The Pursuit: How to 10X Your Success, the Grant Cardone Way

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January 20, 2016

Grant Cardone is a master of sales and the author of five business books, including The 10X Rule and the New York Times best-seller If You’re Not First, You’re Last. He has created customized sales training programs for Fortune 500 companies like Google and Afflac, he corresponds on Fox News, Fox Business, CNBC and MSNBC…

And he has faced his share of struggles.

After his father died when he was 10, his mother was constantly worried. “Meals were served with fear,” he says. This might explain his obsession with success, growth and being able to “take care of his family”—a phrase you’ll hear him say often.

Granted, “taking care of his family” includes a family jet, and his multi-family real estate investment portfolio has an estimated value of 350 million. He has reached a level of success most only dream about. Why? Because he believes in success, that it is your duty, your obligation, your responsibility.

In this episode of The Pursuit, Kelsey Humphreys talks with Grant Cardone about how he 10X’ed his success—and how you can, too:

1. Know yourself.

When Grant Cardone was younger, he struggled with addiction and drug abuse. But at 25, he hit rock bottom and he made the decision to get clean—to change directions—with a nudge from a family friend.

It was when he came back home from treatment that he realized a key factor of his personality: “I was terrified because I was scared of downtime,” he says. “[I discovered] downtime was really the culprit of my problems. When I was bored, when I wasn’t busy, when I didn’t have something to do or something to accomplish, I got in trouble—every time in my entire life, way before drugs, too.”

So he decided he had to throw himself completely into something—to become a “junkie” about something. And in 60 days of doing that, things changed—his money, his career, his self-esteem.

2. Show up.

How do you start making something of yourself—how do you start winning, succeeding? By showing up. If you are just starting out, or if you’ve grown discouraged, Cardone believes if you show up and go back to basics, you will eventually see results.

”Show up, even if you don’t know what to do, and something will happen.”

3. Practice selling.

Cardone used to be a salesman and he hated it. So how did he go from loathing his job in sales to being an expert at it?

He started in auto sales at the age of 25, and by 26 he was in the top 1 percent of salesmen in the auto industry. That’s when he decided he was going to get really good at it—and that’s when he started studying sales.

He read and listened to everything he could from influencers of the day like Brian Tracy and Jackie Cooper. He started recording sales deals when someone came in to buy a car from him, and he hired his mom to watch and take notes, to debrief at the end of it all to see what’s working and what’s not.

“I’m recording myself, I’m using every little piece of technology available 30 years ago to find out what am I doing right, what am I doing wrong?,” he says. “What I was doing, I didn’t know it then, but I was basically codifying sales.”

If Cardone believes one thing, it is that you have to know how to sell no matter what you do, but especially in business.

4. Think bigger, much bigger.

“My biggest mistake in life was that I thought too small for too long,” Cardone says.

Which is why he is so passionate about growing exponentially now—he even wrote a book on the subject, The 10X Rule.

He thinks people underestimate two things: First, most underestimate how much money they actually need to take care of their family and live comfortably—meaning enough financial security to weather any economic collapses. Second, people grossly underestimate their potential to achieve.

5. Focus on your legacy.

Each morning and evening, instead of to-do’s, Cardone writes out his major life goals, which range from “Buy a bigger jet” to “Grow old with my wife.” When I asked him what his finish line was, he said there wasn’t one, that if there was—it would be 100 years from now. His eye is continually on the prize.

So what is the prize a century from now? Legacy.

Say someone finds him 100 years in the future, what is his legacy to them? “That guy helped me. That guy helped me simplify business; that guy helped me simplify life; that guy made it alright for me to be me.”