Keys to 8 Figure Business with Tony Grebmeier
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Keys to 8 Figure Business with Tony Grebmeier

are you ready to scale and outsource
your business okay let’s go welcome to the outsourcing and scaling show I’m
your host Nathan Hirsch a show where we talk about everything
Amazon shopify ecommerce and digital marketing let’s get started welcome back
to outsourcing scaling my name’s Nate the host and I’m here with Tony Tony Grebmeier my
how you doing today Tony I am fantastic you doing great those you that don’t
know Tony has run multiple eight-figure businesses that’s right eight figures
and he’s been running business online since 1996 I was only seven years old
when he started selling online very impressive and we’re gonna talk about
all that but first let’s take a gigantic step back what were you like growing up
were you a straight-a student were you a rebel did you know you wanted to be an
entrepreneur you know those are some great questions to start I wasn’t a
great student I didn’t have the attention to listen to what anybody was
trying to tell me to do so I was always in the back of the classroom causing
trouble the only problem was my mom was a schoolteacher in the district and so I
found myself in the principal’s office all the time and my mom always knew what
I was up to so I got in trouble a lot as a kid
it wasn’t until literally high school where I made the switch in my mind to
try to figure out hey I’ve got a talent I’m gonna go use it and that’s really
where my entrepreneurial journey kind of began it’s funny my dad was a teacher at
my high school and I always felt like secretly the years that I was there were
his least favorite years because I was the same way I was always getting in
trouble and messing with teachers and making him look bad so it’s funny that
we both come from that so you started 1996 what was it like in 1996 I mean I
can’t even imagine the internet back then so if you’ve seen the new movie
Captain Marvel there’s a scene in Captain Marvel where they show AltaVista
it was a search engine there was like oh so there’s excite Yahoo that was it and
that’s kind of what I found online yeah everybody had heard at the time of a o L
it was slow and archaic people were being innovative and creative they were
mainly in the adult internet space and they were breeding all the technology to
what we use today with video conferencing etc but I was work
a radio station in San Jose as a DJ by day and entrepreneur by night teaching
myself how to blog how to build websites how to do SEO so it’s really starting
from the foundation of anything could be created and what is it that I want to
play with so you started this marketing agency how did you get your first client
because I think a lot of people out there a lot of our listeners are running
agencies or they want to write agencies what was that like so one of the pieces
that I’ve always used to my advantage and anybody can use it is stick your
hand out and tell people what you do so many people think well because I run an
online business I’m just gonna advertise online and I’m like no tell your
neighbor tell tell your friends go to go to dinner and hey who’s running your
marketing for your website or hey do you guys even have an SEO person and the
greatest gift we have is a mobile device that’s more powerful than the first moon
landing I mean that the ship that took everybody to the moon boom she didn’t
have the technology your cell phone hasn’t it so if you think about that so
you can literally sit at your table Google the the establishment you’re at
look at their Google ratings and literally make a compliment or say hey
man I would love to do a free analysis for you and that’s what I did then and
that’s what I still do today to help businesses yeah and I feel like you
always had that the networking thing going I mean whenever I see you you’re
always talking to very high level people I’ve seen you run dinners and other
events talk to me a little bit about how important that’s been and how you got
into doing that sure I was a guest at many events and I always am in
observation mode I’m always looking around what could I do if I was running
this business what would I switch up so I used that as kind of my kind of like
my TrueNorth I’m like okay if this was my business what would I change or how
could I improve it without spending any money so I’m always thinking about that
networking has always been pretty straightforward and easy for me because
I stick my hand out first instead of having it in my pocket I’m introducing
myself I’m getting to know people I’m adding value before I ask for anything
and I think we also get that messed up where I like well I run an agency you
should come work with me I’m like they don’t maybe want to so how could I add
value to them to give them the the piece that causes them to be curious about
what Tony do or what would that company be able to help me to do
and so running events has really been a way to not have to tell people what we
do but to showcase who we network with like you just mentioned multiple
