Nick Mornard Landed in Miami With Nothing. Now He Runs a Global Business.

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If you do the wrong thing, the wrong thing will come to you. I do believe it. If you do the right thing, the right thing will come to you eventually. Don't give up. Don't expect anything fast.

But if you are consistent, because a lot of people have great ideas, they have the great start, but they're not consistent because they want instant success. Instant success, I don't believe it exists. The move from Europe to the United States, like, what was the impetus to that? Obviously, you were doing very well. You were very successful.

Why did you decide to, to come over to the States and, and start to build over here? Wow, you have a couple of hours? No, thank you, Ryan, first of all, to have me on your podcast. I really, really appreciate it, the, uh, the offer. I, I'm looking forward to it.

So, so yeah, that's a loaded question. So I moved to the US, um, June 25th, 2013, so it's been 12 years. I couldn't speak a word of English when I moved. It was my childhood, childhood dream to move to the United State. I was nine years old the first time I thought of it.

But, um, but yeah, I won the lottery, the green card lottery. Okay. So that's very different than most people. I was very lucky to won it. But I applied si- since I was 18 years old, and I won at 33 after seven years playing the lottery.

Wow. So I was consistent with it, and you can only play the lottery seven years, and so that was the last year that I was eligible to play the lottery that I won it. So it's a long process. It's not like I received a green card in the mail after two weeks. It's a long, lengthy process.

But I received the, the, the card on June 22nd, and on 25th, I was in the plane to Miami, and I figured it out. I literally landed with six luggages and, and that was the hardest three years of my life. But I was always thinking, thanks to my mindset, "If I can make it in a country like Belgium, where we are taxed 53%, I can probably make it in Ameri- which is the land of opportunities." And the first three years, I could have give up a million times, but I was confident that I was gonna succeed, and I'm not where I wanna be now, but I'm further than I thought I would be after 12 years. But yeah, the journey was fantastic.

I learned by speaking to numerous people, making tons of mistake, and I keep making them. But if you're there, you, you will succeed, and I believe that in, in a lot of different area, definitely in language as well. I really like to... You know, I think a lot of Americans, you know, we love to bitch about the country, and, you know, I think it's part of our culture with the, with the whole free speech thing that people feel like it's an obligation to have some sort of complaint about this place. But, uh, I always think it's a good reminder, especially when I, when I interview people who are either international or now, now live in the States, on the show, that, you know, th- this is a, this is the place.

You know what I mean? 100%. Not that you can't be incredibly successful anywhere in the world, for sure. But, like, yeah, we have problems here, and yeah, there's stuff that broke and doesn't, you know, maybe annoy us and di- but, like, this, this really is a, a, a, a unique moment in time and pl- you know, and a unique place in time that you can essentially become what you want. And you're gonna get beaten up, and you're gonna get tossed against the wall, and people are gonna do, and the universe is gonna do everything it can to stop you from getting where you wanna be.

But, but as you said, you know, if you, if you persevere and, and you stay committed, man, it just... There's no other place where eventually it's gonna work out. Like, it just is. Like, if you keep going, eventually it's gonna work out. Maybe not what you planned- Mm-hmm ... but you'll get there.

And, you know, my next question for you is around that confidence, right? Like, obviously you are confident in yourself that if you just keep moving forward, you're gonna eventually get to where you wanna be. Where does that confidence come from? Is that, do you think that's innate in you? Was it taught?

Is it just, you know, is it just practice, learned? Like, like, how did you instill that confidence in yourself to say, "I'm gonna get on a plane with six bags and no idea what I'm gonna do and show up in Miami and just make it work"? I mean, that's, that's ballsy. Yeah, um, the, that's a great question. So the confidence I have, I think, is from young age.

Um, I, I mean, my dad was a employee all his life. He, he always provide for, for me. It was never a problem. But he was not an entrepreneur. My mom was a stay-at-home mom.

They had a very mindset of you go to school, you go to work, and then you retire, and you enjoy your retirement, and that's something I never understood since I was super young. I'm like, "Why don't you build a business?" I was, I was always like that. I don't know where it came from because no one in my family, uh, were entrepreneurs and... But at 16 years old, I became professional basketball player, and I think that's when it changed.

I had my mindset set on playing ball for, for a living, and I achieved that at 16. And after four years, every pro athlete's, you know, scared of is injuries, and that's what happened to me. So I couldn't play professionally after that, and I'm like, "Oops, what am I gonna do? I don't even have, you know, I don't have any degrees." And so I started door-knock sale literally to start making money to pay the bills.

And then from there I grew. And I know y- you did insurance, and that's, that was my field, health insurance. Life insurance, sorry. So I did life and death insurance. Um, and I grew a team of 3,200 people in seven years in eight countries.

And it's just because I believe in listening to people who did, who did it and not try to reinvent the wheel because I knew nothing about nothing. I just knew that that person was successful. So I listened to that person. I had a mentor. I believe in mentorship wholeheartedly.

And I'm like, "Just tell me what you did. I'm gonna replicate it." Monkey see, monkey do, and that's literally what I did, and it made me successful. Then I, when I was successful, I wanted to improve it by tweaking things because I'm already there. The problem I see a lot of people do is they try to do everything their own way from the start before getting there.

And so to answer your question, I think that it's the having a lot of great mentors around me, picking very well the five person I sp- I spend the most time with around me because I, I refuse negativity in my life, and that's something I was very clear and I was very blunt about it, and I probably hurt some people's feelings when I was in my early 20s, but I'm like, "You don't have the lifestyle, the life that I wanna have. So I wish you the best, but I'm not gonna be hanging around you too much longer." And I was literally telling those things. And so it helped me. When I moved to the US, like, that's what I did.

The first three years it was literally trying to get to understand how the system work here. But America is the best country in the world, and I do believe it. I'm the most patriotic non-born American that you can find. Everything is perfect, no, but it's pretty damn close, and that's my, my vision. You know, I, I love that you said that.

I, it, it, it drives me nuts that so many, so many people that I have on the show who weren't born here but now live here, right? They have a very similar take that you do, that this is a very special place in that, you know, not perfect, but as perfect as you can get in a world of humans who are fallible and, you know, there's governments and all this different stuff, right? Mm-hmm. I mean, we can't deny human nature and, and the way, you know, reality works, but, but there is so much opportunity. And it drives me crazy that so many Americans, especially today, these last, like, 10, 15 years, they wanna take this country and put it in a box and compare people to ...

