with over 40 years of experience. He built and scaled renovation experts into a multimillion dollar home service company, serving Washington, DC, Baltimore market. Starting as a door-to-door canvasser, Grant knocked on over 30,000 doors, sold tens of thousands of projects, and personally trained sales reps to earn six-figure income. As CEO, COO, and GM, Grant owned every lever of the business: sales system, systems, canvassing programs, marketing, pricing, forecasting operations, and leadership, consistently driving 3 million in annual revenue while improving margins and building repeatable processes. After decades of execution at the highest level, Grant discovered that the real ceiling of growth wasn't tactics, it was mindset. Today, he coaches entrepreneurs and leaders through his Ignite your potential within framework, helping them break limiting beliefs, lead with clarity, and perform at their highest level in business and in life. Grant, it's a pleasure to have you on today.

Hey, Tommy. It's been a real pleasure. It's a lifelong dream. Thank you.

Well, tell us a little bit about yourself and what you're excited about, what got you into the industry and where you're looking forward to.

Yeah. Then again, thank you for having me, Tommy. When I met you, you meet a lot of people, and some of them are real, and some of them aren't so real. When you were up on stage, I had a connection to you. I don't connect to too many people because they just don't. I'm a maverick. I do it my way. I have some mentors, but I really don't connect to people. But your story and your lifestyle really impressed me. It's an honor. It's really an that you took the time out of your busy schedule and invited me to your podcast. This is something I don't take for granted. Thank you.

Yeah, it's a pleasure. It's a pleasure to have you on. I want to hear all about it and learn from you today. Let's bring out all the secrets.

Okay, so I started off in Pittsburgh, Pennsylvania, as a young man with no way out. I had no way out. My My mother had died when I was 16, and my father was 65 years old when she died, and she was 40. We were born I was born in a working-class, western Pennsylvania neighborhood. It was a majority of all-white neighborhood. We were the only Black family in that neighborhood, and work was my way out. There was no other way out. I didn't do well in school. I was allowed to play sports with Majorca in that, play football, baseball, blah, blah, blah, blah, I died, I lost my way. We lived 60 miles outside the city. We had cousins in the city, and every now and then, I would find myself down in the city just hanging out with my cousins and whatnot. This particular night, I met a young man. He had a BMW well-dressed African-American male, and he was impressive. The first thought you get, this guy's a drug dealer. He was surrounding himself by a lot of people, and I was impressed with him. I could never get enough courage up to introduce myself to him, even though I was curious in what he was doing.

One day, I I go back to that part of town. At that time, I must have enough courage to ask them to walk over to him and introduce myself. That's what he did. He said, My name is Tony, and me and my dad are in the home improvement business. He said, You know anything about the home improvement business? I said, I know a little bit, but not much. I said, You're looking for a job? I said, Yes, I am. He said, Meet me here tomorrow and I'll put you to work. I married in the next day and began to knock on doors. He gave me a script to say to the homeowners, and I began to knock on doors. He was training me after we were going along. We would generate leads for the closer, and the closer would go back and close the deal. That's how I got my start into the home improvement industry.

What were you guys selling?

We were selling everything, windows, doors, roofing, kitchens, bathrooms. Back then, it was the '80s, and a lot of these owners were Jewish, Italian, Polish. Pittsburgh was a racial, different town. They had Afro-American living in one part, you had the Jewish people living in one part, you had the Polish people living in one part, and you had the Italians living in one part of the city. Every now and then, you were going to There were neighborhoods, and they were nice, and they were really nice neighborhoods, but everybody had the same type of house that needed work done to them. You would see different job size in different neighborhoods from different companies, different home improvement companies. But no, we were selling there. We were selling moving windows, doors, kitchen, bathroom, basements, fences, whatever we could sell.

You got into it, you're five, seven years in. What was the next thing you got into?

Well, what happened is I moved to Washington, DC, and one of the owners in Pittsburgh had a friend down here that owned a supply company. I think he had seven or eight locations in Virginia here. They were good friends back in Pittsburgh because the supply company owner had one in Pittsburgh. They were all Jewish-owned This is businesses, and this is probably like the click type of thing. The guy left Pittsburgh, he had spent it down here, and I came down here with him and I was walking indoors. One day, my closer got real sick. Well, he couldn't close no more. I had to decide whether I wanted to stay in the business or did I want to know how to start selling. Well, I was selling a little bit at the time, but money came in, and I began to sell a little bit. Then the Jewish owner and the other Jewish owner, they will meet on Friday on payday. That was payday, so I guess the manufacturer was coming to pick up a check from the business owner. I happened to see this manufacturer owner, and I didn't know who he was at the time.

We bumped to each other one day He said, I heard a lot about you. I hit my business card. Come see me one day. To make a long story short, I ended up calling the guy up, and he became my first professional mentor. The guy had all the knowledge of going to Harvard. He was 50 at the time. He had lost everything and was building it back up. He took me on his wing, and it was an amazing ride. He taught me how everything about business, he taught me everything about bankers, he taught me everything about profit loss, he taught me everything about life. He was like a dad to me. I thought I was the only one, but he had about 20 guys that he was mentoring like that. The guy was very intrafutile into the home improvement space. Then I went to work for four or five different companies under his direction to get some training. And about 10 years into it, he said, Grant, I think it's about time you start your own, and I started my own company.