seven-figure and 8-figure businesses being around seven eight and nine figure
entrepreneurs who run those businesses other people go out like he must be
doing something right when I google his name nothing bad really comes up so I
kind of want to learn more about that guy oh and he’s run a business for
eighteen years Wow so he has longevity in an industry
all of those things have been like true benefits and like what you’re doing with
your podcast what a great value add because now it’s when someone searches
your name they’re gonna see your name plus all of these amazing people you’ve
interviewed along the way that just adds more credibility to who you are right
and how do you get into doing your podcast I’ve been I guess on it twice
what was the initial goal I mean how long ago did you start it sure my
initial goal was what the heck is podcasting I literally I think like 2015
I had heard enough podcast and I’m like do I really want to do this because I
came from radio and I on hung up the headphones some you know 16 years
earlier a friend of mine was talking dan Meredith another buddy of mine Sammy
Taggart and Peter Lynch we were all kind of in a conversation talking about the
power of podcasting and I said you know what man I’ve been thinking about
launching one because of radio of my love for business and people maybe I’ll
just do that and I literally went home on a Friday and by Monday I pushed the
show out with three episodes and and I’ve been asked this how was it I’m like
well because I’m a perfectionist and everything I do I’d made sure it was as
good as it could be and then I just made sure I worked really really hard on
improving it all of the time as an entrepreneur I think I have two things
going against me a bright shiny disorder so I see something new I want to go try
it that’s a distraction and then number two my buddy I and garlic always helps
me to remember version done is better than version done and so like I was easy
for me to launch a podcast it was called entrepreneur unplugged
there’s a company that has that term and have had lawyers for years go after
people using that word so I quickly just changed it to Tony G because I was my
rate broadcasting name I did that for about a
year year and a half I loved it and I literally transitioned into the be
fulfilled show to kind of align more with fulfillment what we do for a living
but I also personally are helping people to be fulfilled in their life and so it
just kind of was an alignment thing at first it was entrepreneur that should
give me a lot of listeners then it should be Toni G because that’s me and
then I made it more about helping people to find fulfillment in their life I love
it so let’s say there’s someone listening
right now and they they’re running a six-figure seven-figure business or
listening to you you’ve run multiple eight-figure businesses and they say I
want to get to that level what would your advice be as someone who has seen a
business grow to that eight figures another great question I literally want
to like begin every day with the end in mind what is the goal but let’s say you
have a you have a 12 month goal six month goal 3-month goal one month goal
well what’s what do you want to achieve today like and you have to ask yourself
this this is a great little way an analogy as money-making activities so
Mme everything you’re doing needs to be a if your goal is to hit a certain
target like seven figures so you want to do a million so what are you doing today
you chunk down fifty two weeks you get at your number you’re like alright I
need to make three thousand dollars today what am i doing to do that and if
you can’t say I know for sure you find yourself and probably a distraction
channel doing stuff that’s not helping you so then when you get through your
one month and you look back and you’re like man I didn’t have my calendar
filled I didn’t have enough call setup I didn’t have enough meeting scheduled I
didn’t make it a point to send out creatives to potential opportunities or
new customers like so we got to not kid ourselves and we have to get really
granular and say how important is this well if you put out a goal in front of
me like say hey Tony what do you think we could do this year I’m like I’m
shooting for 20 million like that’s my goal this year I’m trying for 20 million
well how you doing so far I’m like I’m up every single month since January and
I’m doubling my target for next month and I’m gonna get there how am I going
to get there I said well I got a sales team so if someone’s listening right now
and doesn’t have a sales team you got to remember then you probably are also your
executive assistant and you’re probably also the janitor you probably also all
these other people on your team and you have to just get some things clear like
you have to first decide what you were built to do not what you’re stuck doing
so one of the things new that I want to give everybody listening right now
just something free a great resource I created my buddy Kevin Cowan years ago
had mentioned these two words and it really helped me to take and put