My God, like, I can't even take, like, the Hitler comparisons and the, you know, this fascism. And I'm like, thank God I've never lived in a country that was actually fascist- Mm-hmm ... but I've done enough reading and watched enough documentaries and shows and, you know, I, I love history, and I'm like, "You don't understand what fascism is." Like, if you, you, if you c- if you even try to apply that word to anything that's happening in the United States, like- No ... you don't, you just simply don't understand what it means. No. And, and it feels very ungrateful to me for the opportunity.

Like, you hit the birth lottery. Like, you were literally born in a country where your last name doesn't matter, where you were born doesn't matter, how much money you had when you were born doesn't matter. Like, different starting spots can help, but there's challenges no matter where you're born, in whatever hierarchy, and no matter where you're born, you have this opportunity to work yourself out. So coming out of that, coming out of that process, to me, the thing I see with so many young entrepreneurs and, and young in entrepreneurship- Mm-hmm ... not just necessarily y- young in age, is, is this idea that I think ego plays such a big role in, in, in this process. And I'd love for you to break down how you approach these mentor relationships, 'cause I see a lot of people who wanna have a mentor or even are lucky enough to find someone who could be a great mentor, but then they try to put their own ...

Like, their ego gets in the way. Like, they're unwilling to do all the sucking that it takes- Mm-hmm ... even if you have someone showing the way, to get to that place. So how are you or, and maybe what was your mindset, obviously being mindset so key to your success and so much of what you talk about, like, what was that mindset that you had that allowed you to maybe put part of your ... I mean, obviously you're an ambitious guy, so you have- Mm-hmm ... some ego, and you should, right? Mm-hmm.

That's, that's natural and healthy. Absolutely. But, like, you were able to push enough of it aside to listen to these people, to say, "I'm gonna not pretend like I have the answer. I'm gonna do what they tell me to do, and then I'll, I'll iterate as I have experiences." Like, that is a fairly unique perspective, but also, uh, insomuch as I don't think a lot of people have it.

However, for people who ultimately reach the success they're looking for, it is a fairly common trait. Where, where do you think that came from for you, and do you think it could be a l- it's something if someone doesn't have today that they can learn? Yeah. So again, a great question. Everybody have an ego, like you mentioned, and it's fine as long as the ego doesn't, doesn't stop you to go where you wanna be or you want, you need to be, and I think that's the biggest problem.

I ... When you start working with someone that you are willing to learn from, you need to excite their ego and put your ego on the side because I do believe ... I mean, I, maybe I'm lucky, but I doubt. I think that if you wanna reach out to someone to help you out, if you're genuine about the ask and the purp- the person feel like you really want it, very rarely someone will tell you, "No, I'm not interested," because you will, you will literally state all the things that they do that you look up to and you would like to get, like, 30 minutes with that person, you know, online, having coffee if the person live close by. Nobody will tell you no.

Maybe not at the time you want, but they will do it. And I think the problem is that a lot of people, they tend to go on, on, on one of those call and they take what they wanna take from the conversation. If it's a some- if it's someone that I really look up to and I wanna, wanna be where they are today, I'm gonna take over everything they tell me, and I'm gonna apply the hell of it, all of it, and I will learn of it. And I will follow up with them, thank them, but also follow up with, you know, "Here's what I learned during this conversation. Here's what I wanna apply.

Here's my goal the next two weeks," and now it's two months, regardless timeline. They love that because people, when they spend time, you know, that's very valuable for successful people to actually help you. They love to see that that's not for nothing. And I built such strong relationship with some majority of my, my mentors, and I still have close relationship with them to this day, and it's, I think, because I value them, I respect them, and I don't waste their time when they give it to me, and I think it's important. Can you learn that?

Yes. You just, you just need to know the reason why you wanna talk to that person, and you need to be very clear about what do you wanna get out of it, and you would be surprised what the universe is com- what the universe is coming back to you, um, thanks to actually doing the right steps. It's not easy, but if you set yourself in, if you think about a certain way, saying like, "Hey, I know that I will have challenges. I know it's gonna be, not gonna be an overnight thing," but you have a plan, you're gonna be fine. And that's exactly, to get back to my story about, about moving to the US and having a hell of three first year, I was prepared.

I knew it was not gonna be easy, but I knew eventually it's gonna happen. So when all the challenges and all those things come in between me and my goal, I smiled, and I took a step back and see, look where I came from. Look at the steps I already did today. I have a lot to do still in front of me, but look back at what you did. Cele- The holidays are here, and that means it's the most wonderful time of the year to save with Rakuten.

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That's R-A-K-U-T-E-N. Terms and conditions apply. Create the small wins, like I always said, and then move fast, move forward. And if you do that consistently, you will be successful. I have zero doubt with that.

But you need to have that mindset and that readiness of what's coming, and that's my belief. Yeah. If I were to surmise what you just said, it's, it's approaching these conversations with a beginner's mindset, right? I think, I think that's the thing. And I have people reach out to me quite often, "Hey, can I, can I pick your brain?

Can I chat?" And you know, I used to do all of them. I, I simply don't have time to do all of them anymore. Mm-hmm. Yeah.

But I'll tell you, the ones that get through, I still, I still try to do some, right? 'Cause I, I love to help, and I wanna give back as much as I can in whatever experience I've had, okay. You know, in the way they ask and in the way they approach the conversation, it determines whether or not you're willing to give someone your time, right? If you feel like someone just wants to talk to you for 30 minutes because they feel like, like it doesn't feel like they actually wanna hear what you say, they just wanna spend time with you, right? Like, you're like, "I don't wanna just spend time with someone." Like, you know what I mean?

Like, I, I have enough friends. Not that I don't want more friends, don't get me wrong, but like, you know, I have enough. Like, if I'm gonna give you 30 minutes, what am I helping you with? Like, what's the problem? If you, if you can present a problem to me, and I think I can actually guide you in some way, like actually add value, I am often willing to find a time to do that.

