10X Unbreakable Entrepreneur

Dear Unbreakable Challenge member,
Grant Cardone here.
Thanks for registering for our upcoming Unbreakable Challenge. I’m on

a mission to help 1 million owners and entrepreneurs make their
business unbreakable.
Step 1 is arming you with this special edition reprint of the 10X
Entrepreneur that I’m calling Unbreakable Entrepreneur in celebration of
the Unbreakable Challenge.
Usually, this book sells for at least $15… but I’ve agreed to send it to
every challenge member free of charge.
I only ask 3 things of you in return…
• REQUEST 1) Go a step further and make sure to claim the VIP seat
we’re saving for you at the challenge event. Seeing how you
claimed this book AND you’re reading it right now, it’s clear you’re
an action taker. But you have further to go. I wrote a book called If
You’re Not First, You’re Last. And until you’re a VIP, you won’t be
“first” in this event. So please go here now and make sure you
claim VIP status.
• REQUEST 2) Please join our Unbreakable Challenge Facebook

group to connect with your fellow members and see exclusive
updates from me and my team.
• REQUEST 3) Please do NOT share it with anyone outside of the

Unbreakable Challenge. It’s for action-takers who registered for the
event only.
Now is the time to take this information and put it to work in your
business. I believe these rough times will go down as the moment when
10X Entrepreneurs’ businesses boomed.
The journey to Unbreakable Business starts now.
Be great, nothing else pays,
Grant Cardone
ENTREPRENEUR
THE FORMULA FOR
EXTRAORDINARY SUCCESS
10X ENTREPRENEUR
Copyright © 2022 by Grant Cardone. All rights reserved.
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respect to the accuracy or completeness of the content of this book and specifically
disclaim any implied warranties of merchantability or fitness for a particular purpose.
The advice and strategies contained herein may not be suitable for your situation.
You should consult with a professional where appropriate. All income examples are
just that, examples. They are not intended to represent or guarantee that everyone
will achieve similar results. Neither the publisher nor author shall be liable for any
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Library of Congress Control Number: 2022908198

ISBN: 978-1-945661-60-0 (Paperback edition)
ISBN: 978-1-945661-61-7 (eBook edition)
Printed in the United States of America

CONTENTS
If You’re an Entrepreneur … You Need to Read This · · · · · · · · · ix
1 The 10X Rule · · · · · · · · · · · · · · · · · · · · · · · · · · · · · · · · · · · · · · · · 1

What Is the 10X Mindset? 5
What Is 10X Action? 7
2 Average Is a Failing Formula· · · · · · · · · · · · · · · · · · · · · · · · · · · 13

10X Mindset: It’s as Easy to Think Big as It Is
to Think Small 17
10X Action: Think Big, Then Share the Vision 19
3 Fear Is a Liar · · · · · · · · · · · · · · · · · · · · · · · · · · · · · · · · · · · · · · 25
10X Mindset: Fear Is Not Based on Rational Thought 29
10X Action: Let Fear Guide You 31
4 Dominate, Don’t Compete · · · · · · · · · · · · · · · · · · · · · · · · · · · 37

10X Mindset: Pursue Domination 40
10X Action: Seek Your Unfair Advantage 42
5 Obsession Is a Gift · · · · · · · · · · · · · · · · · · · · · · · · · · · · · · · · · · · · 47
10X Mindset: Choose Your Obsessions 51
10X Action: Four Degrees of Action 53
6 Expand, Don’t Contract · · · · · · · · · · · · · · · · · · · · · · · · · · · · · 59

10X Mindset: Take 100 Percent Responsibility 63
10X Action: Go in the Opposite Direction of the Market 65
v
vi 10X ENTREPRENEUR
7 Leveraging Your Resources · · · · · · · · · · · · · · · · · · · · · · · · · · · 71

10X Mindset: Use It or Lose It 74
10X Action: Multiply Your Assets 76
8 Omnipresence · · · · · · · · · · · · · · · · · · · · · · · · · · · · · · · · · · · · · · · · 81
10X Mindset: Saturation, Not Satisfaction 84
10X Action: Be Omnipresent 86
9 Burn It Down or Burn Out · · · · · · · · · · · · · · · · · · · · · · · · · · · · · 91

10X Mindset: Commit to Your Purpose 94
10X Action: Get the Lighter Fluid 96
10 Excuse-Free Living (a.k.a., “Don’t Be a Victim”)· · · · · · · · · 101

10X Mindset: Success Is Mandatory 104
10X Action: Commit to an Excuse-Free Life 106
Getting Started with 10X · · · · · · · · · · · · · · · · · · · · · · · · · · · · · · · 111

10X Mindset: Embrace the Path 114
10X Action: Choose Who Is Allowed to Speak
into Your Life 116
About Grant Cardone · · · · · · · · · · · · · · · · · · · · · · · · · · · · · · · · · · 121

OTHER BOOKS BY GR ANT CARDONE
The 10X Rule

Sell or Be Sold
How to Create Wealth Investing in Real Estate
The Millionaire Booklet
If You’re Not First, You’re Last
The Closer’s Survival Guide
Grant Cardone’s PlayBook to Millions
10X Kids
10X Sales Pro
The 10X Mentor (Audible)
“
Playing
small is not
“
a survival
strategy.
– GC
iNTRODUCTiON
IF YOU’RE AN
ENTREPRENEUR …
YOU NEED TO READ THIS
T
here is a huge opportunity bubbling up in the next few years.
Like a wave gathering itself before crashing to the shore, certain
sectors are experiencing a rumbling that will precede an incredible
transfer of wealth.
Ten trillion dollars — yes, TRILLION — in assets will
change hands in less than a decade.1 Business owners are retir-
ing, shutting down, going out of business … leaving a vacuum
in their wake.
And we all know what nature does with a vacuum!
iX
X 10X ENTREPRENEUR
Something and someone will rush in to take the place of the disap-
pearing dry cleaner, the retiring auto mechanic, or the pizza joint that
closed during COVID and never reopened.
So, the question becomes … Will you be one of the ones to reap the
spoils of this unprecedented time in our history?
Because you’ve read this far, I’d bet money that you’re better pre-
pared than most entrepreneurs to do just that. Look, I talk to a lot of
business owners day in and day out, and the ones who think they know it
all are usually those who don’t have a clue, while those who are humble
and hungry enough to say, “Teach me!” are usually way ahead of the
game. Congrats on being in the latter group. You’ve already taken a
stand for excellence.
10X Entrepreneur is a companion to my bestselling book, The 10X
Rule: The Only Difference Between Success and Failure. You do not need
to have read The 10X Rule to catch what I’m laying down in this book, so
keep reading. However, The 10X Rule is a bestseller for a reason. It con-
tains unique perspectives, valuable guidance, and unconventional wisdom
for creating and maintaining 10X Success in every area of your life.
When I think back to over a decade ago when I wrote The 10X Rule,
the world was in a very different state. The United States was emerging
from what many thought would be the toughest economic situation we’d
see in our lifetime. No one saw what the future would bring: a global
pandemic, international unrest, massive challenges to the worldwide
supply chain, political upheaval, and more.
That’s one main reason why 10X Entrepreneur is needed right now.
While the basic principles of the 10X Rule are eternal, the world is a much
more volatile place. Many businesses (and individuals) have yet to fully re-
cover economically, politically, and emotionally from the past few years. I
wanted to provide a guide for how anyone, particularly entrepreneurs, can
use the 10X approach to deal with constant uncertainty — and to make
money from the opportunities presented in times of change.
if YOU ’RE AN ENTREPRENEUR … YOU NEED TO RE AD THiS Xi
Entrepreneurs are used to forging new paths, but today’s economic

environment is likely something no one has ever experienced before.
Yes, it presents unprecedented opportunity — but it also presents un-
precedented challenges, ones you may feel ill-equipped to handle.
Despite the challenges and hardships, I believe entrepreneurs will
be the saviors of this country. There’s something about our mental and
emotional makeup that means hard times call out the best in us. While
others in our culture have simply given up (see the number of people
who have simply refused to reenter the workforce, for example), entre-
preneurs are the ones who will rise to the challenges before us and bring
value, service, and hope to the world.
If you move forward with the right attitude and the right actions
(both of which I will show you in this book), you cannot lose. Now is the
time to see what you are really made of and test the edges of your self-
imposed limitations — and that’s what the 10X Rule is all about.
At its most basic, the 10X Rule is the single principle that all top achiev-
ers adhere to — in any arena. Regardless of how you personally define
“success,” the 10X Rule will help you attain it, despite a poor economy,
personal hardship, education (or lack thereof), or any other objection.
The 10X Rule is what I attribute my own success to, and in this
book, I will show you how to use it to reach unimaginable levels of per-
sonal and sales success. I’ll help you define the correct goals, accurately
Xii 10X ENTREPRENEUR
estimate the effort required to reach those goals, and keep the necessary
mindset to consistently execute against those goals.
Whether you’re new to business ownership or you’re a
serial entrepreneur …
Starting your first business or your 50th …
Trying to turn around a struggling business or ready to expand …
Selling products, services, consulting, or donuts …
… If you are an entrepreneur, this book is for you.
After three decades of entrepreneurship, I’ve learned a thing or two.
I’ll show you everything I know because that is my mission: to equip
people just like you to help change the world.
Let’s get to work!
– GC
if YOU’RE AN ENTREPRENEUR … YOU NEED TO READ THiS Xiii
E N T R E P R E N E U R I A L S TAT I S T I C S
YOU NEED TO KNOW
Be proud of being a business owner.

Entrepreneurs fuel the world:
• There are over 90 million entrepreneurs

in the US.3
• 83.1% of US business owners started, as
opposed to purchased, their companies.4
• In 2015, small business employment
comprised about 45% of total private
employment in the US.5
• The average entrepreneur makes about
$86,943 per year (but who wants to
be average???).6
“
10X the
goals, 10X
the action,
and you’ll get
everything“
you ever
dreamed of.
– GC
CHAPTER 1
THE 10X RULE
I
t’s been said that the best course in personal development is being
an entrepreneur because when you’re on the line for the success or
failure of your business, all your flaws and shortcomings as an indi-
vidual are put in the spotlight. There’s nowhere to run when it’s 11:59
p.m. the day before payroll, and you have no idea where the cash is going
to come from.
I fully agree.
Nothing has forced me to expand my capabilities, leadership ability,
vision, and character more than the three decades I’ve spent as an entre-
preneur and business owner.
If you look at my life now, you may think I’ve always been the hand-
some, successful devil you see in front of you, with the Malibu beach
house, the gorgeous and talented wife, the adorable, intelligent kids, the
multiple businesses generating over $100 million in annual revenue, the
helicopters, the jet, and the millions of social media followers.
1
2 10X ENTREPRENEUR
You may wonder what I could possibly teach you about owning and
scaling a business when it’s obvious I was born into the lap of luxury,
complete with box seats to the Saints and a platinum AmEx card.
If that’s what you think of me, you’re dead wrong. I am truly a rags-
to-riches story with the bumps and stitches and scars to show for my
mistakes along the way. I’ve covered my story in detail in other books,
but I wanted to share the basics here, so you know my path hasn’t been
strewn with rose petals.
The short story: Until I was 10, I had a pretty normal childhood in Lake
Charles, Louisiana. We pinched our pennies like most families with five
children, but I was a pretty typical, hyper kid. Then one day, my dad died.
Boom.
Within a matter of days, our house was on the market, and we
were hit in the face with our new reality of not having a father in our
home. My mom did her best to hold it all together for us, but with
no real education and no work experience, her options for making
money were limited.
As you can imagine, I was not okay with this series of events. I was basi-
cally driven by anger. Combine that with my energy level and I was simply
looking for trouble — and I found it. I told everyone who would listen that
someday I’d be rich. Really rich. Big-time rich. Never-worry-about-using-too-
much-toilet-paper rich. They laughed, and I don’t blame ‘em. I was a mess.
Flash forward to my early 20s. I had an anger problem, a sales job
I hated, and a drug addiction. The drugs put me in proximity to some
unsavory characters. One gave me a beating so bad I ended up in the
hospital with 75 stitches in my head.
I still didn’t give up the drugs. Talk about hardheaded!
Finally, my mom told me to make a choice: I could keep using, but if
I did, I couldn’t keep coming around. That broke through the haze, and
I entered rehab for exactly 29 days. I wasn’t ready to leave at that point,
but my insurance had run out, so they showed me the door.
THE 10X RUlE 3
Two things came out of that stay. First, I learned that I could stay off
drugs for 29 days. Second, they pissed me off. My “counselor” told me I’d
never amount to anything more than being an addict. If I was lucky and
focused on it, I’d stay clean. But I should give up on my dreams of riches.
I had one answer: Bullshit. I was gonna prove this jerk wrong if it
was the last thing I did.
(We’ll talk more about “haters” later … But let me say right now,
treat anyone who puts down your goals and dreams like poison because
that’s what they are.)
I committed to not only staying away from alcohol and drugs, but
also to turning my obsessive personality into an asset. I would become
obsessed with success.
I had no idea what that meant, other than it was basically the oppo-
site of how I’d been living. So I did the only thing I knew how to do and
started right where I was.
I hated my job in car sales, but it was what I had, so I chose to throw
myself into it. I would take all the energy that I’d been putting into my
drug addiction and redirect it toward my career. It was there that I realized
that the bigger the goals I set and the harder I worked to make them hap-
pen, the more success I realized. That was the beginning of the 10X Rule.
Over time, my results grew. Within a matter of years, I was in the
top one percent of salespeople in the entire auto industry. Other sales-
people — after they got done mocking me and criticizing my efforts —
started asking me how I was doing it. Informal mentoring led to more
formal sales training, and I eventually launched my sales training and
consulting business in 1987.
The important thing I want you to take away is that during the times
in my life when things were going well, I was setting massive goals and
taking massive action, period. Instead of fighting against my obsessive
personality, I began to channel it in a positive direction.
This became my path to success.
4 10X ENTREPRENEUR
Like most things viewed in the rearview mirror, my path looks

