On this episode of the Massimo Show

We continue our conversation with the award-winning author – Andy Andrews. 

In part two of the conversation, you will hear about his work with presidents, how he worked with major sports figures, and his emphasis on creating measurable results. 

Good Question vs Bad Question 

Andy used to tell people which presidents he’d been to the white house to meet but in this day and age when people ask him which presidents he answers “the four that asked me.” Very clever. 

Despite having been to the white house multiple times, the biggest turning point in his speaking career was when he was capped out by his speaker’s bureau. He remembers them saying “This is as much as people like you make.” He didn’t have a gold medal or Superbowl ring. He didn’t have a television show and he wasn’t the hero of some national disaster “And so I knew what they said was correct. It was true. I just didn’t know if it was the truth.” Andy recalls. 

He began to search for the answer. “It took me a while,” Andy says “because I’ve always believed that the quality of our answers can be determined by the quality of our questions.” 

You can ask yourself “Why am I so fat?” and your subconscious will come up with all kinds of self-degrading responses. But if you ask yourself a question directing it towards a solution such as “How can I regain the shape I had when I was 30?” and then let your subconscious do the work, you’ll be surprised at how much better the response is. 

In search of a good question to the problem of his speaker’s cap, Andy thought “Why do people book speakers? Why do companies book speakers? Why does somebody get a consultant? Why does somebody bring somebody in for their convention?” 

And one morning, he woke up with the answer, and “it scared me to death because I knew it was the truth.” 

Most companies booked speakers for their events because they always have. 

Creating Measurable Results 

If they had 10k to spend they booked a speaker for 10k if they had 20, maybe two speakers. Andy asked his speakers bureau if any company had ever gone from booking 10k speakers to 50k speakers and the simple response was no. And when pressed as to why he was told it was because they didn’t have the budget to do so. 

And there we go again – thought Andy – was something that was true, but not the truth. 

Because in reality, the truth is the reason a company that was booking a 10k speaker was never ever going to consider a 50k. Speaker is because they never got a return on their investment with a 10k speaker. 

Andy realized he needed to find a way to help people get a return on their investment. More specifically: how to create measurable results (a term Andy has actually trademarked). 

Andy went on to work with professionals in football, golf, Olympic shooters, and even in the mortgage industry. 

Rod and Andy go on to outline his success in doubling the revenue of a mortgage company, the details behind his new book Just Jones, the importance of community and personal peace, and what it means to win with culture. 

Tune in to this amazing conclusion to the two-part podcast with Andy Andrews and let us know your biggest takeaway!