But I think so many people, they're, they're unwilling to be a beginner. They start giving you their resume and telling you all the amazing thi- And it's like, I honestly don't care about any of that stuff. Like, if you're asking me for help with a problem, I'm happy to help you, but I wanna know you're gonna listen, and I wanna know that you're actually gonna implement. Mm-hmm. And that's the part that's, I think, the most frustrating when, you know, from the mentor side.

And, and, and using this as a way, if you are looking for mentors to, to approach the relationship, it's like that person just wants to know. And, and, and I'm interested in your feedback too, 'cause I'm sure you're mentoring people as well now that you're in the place that you're in. But like, like I just wanna know personally that this person's gonna take action. That, that's all I'm looking for, right? If I believe that you ask me a question, I give you an answer, and you're actually gonna take some action on it, I'm happy to help, right?

Like I, I'm all for it. But if you just wanna like spend time with me, I'm not really interested in that as much. Okay. Because I'm like, if that's the case, just listen to the podcast or read the newsletter. Mm-hmm.

Like that's, there, there, there's my thoughts, you know what I mean? I'm sharing a lot of this with you anyways. And it's like, just drop that ego, put on your beginner hat, be curious, be interested, you know, be deferential to that person. Not in like a, like a, you know, they're the boss- Yeah ... you're not kinda way, but, you know, hey, you're, you're approaching this person for their insights. And, and that type of, you know, you find someone who's curious, oh my gosh, you'll, you'll spend tons of time with them.

Mm-hmm. 'Cause there's, you can tell they're soaking it in, and they're, they're analyzing it, and they're figuring out how they can apply it to their business. And um, you know, I think we get so messed up with this mentorship thing, and it's like, just be honest, upfront, and curious, and, and if you reach out to 20 potential mentors, more than half of them are gonna say yes. Absolutely. For sure. And it's, and it's like anything else.

It's like if you're in sales, it's a numbers game, right? Like some people just don't have the time. Some people might not be interested, whatever. Some people might want you to pay an amount of money that you can't afford. Those are all possibilities.

But eventually, you'll find a good fit, and man, as you said, it can take you to the next level. So I would, I would love for you to spend a little more time digging into these first three years. I'm really interested in them. Like, I think a lot of people could probably get the excitement. They could get, they could maybe pull themselves together to say, "I'm gonna go do this," but then when they hit the ground and they see how hard it actually is, they start to fold.

So how did you not fold? You know, presented with the challenge of not speaking English in a town you've never been with no friends or network, and you're starting fresh with six bags. Like how do you work through that challenge? 'Cause I'm sure there were moments where you're like, "What did I do?" Yeah, that, yeah, definitely. It, it definitely happened a few times, and the thing is that the people back home that's, that, you know, my dad, for example, that I know he has the best intention, he told me a million times, "Come back.

You have your life here. You know, you have everything you need here." And I'm like, "I will not. I will succeed here first." You know, like and no, there's no way I ever come back.

But I, I had my mind so set on this. But like you mentioned, there are things that people don't realize because they're born here. The, the credit score and the way to build a credit. There's... We don't have that in Europe, so it was new to me.

So it was like, it took me two weeks to get an apartment, to sign for a lease because I had zero credit history, and that was like a first learning. Uh, of course, learning the language. You know, lease a car, how it works. Here things are so m- so different, like you pay so much more insurance because I need to do a new tr- you know, I need to get a driver, driver license that the one in Belgium didn't count for here. So I need to start back, but then I'm a new driver at 33 years old, so the insurance fee was like insane.

So a lot of things that I needed to understand. I thought I was gonna, gonna come here, well, get into the sports business, you know, and I realized that I had offers for two D1 school basketball to be an assistant coach. Those people do it for $30,000 a year, and they have zero life. So people look at Calipari, the Coach K and stuff, those are, those are the exceptions. The people in, in the bench, like the assistant coach, majority of them don't make money.

They just spend all their day and night at the school, at college. They have one month off a year, and the rest is on campus or recruiting. And I love basketball, but that was not m- the life I wanted to be. And so I decided, okay, what is the first step I should be doing? So of course, learning the language was one.

The, the second step was like learning how, you know... It worked with credit because that was a huge thing that I was not expecting. And then how can I start making money? Because I came with $20,000. So $20,000 were done in six months just with rent, with leasing a car.

I mean, that was, that was just the way it is. And so I figure it out. Then I needed to find a mentor, and so I literally was walking around in malls and things like that and trying to figure out someone, you know, someone the way they were talking or dressing or things stupid like that, but that's how I started. And then I started introducing myself with my broken English, and that's how I got invited for something that was a direct selling, uh, ACN, I think it was at the time, and I was invited to one of those meeting they try to... And I'm like, "Oh, my God, I know because I built a huge organization in, in, in live insurance in Europe doing that."

And so let's see, but of course when you don't know no one, you cannot invite no one in those meetings. And I'm like, you know what? I'm gonna just find people in the street, and that's literally what I did. I literally went to every single mall and place like, like this, restaurants, and I was talking to people, annoying people literally, and inviting them to a meeting that may change their life. I'm not kidding, after three months, I had 17 people in my team.

And so when people say that I don't know, I don't know what to do in United States. I don't have like, you know, uh, there is no enough work. There is nothing. It's, there is work everywhere, but you need to do actually action on them. And so I start doing that, and I grew the team to be 230 people in a year and a half, and I was not making a fortune at all, but I was making enough to pay, to pay my, my rent at the, at the roommate.com that I was staying at.

And I'm not, I don't have any, any issue sharing that because it's in my book as well. I spent a year and a half eating hummus with pita chips from Costco and drinking water from the fridge from my roommate. And but from there, it went up, and I started like making connections who were very influential to me and then making some good decision. Every time I have like a couple of thousand dollar, I invested. And I got lucky, but you need to do something to get lucky, and then things start getting better and better.

And I start getting requests to be working at the bank, and so I start working at the bank. So I hated it, but after a year I got another job from a client at the bank, and I go up and up, and then I start building my own business. And so I know I have three businesses who are well-established and continue to grow, but it literally started with zero. So when people complain about they cannot do it, there is work, but you need to work. You need to actually act, and that's the problem I see here.

I mean, the same in Europe, but here even more. Like people complain, but people don't do nothing, and there is so many opportunities in US that's just insane. And I wanna just, if I can influence one person on this call who say like, "You know what? I'm gonna get up from my seat or my sofa, and I'm gonna, gonna push the doors myself," well, it's a success. And I always said, if I can influence one person every single time I talk on a podcast or live or anything like that, that's a win.