straight and inevitable. But I was also plagued with the uncertainties,
challenges, and rejection that every entrepreneur experiences. You’ll
hear more about those stories throughout this book.
No matter what I desired — personal finances with indestructible
wealth, a lasting business legacy, one million customers — all I had to
do was keep setting big goals (10 times higher than I thought I needed
to set them) and then do 10 times more than what I thought would be
necessary to achieve those goals.
This is the formula: 10X Mindset + 10X Action = 10X Success
This formula is the one single thing that has made the biggest differ-
ence in my business and personal life as well as in the lives of hundreds
of thousands of other business owners and entrepreneurs. Don’t let its
simplicity fool you. I promise that once you internalize it, your life will
change dramatically for the better.
In the rest of this chapter, I'm going to break this very simple for-
mula down even further so you understand exactly what I mean by 10X
Mindset and 10X Action.
In the rest of the book, I’ll introduce you to some important elements
of the 10X Rule, showing you how they apply to business owners like
THE 10X RUlE 5
you, and how you can use them to confront and overcome typical entre-
preneurial challenges. Get ready for lots of stories and examples so you
can see the 10X Formula in action.
Okay, let’s do this …
WHAT IS THE 10X MINDSET?

You became an entrepreneur because you dream of a better world.
Whether it’s a better mousetrap, a better pool installation business, a
better app for tracking expenses, or a better sales training company, you
have an idea to improve the lives of your customers and clients.
That’s why I know you’re never gonna be satisfied with average.
While the rest of the world settles for average — average income, aver-
age relationships, average health, average families — not me. And not YOU.
The key to growing your business to unfathomable levels is to adjust
your thinking. It all starts in the mind. Before you can reach extraordi-
nary results, you have to set extraordinary goals. You have to see it in
your mind before you can achieve it.
See if this story sounds familiar:
Roberto owns a commercial cleaning service and employs 10 peo-
ple. His average monthly gross revenue is $45,000. After seeing a GC
video on TikTok, he’s ready to go all in. This is gonna be his year! That
Grant Cardone brother is nuts, though. But Roberto knows he can do
better, so he aims to hit $60,000 a month this year. That’s reasonable.
The first month out, Roberto hits up all his old service contracts and
lands a few. He thinks he’s off to a great start at $52,000.
In month two, he adds a few accounts but loses a few contracts that
either don’t renew or reduce their schedules. A lot of people are working
from home now, and businesses just don’t need the same level of service.
He’s slightly up from last year at $49,000. Thankfully, last month was good.
6 10X ENTREPRENEUR
Month three hits and Roberto sees a bunch of reports about how slow
things are in commercial real estate. Vacancies are sky-high. “Wow,”
he tells himself. “Forget about expanding. We’re lucky to be holding
steady!” He’s happy to do $40,000 this month.
The next few months are more of the same. Some are up a bit; some
are down. The news is bad everywhere. He knows a couple of competi-
tors who are laying off workers. He’ll just lay low, offer some discounts
to get customers to sign for another year, and try to make it through.
And so the rest of the year goes, with the average for the year com-
ing in at $44,000 — down from the previous year, but he’s just happy to
still be in business. Next year will be better, right?
Here’s the problem. By aiming for marginal growth (33 percent),
Roberto thought he could achieve his goals with a marginal increase in
effort. He didn’t have to fundamentally change anything about the way
he was doing business. It was just hitting the gas a little bit harder.
But what if he had 10Xed his goal? What if he’d bought into the vi-
sion and said, “This is it. I’m tired of playing small. I’m gonna do what-
ever it takes to make this a $5 million business”?
He would have had to adopt a totally different approach to his busi-
ness. His mindset would have shifted dramatically. What got Roberto to
$45,000 a month won’t get him to $450,000. He would have had to rip
his business apart at the foundations and rebuild in a completely differ-
ent manner. He would have had to innovate, trying things no one else
in his industry was even thinking about. Sure, some ideas would have
fallen flat or even lost him a bit of money. But some would have paid off.
And maybe Roberto wouldn’t have hit $5.4 million for the year, but he
sure as heck wouldn’t have gone backward.
Roberto needed to get out of his comfort zone and into unknown
territory. That’s what a 10X Mindset forces. And new ways of thinking
lead to new levels of success … when you back that thought up with
10X Action.
THE 10X RUlE 7
WHAT IS 10X ACTION?

There’s a phrase I learned from a Texan buddy of mine: “That guy is all
hat, no cattle.”
In other words, he says all the right stuff but never backs it up. It’s
the dude who struts around the gym, giving everyone else advice and
bragging about his keto diet goals and his lifting plan. But the next time
you see him, he looks exactly the same. All talk, no action.
These people may actually believe what they say, but they can’t
seem to follow up their big talk with big action, so their plans fall flat.
The entrepreneurial world is full of people who have the next big idea
but never go beyond the planning stage.
Do you think Elon Musk was the first guy to think about building a
better electric car or going to Mars? Not even close. But he’s the first one
to take concrete action — massive action — toward achieving those goals.
As a result, he’s now the world’s richest man (at least until I catch up!).
Setting big goals is the first step to 10X Success. It’s necessary, but
it’s not sufficient. Action — specifically 10X Action — must follow.
Massive 10X Action is your secret weapon. It will give you a leg up
against those in your industry who are better funded, who have a larger
customer base, or who have a head start to market.
When I was establishing my sales training company, I wasn’t smart-
er than my competitors. I didn’t have a Rolodex full of contacts. I had
no family connections. I had limited funds. But I was obsessed (10X
Mindset), and I was willing to outwork anyone (10X Action).
Every success in my life, from winning over my wife to appearing
on Undercover Billionaire and building a multi-million-dollar business
in just 90 days, came about not only because I had the vision, but be-
cause I put forth a minimum of 10 times the amount of action I antici-
pated that would be necessary to achieve my goals.
10X Action is critical to your 10X Success.
8 10X ENTREPRENEUR
The biggest mistake you can make when launching and scaling your
business is severely underestimating the actions, resources, money, and
energy it will take to reach your goals.
Ask any entrepreneur, from Spanx founder Sara Blakely to the kid
selling lemonade on the corner. The path to success will take signif-
icantly longer — and cost significantly more — than you anticipate.
Always. And if you’re not prepared for the setbacks and delays, you will
get discouraged, frustrated, and bitter.
You want to have 10,000 paid installs of your new software by year-
end? You better 10X that and aim for 100,000 users because you’re gon-
na have to deal with:
• Tech bugs and delays

• Employee turnover
• Customer service issues
• Funding problems
• “Me too” imitators (including that key software developer who
jumps ship and starts a similar business)
• Legal challenges
• And more …
If you aren’t prepared for these obstacles, you’re in for a harsh reality
check. Try standing up in front of the company at an all-hands meeting
and trying to stay positive when you’ve overdrawn your bank account,
and the software program is three months behind schedule.
Successful entrepreneurs know there’s a balance between realism
and pessimism. Things rarely go according to plan. Funders back out,
employees and customers sue you, and illnesses hit at the least favorable
time. But 10X Action insulates you against the ups and downs because
you were expecting them all along on your road to success.
THE 10X RUlE 9
CHAPTER RECAP
• Most people are content with “average.” If you want more
than average, you have to think bigger and take more action.
• The 10X Formula:
10X Mindset + 10X Action = 10X Success
• 10X Mindset forces you to think outside the box.
• 10X Action provides a cushion against setbacks and
problems that are bound to occur.
HOW LONG??
Facebook didn’t make any money its first five

years in business.8 Amazon took nine years
before recording its first profitable year.9 While it
likely won’t take you that long, it can take 18–24
months before turning a profit.10 The 10X Formula
will help insulate you against any setbacks.
10 10X ENTREPRENEUR
YOUR TURN
Write out the 10X fORMUlA:
10X ____________ + 10X ____________ = 10X ____________
Why are both 10X MiNDSET and 10X ACTiON needed to

achieve 10X SUCCESS?
_____________________________________________________________________________
_____________________________________________________________________________
_____________________________________________________________________________
_____________________________________________________________________________
_____________________________________________________________________________
_____________________________________________________________________________
_____________________________________________________________________________
Which tends to be easier for you and why?

_____________________________________________________________________________
_____________________________________________________________________________
_____________________________________________________________________________
_____________________________________________________________________________
_____________________________________________________________________________
_____________________________________________________________________________
_____________________________________________________________________________
THE 10X RUlE 11
Take your current goals: # customers, # employees, gross

revenue. Now, 10X them.
Current Goal 10X Goal
What are some of your immediate thoughts that come up

when you force yourself to think at a 10X lEvEl?
_____________________________________________________________________________
_____________________________________________________________________________
_____________________________________________________________________________
_____________________________________________________________________________
_____________________________________________________________________________
10X Goals aren't enough.