everything into this kind of framework which is drainers and drivers calm and I
give away a five day free mini-course you literally do it I instruct you
through some videos but what it’s built for is to help you figure out what’s
draining you in your business and then what’s driving you in your business
anything that’s draining you right now Nathan’s company free up you know they
got tons of outsourced resources everything that you need to kind of take
those drainers off your table so you can spend more time in the drivers not
everybody was built to be the driver on the bus some people were built to be the
first passenger or the back passenger or the middle passenger your job is to find
the right people who need to be on the bus the ones who aren’t helping you get
to your destination you need to drop them off as soon as you can at the
quickest bus stop and say thanks and you keep moving another lesson I learned and
this was a hard lesson the people got you does seven or eight figures won’t
take you to nine there’s certain people that are only built for so much and
that’s where they’re at and it’s not that they’re at fault it’s just that you
need to know where people are best suited and some people are just great
like in the middle of the day I’m a starter and a finisher the in-between
stuff that’s why I hire great people around me who are great at integrating
and making all that stuff happen let’s talk hiring for a little we kind of
segue it into that is there a horror story or bad hiring experience that
stands out that you can share with the audience mmm yeah you know before using
drainers and drivers I’ve I’ve had some interesting hires I don’t think anyone
has ever been bad I mean I’ve had a guy at my warehouse show up after he was let
go with a knife you know and he like threatened you know hey give me my job
back or you know I’m gonna cut you up and I mean I this day and age the
Internet is a powerful tool negative and positive and what I have seen is we need
to do more at researching who are really hiring the
NFL Draft you know they don’t just draft a quarterback or a running back and they
send out a full assessment to go figure out how they were in high school kind of
like your questions how you were in high school
what are your relationships like who what kind of references do you keep as
friends and try to vet as much as you possibly can especially if they’re gonna
be taking any kind of monetary gains in your company they need access to sales
data marketing material they have a hand in your company so you want to do the
best that you possibly can so we’ve had some interesting characters
over the years I mean I the people who go out to the parking lot and smart
smoke pot at lunch and they think it’s cool I mean yeah we live in Colorado but
then they come back high right and then it’s not really fun to work with them
they’re like why are you yelling at me man I’m just like here to you know do my
job so I have to remind myself if I just stop for a moment and say who do I want
to work with or I hire for culture I don’t you’re talented because you were
really able to apply for a job you have a decent looking resume you showed up in
an interview you look halfway nice and you keep good schedule so it means you
can show up and do your job if I can get that skill I can teach the rest of how
our business works but you’re culturally have to be a fit for our organization
and if not like see you later and we live by you know our core values our
mission statement behind the scenes but you got to be willing to stick your hand
out anybody that walks in the company and you to stop what you’re doing walk
over and introduce yourself you need to make it a point where you’re really
focused on whatever it is in front of you and usually a new person even if
it’s a guest or a vendor or somebody walking by we want to love on them first
like everything we talked about so far is really helping people to see you care
so you talked a lot about hated the people that you hire for 6 and 7 figures
not the same for people you hire for 8 what are the types of people that you
look for for 8 figure businesses mmm another good question 8 figure
businesses is I want to see your resume I want to see references and and case
studies and people that you’ve helped and I literally just want to network
with them and talk to them so I’m always looking for you know you probably have
heard this somewhere in your line success leaves clues
and so successful people have a formula that they believe in once again it’s
like hiring a GM for an organization you hire a GM based on kind of the results
he’s proven you’re not gonna hire a coach that
doesn’t have a winning record if you did you’re probably gonna give him a job at
a low low you know first year college you know it’s out in the middle of
nowhere but then if you see him kind of take not a lot of skill that he’s got
around them and turned it into a lot of talent you know that he’s probably got a
winning formula so I’m interested in finding those winning formulas the