And I'm pretty sure you think the same way because you also love to influence people. But yeah, even though it was hard, I always made sure to do something valuable each and every day that will bring me closer to where I wanna be. And, and then I start, you know, renting something better myself, then buying a house, and then do an investment who just paid off completely unexpectedly. Then COVID happened, which was the best for me because that's where all the investment exploded positively, and then the rest, yeah, the rest is history. But continue to grow, but I love the fact that I had those three difficult years because it make me, you know, put completely my ego on the side and said, "If I wanna succeed, I just need to listen and do what people are successful are doing," and, and that's literally my story for the first three years.

You know, to me I, I hear this and I'm like, you showed up and you expected it to be hard. Yeah. Right? You expected it to be hard. And, and because you expected it to be hard, you were willing to do the things that were necessary to achieve the goals that you had set for yourself.

And, and this is something I see with so many people today who they talk, they talk like they're ambitious. They talk about having ambitious goals, but I know deep in their mind they haven't properly set their expectations, right? They're, they're still in their mind thinking, "Oh, you know, this $27 eBook program that I bought on Instagram is gonna hack me into a, a 20K month or whate- you know, whatever nonsense," and they think it's gonna be easy. And it's like, well, hey, maybe, maybe you could do that But that's gonna be hard. Just so you know, like there is no path to success that's easy.

Even in, you know, and, and I get this a lot because I live in a very kinda leftist, liberal state which, which is the antithesis of my personal belief structure. You know, there's this concept that like, that I should, this should just happen for me. Like I showed up today, like I, I just wrote this article this week for the newsletter which, uh, guys if you're not subscribed yet, go to finding- findingpeak.com. Subscribe today, um, around this idea that... So Woody Allen is famous, the actor Woody Allen is famous- Mm-hmm ... for saying, "90% of success is showing up."

And I, my article is basically like that's complete and utter bullshit 'cause showing up is, I feel like it completely, it, it, it downplays the actual things that lead to success. Like the point of my article is like, yeah, you gotta show up, sure. Mm-hmm. But it is not 90% of success. Showing up is the, is the fucking bar.

Like that's the bar. Mm-hmm. Like you showed up in Miami. You, you grabbed your bags and packed them and got on the airplane and came. Like you showed up.

But if that was, if that was 90% of success, it wouldn't take you three years to, to break out, right? Like you had, you set your expectations to be very hard which allowed you to set aside your ego, which allowed you to be a beginner, which allowed you to randomly walk up to people in malls and on the street, pitch opportunities to them. You know, and look, like there's a chance, and I'm sure you did at times, feel like a fool, feel a little nervous- Mm-hmm ... feel like, "Oh my God, I'm walking up to this random stranger who doesn't know me from Adam, and you know, I'm gonna try to pitch them this opportunity." And there's all kinds of fear and doubt and insecurity that comes with that, but you did it anyways because you knew from the rip that it was supposed to be hard. H- how do you, how do you, how do we cultivate that mindset?

Like if I were coming to you and, and I wanted you to be my mentor and I said, you know, "I, jeez, I, I was blessed by being born here," ba, ba, ba, ba, bop, "seen what you did. I'm just completely enamored by it." Like how do I follow your path? How do I set that mindset? Like how do you start to get across to somebody this idea that the universe does not care about you, it's gonna mow you down, and you gotta keep going?

Yeah, I think you need to feed your mind with positivity and with things that are aligning to what you wanna achieve in life. So I was reading a lot of book or listening to a lot of audios. Believe it or not, every morning, and I know it's cliche, but I was literally going on YouTube and find like motivational speech two, three minutes, and that's what the first thing I do before going on Facebook and all those things. I go on YouTube, and I just listen to a powerful like, uh, speech from anyone I could find, and I had a few. But and it motivates me, and it drove me.

And now I have teams, and I send them that once a month also like a, like a motivational thing. And I know some people are rolling their eyes and laughing and smiling, but it works. To me it works. But you need to feed your mind with all those positivity. Nick, I, I'm gonna interrupt you for a second.

The people that are rolling their eyes at what you just said are the people that will never be successful long-term because i- uh, 'cause I'm completely with you. Like if you were to... People like, uh, sometimes people will be like, "Oh, you know, you, you spend a lot of time on your phone." And I'm like, "I'm, I'm on my phone, but I'm listening to David Goggins, Jocko Willink, Jordan Peterson, you know, uh, Steve Jobs clips." Not, not like I feel like I'm gonna grab some nugget that changes my life, but what it does is it's just like a n- like you said, it's like another hit of positivity.

It's like, like if you have this energy meter, right? And, and 100% is you're willing to run through doors, and there are days where you wake up at 40. And sometimes just by yourself, no matter what your morning routine is, you just can't get your... And but man, you listen to like David Goggins running on the street yelling, "Get hard," and man, it like, maybe it boosts your motivation- Mm-hmm ... 10%, and now you're that much more motivated for the day.

And like I feel like those little hits, whether they're, you know, 15-minute speeches or TED Talks or whatever- Mm-hmm ... I do feel like that stuff's important. It's not ethereal. It's not fluffy. I feel like it, the, the universe resonates, right?

And if you can start to resonate at the same level as a Goggins 'cause you need it that day, right? You might not need that every day, but some days you do. Absolutely. And I feel like that's a super positive thing and, and I hope I- if the people, if you're listening to this show, you're most likely not rolling your eyes 'cause you've put up with me for this long. But you know what I mean?

Like if there are people rolling their eyes like, "What Nick is..." This is, this is part of what winners do. They, they surround themselves with humans but also ideas, concepts, and media that pushes them forward. So I just wanted to jump in there real quick. I apologize for interrupting.

No, no, I, I totally agree with you. But again, it's a, it's a mindset thing, you know? Like if you- people don't believe in something, they don't believe in something, but then don't expect change in your, in your daily habits and, uh, daily, you know, income or whatever you wanna achieve. So, so yeah, definitely that. And then the mentor again, um, I, I was talking to people, to entrepreneurs, to business owners, and what are you doing?

What are you doing? Like what are you doing that I don't do? You know, like this is literally what I would try to, to understand. Then I put it on paper. So I'm, I'm a know very old-fashioned guy.