My goals must be
backed by 10X Action.
“
Average
never “
inspired
anybody.
– GC
CHAPTER 2
AVERAGE IS A
FAILING FORMULA
W
hen I was six years old, I sat in a darkened movie theater in
Lake Charles, Louisiana, with my father on one side and my
grandfather on the other. As I watched the screen in front of
me, I saw my future unfold in full technicolor.
The movie: Goldfinger. My new idol: James Bond.
I knew, deep in my soul, that I was meant to be a playboy, com-
plete with the bank account, fancy duds, and beautiful women. For
the first time in my life, my imagination had been captured, and I
was sold.
Even though I don’t regularly get in gun fights as I outrun the bad
guys, I can make a pretty good case that I’ve achieved a version of that
six-year-old’s dream.
13
14 10X ENTREPRENEUR
What I want to point out, though, is how that vision drove me. After
that day, I’d tell anyone who’d listen about my desire to become rich and
fly around in private jets. Even though they laughed at me (particularly
when I was a loser strung out on drugs), I still had that picture of what it
would look and feel like to zip around in an Aston Martin with a Walther
PPK within reach and a gorgeous woman by my side.
Notice that I wasn’t inspired to become Goldfinger’s manservant
or any of the guards or even the nuclear physicist. I wasn’t inspired by
average. I was consumed with the star of the film, James Bond himself.
No surprise, right?
In fact, I bet you’ve had your own version of my Goldfinger experi-
ence. Maybe it was wanting to be one of Charlie’s Angels or Batman or
John Wick or Wonder Woman. These are larger-than-life characters who
serve to captivate our imaginations.
But why, then, are we as business owners caught off guard when
“average” doesn’t inspire our employees, customers, or clients? Why do
we expect everyone to want to join us in pursuit of an ordinary goal?
By definition, average means “typical; common; ordinary.”11
Average never made anyone travel to 100 cities in a month to meet
with prospective clients.
Average never made anyone tattoo a logo on their body like Nike or
Harley Davidson.
Average never made anyone stay up all night and live at the office in
order to meet the launch date.
Average never captured anyone’s imagination.
Average never changed anyone’s life.
Average is forgotten.
Imagine placing a recruitment ad for new employees:
Wanted: Outstanding employee who wants to make an

average salary while contributing one-third of your
Av E R AG E i S A fA i l i N G f O R M U l A 15
waking hours to an average product with average mar-

ket share. You’ll be surrounded by average employees
(when they show up) and managed by an average execu-
tive team. Must be highly motivated.
See the problem here? You can’t scale your business, attract extraor-
dinary team members, create an extraordinary corporate culture, achieve
extraordinary growth, earn extraordinary profits, and have an extraordi-
nary impact on the world if you are committed to being only average.
No one wants to pay a premium to eat an average burger, see an av-
erage movie, go on an average vacation, or stay in an average hotel. And
if they do have an average experience, they’re not gonna be bragging
about it to their friends and family. We talk about the things that amaze
us, wow us, and impress us. “Average” does none of these.
As a leader — and all entrepreneurs are leaders, if you haven’t

already grasped that concept — you must commit yourself to an ex-
traordinary vision and then share that vision with your team members,
customers, and marketplace. You must inspire yourself with an unrea-
sonable mission so they, in turn, can be inspired. This is how you attract
employees, customers, and attention. This is how you scale.
If you look at the companies that have no problem recruiting,
it’s those with unreasonable goals that stand out from the crowd.
Tesla, SpaceX, Google, Amazon, Apple … these companies could
16 10X ENTREPRENEUR
fill their recruiting classes many times over without advertising.

Why? Because their purpose is so large and captivating that people
can’t wait to be part of it.
You must do the same. Whether you’re a custom T-shirt printer,
an insurance agency, or a landscaping business, it is critical to have a
vision for your business that not only captures your energy and focus,
but also can be shared with others in a vivid enough manner to capture
their hearts.
Here’s an example: I’m on a mission to reach eight billion people on
this planet.
That goal inspires me. Each day, I wake up with that number in front
of me. I weigh all my decisions against that benchmark. It keeps me
motivated and moving in the right direction, even through the setbacks
and hard days.
Impossible? Maybe. But it still serves as my focus, day after day.
When I feel tired, discouraged, or distracted by the millions of op-
tions in front of me, I come back to this one goal, as out of reach as
it may seem.
And largely because of its apparent impossibility and my lunacy,
this goal makes people sit up and take notice. It’s anything but aver-
age, and as a result, by definition it helps me stand out. Some people
tell me it’s insanity, that I’m an ego-driven maniac. Blah blah blah. But
other people open their eyes a little wider and say, “Hey, that’s awesome.
There’s something different about this cat.” It’s that second group of
people who have caught the vision and who I want on my team as em-
ployees, audience members, and customers.
No, I probably won’t inspire all 8 billion people on earth with
my “crazy” goals. But I won’t inspire anyone with average — and
neither will you.
Now you may be wondering how to generate a vision or mission that
inspires. Great question. Let’s go!
10X MINDSET: IT’S AS EASY TO THINK BIG

AS IT IS TO THINK SMALL
One of the biggest misconceptions about setting goals, particularly in
regard to growing your business, is that you’re better off setting a “real-
istic” goal. In fact, one of the most popular frameworks for goal setting
insists that you set “S.M.A.R.T.” goals: specific, measurable, attainable,
relevant, and time-bound.12
Screw that.
What’s attainable for you is completely a matter of belief. The rehab
counselor who told me I’d always be an addict, lucky to maintain my
sobriety, had one belief about what was “attainable” for my future. I had
another. Guess who I chose to listen to? (We’ll talk more about dealing
with the critics and haters in future chapters, but the main approach to
them is to cut them out of your life. They don’t matter.)
In fact, I believe that setting what the “experts” would call attainable
objectives is the real reason so many business owners don’t meet their
growth goals.
Why? Because setting your target low almost ensures you will end
up at or below it. Starting small means you’re aiming small, and it is
rare that you will surpass this initial goal. Yes, it can happen — but not
very often.
Let’s say you own a catering company specializing in weddings and
special events. You’re doing about five events per month, most of which
are in the $5,000 to $10,000 range, and you’re generating about $40,000
in revenue each month. It’s a nice little business, but you want more.
In your quiet times, you see what you could scale to be: the go-to
special events caterer in your region, complete with exclusive contracts
with high-end wedding venues, destination wedding catering services,
millions of followers on TikTok, your own cookbook series, and a TV
show on the Food Network.
18 10X ENTREPRENEUR
But when you share your vision with a few people, they tell you to
go slow. “You don’t want to grow too fast,” they caution. “You could get
into trouble that way.”
So you lower your goals and think, “Okay, maybe this quarter I’ll
just aim to get one exclusive contract and increase our average event fee
from $7,500 to $8,000. That sounds reasonable.”
Because your goals are so “reasonable,” you don’t have to act on
them right away. You increase prices five percent and add a consulting
fee to your packages to bump up your average event revenue. And a few
weeks before quarter-end, you recall that you were going to try to line
up one exclusive deal with a local venue. You make a few calls, and you
actually land two of the five you reached out to.
Score! Not only did you meet your goal and increase your average
job cost, you landed not one but TWO exclusive deals! You’re a rockstar
and have blown your goals out of the water!
Rah, rah … but what if you had set your goals higher?
What if you’d said you wanted to land 10 exclusive deals and in-
crease your average job to $75,000? What could you have done if you’d
aimed for 10X?
Yes, you’d likely have to hire employees, revamp your entire com-
pany, and develop new products and services. You’d likely have some
sleepless nights as you deal with vendor issues and financing. You’d
probably get in over your head a time or two, but so what? That’s what
happens when you scale big.
As an entrepreneur, you have gone into business to improve people’s
lives. To refuse to grow is selfish. If you are a person of integrity, you must
serve as many people as possible. Imagine having the cure for cancer but
sharing it with just a handful of people because you didn’t want to “grow too
fast.” Meanwhile, people are in pain and dying when you could help them!
It truly is as easy to think big as it is to think small. The bigger the
goal, the more you will have to shift your mindset … But once you do
so, your internal motivation will kick in. You will be forced outside
your comfort zone, and in doing so, you will become laser-focused
on your new commitment. And from commitment comes creativity.
There is no other choice.
And when others see your commitment and excitement, they will
get excited, too. You will inspire your employees and customers to join
you in this quest.
Will you meet your 10X Goals? I do not know. But I can guarantee
that you will achieve more than if you had set small, realistic goals.
Average goals are almost always a letdown to the person setting
them (and to their team, customers, and audience). And when you’re
uninspired, you’ll be unable to back your goals with the level of activity
necessary to achieve even average results.
10X ACTION: THINK BIG, THEN SHARE THE VISION

You know what the biggest problem you have with your business is? No, it’s
not supply chain management, hiring, or the competition. It’s disengage-
ment: disengagement of customers, of employees, and even of yourself.
The definition of disengagement is “to release or detach one-
self, withdraw.”13
Most of the world is longing to be part of something larger than
themselves. Why else do people go nuts when “their” team makes it to
the World Series or Super Bowl? It’s because they are craving meaning
and significance, and they’ll take it anywhere they can find it.
That is why it is absolutely essential that once you have set a 10X
Goal, you share it with your employees and customers, as well as the
larger world, in such a way that they can share in the vision.
According to Gallup, less than 40 percent of your employees are
“highly involved in, enthusiastic about and committed to their work and
20 10X ENTREPRENEUR
workplace.”14 If only 36 percent of your employees — people you pay

to be excited about your company — are happy to be there, there is no
doubt that the percentage of the general population who care about your
business is infinitesimal.
The number one cause of this disengagement is the lack of a life-
changing purpose. If your goal isn’t going to materially change things,
how likely are you to push through the pitfalls and barriers you will
inevitably encounter along the way?
Your employees are counting the hours until they can clock out be-
cause they are uninterested in or do not share your business’s mission.
Your market isn’t paying you any attention because they don’t even
know you exist.
Your current clients are not rushing to tell their friends and family
about you because you have not impacted them at a heart level.
You are optional, negligible, and boring.
The way out of this swamp of irrelevance is easy. You must cre-
ate a 10X vision and take every opportunity to share it with every-
one, from the receptionist at the front desk to the guy who empties
your trash.
I’m known for my helicopters and private jet with “10X” embla-
zoned on the tail. Do I livestream from 40,000 feet in order to impress
you? Well, I am pretty proud of ‘em! But mostly, I do it because I want to
share the vision of what my brand means. I want everyone to know what
“10X” stands for and to know that you can have it, too. I want you to
catch the 10X dream because I know when you do so, you will become
a partner, a fan, an employee, a client, or a supporter of some sort. You
must do the same for your business.
Once you’ve determined your 10X Goal, it is now your job to make
everyone know about it. It’s not just something you put on the wall in
your conference room or plaster on the front page of your brochures. It
becomes something you live and breathe, and it should inspire others to
live and breathe it, too. This is how you create the momentum to scale
your business to extraordinary heights.
Love ‘em or hate ‘em, everyone knows Elon Musk wants to go to
Mars, that Walt Disney wanted to create “the happiest place on earth,”
and that Donald Trump wants to “Make America Great Again.” How do
we know? Because they told us, over and over. And some of us caught
their vision and want to be part of it.
Your 10X Goal must motivate you, and then you must use it to mo-
tivate others. When you do so, everything about business growth, from
recruiting to customer acquisition, becomes easier.
22 10X ENTREPRENEUR
CHAPTER RECAP
• You can’t have an extraordinary impact on the world if you
are committed to being only average.
• You must inspire yourself with an unreasonable mission,
so others in turn can be inspired.
• Setting attainable objectives is the real reason so many
business owners don’t meet their growth goals.
• The biggest problem facing you as a business owner
is disengagement: disengagement of customers, of
employees, and even of yourself.
• Your 10X Goal must motivate you, and then you must use it
to motivate others.
GROW OR DIE
About 75 percent of all businesses in the

US have no employees.15 Only 25 percent
of businesses survive more than 15 years.16
There is no coincidence that these two
statistics align almost perfectly.
The choice is simple: Grow or die.
YOUR TURN
What do you believe about SCAliNG your business that is
keeping you SMAll?
_____________________________________________________________________________
_____________________________________________________________________________
_____________________________________________________________________________
_____________________________________________________________________________
Write out a viSiON of your dream for your business that is AT

lEAST 10X lARGER than your current vision. Does this
MOTivATE YOU and get you excited? Will it MOTivATE OTHERS?
_____________________________________________________________________________
_____________________________________________________________________________
_____________________________________________________________________________
_____________________________________________________________________________
_____________________________________________________________________________
_____________________________________________________________________________
_____________________________________________________________________________
I refuse to be
a statistic!
I commit to growth.
“
if you’re
not afraid,
“
your goals
aren’t big
enough.
– GC
CHAPTER 3
FEAR IS A LIAR
I
f you want to be successful as an entrepreneur and in life, you must
refuse to be ruled by your emotions.
While positive emotions can lure you into a false sense of pow-
er and security, I’ve found that for business owners, it’s the negative
emotions that you must be particularly vigilant about. Fear, the most
damaging of all emotions, can disguise itself as being “realistic,” “con-
servative,” or “logical.”
Doubt — a nasty byproduct of fear — is the dream killer. Doubt will
do more to damage your potential as an entrepreneur than just about
anything else. Why? Because your ability to create 10X Goals and fol-
low that commitment up with 10X activity levels depends largely on
your belief in yourself and your ability. Once you doubt your abilities,
you will cease to take the actions necessary to achieve your goals.
There is a widespread fallacy that somehow successful people
never feel fear, and if you do sense uncertainty, anxiety, or downright
25
26 10X ENTREPRENEUR
panic, you are doing something wrong and should retreat until you
feel comfortable.
Nothing is further from the truth. Ask any high-level busi-
nessperson, and I guarantee they are terrified on a weekly, if not
daily, basis.
The difference is that they get used to the discomfort and con-
tinue on.
People ask me all the time how I became fearless. I have to laugh
because I am one of the most risk-averse people you’ll meet. I am regu-
larly scared, but I don’t let my emotions determine my actions. You must
refuse to do so as well.
Here is just a short list of what has scared me in my life:
• Speaking to an audience of five salespeople when I first