There's a lot to that. You were a top producer, and then you had to switch to being a CEO. So what was that like?

Well, along the way, when you meet with your mentor, he's given you instructions. He would say, Grant, how many jobs you did this week? How many jobs you came with? How many jobs you sold? I would tell him, What are the numbers? We would go over the numbers, and he would say, Okay, that's good. But it was a gradual type thing that we got into, he taught me how to go open up an LLC, we open up a bank account. It was a gradual thing that we were working towards to where everything came together for me. It wasn't I just became a CEO. I was canvassing. Then I had to recruit canvassers. I knew a lot of sales people already, so I was able to get sales people to work for me. But it was a gradual thing over a period of time. It was a lot of fun. It was a good learning experience.

How old were you when you actually started your own business?

I was about 25.

25? That's still super early. You started your own business, and what What did you get into? What was the good, bad, and the ugly?

Well, the good... Washington, DC, is what I call the mountain pot. If you can sell here in this city, you can sell anywhere. There was always a challenge to overcome when you see a Black man going to a white person's house because they really don't know why you're there, knocking on the door. That's always been a challenge. But what I was able to do is develop a program in these communities, in these white communities, where I had to be at my best game. I had to be at my very best game. I had to shoot down anything that would cause any type of inferior, less than. I had to be at the very best. That was a good learning game for me because going into these houses is not an easy thing to do, but that was a good learning field for me. One day, I decided to to deal a meadow. The meadow went probably 50 miles from my home, which I was living in the suburbs at the time, and I mailed 50 miles west. We meadowed about 20,000 mailers to that neighborhood out there. They start coming back, and I got one, and I said, I'm going to go on one.

I'm going to test one of these. The telemarketer set the appointment up for me. I'm driving out there. I'm highly confident that I'm going to sell these people. I get out there, and I drive up to the house, and I see an 18 with a Confederate flag on the back of it. Oh, boy. Now, being an Afro-American, your feelings, I don't care how pumped up you are, your feelings dropped down, your enthusiasm drops down. But nonetheless, I knocked on the door. This guy came to the door. He had on a shirt, buttoned down half Down to his belly, and you could see all the wear from his belly on up. He said, Are you the sighting boy? I said, Yes, sir. I'm the sighting guy. He said, No. I said, Boy. I said, Yes, I'm the sighting boy, sir. He said, Okay, I only got a few minutes. Come on in. I said, Well, first of all, is your wife going to be joining us? He said, Boy, I made the God's door decisions around here, not my wife. You got a couple of seconds. Show me what you got. At that point, I thought, Man, I can't connect to this guy.

I just couldn't connect to him. He was rude in the beginning, kept calling me, Boy. I said to myself, The only way I'm going to get this one is on showing him the quality of the product and that I could do the job, do my portfolio job that I have done. I'm start pitching the guy. I'm going real fast. I looked, and I was 10 minutes into the pitch, and the wife came. I thought she was her wife and came and sat down right beside me. He's sitting over there looking out on the window, and I began to show her the signing and what not, and explain to her what signing is and all this stuff. To make a long story short, I asked them and I said, Okay, do you like the signing? They said, Yeah, we like to sign it. I said, Okay, I'm going to go outside, I'm going to measure. I'm going to come back, and I'm going to give you your price. He said, Okay. I went out and I measured, and I figured This guy was insulting me, and I said, Well, there's no way I'm going to get him anyway.

I might as well just throw a high price out there at this guy and talk about quality and see what he says. I come back in the house after all the measurements, and the guy says, I said, Sir, if I can give you a good price, can we do business today? He said, Boy, we don't do business like that. We do business the way I want to do business, and no, you're not getting an answer today. I said, Yes, sir. I proceed, the entire time, my wife, I'm about to sign in again and went into the pitch, and I approached her one more time. I said, About 10 minutes into it, I said to him again, Sir, if I can give you a good deal in deciding, Do you think you might want to try to get it done? He said, Yeah, I want to get it done. He says to me, Boy, didn't I tell you we don't make these decisions like this? Call me next week and I'll let you know. I said, Okay, so I packed my stuff up and I left. On the way home. I'm bearing down. I called my mentor.

I tell him the story. He said, Yeah, well, you probably won't get that one, but you might. But call him on Wednesday and see what he says. When did he come along, I called the guy up. I said, Mr. Golden. He said, Yes, sir. He said, Where are you at, boy? I said, I'm in my office. He said, Well, come on out here. How long will it take you to get here? I said, About 45 minutes. He said, Come on out here. I ain't got much time. I drove out there and he said, Boy, me and my wife decided to go with you. I had the girl boys out here, and that quality silence that they had was not made up to yours, and we're going to go with you. There's two things I hate, lies and cheaters. If you lie to me, I got something for you. He leant his head over, and there was a 45 Glock laying on his table. He said, I just want a good job. I said, Mr. Gordon, so I'll give you a good job. He said, The evening you What are you doing on the price? I said, No, so I bought them at the price when I gave you.

He said, Okay, okay. Then I did the job. I'll make a long story short. At the end, we walked around the house. I put the best The average guy on the job. Even he said, Ask me how I got him. At the end, the guy says, Grant... He actually called me Grant at the end. He said, You did a good job, and thank you for coming out. But That was typically the experience that I had working in these neighborhoods, in that white neighborhood. Here about, I don't know, about 15 years ago, I decided to go into Washington, DC. They say, If you don't like the people and they like you, they'll buy from you. I stopped marketing into the inner city, Washington, DC, DC. I did a TV commercial, and my phone began to ring off the hook. That's where we're at today. Inner cities, doing windows, kitchens, bathrooms, and roofing.