I know we have like all phone and iPad and all that, but I was, I put on paper like e- exactly. I put on paper something, and then I read it back, and I write it back, and I, I write what I wanna achieve each and every week, months. And I just, usually I do like a five-year plan, but I drill through the five-year plan into to three years, one year, then by months. And when you achieve it, celebrate it. Again, enjoy because it's a journey, you know?

It, going to the journey, you're not gonna achieve it in one day. So enjoy, enjoy the pro- the process. And, and that's something that I'm very clear with with the people I work with right now but also to myself. To this day I still follow that 100% of the time. I have, I have an hour, I mean, you can, we can call it like the power hour or something like that.

I have an hour that I said, "Okay, I need to sit down and go through things that will get me closer to my goal." And I never skip that one hour I c- I can, I can do whatever I want, and I do it six times a week, so I have one day off. But it's six times a week I have that one hour, even when I'm on vacation, and I just put down something, okay, here's what I need to do in order to do. But I act, act on them, and I check when they're done. I like to see it, cross it, you know?

So it's detail. It's, it's, it may be like something that someone said I'm gonna just put on my phone, but on the phone I cannot cross it. You know? Like, so I just have to delete it, but then I don't see it. So it's psychologic, you can say, but it's all those things that I was doing constantly, and I still do them, and I still teach it to people I work with because it's so important to me.

And maybe it's not for you, but then do something else that will replicate that as long as it works for you. I believe there's more than one way to be successful, but I can only teach the, the way that works for me. And so yeah, all those things are, are things that I were doing. Also, I believe you need to, you know, to be physically on point as well. So, um, doesn't mean that you need to be like a six-pack and be like a Arnold Schwarzenegger, but I take care of myself.

You know, I take care of myself. Every day I go at least 30 minutes, 45 minutes at the gym because that's just my time to just release, you know? Like, and I believe it's a combination of everything, but it's important to me to be able to be also, you know, mentally and physically ready. Yeah. Because when you, you know, when you talk, you know, you're a speaker as well, when you go speak for 50 minutes, if you don't take care of yourself, you will not be able to pass 20 minutes, 30 minutes.

You will be like you'll not be able to talk anymore. So there are detail like that, but it's important, I think. I think it's important. You rarely see a very successful person on TV who is like, uh, like, uh, 400 pounds and eating burger all day. That's, that's mentally, but I don't see it neither.

Yeah. There's a, a, a cliche that I've been kind of pulling back into my life a little bit as, as I, you know, continue to try to always improve and involve, evolve, is, uh, how you do anything or how you do everything, how you do anything is how you do everything. Yeah. Yeah. Yeah, something like that.

So even with the idea of like, okay, you wanna be a very successful salesperson, let's say, right? So you're in an organization. You like where you work. You like what you ... You wanna be successful selling.

Great. But as you said, if you're not taking care of yourself physically, you're gonna get to the second half of the day, you're gonna go search for sugar. The sugar's gonna create a dip and, uh, a spike and then a dip, and then you're gonna be tired, and now, now you don't wanna make your phone calls, or you don't wanna do your follow-ups, and you're kinda ... You know, now you start surfing the internet. You lose the second half of your day.

And, you know, y- you can blame it on, "Oh, well, I had a couple of ca- important calls in the morning," et cetera. No, you weren't physically, you don't physically have your body in a place where it can sustain a six to eight-hour day of consistent work to get the things done that you need to get done. Like, you set this goal of being a successful salesman, whatever that looks like. Like, part of that is physical. And the other part that I love, and this, I think this is the part that so many people miss, is mental, right?

If you don't, if you're not, if your life is chaotic at home, or you have all these bad habits or vices or addictions, or simply you're just not feeding your brain positivity or, or growth-focused content in some regard, your not ... Brain starts to dull and starts to become very compartmentalized. And now all of a sudden you're, you can't piece together ideas or think on your feet as well, or you're not seeing the vision out past, you know, the next day or the next week. And, and this is how we start to fall apart because then we start making excuses. "Oh, well, I missed that goal because, you know, this client didn't come in."

Well, no. The real answer is you should add seven of those clients on the books potentially coming in, but, you know, y- you're losing a day a week because your mental and physical health isn't there. And I think when we really want, when you, to your point, like, you don't see highly successful, like, obese people. Like, you don't. No.

They are the exception. I'm sure that- Mm ... the audience can pull out a couple, but, like, and I'm not, again, like you said, we're not talking about Adonises. And, and even, you know, look, I don't wanna be overly judgmental here because your actual, like, you know, you carry a couple extra pounds here or there. Maybe you just like to have a few extra drinks or y- whatever, but, like, the point is you gotta use your body. You gotta feed your mind because at the end of the day, they are just as important to your performance as the skills that you have, and they directly impact the effort you're able to put in.

So, you know, like, I love how you talked a little bit about your routine. I, I'm interested in, like ... So, so again, coming back to the scenario where, where I'm positioning myself as a mentee to, to you as the mentor, right? And I'm, I'm, let's say I'm a, I'm young kid, twen- 25-year-old dude, came out of college, tried a couple jobs, nothing works. I come across you.

I love what you're doing. I love the way you approach it. Like, what's the first thing you want me to work on? Obviously, this is a kind of a generic scenario, but, like, if, you know, in a broad sense, what's the first thing? At that age, 25, just getting started in my career, but I'm highly ambitious.

I have goals. Did you know that driving under the influence of marijuana is illegal? That's right. Driving high could get you a DUI. And if you're wondering if law enforcement can tell when you're driving high, well, everyone else in your life can.

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If you feel different, you drive different. Drive high, get a DUI. Paid for by NHTSA. What's the first thing you would recommend I work on to put myself in a position to be successful? Wow, that's also a loaded question.

I think that I would ask a lot of question first to see what's their goal because I need to understand what they wanna achieve and see if it's realistic in their timeline. Because sometimes I got some people coming, like you said, that, that, that age category, and then what they wanna do seems completely unrealistic. So I first wanna understand the why and the how they thought about that and wh- how they came up with that timeframe, for example. But then some- I mean, I already talk about this, but who are you spending your time with when you're not working? I think that's super important.