launched my sales training business in 1987 when I was 29
years old.
• My first TV interview with Neil Cavuto on Fox News in 2013.
• Interviewing President Donald Trump on stage at GrowthCon in
2022 (I was deathly afraid I was going to say something wrong.
Sure enough, my wife gave me a long list of “corrections” after
the interview was over!).
• Going skydiving with my wife and jumping out of a perfectly
good airplane on purpose.
• Becoming a father.
• Investing in my first serious real estate deal: a $350,000 apart-
ment complex in Vista, California. I had zero money and was
scared I’d lose everything.
• Appearing on season two of Undercover Billionaire and com-
mitting to building a $1 million business in only 90 days, with
no resources, contacts, or name recognition, with the whole
world watching.
fEAR iS A liAR 27
Read over that list and you may relate to some of the items, as
you’ve experienced something similar. Other items may be far beyond
your view of what’s even possible. And still others may make you
wonder why they caused fear in me at all because they’re things you
do without a thought.
That’s the nature of fear. Not only is it personal to each of us, but it’s
also ever-changing. As long as we continue to act in the face of fear, our
comfort zone will continue to expand, and what once caused us to feel
like we might pass out now barely registers. Additionally, we begin to
view what once seemed beyond the realm of achievable as increasingly
possible, even likely.
The takeaway: No matter how accomplished we become, if we are
continuing to grow, we will continue to feel fear. That is not optional.
What is optional is how you let that fear impact you. Early on in my
career, I decided to let fear motivate rather than discourage me. As I saw
others around me become frozen in their discomfort and worry, I chose
to live differently.
I believe you have made this same choice. Entrepreneurship is, by
definition, risky. And risk (unless you’re a sociopath) comes hand-in-
hand with fear. You’re already used to moving past anxiety and pushing
into the unknown. Now you just have to keep going.
I’m not a doctor or scientist, but I have read research that backs
up what I have discovered to be true in my own life: The more
I move outside my current level of comfort, the greater capacity
I have for additional expansion. As you force your brain to cre-
ate new pathways, you will experience discomfort — sometimes
extreme discomfort. But over time, what was once unusual will
become commonplace.
Think about hiring your first employee.
If you’re like me, that was a huge moment. Suddenly, I was responsi-
ble for someone other than myself. Someone else’s livelihood depended
28 10X ENTREPRENEUR
on me. If I screwed up, it wasn’t just affecting me; it was affecting them
and their family as well.
Now, decades later, having just one employee on the payroll seems
kind of cute. With over 800 employees (and scores more partners, affili-
ates, and contractors), I wonder why I felt stressed out about having that
first team member.
But every time you do something for the first time — pitch inves-
tors, enter a new market, launch a product — it’s going to stretch you
outside your comfort zone. Anxiety, doubt, and fear may be the result of
growth. Your job is to persist in the face of those emotions.
Fear is the ultimate bully. It seems insurmountable and all-powerful …
until you kick it in the teeth. Then, and only then, will it disappear, like
a bad dream confronting the light of day.
When I feel fear, I focus on my goals. When doubt creeps in, I change
my thinking and counter the “what ifs.” Your mind can only focus on
one thing at a time, and you get to choose whether you’re focusing on the
fear or on the possibilities.
One tool I use is what I call “feeding the beast” by keeping my atten-
tion constantly focused on the future and what I can create.
I think about what will happen as a result of achieving my goals.
I think about my family and how I will continue to provide for them.
I think about my employees and their families. I think about the
fEAR iS A liAR 29
housing I will provide for my future tenants. I think about the jobs
I’ll generate and the result of billions of dollars pumped into the
economy. I stoke the fire of my purpose, and that shifts my focus
from fear to possibility.
Here’s how you can do the same with your goals.
10X MINDSET: FEAR IS NOT BASED

ON RATIONAL THOUGHT
As an entrepreneur, you are already used to confronting fear at some
level. You have taken a stand for the future. In fact, the definition of
the word entrepreneur says as much. The definition of entrepreneur in-
cludes risk: “a person who organizes and operates a business or busi-
nesses, taking on greater than normal financial risks in order to do
so.”17 (emphasis added)
Despite your courage, though, how much is fear continuing to im-
pact your daily actions? How often is fear blinding you to potential,
simply because something has never been done before or it’s outside
your comfort zone? For example, you may be afraid to hire or to spend
money on ads, or you may be worried about adding necessary systems ...
Fear keeps you from expanding.
I see this all the time when working with business owners. They
make the initial investment of capital and courage into their business,
and then they become preoccupied with protecting what they have.
Suddenly, their balls-out approach to life disappears, and they become
overly concerned with not taking risks.
They want to stick to the straight and narrow path through the jungle
of entrepreneurship, not realizing that there is no path except the one
they forge themselves.
They want certainty when the only certainty is uncertainty.
30 10X ENTREPRENEUR
They want fear-free, anxiety-free, worry-free, and risk-free.

That’s when you become a “me too” organization, waiting for some-
one else to step into the unknown rather than assuming the leadership
position yourself. When this happens, you have signed the death warrant
for your business. You will never dominate and 10X your business when
you’re operating from a place of worry and fear.
Truth time. There is a possibility that you’ll wake up tomorrow, and
your business has evaporated. Your financing dries up. A natural disas-
ter (or worldwide shutdown) forces you to close the doors. Your largest
client goes bankrupt, owing you a shit-ton of money. A lawsuit is de-
cided against you.
That is the environment in which each and every business owner
operates, riddled with risk and uncertainty. It’s understandable that you
want to pull the covers up over your eyes and protect what you have. But
your nice comfy bed isn’t where 10X lives.
You can’t 10X your business or your life while thinking about guard-
ing your 1X. You can’t advance while you’re worried about protecting
yourself.
Fear is not based on rational thought. It is based on “what ifs” and
the bogeyman, and it will steal your growth and your joy if you let it.
Staying small will not protect you from risk. In fact, you are at great-
er risk when you play small than when you dominate your market (we’ll
talk more about domination in chapter 4).
You need to constantly ask yourself, “What’s the worst that can hap-
pen?” For most of us, it involves losing everything and having to start
over. If that occurs, so what? This fear is one of the primary reasons
I agreed to appear on the second season of Undercover Billionaire. I
wanted to prove to myself and to the world that it is possible to start
from zero (okay, I had a junker truck and $100) and build a successful
business worth over $1 million in less than 90 days. I wanted to take the
fear of starting over off the table.
fEAR iS A liAR 31
The experience did cause me extreme discomfort, and I was

afraid that I would fail and tarnish my personal reputation and the
10X brand. It would have been very easy to just say no or to quit part-
way through filming. But I had something to prove — to myself and
to everyone else out there who doesn’t have the advantages of birth,
wealth, or connections.
To me, starting from zero is not the worst (in fact, I constantly keep
myself feeling broke so I keep hustling). The worst that can happen is
giving up on myself before I’ve even seen what I am capable of.
If you’re not happy with yourself, you’re playing small. If you have
more potential, you have to ask yourself what’s holding you in place.
Most of the time, it’s fear. If fear is something you can’t avoid, you need
to make it work in your favor.
10X ACTION: LET FEAR GUIDE YOU

If fear is holding you back from achieving your potential (and chances
are, it is), you must use it as a way to motivate and drive you forward.
One of the best ways I’ve done this is by using fear as a guide. Here’s
what happens to the average person. They take some action outside their
comfort zone, feel discomfort, anxiety, and fear, and let that fear stop
them from further action. It becomes a blazing red, flashing warning
sign that says, “Danger! Stop now!”
But every time you give way to fear, it becomes stronger. The imagi-
nary becomes more and more imposing until you can’t even think about
heading in that direction.
So what’s the solution? Do it anyway. Use fear, worry, anxi-
ety, whatever you want to call it, as a sign to proceed at rapid
speed, with massive amounts of action. When you do so, you will
blow past the fear and leave it in the rearview mirror. You must
32 10X ENTREPRENEUR
separate emotion from action. How you feel has zero to do with
how you perform.
Many entrepreneurs fool themselves into thinking they must have a
plan completely figured out before they execute. Unfortunately, not only
does the perfect plan not exist, you waste a huge amount of time, money,
and effort as you try to compose one.
I have yet to see a business that proceeds exactly as described in its
business plan. Instead, a 75-page business plan with carefully designed
full-color charts and 10-year projections is usually an exercise in cre-
ative writing and fantasy. The only way to know how the market will
respond to your product or service is to take it to them and then adjust
along the way.
Quit looking for the “right” way to do something. The only “right”
way is to act. The only wrong way is to do nothing!
For example, if you are not sure how you are going to convince an
investor to partner with you, start talking to investors. You’re not going to
figure it out from the comfort of your couch with a cold one in your hand.
Wondering if your new advertising campaign is going to work? Get
it out there. Same with that blog post or video you’re afraid is a little too
edgy. Hit the “publish” button, and then record 10 more. There’s only
one way to find out, and it ain’t asking your momma what she thinks.
The only way to figure anything out is to act before you feel
ready. That’s when you train yourself to take massive action in the
face of discomfort.
I am not recommending that you act rashly or without thought. I am
telling you that when you’re procrastinating because you know what
you need to do next but you’re putting it off because you’re scared, you
need to act.
Whatever you fear, you must do it — and you must do it now. Ask
yourself, what happens if I don't (expand, hire, advertise, spend)? That
outcome is what you should be most afraid of.
fEAR iS A liAR 33
Let fear guide you, not distract you. Whatever the outcome, you will
be able to handle it, and you will be stronger and wiser next time around.
When you act in the face of fear, you convert that fear to power. Fear
will always exist. Use it to your advantage.
34 10X ENTREPRENEUR
CHAPTER RECAP
• Doubt and fear are dream killers.
• Successful people get used to the discomfort and
continue on.
• Staying small will not protect you from risk.
• Train yourself to take massive action in the face
of discomfort.
• When you act in the face of fear, you convert fear to power.
F E E L T H E F E A R … A N D D O I T A N Y WAY
According to research by Harvard Business Journal,

virtually all entrepreneurs feel fear, sometimes
on a daily basis. The experts’ advice: Learn to
respond to fear in a positive manner, such as
reaching out to a knowledgeable mentor for
support or minimizing the effects emotions have
on your decision-making.18
fEAR iS A liAR 35
YOUR TURN
Think of a time when you ACTED iN THE fACE Of fEAR.
How did it turn out? How did that impact your CONfiDENCE?
_____________________________________________________________________________
_____________________________________________________________________________
_____________________________________________________________________________
_____________________________________________________________________________
_____________________________________________________________________________
Pick one thing that you've been avoiding and do it right now.
ASK for the referral. HiRE the next employee. SAY YES to the
speaking opportunity. Jot down some thoughts on how you
felt after you TOOK ACTiON.
_____________________________________________________________________________
_____________________________________________________________________________
_____________________________________________________________________________
_____________________________________________________________________________
_____________________________________________________________________________
_____________________________________________________________________________
Convert
fear to
power.
“
if competition
is healthy,
then “
domination
is immunity!
– GC
CHAPTER 4
DOMINATE,
DON’T COMPETE
W
hen I hit the ground in Pueblo, Colorado to kick off my
Undercover Billionaire journey, the task ahead of me seemed
impossible. I needed to create a million-dollar business in 90
days, starting with nothing but $100 and questionable transportation. I
couldn’t use my name, my reputation, my connections, or my money. I
even shaved off my hair. Louis Curtis was an unknown, a man without
a past and with nothing but his hustle and his word.
The road to that million-dollar valuation was not easy. I got
COVID. I faced rejection after rejection. My heart was breaking,
spending so much time away from my wife and my girls. But I
persevered. I was on a mission to show everyone on the planet that
the American dream is not dead and that anyone — not just those
37
38 10X ENTREPRENEUR
blessed with a family name and inherited wealth — can achieve