You coach- That's a lot, too. Do you still have your normal business or you do both?

I do both. My business is up for sell right now. I'm probably going to sell it. I got a guy that's interested in buying it. I I do both.

Okay, I love it. Tell me a little bit about mindset, because me and my COO were talking, especially about the technicians, because they're the largest part of our workforce. It comes down to belief that everything we sell is worth it. It's a quality product. We back up the warranty. We show up the same day. We take care of our clients. We service 25,000 homes a month. We started interviewing some of the, probably About 250, so half of my technicians. A lot of it was they felt like they needed more training. They didn't have confidence. I mean, this was just last week. It was really, really intriguing to hear because they just... Sometimes they sell out of their own pocket. They don't own a house that they put maybe 5, $10,000 into a garage. That's what we found. I think you hit the nail on the head when I was reading just the belief system.

Yeah. Like I said, I had some of the greatest mentors, and I was very fortunate in that. One of the things that my first mentor gave me was an El Nightingale tape. El Nightingale was a 1950, 1960, 1970, Postal Development guy. Now, keep in mind, my mentor was a man's man. He owned so many businesses, him and his... He was a multimanier, and his partner was a baron there. They both gave me El Nightingale and told me to listen to these tapes at a young man. They also said, Grant, listen to me. You can make a lot of money, but the only way you're going to make a lot of money is by working on yourself. Both of these guys had sad stories from the The one guy, Norman Reels, nobody went in him. He was born in 1940 and became one of the wealthiest guys in the industry, meeting with presidents of the United States and traveling all over the world. His story was, Norman went in him. He said, I made it. Matt Rosenblatt, which was his right-hand man, was a guy that had no education. Mom and dad had a candy store in New Jersey.

Came down through New Jersey, down through Pennsylvania, was knocking on doors. He met his good friend, Norman Wells, and they built a Phenomenal life together. The first thing they both told me, Listen to the tape and work on yourself. Around the way, not only was I good at methodology because I got the best training in processes and procedure, but I had to believe in myself that I could do the job. I think a lot of guys get in this industry, the bar is low, and they see the potential, and they think they can hit it on their own, and some can. You yourself was able to bust the ceiling up. But a lot of guys can't do that. You need to working on yourself. The belief is you got to believe in your company. You got to believe in yourself, and you got to believe in product. If you don't believe in those three things in this industry, you're going to come up short all the time. What we talk about is, how do you do that? How do you believe in yourself? When you come in and you say, Hey, being a technician here, you can make $100,000, or whatever that number is.

That guy is used to making $25,000 or $15,000. How can he even believe that he can make, that he was to believe he could make $100,000? But deep down inside, he was to believe that the paradigms and his mindset is set at that 25,000. How can you get from 25,000 to 100,000 without, first of all, believing in himself? That's key. Then once you believe in yourself, we We train them how to believe in themselves. We train them how to believe in a company, and we train them how to believe in a product. Those three things are key to be successful in this industry for selling people.

Yeah, one of the things we say is Number one, you got to tell a great company story. The client needs to fall in love with the company. Obviously, they need to know, like, and trust you, and they need to feel loved like you're going to take care of them. To do that, you got to have confidence. We always compare ourselves to a doctor. A doctor doesn't hesitate. When he gives you the prescription, he asks, Where are you closer to, Walgreens or CVS? There's no second guessing. He diagnosis the person before the problem. He gives you the prescription, and you take it. Unfortunately, I don't think we're as prescriptive as we should be sometimes. We don't even ask the question. We don't follow up and ask for the sale. The one correlation I could say is the top 20% of my business is these guys, their belief system is like... Here's what's crazy, is a lot of them aren't from the United States. A lot of them are relentless. They're not afraid of rejection, and they definitely feel like they're worth it. What are your thoughts on that?

Well, that's a good point because a lot of guys, they see the opportunity from different countries when they come over here. It's a land opportunity. But when you're in the middle of it, your paradigms in your head are so unliberty. Your mother told you you couldn't do it. Your dad told you you were no good. Your teacher told you, you'll never amount to anything. All these limiting beliefs are in our head. They were in my head. But it wasn't until I got that, that's not true. Those beliefs are not true. When you have guides coming from other countries, they're bound to be successful because they don't have all this limited beliefs. The limited beliefs is what really stops guys. The thing about these limited beliefs, they're not even ours. They're programmed in us. It's hard for a guy to come into an organization and really believe because they have so many limited beliefs. What we try to do is we try to remove those limited beliefs and get them to believe in themselves, first of all, because you got to believe in yourself. Listen, I'm an Afro-American. How many Afro-Americans did you see sitting in the audience at the top 500.

You can probably count them on two fingers. You can probably count them on one hand. I just know how I overcame so many of these obstacles, they will be able to be in the top of 500. A lot of guys struggle with that. They struggle with their inner self. Does that make sense to you?

No, it does make a lot of sense. Let me ask you this. You personally developed the sales procedures, pricing models, forecasting. What were some of the most important systems when it comes to sales?