And again, I don't wanna be judgmental with the people, you know, like you spend time with. But, you know, I think it's important because you will feed yourself, your mind with things that are maybe not be in line with what you wanna accomplish in life. And sometime you need to make difficult decisions. And so I would like to understand, okay, so who are the, the three to five person you spend the most time with outside your, your, your day? You know, like the workday, and why.

So what do you like about that relationship that you cultivate with X, Y, Z person? And I think that it's ... Sometimes I have people who said, "Oh my, this eye-opening. I just realized that I'm not, I'm not spending the time with the people I should spend time of." And, and it's just life, but you see that all the time.

I'm a sports, I'm an ex-athlete, and so I watch a lot of sport. It's my passion is still sports. And so I see so many, like, athletes with so much qualities. Like, I would talk about one, Ja Mor- Moran, for example, from Memphis Grizzlies. This guy has the most potential I ever saw in my life maybe, but everything ...

He spend his time with the, the wrong people outside basketball court, and that's why he, he already lost 12 million in endorsement in two years, et cetera. So I think that's the important. But in business it's the same thing. So that would be one. What are you doing outside your normal hours to actually get where you wanna be?

So what action are you doing? And how are you taking track or keeping track on all of that? That's gonna be important, because if you don't have a tracker, you will not be able to achieve anything. Celebrate your wins neither, and I still believe it's so important celebrate the wins. Something that my mentor, one of my mentor told me long time ago, said, "Nick, have goals for yourself that you wanna get for yourself if you achieve your yearly goal."

So for example, um, this year with my travel agency, I have a goal to reach a million of sale by myself, not my team. A million dollar of sale, like travel sale. And if I reach that, I have a certain thing I wanna buy myself, you know? So I work towards not only being good for my business and continue to grow, and I have the other business, and I have the trainees and stuff like that, but I wanna reach it because I really want this thing that I put myself on, that on December 31st if I reach it, I buy it. And I think it's important because it give you the extra adrenaline in this, the extra energy sometimes day or week that you don't feel like it to actually look at something that it's for you that you wanna achieve.

And if I don't get to that million, I will not buy it. I can buy it. I have the money. But I would not buy it. It's only if I reach my goal.

And I think it's important for anyone to have something that will be good for themself as well, and not look only on the business side of it, but also how can you please yourself with something if you achieve your goal? It can, it doesn't have to be monetary. It can be something different, but something that you can actually put your, you know, mind to it when times are more hard, uh, harder. So I will start with those two, but it, tho- those, those are two main thing that I think are very important. I love that, and I, and I think, I think the fact that you focus on who first is incredibly important.

Um, you know, I, I know over the last ... So I started my entrepreneurial journey later, like in my 30s. Um, you know, kinda grew up in the same situation as you. My, my mom was a receptionist, my dad was a mechanic on the railroad. Blessed to have two parents that love me, but we lived very much on the poorer side of life, right?

Like, we ... I'd get two new shirts, one pair of jeans, and one pair of sneakers, and that's what I had for the school year. I just had to make it work, right? And, you know, by the end of the year you're tattered and torn, and if I ripped the sneakers or ripped the jeans, I wasn't getting a new pair. That's what, that's what it was for the year, you know?

So it was like, so we, we, we weren't ever hungry, but we didn't have much. And way they taught me was go to the big, you know, go, go to get, go get a job at a big company, have the consistency, have the security, et cetera, uh, you know, the 4K, and, you know, that, that was the, the idea. And while that never really fit with my personality, because it was ingrained in my head, that's the first path that I took. And, and growing up, you know, growing up severely poor, you, you kinda, you know, and, and, and the people that I've talked to, they, they tend to take two paths. They either go the safe path or they go the crazy path right from the rip.

And then usually at some point they realize whether that's the right path, and that's what happened to me. I got, you know, 10 years into my career, my working career, and realized these, this big corporate, this is not, this doesn't work for me. I'm, I'm too entrepreneurial. I'm too, you know, this, I love building. I move really fast, all these things.

Okay. In that process of, of going from okay, I kinda look and feel like everyone else. I got X, Y, Z job. I'm, you know, manager of this or director of that, whatever, to the entrepreneurial path, I lost a lot of friends in that transition. And, and not lost like I kicked them out the door.

Hmm. Right. I just had to start saying like, "Guys, I can't play golf at AM on a Friday because I'm building a business," or, "Hey, I can't, I don't wanna go out drinking 'cause I'll feel like shit tomorrow and I got work to do," right? And, like, and those relationships started to fade away, and what's funny is, like, when you start ... And, and, you know, I d- I just had this guy on, Kevin Trudeau, uh, h- very successful individual, sold multiple companies for nine figures, and he was talking a lot about the law of attraction and the law of vibration, et cetera, and, and kind of putting it in realistic terms.

And what's been funny is the more, like, super, super successful, uh, people that I've talked to, who also seem happy. I'm gonna put that caveat on it. I, see they seem content, right? They don't seem fucking miserable. They, they all in some way, whether they verbalize it or not, live by this law of attraction.

And when you start vibrating as like, hey, I'm, I, I like to grow personally. I like to read. I like to work out. I like to ... You know, I'm interested in business.

I'm interested in, you know, breaking down philosophical topics or mindsets. What's funny is those people that should be in your life, they start to find you Right? Mm-hmm. 100%. Like, do you, do you, do you practice—I'm very interested in this, and this is maybe contextual, but take it where you will.

Like, one, do you believe and practice the law of attraction vibration? Have you seen it in your own life? Like, this is something that for a long ti- So I read The Secret, and I was like, "This is all bullshit." I was like, "This is so stupid." But then, but then, you know what I mean?

And I just, I just didn't... That, that version of it didn't relate to me at all. However, I've been shocked the last two or three years doing the podcast how many people have come on the show, and this is, like, a core feature of who they are, is like, "I resonate this energy on purpose because not only is it how I wanna live my life, but I wanna attract the people and opportunities to me who match this vibration," or whatever. Like, one, are you there? Do you believe in this concept?

Two, do, do you actively practice it? I believe so har- And now it's funny because I was gonna mention The Secret because my first mentor, I was 24 when I, when I start the entrepreneurship journey. And my first mentor, who was very successful in Europe in life insurance, she told me, "Nic," the first thing when I reached out to her to be- become my mentor, she said, "No problem at all, but you need to first read the book The Secret." I'm like, "What's The Secret?" And so I bought the book, and I read it, and I was like, "You're my boy."