people who are eight figures great reputation in the industry somebody
who’s you know willing to jump on a jet and go fly in and close a deal somebody
who is willing to stick their hand out again and say hey you know what is it
that it can add value to your life I’m not interested in people who need a lot
to make them feel like it’s a great opportunity most of the deals I get done
or over lunch a handshake their word I’ve seen some of the biggest deals
happen and I’ve never met them face to face other than you know international
wire wired transfers back and forth a lot of it is just like what you and I
are doing we’ve hung out several times but you build rapport relationships with
people and once you look at their references and you make some phone calls
you realize that the person is super valuable and would be a great person to
come on either as a consultant or as a team member
I don’t hire employees I hire people who come into an organization and say hey I
can help you do that what how do you need me to wear today because i know
we’re thin in this one area i got it don’t worry about it i hire people that
i can count on not people have to babysit you said you hire people that
you’ve never talked to before and obviously this is the outsourcing scare
show and a lot of what we do at free up i mean a lot of people that have worked
for me for years i’ve never met in person or I’ve only met once and i think
that scares a lot of people some of the listeners out there that haven’t been
doing it for as long as we have what advice would you have for hiring people
remote number one the ease of use in communication how reliable is that
person when you try to reach out to them does it take them a long time to get
back if that’s probably the case it’s probably going to be I’m sure with the
people that you outsource to you also realize there’s people who you can hire
to work on your time zone people who will sacrifice time in there
tree to get up for your hours I look for that I look for people who have great
quality work so outsourcing a web designer or outsourcing a program or
outsourcing copy I want to see samples of their work I actually want to then
actually have them put a zoom call together and join the call and I want
them to walk me through maybe building a landing page show me how they code show
me how they write copy where do they come up with their ideas what keyword
analysis structures are they using where do they find their content you know I
want to see them do work with me because I also say you got an hour here’s the
project go and I give them small little projects in a small test frame and if
they’re like I’m not gonna do that I’m like next and you’re trying to find
somebody who says yes I see your vision I’m willing to do this because hey it’s
gonna help me get the job but B it’s gonna help you to see the kind of work I
can turn out and I stay consistent in that I don’t do it one time I do it all
the time so people like today I was on a phone working on an outside sales guy
and I said hey I’m gonna shoot you some stuff some structure I need you to get
this back to me in an hour BAM one hour comes by he’s got a list of
three people he gave me a background on him he can make intros he can do phone
calls I’m always looking for a doer I’m not looking for somebody who I have to
teach right yeah that makes a lot of sense so how do you structure meetings
you’re meeting with all these different people some in person some over lunch
some over the phone you have a basic structure format that you follow or does
it just depend no I have a real basic format so I have a calendar calendly
is what I use I love it I’d love the simplicity of it
so calendly and I only do 15-minute opportunity calls so like if you and I
were meeting for the very first time doesn’t matter if you came from you know
a high reference from Steve Jobs or you know Bill Gates or Warren Buffett you’re
still getting 15 minutes on my calendar because if I keep my structure
I’m not pivoting for every person so I’m staying structured you get on my call
you fill out a question of what do you want to talk about we covered what you
talked about and if you feel like there’s added value and there’s more
that you need then I schedule a follow-up call with somebody from our
team right I try to have as much as I can with all new people coming on
board I found that has been the helpful piece for me over 18 years running the
type of business second thing is my lunches are always an
hour and if there’s not a place picked you always come here and I have my
executive assistant will schedule lunch and bring lunch in will do all the
behind the scenes of getting dietary restrictions etc and then we have an
hour so in one hour you’re gonna eat and you’re gonna talk to me about whatever
it is that you want to talk about usually it’s a networking opportunity
someone referred you sat down I’ve had people fly in from New York
just to have lunch for an hour I’ve had people fly in from Florida I’ve got
somebody coming in from Utah tomorrow because it’s such an hour hour of value