When you talk about systems, when people talk about systems, I think about pricing because that's what my mentor told me. Information is good, but you got to be able to price. I We are never the cheapest guy in town. We are not the cheapest because you have to charge. If you're getting the right money for your jobs, if you're getting the right money for your jobs, you're able to do a lot of things. You're able to, number one, pay your taxes, you're able to have a good life, you're able to take care of your employees. When you talk about procedures and policies and all that. Pricing is very important. We typically in our industry, we try to four times our cost, which is pretty good.

I love it. Yeah, that's a healthy price. I've noticed that in home improvement, especially because it's not demand-driven, usually no one says, I got to replace my windows today. It's definitely a longer sales cycle, whereas if it's a broken garage door and their car is stuck, they're calling outside and needs somebody right now, and they just want to get it fixed. Home improvement is actually, in my opinion, it's much bigger tickets, but lower closing rates, a little more salesmanship. There's a guy that I went and seen speak that worked with a company I know. His name is Rodney Webb. He used to play in the NBA, but he's a tall dude, and he used to go out. Do you know who Rodney Webb is?

I know Rodney Webb will.

He goes and takes a GoPro and he analyzes. He was selling gutters at the time. He goes on the roof and spends a lot of time showing the customer exactly the differences of what they're going to do. One of the highest close rates in the industry, you You used to knock doors. What I love about what you knew how to do is you could build your own demand. You didn't wait for the phone to ring, you went and made it. That's something that a lot of companies don't know how to do is go out there and get it. What do you do when you had a slow week? What would you do to really figure out a way to just knock on more doors?

When you're good, you're good. But I had no choice. I had no choice but to get jobs because that was my pathway out. But once said no, it didn't mean nothing to me. It really didn't. If I got 10 nos in a day, I would wait and keep working until I got that one yes because I had to be successful at this. The nos didn't really bother me because I knew I had to drive. Even though I didn't know where I was going with this when I first got started, I knew this is my pathway. I have no other way. I had to make it work It worked out fine for me.

What are you excited about today looking forward?

What I'm excited about today is really the mindset work that I'm doing. A lot of people don't believe in that everybody have limiting beliefs. The limiting beliefs are already going to take you so far. For me, it took me so far, and then I crashed. But once I was able to The challenge these limiting beliefs, my career ever then just took off. I like 3X my income because I start working on myself in these limiting beliefs. In the industry, because Listen, I don't know how much it costs to get in your industry, but in our industry, all you need is a hammer and a nail, and now you're a contractor, now you're a business. How do you go from a hammer and nail up to four, five, 10 million, $20 million company? I had a very good friend of mine, and I did a podcast with him a couple of weeks ago, Scott Bermond, a Florida window and door, a very good advocate of mine with really good friends. But we talked about him losing everything and being able to climb out of that and to become a $80 million, $180 $2 million window company from bankruptcy.

That's amazing. When you're talking, and I'm his coach, and he says, Grant, I don't need a coach. I said, Scott, you need a coach. I'll be your coach for free. We talk about these different beliefs that he has that are not even his, that he's removing, and he's steady, steady climbing up to where he wants to go. I'm excited about mindset in the industry. Now it's finally coming out that we need it. We need it in the industry because like I said, the entry is so low, but the potential is so high.

Yeah, everyone needs a Which Michael Jordan had four coaches on top of Phil Jackson. Tiger Woods, same thing. I mean, no matter who you're looking at, and I always compare home service, home improvement to sports, and I'm a big fan. It's a very competitive environment here in these four walls. That's what's important to me is I'm expected to perform every day I come in, and I expect that from everybody. Unfortunately, some people just aren't willing to step up. We're recruiting 60 new people a month that come in and get trained. At that pace, it's either you're going to sink or swim. I love to get you as much coaching as possible, but you got to have a willpower that you want to succeed. The better I get at recruiting, the better things get. Because it's really hard. You know what I mean?

Yeah. Recruiting is one thing, okay, Tommy? Recruiting is one thing. But you're going to have three guys that come in and we tested this. You're going to have three guys that come in for training. They're all at the same level, same age, same demographics, same everything, and get three different results. You can get one guy that comes in for training and does well, does extremely well. The second guy comes up for training, he struggles with the methodology. You're training him, you're giving him them the information. The second guy, he struggles. He's less than 20 80%. Then you got a third guy that came in the same demographics, and he comes in, he's doing his best, and just can't get it. He sees it, but he just can't get it. What we found out is you can have three different When people come in. What really makes you different is the mindset because they all see the same thing. They all have the same information. If you got the same information and you study the same book, and this industry and the stuff we do, as my mentor told me, it doesn't take a rocket scientist to go sell us on one of the doors, the garage doors.

There has to be something there that stopping them. That's the internal struggle they have within themselves in their mindset. If you told me 30 years ago, I'll be making the money I make today, I wouldn't believe it. I couldn't believe that I would make $100,000 back then. Coming from where I came from, in my mindset, your mindset and these paradigms have to be limited. They have to be taken out and worked on every so you can perform at the highest level. That is how I'm able to perform at the highest level because these paradigms in my head, I work on them every day. When you work on them, you're looking for a better outcome. Let me clarify two things here. Mindset is a very simple philosophy. It's getting better thoughts so you can get better feelings, so you can have better actions, so you can have better results. That sounds simple, but it's a lot of hard work, but that's what mindset is. Mindset is you got two words there, mind and set. Where's your mindset at on money? Where's your mindset at on relationships? Where's your mindset on health and wellness? If your mindset is low on these areas, you have to begin to figure out or we help them raise them up so they can begin to believe in themselves and see the possibilities instead of seeing themselves as a negative.