One of those. And so I meet her after I read the book, and she asked me, you know, what I think, and I s- I was honest with her. And she said, "Well, change the way you think about this book because that's gonna change your life if you actually apply those things." And I will never forget that. It's funny enough because when I was growing my team myself after a while, every new person, new leaders who came in, I, I made them read the book as well because it was so impactful to me, not at the same—at that po- moment, but it was impactful afterwards.

And, and you're totally right. Things are coming your way the more you change the people you are around and the more you change your habits who are aligning to what you wanna achieve and accomplish. It's, it's funny. I started, I don't have a, a podcast like yours, but I'm at 100 episode in mine from October 1st last year, uh, with my co-host Will. And one of the episode is on leadership and mindset.

And we struggle at first, you know, for guests and things like that, you know? So we were doing a lot of back and forth between him and me. And then we start having guests. And then I saw people, you know, requesting it. And then we start people in the area we live at who start listening to it and start saying like, "I would love to be a guest."

And the same with my podcast about sports, and we start having athletes now reaching out. And I believe in... I had, like, when I started in October 1st, I had a three-year plan with certain name that I wanna have on the podcast. And I know people laugh when I say those few names because, like, it's impossible. My number one for my, my leadership one i- is, uh, is Sinek, you know?

I wanna have Simon Sinek in my, in my, in my podcast at one point. And I know I will reach that because, because I do everything every day to get to where at, at it's gonna get to that point. Or Luka Dončić for sports, my for sport podca- podcast. And I need to have those impossible to reach in my list because it's not like it's the only person I'm gonna be reaching for. I will have a hundred people or more before that.

But by doing the right thing, I believe I will reach to the person I really want. And I have the same for my podcast for travel. So, so yeah. So that's really, like, very interesting the way that things work. Clients that comes to you, like you, at first you send a million emails to get one call.

And then when you start putting your brand out there, you know, the 1% pushes the brand for my coaching and leadership, um, uh, speaking business that I have. Now you have, like, some will reach out to you while they were never answering your email six months ago. And now they say, "Hey, by the way, I, I saw you there." TEDx reached out to us, to me and Will, like, uh, you know, my, my, my co-host. And we have a TEDx presentation in September.

And so I'm like, "Who, who am I to be on a TEDx? I can barely speak English." But TEDx, TEDx actually reached out and saying like, "We would lo- love to have you guys coming to talk about leadership." So I believe 100% in law attraction. If you do the wrong thing, the wrong thing will come to you.

I do believe it. If you do the right thing, the right thing will come to you eventually. Don't give up. Don't expect anything fast. But if you are consistent, which is the key word, because a lot of people have great ideas, they have the great start, but they're not consistent because they want instant success.

Instant success, I don't believe it exists. You may- Some people may be lucky. Do the right thing consistently. You don't give up. It's the same last analogy I will give.

If someone, someone is building something on social media, they build a group or, or something like that. If you consistently post, very carefully posting things that matters to the audience, don't stop after three weeks or a month or two months because you get a like or two likes and nobody shared. Eventually people will see that you are serious about what you're trying to accomplish, and they're gonna come to you. And that's what happened with the travel business. The first year I got no one to like and share my post.

But I kept posting two, three times a day. And then after that, I started receiving private messages. Now I'm at five to 10 private message a day for new clients. Free marketing. But it took me a year and a half with almost nobody reach out to me about the travel business that now I can barley, barley, barley handle it.

That's why I have a team now. And so be consistent in everything you do in life because things will come back to you. But the universe or whoever you think it is looking at what you're doing, and they will... That's gonna come back to you. So yes, I, I agree.

Yeah. It, it's funny. It's funny how we don't think through how we apply value to things to our own work, right? So, like, if you see someone brand new that you've never seen before and they post something, you may read it, but you're like, "Oh, okay." And you're not gonna buy from them.

You're just, "Oh, okay. They do that thing. That's great." And you move on. And then you do the same thing.

And then when you've seen that person, like you said, six months, a year, 18, and they're still grinding, they're still doing it, they're getting better at it, they're sharing more value, their service, you know, they're getting better at describing their service. Maybe their service has expanded offerings, and now all of a sudden you're like, "Wait, I wanna go on this trip and I really need help with it, you know? Like I, I'm gonna reach out to Nick. He's been, he's ... I know he does it."

Like, it is in- it is intuitive in us to wait for some trigger point where I believe you're serious about what you do and an expert at it, and therefore now I'll reach out to you and do business with you. Yet, in our own business we're like, exactly you said, "I'm gonna post for three weeks and if no one responds, then I, I'm done. It doesn't work. No one likes what I'm saying." And it's like if you just applied your buying mindset to your own business, like you would just keep going because you know you have to keep going simply to prove to people that you're serious about the work.

And, you know, I, I'm growing a startup right now, a AI company in the insurance industry. AI's brand new. It's all this stuff, right? And like I remember some of our, our, the team members early on were like, "Man, we're not getting any traction," this. And I'm like, "Guys, we're, we're three months in.

Like, no one even believes that we're serious. Most people are going this is another AI company- Exactly ... that's gonna crash along the rocks." Like, we just have to keep going. And at the six-month mark, all of a sudden like a big potential enterprise client reached out, and everyone's like, "Oh my God." And I was like, "Let's, you gotta keep going," right?

And then, and now we're starting to get real traction. The business really started. It's ti- it, it's much more fun. I'm not getting the oh-my-God messages from the team as often. You know what I mean?

Like this ... And it's like, guys, we've, we've been in market for a year now, and now people are going, "Wait, maybe I can give these guys my attention because they haven't crashed across the rocks. They are continuing to share. They are building new fea-" And it's just you're just wearing people down, and everyone has their own, like, trigger at which point you've, you've hit enough tumblers for them to believe that you're serious and you can solve the problem. And it's just grinding until you hit that for enough people, and then everything changes.

And like I tell my kids all the time, I have, I have two young boys that both play baseball. Huge sports fan as well. We could come on and do an entire show about sports. Happy to, happy to do that. That would be tons of fun actually.