we can cover a lot and then I have where I coach people at $1,000 an hour which
people go you charge a thousand I’m like I should charge more but yeah a thousand
and and what do we do is my goal is always to give you value whatever time
you have me so hopefully today listeners are getting value the fastest amount of
value is what is it you need help with Gary Vaynerchuk talks about it Grant
Cardone talks about it what is it you need help with and have you done your
research and if you have it I don’t want to talk to you so do your research ahead
of time so you know what it is that you want for that structured you know
conversation I’m always in it first to help them I’m not I don’t have a selfish
agenda I hope I build a great friendship kind of like working with you over the
years just trying to build rapport and and hey add value to your life
you had value to my life that’s a win-win for me I’ll do that every day I
love referring business to people because it all comes back you know Zig
Ziglar talks about it you know if you help enough people get what they want
you get everything you need and so I’ve just lived with those simple mantras in
life that have really strictly come down to what is that you need how can I help
you and let me open my rolodex of people I know and go make the intro if you come
back around saying man that was so awesome I’d love to work with you I’m
like that’s cool that’s an added bonus that’s like getting dessert at a
restaurant you don’t get it every time but you get it and when you get it you
know man that was really good and I tried to do that all the time I try to
be that person who’s always adding so much value at the end you’re like and I
need to refer you to my friend like I need you to talk to so-and-so
you’ve worked with a lot of people you’ve networked with a lot of people
the ones that succeed opposed to the ones that fail what is the major
difference that you see consistency they simplify all resources and systems in
their life they’re really effective at communication and and they all tell you
how they like to communicate right like my best form of communication is a text
message first just saying hey you got five minutes
it reminds me of a time in my life where my wife and I went early on in our
marriage she used to give me a punch list for the weekend she’d be like I
need you to do these five things and I’d be like oh no give me one and I’m dialed
in successful people are very laser focused they know how to distribute the
work to the right people they know how to delegate they know how to get the
stuff off of there put their uh chest but they also really know what they want
and I’ve run into some really really successful people and they all have one
key ingredient they all want to be of service at least in my network I was
talking to Jeremy why’s that just the other day we were talking on the phone
and we were talking about really about being a giver not needing something in
return so I really hold my kind of esteem colleagues in that realm of
people who are really out to make the world a better place a good friend of
mine Jim Nelms talks about it all the time he says you know Tony every single
day you have an opportunity all successful people follow this what are
you bringing to the table today versus taking you know go to a buffet some time
that’s awesome you go to the buffet there’s a plate that’s kind of like what
people think about life they go hey let me just fill up my plate there’s more
I’ll come back there is an abundance but you got to pay for it mm-hmm okay so
what could you do at a buffet when they run out of you know utensils or pit
plates or whatever you could sit there and complain I’m like man I’m paying for
all this where’s the chicken where’s the meat where’s this you just walk up to
somebody in you’re like hey excuse me I just want to let you know you’re missing
a couple dishes by any chance could you refill them do you need me to carry them
for you I’m happy successful people are willing to be of service
yes work simple and one of the things you said resonates with me a lot and he
I try to not work with people or do business people that just don’t know
what they want and that a lot of times that’ll be one of my first questions
like what do you want and if they don’t have an answer for that
it’s really tough to proceed for this even with just problem-solving in
general if someone has an issue and you’re trying to solve it and you say
what do you want and they can’t answer that simple question how are you even
going to begin to solve that problem it makes it tough so I’m happy you said
that what’s one thing that we missed what’s one thing that you want the
audience to know what we’re getting towards the end right now anything about
entrepreneurship or scaling businesses I love it
I’m gonna go back to what I think is the most crucial thing that we can hold
today is look at your journey reflect back on your journey about where you’re
at right now everything you’ve gone through the good the bad the ugly
brought you to this very moment so you already know that it’s possible that you