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I don't give a shit. But what I do care about is they believe in themselves, and that's hard to identify in an interview, but you could tell that pretty quickly within the first 30 of the way they carry themselves. It's very hard to change people. I mean, look, I used to be able to spend years on people, and they turned out amazing. But that's a hard business to do when you're in the business of only working on mindsets. I mean, when you take somebody with a great mindset, teach them how to do the work, it's a lot easier. What do you say?

I agree to that, but here's the problem with that philosophy. Everybody's not like us. Everybody's not like me and you that have this A personality that's driven. See, you're driven, I'm driven. It's hard to find other guys that are driven and the ones that you are possibly trying to manage or recruit. Sometimes it takes a little bit more energy to dig deep in these guys to bring it out. That's why We have this curriculum to be able to, what do you want out of life? Do you want to be the best? Now, I'm the best of what I do, but we have to bring it out in them. Then if you want to be the best, what's stopping you? Our curriculum is designed to, number one, figure out what they want, and then let's hold them back. What paradigms are not serving them no more? It's a whole 12-week curriculum that I developed through my years, and we see it moves the needle and it gets the result. That is what I'm pushing because I know you're spending money on recruiting, recruiting, recruiting, and looking for these ones that can match your certain parameters, but everybody's not going to match it.

What you have to do, you got to figure out a way to reach those guys that want to believe in themselves, and they might not show up at the interview saying they do. They might not even know that's the problem because their paradigms is stopping them from doing whatever they need to do.

Yeah, it's definitely not easy. I will say that. I will say that you're right. There are certain people that don't need the same amount of trading as other guys. One of the biggest things I see, is if they have somebody at home that believes in them, too, especially like a significant other. When they have a wife that shows up to the meetings that wants to learn about what success looks like, and when the family is invested in the outcome and they make plans, and they write them down, and they commit, then it seems like they're winning a lot quicker when they have somebody that's definitely pushing them and saying, I believe in you, and we need you. We need you to perform for this family. The outcome is best for the family.

Oh, no doubt. That's the way my wife was. She was the greatest. Her family... I'm involved in an interracial marriage, which is not easy at all. Being married, number one is not a challenge. But being involved in an interracial marriage, you have your own set of challenges there. But I had the best wife because what she was able to do for me is really believe in me. Her mom and dad believed in me, her brothers believed in me. We're talking about people that were just really good people, and they believed in me, and that was able to also... No, you're right. But still, Tommy, it's the mindset. It all reflects back to the mindset. Because I think that's so important, Tommy, especially with a guy like you that has so much opportunity for people, it wouldn't be, instead of letting that glass guy go, instead of investing in him, instead of letting him go, take another chance in investing a little bit of mindset work in them and see what you get. I bet you that the results will be a lot better than what you're thinking they would be because that's what they It was the end to me.

They didn't see. They knew I had it. I studied the methodology, I studied the policies, but then it was me that It's self-sabstance me that I kept failing. Until I started working on myself to see what the problems were. Most of these problems were not even mine. As I was growing up, there were a lot of paradigms put in my head that prohibit me from performing at the highest level. But once I was able to look at those things and deal with those things, then I was able to say, Okay, let's go, let's go, let's go, let's That's where you were.

What are some of the easy ways to help reshape someone's mindset?

Well, I wouldn't say no easy way because it's all repetition. For many years, I thought for whatever reason, I thought I was a I was working as hard as I could be. But that's internal. That's internal. You have to work on that. For so many years, I thought that I wasn't enough, spiritually. Those things are deep ingrained in the person's soul. There's no really easy way other than having a system or a curriculum that they can identify themselves themselves to put out these things that are not even theirs, the parents that are not even theirs. When we're born, we're born with a perfect DNA. Our mothers, our fathers, our grandparents, our relatives start feeling us. When you still got a baby, if you watch a baby get up, fall out, get up, fall out, get up, that's an amazing sight. That's the way we were. That's our DNA. But when you have your people that say, You can't do this, and you can't do that, and you're no good, and you're a loser, all this stuff that comes into us, and then you get out to the world and you try to You try to get into the world, and everybody's saying the same thing.

I'm just saying, let's try to shift it over a little bit and see the results that you get. You'll be amazed because people need to know. Mel and Norman, they believed in me. I don't know why. Mel used to say, Grant, you got it. Grant, you got it. Grant, you got it. Grant, you got it. It took a good many years for me to actually start believing that I had it. But I was performing at the same time, so he seen it. But there was the stuff inside of me that was holding me back, and that's the stuff that most people got.

There's this show called Billions, and it's a I've only watched it a couple of times, but they're this girl that's on the show. They're like stock traders, and they buy businesses and all kinds of ETF-type stuff. They got this girl, Wendy, that just works on mindset. She's like an inner psychologist. Her job is to get people out of their own heads and perform at the highest level. At A1, we've got a full-time dream manager that really allows people to learn about getting their money in order, saving money, getting the whole family and the whole household understanding what this looks like to create success. Because I really mean this. What's crazy is certain guys, they don't like this business. They don't like working for this company because it's competitive. They'd rather make $25 an hour than they don't like the word sales. It's almost evil for them. Their perception of sales is evil. My job is to try to switch that and say, Listen, sales is not a bad thing. Sales is how we meet our fiancé. Sales is how we get our kids to go to bed on time. Sales is how we make friends and influence people.