I have toyed with the idea of starting another podcast about sports. There you go. But I just don't have the time today, although I, I fantasize about it maybe in the future. But my boys are big into baseball and basketball, and right now it's baseball season. And, um, and my older son, uh, is a, is a pitcher.

Um, you know, right now he's not throwing as hard as some of the kids that throw hard, right? But what he's done that I think is phenomenal is he's taught himself how to make the ball move. So at 11 years old, he can throw a two-seamer, a cutter. He's got a hook. He throws a nasty changeup.

So what happens, what I say to him is, like, he gets up on the mound, he's warming up, and, you know, I'll even hear the other coach say like, "Move up in the box," and all this stuff. And then he'll like mow these kids down and, you know, but he still gets frustrated that he can't throw as hard- Yes ... or this kid gets more innings or whatever. And I'm like, "Bud, this is not ... You're 11. Like, the game is not to be the best 11-year-old.

That's not ... There's no prize being the le- best 11-year-old. Like, you're playing for your modified team. And when you make your modified team, you'll be playing for your, playing to make your freshman or JV team. And then from there, you know ...

Like, most of these kids are going to get frustrated and give up. Mm-hmm. Just keep growing. Keep learning your position. Love it.

Keep working on details, and eventually you're gonna grow into your body and your velocity'll pick up. And, you know, and, and so many of these kids that you feel like, you know, X or Y about today, most of them are gonna fall away. There will be the ones that stick with it, and you'll be your teammates or competitors, and that's great. But like just by continuing to focus on the work, you're gonna separate yourself, and that goes for literally everything in life. And- Everything.

Everything. I, I did a speech last week for a company and, um, I was using this analogy of Michael Jordan. You know, if you wanna give up, he didn't, he was not picked in the top 10 of his own high school. He was number 11 because the coach didn't believe his ... He had, he was athletic, but they didn't believe in his IQ, basketball IQ.

Well, he had two choice. Or he give up, "Oh, it's not for me. I'm doing, do something else." Or he, he's gonna use that as extra motivation to actually grind even more to prove this person wrong, which will elevate his game and then he will go another level, which of course we all know that's what he did. But there's always an option for people.

You always have a choice in life. You can choose to give up or you can choose to move forward. Which, which one are you gonna choose? And that's really, that can change the, the direction of your life for a lot of people. And that's, that's literally a decision that you have in your hand.

So you're, you're out there doing the 1% Push keynote. Give us a quick, just a quick breakdown of the keynote. There's a lot of people who book venues who listen to the show. So, um, you know, if they're interested in your message, wanna get ahold of you, like let them know how they go deeper in your world. But before you get into like where they can go, like I'd just love maybe just a couple minutes on, on this keynote because obviously, um, obviously philosophically you and I line up really well.

I love what you're doing. Getting a TEDx Talk is phenomenal. I just did my first one in February. What an amazing, challenging experience. And, um, you know, I know you'll crush it.

But embrace it, man. It, it was the most nerve-wracking talk I've given of my- I'm sure it is ... in my entire life. You know, not even, you know, a 10th, a 10th the size of the audience in terms of like live of like what I've actually done. You know, I've done 1,000-plus audience and, you know, there's maybe 100 people in the room, but I'm as nervous as I've ever been for this talk, right? So like it's an amazing experience.

So tell us a little bit about the 1% Push and then let us know where we can, uh, dive deeper into your world.Absolutely. So, so thank you for the opportunity. So basically, I help leader improve their skills when it comes to, um, understanding their people and the different style of people that they work with. And it can be anything from first level manager to C- CEO, CIO, which is, you know, I'm a lot more doing a lot of speech on the tech side right now. But it's, it's literally like the performance piece of it.

So we all know that the, you know, the title being leader, but I, I focus a lot about the difference between leadership and manager. Because a lot of companies that I'm going to, they, they believe they have a great leadership team, but a lot of time they have a lot of managers. And manager will do what you want them to do, but they will inspire no one. So how can you actually do the step necessary in order to move those manager into leaders or maybe get them back to individual contributor because they don't have it? And I think it's important to do the right thing at that level because if you keep promoting managers, you will not have a strong leadership team.

You will not have a team where people actually inspire by, and I do believe in inspiration. Someone will fight 10 time more, fight 10, 10 time more for the right leader. But a manager, they will just do it because that's a strict minimum they need to do in order to be successful at the end of the year. But you're not gonna inspire someone to become, to become a leader themself because they don't wanna follow this pathway. So I think it's extremely important for every companies to understand the material of their leadership team.

And from my experience in leadership for years, it's literally the, that difference make or break an organization long term. If you have an organization where you need to hire people from outside for every VP or above position, it's probably because you don't do the right thing with the first few steps of leadership managers. And if you continue to do that, you will struggle big time to actually promote with- from within, which will diminish the capabilities of your team to actually be willing to progress within your organization, and you will have to hire from outside, and it's usually not the right thing to do for culture purposes, et cetera. So my speech is all about what steps to do in order to actually create leader instead of create managers. I love that.

Awesome. And so if someone wants to get deeper into your world, the podcast, if, uh, you know, I don't know if you have a newsletter, wh- where do they go to, to dive deep into your world? Yeah, so eas- easier, I mean, I have a website, which is my name, nickmornard.com. That's the website for everything has to do with leadership, speaking, mindset piece. You can find my book here.

I published my first book last year, which is published, um, which is Mindset Is My Degree, which is short but straight to the point about my story, but also how to use mindset in your advantage and how to really, like, continue to work on it. And, uh, and LinkedIn. I think nickmornard.com or LinkedIn, Nick Mornard, you will find me. I post every single day. I do videos.

I do inspirational posting and things like that. And please give me feedback, reach out. I'm always willing to talk to anyone. I believe in, in improving every day and help people on the same way as well. So I will always welcome anyone who want to reach out and, um, and have a conversation.

I love it, bro. Appreciate your time. Guys, I'll have links to all Nick's resources that he just mentioned, so just scroll down, whether you're on YouTube or wherever you're listening, and make sure you dive deep. Dude, love it. So glad you came on the show.

Thank you, Ryan. Appreciate the hell out of you, and I wish you nothing but the best, my friend. You too. Thank you. Very inspiration.

Thank you. Let's go. Yeah. Make it look, make it look, make it look easy. Thank you for listening to The Ryan Hanley Show.

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