greatness on their terms.
My strategy was exactly what I’m teaching you in this book: 10X
Mindset combined with 10X Action. But there was something else I had
in my back pocket, a little secret I’ll let you in on. I wasn’t there to play the
game. I was in it to write the rules and create the game. From the first min-
ute I stepped off the plane in Pueblo, my goal was to dominate, not compete.
Everyone loves to compare business to sports, talking about “edging out
the competition,” “making a team effort,” and “leveling the playing field.”
When people watch sports, though, they usually want to watch a “good
game,” meaning it’s a fair match-up that goes down to the final nail-biting
minutes. That’s the farthest thing from what you want as an entrepreneur.
As a business owner, you should desire to annihilate others who
attempt to enter your market. Amazon, Chick-fil-A, Google, ESPN …
these are businesses so far ahead of their “competition” and so dominant
that they may as well be a category of one. This kind of “game” may
not keep spectators on the edge of their seats until the final buzzer, but
it’s pretty darned fun for the business owners and shareholders who are
raking in the benefits of being the clear leader in their market.
This is the position I wanted to create for myself in Pueblo, a little

western town with higher-than-average unemployment and lower-than-
average income. My desire was to create a business that stood alone,
D O M i N AT E , D O N ’ T C O M P E T E 39
causing other business owners in the city to sit up and take notice. My
aim was simple: to dominate my category.
That’s how Wake Up Pueblo was born (you can find out more about
Wake Up Pueblo at WakeUpPueblo.com).
Wake Up Pueblo is a strategic marketing agency that supports local busi-
nesses in a way Pueblo had never seen before. With daily content for business-
es in every industry from banking to paintball, our goal is to help our clients
dominate their markets. We assist them in doing something that I myself have
done to take a commanding role in the social media space: massive activity
far beyond what most will consider justified, possible, or desirable.
Daily content is something unimaginable for most small businesses.
They’re happy with a tweet every so often and a monthly email. After all,
that’s what the average company does … And that’s exactly why we take
our clients in a different direction. Social media is a prime example of what
is required to pursue 10X Success: the combination of goals and action to
back them up. A video every week is a drop in the ocean of YouTube. If
you’re creating a tidal wave, you need unstoppable energy and momentum.
When your aim is to dominate, you set the pace. It doesn’t matter if
other businesses all take three-day weekends and two-hour lunches. It
doesn’t matter if other businesses wouldn’t think of making 100 phone
calls in a day. It doesn’t matter if other businesses think you’re nuts for
the level of both your goals and your activity. What matters is that you
continue on your own path, playing by your own rules, to win your
game, and to be the standard by which all others will be measured.
40 10X ENTREPRENEUR
When you dominate, your victory is assured. You no longer spend any
energy looking at what others are doing because you are the clear leader.
Warning: Others will benefit if you slow down, so they will con-
stantly be telling you to ease up, warning you that you’re going to burn
out (more on that in chapter 9), and criticizing you for what they call
your “insane” efforts. They want to shame you into inactivity because
that will allow them to look better and catch up. Don’t listen.
I won’t give away the whole storyline of my time on Undercover
Billionaire, but you can imagine how it went. I wasn’t going to be con-
tent to play by the rules and aim to create a business worth $1 mil-
lion. I went 10X, baby. I set my goal 10X high and followed it up with
10X Action, with the intent to wake up sleepy Pueblo and dominate the
scene. Did I do it? You’ll have to watch season two to find out (and when
you do, don’t laugh at my hair, man).
Quit buying into the lie that competition is the key to success.
Domination is where your 10X dreams lie. Here’s how to get there …
10X MINDSET: PURSUE DOMINATION

Before you can effectively dominate your market, the first battleground
is your mind. You will never be able to truly own your industry and
achieve your goals if you are hesitant or afraid of greatness.
You were likely brought up to believe that any competition must be
fair, nice people take turns, and you should never run up the score too
high on the basketball court or football field. Everyone gets a trophy
for “trying hard,” no matter who wins, and you end each game with a
popsicle and a hug from your mama. It’s all about making sure everyone
feels good, and no one gets their feelings hurt.
Now I love a hug from Mom as much as the next person, but that’s
not why I’m in business. And while some have called me a greedy
bastard, I’m not in business just to make money, either. My purpose,

which drives me day in and day out, is to help others improve their lives,
and to create wealth for myself, my family, my employees, and their
families along the way.
I’m intent on helping 8 billion people improve their lives through the
products and services I sell and the skills I can teach them. This purpose
has nothing to do with feelings and everything to do with getting my
name out far and wide, whatever it takes — not for my ego, but because
I know I can help them.
I was talking to a drywall installer the other day who said he felt
guilty about pushing way past the others in his market. “I’m doing good.
I have a great life. There’s enough business right now for everyone. I
don’t want to be greedy,” Tom told me.
“Look, Tom, bro,” I asked him, “are you the best at what you do?”
“Of course!” he answered, his chest puffing out, showing me he was
serious. “There’s no one who takes as much care as me and my guys do
when we’re working on a project. We always go above and beyond.”
“Then why in the heck would you want any builder or remodeler
out there to use anyone else? Do you want them to get below-excellent
service?” I asked.
“I never thought about it like that,” Tom said.
“If you deliver a superior product or service, you owe it to people to
give it to them,” I said. “If you are a person of integrity, you are out of
integrity when you’re not helping those who need you.”
When we talk about “fair competition,” it assumes that all partici-
pants have an equally attractive, equally effective solution. I have no
problem saying I want to dominate my market because I know that the
products and services in all my businesses are far superior to the other
options available.
Just like Tom, you are doing a disservice by not serving those you
can help. You must have such confidence in the superiority of your
42 10X ENTREPRENEUR
business’s offerings that you can’t sleep at night, knowing there are peo-
ple out there that you could help but don’t yet know your name (we’ll
talk more about purpose in chapter 9 and how critical it is for you to be
in touch with your driving mission).
If you do not feel driven and ethically obligated to get your product
into the hands of everyone who can use it, you are never going to be able
to effectively establish yourself as the leader in your category. Once you
embrace that role, you will be set free. The only thing to do next is to
create massive action to support your extraordinary goals.
10X ACTION: SEEK YOUR UNFAIR ADVANTAGE

You may not have been born with the last name “Cuban” or “Trump.”
You may not have a genius-level IQ or have started coding at age five. If
not, don’t worry. Me neither.
Maybe you grew up without a dad, like me. Or under severe finan-
cial constraints. Or in an environment of violence. Or with physical or
mental differences that have made your path harder than most.
Whatever your limitations, you do have something no one else has,
something that can benefit you on your journey to domination of your
market. It’s different for each of us, and it’s up to you to figure out what
it is and then leverage the hell out of it.
When I went on Undercover Billionaire, many of the advantages and
strengths I’d developed over my three decades in business were erased
the second I emerged in Pueblo as Louis Curtis. My reputation, my bank
account, my credit, my name … all gone. But what no one could take
away is what I’ve relied upon since my early days in business: my com-
mitment, my hustle, and my desire to succeed. These became my unfair
advantages as I sought to create a million-dollar company. I would con-
tinue to pursue my goal, no matter what.
What are your unfair advantages, and how can you unleash
them at 10X levels in pursuit of your goals? What can no one else
replicate about your experiences, your connections, your assets, or
your attributes?
Let’s say you’re a high-end landscape architect company. You cre-
ate beautiful, custom outdoor spaces for your high-end clients in the
midwest, and you want to massively expand your business. You feel like
you’ve maxed out the market for your current services. What can you
do to grow?
Well, as the person who designed the current landscape, you’re in a
prime position to help your former clients care for their property. You
have an unfair advantage in the wealth of information about your client
base that puts you in a unique position to suggest other services to them
(yard maintenance, winterizing, lighting, painting, pool maintenance,
concrete pouring, etc.). You could partner with other companies to pro-
vide these services, or you could create a new division of your existing
business that handles, say, weekly yard maintenance, which is some-
thing that most landscape architects won’t touch with a 10-foot pole.
You, however, are willing to do what others in your market will not do.
If you want to dominate, look at what others are doing and then do
what they won’t. Do what they will not do, go where they will not go,
and think and take actions to the level they cannot understand or imitate.
This is what will separate you from the rest of your market. This is what
will allow you to achieve extraordinary success.
44 10X ENTREPRENEUR
CHAPTER RECAP
• As a business owner, you should desire to dominate others
who attempt to enter your market.
• When you dominate, your victory is assured.
• You must feel an ethical obligation to get your product into
the hands of everyone who can use it.
• Every business owner has something no one else has,
something that can benefit you on your journey to domination
of your market. Find this unfair advantage and 10X it.
• If you want to dominate, look at what others are doing, and
then do what they won’t.
A I M F O R O P E N WAT E R
One of the best ways to dominate your market is to
define your market. These businesses successfully
created their own categories and, in doing so,
secured a dominant market position where everyone
else is a mere imitation of the original:
• Airbnb - the first company to offer peer-to-
peer lodging
• Cirque du Soleil - the original entertainment
company that blended acrobatics, theater,
and traditional circus acts
• Kleenex - the first facial tissue, introduced in 1924
• Stitch Fix - the best-known company to offer
personal styling services via the Internet
• Lululemon - the first company to create
high-performance athletic wear and
position itself as an aspirational lifestyle brand
YOUR TURN
What would it look like to be the WiNNER iN YOUR SPACE?
What would it look like to CREATE your own space?
_____________________________________________________________________________
_____________________________________________________________________________
_____________________________________________________________________________
Double down on your unfair advantage. Maybe you have a

UNiQUE SKill (you speak Spanish fluently? Go own a market
your competitors can't enter!), or a connection (your aunt
writes for the local paper), or years of experience that make
you the stand-apart expert in your space. Or maybe, like me,
you’re committed to doing whatever it takes, however long it
takes, to get to your goals. Name your unfair advantages here:
_____________________________________________________________________________
_____________________________________________________________________________
_____________________________________________________________________________
_____________________________________________________________________________
When I create
the game, I
write the rules.
“
if people
don’t know
you for your
“
work ethic,
you ain’t
working.
– GC
CHAPTER 5
OBSESSION IS A GIFT
H
ey, I’m Grant, and I’m obsessed.
When I left rehab in my 20s, the alcohol and drug counselor
told me I’d never amount to anything because I was defective
and was a victim to a disease I had no power over. I was told to focus
on my sobriety. “The most successful thing you can do with your life
at this point is never use again,” my counselor told me in this inspiring
“pep talk.” “Focus on anything else, and you will fail.”
What that counselor did not understand about people like me — and,
most likely, about people like you, too — is that, yes, we’re obsessed.
But we have the ability to decide what we want to be obsessed about.
The dictionary defines “obsession” as having your thoughts
dominated by one specific goal. It’s often used in a negative sense,
such as “He’s obsessed with his truck,” or “She’s obsessed with
work.” But to me, obsession isn’t inherently good or bad. It’s a
tool to be used. And just like you can use a hammer to destroy or
47
48 10X ENTREPRENEUR
to build, your obsession can be directed toward positive or nega-

tive outcomes.
In my youth, I was obsessed with the wrong things: drinking, smok-

ing, goofing off. I knew I couldn’t change my core personality (that’s
how I’m wired!), but I could shift the objective of my obsessive nature.
Instead of chasing a high or a good time, I would turn my dedication and
commitment in a positive direction and become obsessed with success.
From the day I left the treatment center, I locked onto my goal of ex-
traordinary success like a heat-seeking missile. I threw myself into my job
as a car salesman. I listened obsessively to tapes on self-improvement and
selling techniques. I came in early and left late, and did everything I could
to move away from my past. I was channeling all my energy, drive, and time
toward a positive goal, and my efforts started to pay off.
From this single decision — to choose a positive target for my obsessive
nature — came all future success. Everything, from my businesses to my
real estate portfolio to my live events to my relationships, has been the result
of my single-minded determination, focus, and unwillingness to stop until I
reached my goal. Just as a drug addict is fixated on the next high, I became
fixated on staying clean, increasing my skills, and building my business.
OBSESSiON iS A GifT 49
Warning: When you go all-in on your goals and devote your creativ-
ity, energy, and other resources toward achievement, you will attract
criticism and outright hostility.
Start to get in shape, and people will suddenly become “worried”
that you’re working out too much or not eating enough.
Start devoting more time to your business ideas, and people will
suddenly become “worried” that you’re working too hard.
Sign up for a marathon, quit drinking, start a new business, or take
an online course to finish your degree, and concerned citizens will
come out of the woodwork with all sorts of advice, caution, and warn-
ings about what you’re doing.
When I made my mindset shift and began directing my energies to
work and life success, people around me did not like it, and they were
bound and determined to let me know. Early on, coworkers told me that
I was working too hard.
When I launched my sales training business, people told me I was on
the road too much and I’d burn out.
When I started investing in real estate, people told me I’d hate being
a landlord and dealing with high-maintenance tenants.
When I pursued my future wife, Elena, with single-minded deter-
mination, calling her every month for a year without her ever answering
the phone or even returning my calls, people told me I was acting like a
stalker and was going to scare her off.
50 10X ENTREPRENEUR
When I committed to holding the 10X Growth Conference in