This perception is, I don't want to be a salesperson. It's hard to break, I find that. I think people don't... They got a bad image when you think about sales, and it's just not a bad thing.

No, it's not bad, and you're correct. I mean, sales is a part of our society community and who we are as a community, and it's not a bad thing. So if they're thinking it's bad, then again, something in them that they've been programmed to believe that. They've just been programmed. And that program could be changed depending on what they want. So I agree with you in that sales can have a bad stigma to it, but Those are not the people you want anyway. You want winners. You want to develop winners, man. I think Einstein said it, you can't be doing the same thing that got you there to get to where you want to go. I told Scott this. I said, Scott, you're doing fine. But you can't keep doing the same thing. He's shaking up his company, focusing on mindset and curriculums and beginning to change that whole paradigm in his own head so he can be the best, so his people can be the best. That's what I'm talking about.

There's one word I describe that I think is the most important thing is discipline. Discipline is created by doing something when you don't feel like doing it. It could be a workout, it could be going and running that other call, it could be picking a weekend shift. But without discipline and good habits, it's almost impossible to win.

Yeah, I agree with that. You got to have discipline. You got to have discipline. But first of all, before discipline, you got to have the will to win. You got to have desire to win outtrumps them all. If you got the desire to win, that outtrumpt discipline, that outtrumpt will, the desire I can live with a person that has the desire to win, and they got the desire to win. That is the first step towards success. That's just my opinion.

No, I love it. Yeah, you're right. It's hard to build desire. I mean, it's hard to make somebody that... Some people just say, I'm here to play the game. I don't care if I win or lose. That's so hard for me to listen to because I've never played anything that I didn't play to win. I don't see the fun in a game. There's golfers I go out with that could beat me, but I don't go out there and say, I'm going to lose. It continues to make me better. You know what I mean?

When you talk about better, listen, man, you have a phenomenal story, and I am really impressed when you mention the Lord Jesus Christ, your mother, All those things are great. Man, it's very emotional. But there's more, Tom. There's more. There's more for you. There's more for your family. You just haven't even touched the surface. When you mention the Lord Jesus Christ and your mother in the same sentence, that's powerful. That is really powerful. I said, This guy here, when they tell your numbers 200, 300 million, that's peanuts to where you're going to go. I don't think you're even 40. But by the time you're 60, You should be like, Oh, my God. I mean, the sky is only the beginning for a guy like you. The way that you move the audience, you had a line a mile long. That tells me that you're You're only at the beginning. There's no reason why you shouldn't hit a billion dollars or $2 billion within your lifetime without driving that story you got. That's just what I'm saying, and that drove me right to you.

I appreciate that. I do agree. I'm just getting started. I always say I'm in the fetal stages. By the way, I like it when people win, and I like to celebrate the wins. I don't mind calling people... I don't like to call them out. I like to call them up. I like to say, Listen, if you got a will, I'm going to figure out a way. It's when you stop wanting to try. It's when you just say, I'm not good enough. Look, I still work with you then, but the biggest thing is, you're right, I got to go in and say, why? I walk into a room, I don't care if it's Elon Musk, Jeff Bezos, and Donald Trump sitting in this room. I'm not going to go, I don't deserve to be here. I'm going to say, Why not me?

Why not me? That's right.

Why not me?

That's right.

I'm not going to use anything, any excuse, because the people that come up for reasons, what if they came up for a reason of why they should and why they could instead of why they can't? I just never had the limiting belief that I'm not worth it.

You're definitely worth a lot more.

I love talking about this belief, and I love removing some of the junk. I think that it's easier said than done. I definitely am very curious I'd like to learn more on your 12-week process on getting that done because that's a lot of one-on-one work. I don't think you could do that in a massive group.

It's a group. It's a group.

You do do it in a group?

We do it in a group.

Where do you start? You don't have to give me the whole 12 weeks, but what are some of the major pivots that you guys work on?

Well, like I said, the first thing, you have to decide what you want. That can be done, when I say group, it's done in group, but it's done individually, or it can be done as a group of production trying to get somewhere, or it can be a group, an individual group with people on a weekly lessons talking about individually, what do you want? We do it twice a week. We do the group, and then we do a call for for a 30-minute call to follow up on the week's speed lesson. We figure out what they want. They got to figure out what they want. We found out in these three areas, Tommy, that this improvement. First of all, if you work on yourself, if you work on your health and wellness, and if you work on your finances, three is what we call the trifecta. If you work on these three areas, even one of these areas, you'll begin to see improvement within 30 days because the curriculum is designed to show you the results right away. The first thing we work on is, what do you want? Then once you figure out what they want, then we figure out what's stopping you, obviously, what's stopping you from moving forward.

Then once you figure out what that is, then we figure out how does the mind work, the subconscious and the conscious mind. Then we talk about your image. Then we talk about your attitude. Then we talk about being a leader. Then we talk about being the mastermind. There's a lot more in the middle of that, but that is it in a nutshell on You work on those three things, then we begin to see improvement. Then I could say, mindset is just waging your awareness so you can have better thoughts, better feelings, better actions, and then better results. That's what it is. Those limiting beliefs, because everything that we do is repetition. Repetition means you have to continue You got to continue to work on this stuff. You got to continue to work on it. Our program is a six-month program. It's a six months because we do 12 weeks in 12 weeks. The second 12 weeks is three and enforcement of the information that you are continuing to going through.