can get through anything so as Nathan says you know what is it
that you want is really focus on that and then ask yourself well what do I
need how am I gonna back into this and then resources well Tony mentioned
trainers and drivers calm I also came out with a journal earlier last year
called be fulfilled journal to help people kind of create their day but also
to make sure they follow through it I put a community behind it but the piece
that I really want to give you today and I think if you give me like 30 seconds
I’ll try to wrap it up like this so you woke up today and you have a choice when
you wake up in the morning is to go busy to go help somebody else or to make sure
you help yourself right and we talked a lot today about you know being of
service be of service and help yourself you get on an airplane the first thing
you kind of learn is put the oxygen mask on yourself do that every single day for
yourself give yourself some time to meditate some time to journal some time
just to be you before you get busy and helping others because you’ll show up
differently that you’ll show up that you actually care it’s not like a rush
decision I remember being a parent early on and you know there’s a screaming kid
and I didn’t have a good night’s sleep and I’m running in to go get my kid and
I’m here you go take it to my wife and like you you take care of him feed him
I’m going back to bed and you know you just
grumpy and your day starts out like that but when I actually set my alarm for way
before the time my son would wake up and I would get a chance to meditate and
just a chance to journal just a chance to be when my son woke up I walked in a
mic morning how you doing hi so good to see you yeah you wanna go play and see
mom let’s go do it it’s such a different transition then and then just everything
builds kind of from that so I tell people reflect on how far you’ve come
and never forget you have greatness inside of you you you weren’t designed
to fail you are designed to succeed and whatever it is that you want whatever it
is that you desire in life I believe if you network and you take good care of
people and Gandhi’s mantra be the change is like work really really hard on
yourself so you can go help others it all comes back full circle that there’s
more than enough to go around and find something that you love with
passion find something that you love to do every single day that isn’t a job but
it’s something that you just wake up thinking and you you can’t wait to go to
bed because you’re so excited about what you get to do tomorrow but also find
time to switch off all of the work so you can get really really present in
your home life my two kids literally have gone right before my eyes and and
you know 18 and 20 years are growing up and I feel like for much of my young
entrepreneurial journey I wasn’t present with my kids probably five to seven
years I was just so busy work work work work work and so now my wife and I were
dating again we’re excited we’re like I’m like spoiling her she’s spoiling me
we’re talking about trips where it’s like the empty nesters kind of vacation
that’s what we’re working on my wife’s 40 years old I’m 46 and I mean in life
happened just like that and it’ll happen like that for anybody who’s listening
today don’t think it won’t time runs out and you just need to work on you and if
you work on you all the other pieces kind of fall into play those are some of
the biggest things that I think as an entrepreneur I wish somebody would have
told me earlier no one handed me a playbook no Nate did
anybody hand you a playbook absolutely not I bet your dad or your mom gave you
some insight to kind of live life but when it came to running a business and
all the other things you you you saw it from afar but you only
good at doing it when you did it yeah and those are the kinds of things with
anybody listening today I’d love to just give $10 off the be fulfilled Journal
I’m gonna short sell it it’s the thing that changed my life ten years ago and
it’s the thing that I put out to help other entrepreneurs in their path so
free up with three e’s you’ll save $10 so it’s it’s got an online community and
it also has an online guide and so it’s tons of value tons of support and it
really walks you through a 12-week program to help you journey on your way
to fulfillment guys check out Tony check out the be fulfilled journal any other
way you want people to get a hold of you now you can find me on social media I
try to connect wherever I can and I just want to say it’s an absolute privilege
and an honor to be on your show today and love love what you’re up to I love
the fact that you said yes to going out and figuring out how to make the world a
better place so thank you for doing that really appreciate it means a lot coming
from you and let’s keep crushing 2,000 ID sorry bro hey everyone thank you so much for
watching did you enjoy this content if so click
like leave us a comment and subscribe to our channel so we can continue bringing
you great content all about higher

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