Marlins Park on Super Bowl weekend in 2019, people told me I would
lose my shirt.
When I decided to go on Undercover Billionaire and spend 90 days
in anonymity, loneliness, and discomfort with the sole goal of building a
million-dollar business, people told me it couldn’t be done, and I would
embarrass myself.
When I announced I was launching 10X Studios, a film and TV
production and financing studio, people told me it was impossible and I
was wasting my money.
On and on it goes, with an endless line of haters, critics, and “experts”
intent on telling me what’s wrong with my decisions and how I should live
my life. But here’s the really interesting thing: The criticism never comes
from people doing more than I am; it only comes from those doing less.
That’s because your 10X Goals and 10X Action make them nervous.
It makes them take a look at their own life and see where they’re playing
small, settling for average, or just not living up to their own potential.
You must be willing to be an outlier if you are committed to extraor-
dinary success in your business and your life. Get used to “constructive
criticism,” “loving concern,” and feedback from those who would rather
spend their time commenting on your behavior than doing something
about their own dumpster fire.
Hear me on this: NO ONE achieving at extraordinary levels in their
business gets there without obsessive attention to their goals. From the
corner deli that has a line out the door at lunchtime to the plumbing ser-
vice that has nothing but five-star ratings on Google, entrepreneurs who
are setting the standard in their markets aren’t just concerned with their
performance, they’re obsessed with it. Not only are they laser-focused
on the outcome they desire, they are also relentless in the pursuit. They
consistently set 10X Goals and follow them up with what I call Level
Four Massive Action.
In the next sections, we’ll talk through how to harness both mindset
and behavior to support your positive obsessions.
10X MINDSET: CHOOSE YOUR OBSESSIONS
As you build your business, are you getting the criticisms that I’ve laid
out above? Are your friends and family telling you that you’re a worka-
holic, living an unbalanced life, or just plain boring because all you do is
work, talk about work, or plan when you’re going to work next?
If so, you’re in good company.
I’ve been called ADD, ADHD, OCD, and more. And I’ve gotten to
the point where I see any comments on my obsessive nature to be com-
pliments rather than insults. My obsession is a gift, and it is imperative
that you see yours as a gift as well.
Look around at the others in your life. Everyone is obsessed with some-
thing. Fantasy football. Sex. Food. Shopping. By now, I hope I’ve convinced
you that being obsessed with your goals is a positive, not a negative.
But how does that obsession play out in your life? And are you
using your obsession as a cover for thinking small?
I’ve seen many entrepreneurs and business owners do just this.
They think they’re working, and they are, but they’re stuck where
they are because they’re not thinking big enough.
I had an eye-opening encounter with Patricia, who owns a home
healthcare agency in Southern California. After several years of
steady growth, she was stagnating at about $800K a year in an-
nual revenue and wondering what to do to break the million-dol-
lar mark. “There are so many things to deal with,” she told me.
“Changing regulations, staffing issues, a shifting demographic pro-
file in our clients, the need for training, liability insurance, and so
much more.”
52 10X ENTREPRENEUR
“What’s your most pressing issue?” I asked her.

“Well, I’m trying to figure out what to do about staffing. That drives
revenue, so that’s a huge concern.”
“What are you doing about it?” I asked her.
Patricia looked confused. “The usual. Advertising, offering referral
bonuses to current employees. But everyone in the industry is having
the same problems. No one can hire these days. I barely sleep at night
because I’m wondering how to cover my current client load. I’m never
going to hit $1 million if I can’t handle the clients I have right now.”
Aha! Problem diagnosed.
Patricia wasn’t obsessed with success; she was obsessed with her
problems. Instead of spending her days driving forward, she was stuck
in neutral, wheels spinning.
The difference here is a slight one, so pay attention. It all goes back
to mindset. Patricia was focused on $1 million, a goal she believed she
should be able to meet with her current levels of activity. What she need-
ed to do was think bigger.
“What does ‘success’ look like for you?” I asked her. “What do you
really want to commit to? What do you want from life?”
She painted a picture for me of making enough money to allow her
daughter to come work with her, sending her grandchildren to private
school, and maybe establishing a nonprofit to provide mentoring to in-
ner-city kids.
“That’s gonna take way more than a million-dollar business,” I said.
“We’re talking 10X. You can do it,” I told her. “You just gotta commit to
it. That has to be what’s keeping you up at night, not where you’re gonna
hire one more friggin’ employee.”
When you commit fully, creativity follows. I have no doubt that if
Patricia commits to her 10X purpose, she will find a way to bring them
to life. Her imagination will be unleashed, and she will be motivated to
do what it takes … at 10X activity levels.
10X ACTION: FOUR DEGREES OF ACTION
You’ve probably guessed by now that being obsessed with success isn’t
just limited to thinking about your goals; you must back your mindset
with 10X Action. But how much action? Answer: MASSIVE action.
Here’s what that looks like.
I’ve defined four categories, or degrees, of action:
fOUR DEGREES Of ACTiON
level Description Result
No longer taking
actions to move yourself
forward in order to Failure
ONE: learn, achieve, or control
Do nothing some area of your life.
Taking action in reverse,

likely in order to avoid
Failure
TWO: pain or other negative
Retreat outcomes.
Taking normal,
Average
THREE: or average, levels
results
Take normal of action.
levels of action
Taking massive, Extraordinary

fOUR: 10X Action results
Take massive action
54 10X ENTREPRENEUR
In any area of your life, you will be at one of these levels. It’s
even likely that you are at different levels in different life areas:
Doing nothing with your finances, retreating in your fitness, taking
normal levels of action with your parenting, and taking massive ac-
tion in your business.
Rule of thumb: If you’re not where you want to be, it’s almost
certainly because you are operating at the wrong degree of action.
As someone with big goals, you are clear that taking no action or
retreating (Levels One and Two) will not deliver. But what people often
don’t realize is that doing nothing or retreating still requires an outlay of
energy. Whether it’s through actively avoiding someone or something,
justifying your poor performance, or putting up a front that you’re to-
tally fine with where you are, you will be expending resources, even at
the lowest activity levels.
Average levels of action (Level Three) logically result in average
outcomes. What may surprise you, though, is that an average level
of action is the most dangerous place to be because it’s acceptable.
It's within your comfort zone. It’s what most people are doing, and
therefore, you fit right in with the crowd. But if you want more —
if you want to stand out — you must move yourself to Level Four
Massive Action so that you can achieve your 10X Goals and create
an exceptional life.
Remember our 10X Formula:
Extraordinary success calls for extraordinary (massive) action, pe-

riod. This is what being obsessed looks like: setting your target and be-
ing willing to do whatever it takes (including unreasonable choices) to
reach what you want.
The distinguishing characteristic of reaching a new level of activity
is that you will encounter new problems. Instead of worrying about how
she’s going to find new employees, Patricia will be thinking about how
to upgrade her payroll system to support hundreds of employees instead
of a few dozen or how to handle new regulations in the new states she’s
expanded into. New challenges are better than old ones when they’re a
sign of growth and success.
Another thing that will happen as you take more action is that peo-
ple, friends and family alike, will start to grumble and complain. You’ll
hear more criticism, more feigned concern for your activity level, and
more judgments — all because they feel threatened by your success. Get
used to it. And get some new friends.
56 10X ENTREPRENEUR
CHAPTER RECAP
• “Obsession” is defined as “those dreams and goals that you
desire to achieve so intensely that they give you the urge,
the momentum, and energy necessary to build the life you
desire and dream of.”
• Obsession isn’t inherently good or bad. It’s a tool to be
used as you choose.
• You must be willing to be an outlier if you are committed
to extraordinary success in your business and your life.
• There are four degrees, or levels, of action:

• Only massive action leads to extraordinary success.
• You will know you are on the right track when people start to
criticize you and when you create new problems for yourself.
SET YOUR BR AIN FOR SUCCESS
According to the research of Dr. Fred Luskin of

Stanford University, we have around 60,000
thoughts per day — and 90 percent of these are
repetitive.21 Why not use this repetition to your
benefit? If you’re going to think the same thoughts
from day to day, make them 10X thoughts!
YOUR TURN
Make a list of your CURRENT OBSESSiONS, good and bad.
Circle the ones that can stay and cross off the ones that NEED
TO GO. This can include people, addictions, leisure time
activities, patterns of thought, etc.
_____________________________________________________________________________
_____________________________________________________________________________
_____________________________________________________________________________
_____________________________________________________________________________
_____________________________________________________________________________
The market favors THE BOlD and THE QUiCK to act. What is
one specific way you can take MASSivE ACTiON to get your
product or service to market faster?
_____________________________________________________________________________
_____________________________________________________________________________
_____________________________________________________________________________
_____________________________________________________________________________
_____________________________________________________________________________
Being obsessed
is a full-time job.
“
i would
rather die in
expansion
than die in
contraction.
i would rather
“
fail pushing
forward than
in retreat.
– GC
CHAPTER 6
EXPAND,
DON’T CONTRACT
W
hat are you most likely to do when you’re faced with
the unknown? Many business owners freeze right where
they are.
Whether they’re dealing with uncertainty about the economy, lack
of clarity regarding a financing deal, or simply confusion about the
next right business move, the result is the same. They immediately stop
all activity, preferring to wait for the road to be clear before moving
ahead (Did you correctly identify this as Level One: Doing Nothing?).
Another common response is to retreat (Level Two) — pulling
back, eliminating all current spending, and retracting to become as
small as possible, almost as if they can simply hide in the sand until
the bad times pass by.
59
60 10X ENTREPRENEUR
Look at how the businesses around you dealt with the economic
challenges associated with the economic disruption of 2020–2021. I bet
the vast majority responded in one of these two manners. They either
rolled over and played dead, locking the front doors and putting up the
“Closed” sign, or they retreated by reducing all activities. Their goal
was simply to survive until the government told them it was safe and
gave them permission to poke their heads outside their doors, like the
groundhog Punxsutawney Phil on February 2.
That’s not my style, and it’s a lesson I learned many years ago. When
I wrote the original 10X Rule in 2011, unemployment numbers and fi-
nancial instability were out of control, causing many to enter a state of
inactivity or contraction.
All around me, business owners in all industries, from services to
retail, were turning tail. They were retreating, pulling back as much as
possible, cutting staff, advertising, inventory, and more, with the sole goal
of making it through the bleak times by becoming as small as they could.
Something in me saw this as an opportunity. As they say, the road
to success is never crowded. I could head in the other direction, doing
the opposite and taking advantage of others’ unwillingness to continue
to expand. I cut my own salary as a way to fund expansion in advertis-
ing, investments, and key staffing. I exponentially increased my pro-
motional activity, particularly online, because the costs to do so were
low. Newsletters, social media posts, email marketing, videos, speaking
engagements, webinars — we ramped them all up.
During this time period, I wrote three books and hundreds of ar-
ticles and blog posts, launched new sales programs, did hundreds of
media interviews, and took every chance to continue to get my name
out, all while others were cowering like scared little girls. And when the
economic tide began to turn, I was so far out in front that it looked like
I was the only one in the race. Our reputation, client base, and revenue
all grew substantially.
E X PA N D , D O N ’ T CO N T R AC T 61
It’s been said that insanity is doing the same thing and hoping for a
different result. Based on that definition, I don’t feel the least bit guilty
about saying most of the businesses in America were downright crazy
when we were hit with another economic crisis in 2020–2021. Did they
learn from what had happened a decade or so earlier? Nope.
Business owners whom I had considered to be bold and courageous
gave up at the first sign that the “two weeks to slow the spread” might
take quite a bit longer. Look around any town or city in the nation, and
you can see shuttered restaurants and empty storefronts, the aftermath of
those who chose to simply quit instead of pivot or expand. Over 200,000
small businesses closed permanently due to the pandemic.22
You can guess what we were doing: EXPANDING.
There are two groups that do well during an economic downturn.
First are the big guys, the “too big to fail” companies like Amazon,
Home Depot, Target, etc. The truth of the matter is that staying small
doesn’t keep you safe. Being the big guy on the block gives you more
insulation against external threats. You usually have more momentum
and thus more options.
For instance, Amazon’s profit jumped 220 percent during the first
year of the pandemic.23 Yes, more people were shopping online, but
Amazon also made strategic decisions to ride the pandemic wave. The
company expanded some of its markets and services, and reoriented its
inventory toward home staples, home medical supplies, and higher-de-
mand items. It also invested $4 billion into health and safety efforts to
ensure its workers could continue to serve customers.24
The second group that comes out of a meltdown in a power position
includes smaller businesses that decided that this was their do-or-die
moment. These business owners chose to do everything they could to
grow, despite the current business environment. If they failed? Well, at
least they’d go with their boots on. These groups doubled down, made
intentional investments, and pivoted to go where the market wasn’t.
62 10X ENTREPRENEUR
You’ve seen these businesses — or maybe you’re one of them.