I love it. What made you want to sell?

Well, then again, I knew there was something... When I was a little boy, before my mother died, I told her I was going to be a mariner. There's something in me. My dad was a trash man. He worked at the local mall, and he worked three jobs his whole life. We didn't have much, but we were surrounded by these beautiful homes a little further out. Our school teachers have beautiful homes, and some kids further in the neighborhood have beautiful homes. I said, One day, I'm going to have that. I didn't know how. When the opportunity came up for me to start canvassing, that was my way out. I took that canvassing very seriously, and I perfected that. Then that led me to meet my mentor, Mel Rosenblatt, which, look him and Norman Reels. Those two guys were like, Talk about coming from nothing. Then so sales, the To be honest with you, I'm an introvert. I live in a three and a half acre home. I just had built out here in Northern Virginia, and it's in the suburbs. The nearest house to me, probably, I don't know, maybe a football field part, maybe less than But I'm really an introvert.

But I perform so well when I'm in these people's houses. It's like I feel great. But then I like to come home, out the country, be by myself, and just relax. But I'm really an introvert, but I had to do what I have to do to get to where I'm willing to be. So I have the desire to win. That's what I have.

Then you just said It's time to make a big paycheck?

Well, it wasn't so much the paycheck was probably part of it, but I just so much enjoy canvassing and just talking to people when I was out, and Mel kept telling me I was good at it. I just developed that because that was the natural step for me to do. I don't know if you know Dave Yoho. Dave has the oldest, most successful consulting firm in the country when it comes to what we do. I met him when I met Mel, and Dave told me, he said, Grant, you can wing it all day long, but you got to have some type of methodology. That's when he gave me his tapes, and I began to listen to his tapes, and then I began to do what the tape said, and that's just listening to the tape. I was just because it was all new to me. From the time I entered the house to the time I left, I just did what was on the tape, and I was closing deals. That was a pretty powerful lesson for me that I wanted to share. I wasn't a gravest sound person, to be honest with you. Two things I had working against me, and I I still have these things working against me today.

I have a stuttering problem, and I have a speech implementment problem. But I don't let those things hold me back. I try to pronounce my words as clearly as I can, and I try to articulate the best I can. I overcome all that stuff to get what I was able to get in this lifetime.

Well, you're doing great, I'm really proud of everything you've accomplished, and you're just getting started as well. It's fun to watch you and all the adversity you had to overcome. Because look, my story is... It's one of overcoming adversity, but it wasn't... I look at it, I heard a lot of successful people say, Man, I'm at the right place at the right time every time. I don't know. It's obviously Jesus is guiding me. But I'll tell you this, everything seems to just keep happening. I happened to be at the right meeting or the right conference or in front of the right person. There's a little bit of luck because I fell into the right industry at the right time, and now it's one of the home services It's home improvement. I mean, that's what everybody's talking about.

Right. But it wasn't luck. It's your destiny. It's your destiny. It wasn't luck. It was your hard work and your positive mindset. Listen, man, when I met you, you see guys up there and you were just so junior-wide, and I said, I'm not a type of guy that... Listen, I'm not a type of guy that buys us to a lot of boys. But your words, when you mention those two things, I said, I got to go meet this guy because his destiny is set. His destiny is set. So now this is your destiny, man. You're destined to do great things. And you're destined, not only are you destined to do great things, Tommy, you're destined to help a lot of people. God put you in that position to help a lot of people. And all destinies are crossing because there's nothing new under the sun. We were destined to meet, and that's why we're here. This is no accident. I love it. This is no accident.

Grant, is there any books in your life? Obviously, Earl Nightingale. I did. I had Dave Yoho on the podcast. I don't know, about four months ago.

Isn't he great?

An amazing guy, really. I used to listen to Tom Hopkins on the cassette tapes back in the day and Michael Gerber. There's a lot of things that I've listened to that have changed the way I show up. Is there anything that you'd advise any books or people should listen to anything or read?

The first book that I have read, that two books I read, I was I read the book Thinking Real Rich. That is the most... Everything that I talk about in my curriculum derived from Thinking Real Rich. I went back to school at the age 50 to get my degree because people told me I couldn't do it. They said, No, you're not smart enough to get a degree. You can't even pronounce the words. I went back and I got my degree, and I carried a 3. 87 throughout the whole year on the honor roll. But They Can Grow Rich was one of the books I read. Another book that I always read that I keep in front of me is The Science of Getting Rich. I don't know if you can see this, The Science of Getting Rich. This book here tells people that if you don't believe in the increase, you're dumb, you're in it. Everything that God ever created has increased to it. This book here, The Science of Getting Rich, it's a powerful book, and it talks about the increase that is naturally God's given right to all men. I love it.

Those are two good books.

Yeah.

Grant, if somebody wants to reach out and talk to you, what's the best way to do that?

They can do it by going my website, coachgrantwinset. Com. They can text me at 571-397-1052. I'm on LinkedIn, I'm on social media, all the platforms.

Cool, man. Well, listen, we talked about a lot of stuff. Obviously, I think the most important thing is believe that you're worth it and work on that mindset and your belief system. I can't believe I was just talking about this, but it's 100%. A lot of people go through life thinking, maybe we don't deserve what's coming. The last thing I say during orientation after three and a half hours of my introduction to the new group is, Listen, I'm going to pour love into you guys. I'm going to show up. You're going to see me. The one thing that I can't do is make you believe in yourself and love yourself. Instead of saying, You're going to do this for your family, what about you? Why not you? Why Why do you got to do everything? I agree, do it for your kids and your wife and your parents. But what about you? Why don't you dig in and figure out what that's going to take? I definitely want to look into your six-month program, but why don't you close this out? Maybe we didn't talk about something or go deep into something, but I'll give you a chance to spend a few minutes for some final thoughts.

Well, everything I have done in my life, up to this point, has been by I've been led by every person, even my pastor, they all let me down in my church. I'm a spiritual man, and I just believe you got to believe in a higher power, and you got to believe in yourself. When you don't believe in yourself, find a higher power to believe in, because that carried me a very long way. Even just everything I got, I am so grateful. I am so grateful because God put me in an industry where I didn't even have a way. I didn't know no way. Then I met Mel Rosenblatt. Then I met Norman Well. Then I met David Yeohel. All this was over 40 years ago, and it's coming full circle for me. I'm just saying, believe in yourself and believe that there is going to be a way for you. Whoever's listening, there is a way, but you got to do the work. No one's going to give you anything. After you do the work, you believe in yourself. When you don't believe in yourself, find a mentor, someone that can see you, the good that's in you, the drive that you have, the desire to win in you, and then that will carry you as well.

Those are words that I live by. I have no idea when I met Mr. Mello, I just knew that I wanted to at least get to know the guy. I had no idea. I just stood up in the game, I was here, a mile, a line, a mile at all. Now look where we're at. I think our relationship is going to develop to something more. If that's what the Lord, our destiny is calling, and I'm just decided for it, but I have no idea.

I love it, Grant. I really appreciate the time today. For those that are listening, we're doing this on a Saturday, and I appreciate you taking the time today. My calendar is pretty limited. I'm the busiest I've ever been. That's no excuse. But one of the things I've been trying to do is make more time for my fiancée and spend time with her, too. I realized sometimes I've ignored some of the most important things. My mom asks me why I'm on my phone all the time. I got to do a better job of that, too. I think just turning it off sometimes is probably the best thing. It's just hard because I'm a busy guy. I like to do stuff. You get me somewhere, I want to do stuff. It's not I'm working on is just sitting there. I got to go back to Italy. I've never been there, but just sit there. I was looking at my Italian stallion producer. It's just sitting there. They take four-hour lunches and just sit there and just enjoy each other. I I got to work on that.

Yeah. Tommy, you deserve it. I don't know you that well. I just know your story, and you have driven yourself. I'm at the age now to where I'm not as financially successful as you are, but I am successful as you are, and I'm learning now at 63, it doesn't matter. Just enjoy the moment. I am really enjoying this moment. This is probably one of the highlights of my whole career, just meeting you and seeing how genuine you are and seeing how sincere you are and seeing how what a good man you are. All this stuff is just so good, and I'm just enjoying it, and I'm excited to say, Okay, Lord, I sat back, I did what you asked me to do. Now, you got to open the doors and lead to where we wanted to go. But I'm just… I think that's the attitude that you might want to take. Say, Okay, Lord, I'm doing what you asked me to do. I want to enjoy my fiancé. I want to enjoy my wife. I'm my mother. I don't want to be on the phone. I want to do what you want me to do.

Listen, Tommy, when you have that type of attitude, that's when all the better things come because you're not controlling it. Just sitting back and watching it attract to you. It just comes right to you. This here podcast and everything I'm doing in my life about mindset, it's just coming to me. I'm saying, Okay, Lord. Okay, I hear you. Okay, I'm just going to sit. I'm still going to work. I'm still going to be a little bit proactive, but I'm going to wait for you. When that happens, that's when all the good stuff comes. That's just my experience.

I love it, Grant. Well, I really appreciate the time today, and I think you're absolutely right. Church is going to be great tomorrow. I look forward to it. This was really interesting and fun. I got a lot of notes, and I think you're absolutely right. Mindset is everything. So thank you for Today, and I look forward to spending more time with you.

If I could help you out, you have my email, you have my number, and I'll be more than happy to share this correctly with you. Do anything I can to help you further what you're doing because you're doing some good work, some really good work.

Hey, I appreciate it. Thank you so much. We'll be chatting soon, my friend.

Thank you, Tommy. Thank you so much. Thank you. Thank you, my new friend. Thank you. Thank you.

All right. All right, my man. Hey there. Thanks for tuning into the podcast today. Before I let you go, I want to let everybody know that Elevate is out and ready to buy. I can share with you how I attracted a winning team of over 700 employees in over 20 states. The insights in this book are powerful and can be applied to any business or organization. It's a real game changer for anyone looking to build and develop a high-performing team like over here at A1 GarageDra Service. If you want to learn the secret to help me transfer my team from stealing the toilet paper to a group of 700 plus employees rowing in the same direction, head over to elevateandwin. Com/podcast and grab a copy of the book. Thanks again for listening, and we'll catch up with you next time on the podcast.