It’s the fine dining restaurant that created drive-thru options with
the same high quality that customers could enjoy at home. It’s
the studio photographer who launched a campaign for socially
distanced “front porch family portraits” and recruited other out-
of-work wedding and special events photographers to handle the
demand. It’s the boutique fitness center owner who hired laid-off
personal trainers and began offering outdoor boot camps because
the big-box gyms were closed.
The time to expand is when everyone else is contracting.

Yes, there are tons of excuses as to why you can’t push forward when
times are uncertain:
“We can’t travel. How are we supposed to reach our market?”
“Everyone’s worried about money. They’re not going to be inter-
ested right now.”
“I can’t ask my employees to come into work.”
“Once things calm down, we can think about growth. Right now, we
just need to survive.”
But excuses are not the truth. They’re justifications that make peo-
ple feel better about their lack of accountability and results. For ev-
ery excuse, I’ll show you a business owner who faced the same set of
circumstances and used it to their advantage. In times of uncertainty, the

one who stands up to lead will be the victor.
I made it clear to my team that our approach to the challenges before
us was simple: While we could not control what the rest of the world was
doing in response to the pandemic, we could control ourselves. In fact,
we had a duty and an obligation to do so.
What’s more, by controlling our mindset and actions, we could posi-
tively impact each other as well as our families, our clients, and our cli-
ents’ employees and families. While other companies were taking time
off, my team was in expansion mode.
This commitment to 10X expansion paid off big. We grew in every
conceivable metric, including a 67 percent revenue increase in 2020 that
pushed the business over $100,000,000. We added 1 million people to
our email subscriber base, added 3.3 million people to our social media
followers, grew our team by over 100 people, and more. More impor-
tantly, we impacted the lives of tens of millions of people — all because
we refused to contract in the face of uncertainty.
Staying small is not a protection strategy. Level Four Massive Action
is what will save you.
10X MINDSET: TAKE 100 PERCENT RESPONSIBILITY

As long as you are in business, you will continue to face challenges.
Some will be internal to your business. A key employee quits unexpect-
edly, or your POS system crashes on the busiest day of the year. Other
challenges will be external, like a hurricane wiping out your warehouse
or the government declaring your business “nonessential.”
If you are intent on achieving extraordinary levels of success and
constant expansion, you must respond to both categories in the same
way. You must assume 100 percent responsibility for everything in your
64 10X ENTREPRENEUR
life. You must relinquish the tendency to blame, make excuses, or pass
the buck. Everything — good or bad — comes as a result of your ac-
tions. It is all caused by you.
I know you’re already thinking of 100 things that you didn’t cause.
The late truck shipment that caused you to miss your deadline and incur
a late penalty. The newspaper that misprinted your advertisement, and
now you have to honor a lower price that cuts into your margins. The
government bureaucrat who refused to approve your permit. How can
you continue to expand with all these idiots in your way?
I would argue that by adopting the mindset that these things hap-
pened because of you (not to you), you will exponentially increase your
creativity and your ability to find a solution to the challenges you face.
You will also decrease the likelihood that the same situation will occur
in the future.
“Whoa there, Grant!” you may be saying. “I didn’t cause the
supply chain issues. We gave the cranky customer perfect service.
And no one can control a government bureaucrat! How in the heck
am I responsible?”
Well, since you asked …
You could have double-checked to ensure that the shipment was go-
ing to arrive on time, and when it was clear it was going to be delayed,
you could have forewarned your client. Or you could have built buffer
time into your schedule or negotiated the late fee.
For the newspaper, you could have double-checked the ad copy be-
fore the paper went to print or supplied your own print-ready art.
And yes, government bureaucrats can be temperamental, but you
could have met with them prior to submitting your permit application to
ensure everything was approved and ready to go.
In any of these situations, playing the victim does nothing to
help you continue to expand. Yes, it can feel good to have someone
to blame for our shortcomings, but blame is nothing more than a
strategy for failure. No one who has reached extraordinary success

in their field has done so by blaming others. And as someone aiming
for 10X business and personal goals, you must assume responsibility
for everything.
Blaming others puts you in a victim mindset which is by its very
nature a position of contraction. Once you make that mental shift
to ownership, you will see more options and opportunities open up
for you, and more expansive thinking will follow. That mindset is
required to equip you to take the actions required to achieve your
10X Goals.
10X ACTION: GO IN THE OPPOSITE

DIRECTION OF THE MARKET
Do what everyone else is doing, and you’ll get what everyone else
is getting.
In other words, take average (normal) actions and get average (nor-
mal) results.
There is something comforting about staying with the crowd. It’s
hardwired into us to want to be one of the pack. Probably because, back
in the caveman days, it decreased the likelihood we’d be eaten by the
wooly mammoth.
It can be very uncomfortable to separate yourself from every-
one else and proceed on your own. You risk ridicule and failure,
things most sane people try to avoid at all costs. But as an entre-
preneur, you’ve already committed to being different and standing
out. Remember the definition of an entrepreneur: one who takes on
greater than normal risks.
Though it may feel uncomfortable, expanding in times when others
are cutting back and retreating will secure your position more than any
66 10X ENTREPRENEUR
other single activity. Just be prepared for the response from others. They
won’t like it when you break rank and start doing something different,
particularly when your efforts bring results!
I saw this firsthand in the Global Financial Crisis of 2007–2008 that
caused an upheaval in the financial and housing markets. Despite what
everyone else was choosing to focus on, I was intent on expansion. It
was during this time that I wrote Sell to Survive, which became a best-
selling book and later a part of Cardone University. My goal was to help
the huge number of employees displaced from long-standing industries
that had seemed indestructible. Not everyone liked my actions, and I
was attacked and criticized.
During the pandemic, the same situation occurred. Many states
enacted stay-at-home orders that required all businesses to close
their doors unless they were deemed “essential'' by the government.
Most businesses obeyed, at great cost. But a handful refused to close
their doors. From a hairdresser in Oregon to a restaurant in Southern
California to a gym in New Jersey, business owners with balls said,
“No. I’m not shutting down. I am not a victim. You have no right to
take my livelihood from me while strip joints and liquor stores are
allowed to remain open.”
The backlash was immediate. Death threats, boycotts, personal at-
tacks, and more plagued brave people who dared to go against what
they considered arbitrary mandates. They continued to cut hair, serve
meals, and train gym-goers. They welcomed new customers who had
been turned away by other businesses that had chosen to comply — and
they got a heap of free press, too.
I won’t weigh in on their decisions other than to applaud their
courage for continuing to do what they believed was right in the face
of great opposition.
The results of their willingness to stand against what others were
doing and to forge ahead have been mixed. Some businesses thrived,
and some closed down. Some business owners are still doing what they
were before, and some pivoted and are involved in something complete-
ly different. But none of them has to wonder what would have happened
if they’d just kept moving forward when everyone else was in retreat.
That’s my idea of success.
68 10X ENTREPRENEUR
CHAPTER RECAP
• Many business owners freeze or retreat when faced
with uncertainty.
• The time to expand is when everyone else is contracting.
• By controlling our mindset and actions, we can have a
positive ripple effect on the world around us.
• If you are intent on achieving extraordinary levels of
success and constant expansion, you must assume 100
percent responsibility for everything in your life.
• You cannot contract your way to your goals.
• Expanding in times when others are cutting back and
retreating will secure your position more than any other
single activity.
BORN TO THRIVE
Being born in hard times just might make you
more resilient. These ten companies were all
founded during economic recessions:25
1. Hewlett-Packard
2. Hyatt Hotels
3. Microsoft
4. Electronic Arts
5. Mailchimp
6. Uber
7. Airbnb
8. Slack
9. Warby Parker
10. Venmo
YOUR TURN
In what areas are others in your market (or in your office)
RETREATiNG or CONTRACTiNG? What does expansion look
like in these situations?
_____________________________________________________________________________
_____________________________________________________________________________
_____________________________________________________________________________
_____________________________________________________________________________
What's one SPECifiC ACTiON you can take right now that
makes a STAND fOR EXPANSiON? Can you get on a new
social media platform, send out handwritten thank you notes,
or take an afternoon and film 100 short videos? List it here,
then put it on your calendar.
_____________________________________________________________________________
_____________________________________________________________________________
_____________________________________________________________________________
_____________________________________________________________________________
_____________________________________________________________________________
The best time to

expand is when
others are contracting.
“
Resources are
only limited
to the extent
“
you limit your
imagination
and action.
– GC
CHAPTER 7
LEVERAGING
YOUR RESOURCES
O
ne of the biggest mistakes in my business career was staying
small for far too long. Other than for Danny Devito and Kevin
Hart, small doesn’t work. Small departments, small divisions,
small products, small prices — none of it works, man. It took me a while
to learn this.
When I first started my sales training business in my late 20s, I
prided myself on going solo. I didn’t need a team. That meant overhead,
and I had been trained from an early age that to make money, you had
to keep expenses low. If I hired anyone, that was money coming out of
my pocket.
But that meant I was on the road upwards of 275 days a year, traveling
constantly and trying to do everything myself. Booking appointments?
71
72 10X ENTREPRENEUR
That was me. Giving sales presentations? Me. Following up with cus-
tomers? Me. Billing? Me. Accounts payable? Me. Developing new
course materials, printing, order fulfillment? All me, me, me.
After a long day of making sales calls or conducting training ses-
sions, I’d head back to my hotel room and make phone calls, follow up
on orders, book my next appointments, and try to keep it all moving
forward until I got a few hours of sleep and got up to do it again. There
was no such thing as a weekend or a day off. If offices weren’t open for
an American holiday like Labor Day, I’d head up to Canada and make
calls there.
As you know by now, I have no problem with hard work. In fact, I
consider it my ethical duty to hustle. But I wasn’t just working hard, I
was working stupid and hard, and that’s a loser’s recipe.
I did the same thing with my other resources. I was always watching
the clock, worried about “saving time.” I also refused to spend money
even when it was warranted. I was treating my business like a cheap
date, and it was responding likewise.
I had big dreams — that wasn’t the problem. I had set my sights on
creating a massive training company, one to rival the “big guys” whose
videos and tapes I’d studied so religiously. But I wasn’t setting myself
up for greatness. My refusal to invest my resources and my commitment
to doing it all myself while pinching every penny until it squealed were
keeping me small.
I was cheap. I didn’t spend money because I thought I was supposed
to save money. I thought I was doing the right thing. I was following
what I’d been trained to do by other business owners: Cut costs, keep
overhead low, do it all yourself, and stay lean and mean. Money doesn’t
grow on trees. A penny saved is a penny earned, and on and on and on.
I was brought up to do everything on the cheap. Buy low, sell high.
But here’s the problem. That well-intentioned advice I’d been raised
on was all wrong. It was average advice for those who wanted to live
lE v E R AG iN G YOU R R E S OU RCE S 73
an average life, and that wasn’t me. We have already determined in this
book that average doesn't work in any area of life. Anything that you
give only average amounts of attention to will start to subside and will
eventually cease to exist. I didn’t know it, but things would have to shift
dramatically in order to create the level of business success I wanted.
Even as my company grew, I begrudged every time I had to spend
money or hire someone. I treated it as money out of my pocket, like
someone was taking something from me. I kept hold of tasks and re-
sponsibilities that were far outside my zone of genius, just so I could
avoid increasing headcount.
It wasn’t until I started thinking of my employees’ salaries as invest-
ments rather than expenses that I was able to experience massive growth.
I’ve seen many business owners make this shift in perspective. They
want to hire the top people, but they don’t want to pay them top wages.
It’s ridiculous to think about getting cream-of-the-crop players when
you’re offering bottom-of-the-barrel prices. Once I understood that my
people were assets who could create a positive ROI, I couldn’t hire fast
enough. People do not cost money. Even bad people don’t cost money.
Not making money costs money.
Let’s say I meet a real superstar, someone who gets the whole 10X
concept. They’re motivated, high-performing, have a track record of suc-
cess, and would be a valuable addition to my team. Why on earth would
I try to lowball them, offering them slightly less than the industry aver-
age? I’m gonna give them more than they can get anywhere else for two
reasons. I don’t want them working for anyone else, and I want them to
be happy to come to work every day. I want them to feel like I take such
good care of them that they’ll go to the moon and back for our company.
Right now, we’re experiencing a shift in the way people view em-
ployment. No longer do people stay with the same company for their
entire career, retiring after decades of loyal service. Instead, our work-
force is incredibly volatile. According to one study, the average amount
74 10X ENTREPRENEUR
of time people in the 25 to 34 age range stay at a job is just 2.8 years.26
Combine this with the fact that over 75 percent of workers feel that
they’re underpaid in their current job,27 and you can see the problem.
Once you start paying people better, you’ll get — and keep —
better people.
I’ve found the same principle to be true in other areas of resources
as well. I no longer seek to “save time,” which is a physical impossibil-
ity. Instead, I want to multiply time. I do this by investing in the people,
tools, and technologies that will allow me to work more effectively. I
invest my money in assets that will help grow my business or those that
will allow me to reduce my expenses.
For instance, you won’t catch me wearing a $500 Gucci baseball
cap. That, to me, is a waste of money. What you will see me wearing,
though, is a branded 10X cap. Not only does it look amazing on this
handsome mug of mine, it is also an investment in my brand — and it’s
tax-deductible. I’ve turned what could be an expense into an asset.
As a business owner, your success depends on your ability to grow your
vision. And that starts with adopting a mindset of leveraging your assets.
10X MINDSET: USE IT OR LOSE IT

If you are going to create massive success in your life and your business,
you must believe that your resources are renewable and will replenish
the more you use them. Rather than thinking every dollar, every minute,
every idea has to be squirreled away for fear another one won’t be avail-
able in the future, you must adopt a perspective of abundance. If you are
operating from a place of scarcity, you will never grow your business to
extraordinary levels.
From your energy to your creativity to your money, you have to
move away from a “saving” mindset. Just as you cannot save today’s
hours and bank them to use next week or next year, your energy, money,
and other resources are meant to be used now. Money is useless until it’s
used. The same thing with time, energy, and ideas. They mean nothing
until you do something with them.
When I hear of business owners underinvesting in their business

and then wondering why they’re not growing, it makes me nuts. Here’s
an example. I was at one of our 10X Business Boot Camps a couple of
years ago. One gentleman told me about a problem he was having with
his real estate investment club. “Everything’s on me,” Sunil told me. “If
I’m doing it, things are happening. If I’m not there, it stops because I’m
the one providing the motivation and direction.”
We went through the numbers, and the problem was clear. “Your
business is broken,” I told him. Even though he was generating several
millions of dollars per year in top-line revenue, the numbers were too
small. Once taxes and expenses were taken out, there wasn’t enough
there for him — or for any partners he wanted to bring on. “Don’t look
at how to go from $2 million to $2.2 million,” I told him. Looking for
incremental changes and investing to make that happen won’t get the
answers Sunil needs. Instead, he needs to take on the 10X Mindset and
figure out how to get to $20 million, using everything he has right now
to make that happen.
When you’re trying to figure out how to just get up the steps, you
don’t initially think, “Hey, we should just build an elevator.” But why
76 10X ENTREPRENEUR
not? Sure, an elevator costs more, but it will save time and make you
more in the long run.
Common wisdom is that you have to crawl before you can walk and
walk before you can run. Everyone forgets you can just jump. If Sunil
doesn’t jump and start thinking about a $20 million business, he will
cease to exist. You have to get big, period.
Sidenote: Accountants may be the worst possible people to get ad-
vice from (no offense to the many great accountants out there!). If you
talk to your accountant, they’re going to try to convince you to manage
money. But managing money is not an entrepreneurial activity. Their
job is to AVOID risk and CONSERVE assets … which is the opposite of
what we often need to do as entrepreneurs. As an entrepreneur, your job
is to take on greater than normal risk in order to create more — more
value, more money, more success. That requires a shift in your mindset
and your actions.
10X ACTION: MULTIPLY YOUR ASSETS

Just as you can’t contract your way to safety (as we discussed in chapter
6), you can’t save your way bigger. You can never save enough money to
become profitable and experience massive growth. At some point, you
have to make money and invest in people, processes, and infrastructure.
You have to scale.
Stop thinking about saving money. I’m not interested in saving mon-
ey. I’m interested in using money to have more money. I don’t want to sit
here with money in my pocket. I want my money working for me. Rich
people invest money. Letting your money sit unused in a bank is another
lie poor people believe. Even with compound interest, the current inter-
est rates don’t even outpace inflation. Every day your money sits in a
bank is a day you’re waking up with less than you had the day before.
Money in the bank is stupid. The only one who wins when you have
money in the bank is the bank! Cash is not king. Cash is trash. Instead,
find ways to put that money to work for you in your business.
When I was on Undercover Billionaire, one of the first deals I struck
was with business owner Matt Smith. He agreed to give me $6,000 to
use to promote his mattress store. Yeah, sure, I could have taken some
of that money and spent it on creature comforts, a better place to live, a
fancy dinner … or saved it for a rainy day, which is what I hear a lot of
people doing. Instead, I worked for free. I poured every penny into pro-
motions — signage, printing, ads — to make the one-day, blowout sale
a huge success. I knew if I could show him a successful campaign that
$6,000 would be a drop in the bucket compared to what we’d do together
in the future. It was an investment, and it paid off (and it got me a snazzy
pair of blue satin pajamas!).
We are programmed to conserve time, energy, and money. But you
should look for every opportunity to expend all of the above. The way
to get more energy is to use the energy. The way to get more money is
to use the money. The way to get more time is to use the time you have.
People ask me all the time how I get so much done. I do stuff, dude! The
more I do, the more I get done.
At its core, money is just energy. Expend energy to get energy.
Expend money to get money. Take massive action, and you will be re-
warded. Not every investment you make will pay off, but when you’re
operating at an extremely high level of activity, the law of averages will
work in your favor.
78 10X ENTREPRENEUR
CHAPTER RECAP
• You cannot simultaneously grow your business and stay small.
• Once you start paying people better, you’ll get — and keep —
better people.
• As a business owner, your success depends on your ability
to grow your vision.
• You must believe that your resources are renewable and
will replenish the more you use them.
• Look for every opportunity to expend time, energy, and money.
S U C C E S S L E AV E S C L U E S
Through Cardone Ventures, we’ve identified

seven breakpoints on the way to building a
$100 million business. Here’s what
structured growth looks like:
YOUR TURN
Most of us have a tendency to hold tight to SCARCE
RESOURCES. In what areas of your business have you become
a HOARDER? (Time, money, ideas, energy, etc.)
_____________________________________________________________________________
_____________________________________________________________________________
_____________________________________________________________________________
_____________________________________________________________________________
_____________________________________________________________________________
What's one way you've been REfUSiNG TO SPEND MONEY (or

another scarce resource), and it's HOlDiNG YOU BACK? What
are you going to do to OvERCOME THAT HESiTATiON?
_____________________________________________________________________________
_____________________________________________________________________________
_____________________________________________________________________________
_____________________________________________________________________________
_____________________________________________________________________________
I have
to scale
to be great.
“
love me or
“
hate me,
at least you
know me.
– GC
CHAPTER 8
OMNIPRESENCE
W
hen I talk about the need to have people know who you
are, I often bring up my time on Undercover Billionaire.
No other experience in my life has so fully driven home
the need for businesses and entrepreneurs to have name recognition.
Not until I was a complete stranger (“Louis Curtis”) in a strange land
(Pueblo, Colorado) did I realize how much my reputation and my
brand meant to me.
When you are in business, it’s better to be hated than to be unknown.
Think about going to the store and looking for laundry detergent.
Not only do you have to choose if you want powder or liquid or a pod
or tablet, you also have to select from among dozens of brands. So what
does the average person usually do? They reach for the brand they rec-
ognize. Is it the best laundry detergent out there? Who knows … but it’s
the one they feel most comfortable with. After all, if everyone is talking
about Tide, it can’t be that bad. It’s the safe bet.
81
82 10X ENTREPRENEUR
The same goes for your business. Whether you’re a fitness center or tire
shop or accountant or dry cleaner, having name recognition in your market
gives you a huge advantage. It opens doors; it smoothes roads; it engenders
trust in people who don’t even know you but who have heard of you. Just like
the laundry detergent, how bad can you be if they know who you are? When
you have name recognition, people will give you the benefit of the doubt.
That’s why life was so difficult in Pueblo. I’d lost all my name recog-
nition. All the goodwill and awareness I’d built up over three decades of
business was gone. As Grant Cardone, people might not be sold on me,
or even like me, but they’ll take a meeting with me, even if it’s just to see
if I’m as crazy as people say I am. But as Louis Curtis? I was a big zero.
Actually, worse than zero because I didn’t even have entertainment value.
I was still the same person with all the same skills and knowledge
and experience — but no one knew it. No one in Pueblo, Colorado,
had ever heard of Louis Curtis — and neither had I! He had an empty
resume, no relationships, no street cred, and absolutely no visibility in
a market in which I had to create a million-dollar business in 90 days.
My problem wasn't lack of knowledge or skills — my problem was
irrelevance and obscurity. No one knew who I was or what I could do for
them. That's why my first job was to make myself known.
That’s why, as an entrepreneur, your primary aim is to raise the level
of recognition around you and your business. Getting financing, doing
deals, hiring employees, negotiating contracts … it’s all much more dif-
ficult when no one knows who you are.
Your first and most important goal as a business owner
is omnipresence.
The word “omnipresence” is a compound of two parts: “Omni,”
meaning “in all ways or places,” and “presence,” meaning “the state
or fact of existing, occurring, or being present in a place or thing.” Put
them together, and “omnipresence” refers to the concept of being every-
where, in all places, at all times.
OMNiPRESENCE 83
In my mind, there is no such thing as “too well known” or “overex-

posed.” Think I’m wrong? Consider the things in our world that every-
one depends upon. Good Wi-Fi. Clean water. Air. Would you ever say,
“Darn, that oxygen is way overexposed. There should be less O2 in the
world.” No way, José. No matter how much air we have, we still value it.
That’s why your goal is to be everywhere.
My goal is to reach eight billion people in the world. It’s not because I
want to feed my ego. It’s not because I need more money. It’s for one very
simple reason: I am 100 percent all-in and fully committed to helping every-
one on the planet create unreasonable amounts of wealth, freedom, and suc-
cess. To help people and to improve their lives, they have to know about me.
What about you? If you are fully sold on your 10X dreams and you
are committed to helping as many people as possible, then you cannot
be satisfied with being an average fish in an average pond. You need to
be a damn WHALE, my friend, the creature in the ocean that everyone
is watching out for, that all other sea life is aware of at all times. You
must pursue omnipresence because omnipresence brings opportunity.
Whatever makes up your definition of success, it’s all much, much eas-
ier when everyone knows your name.
You’ve likely experienced this, especially if you’re entering a new
market or early in your days as a business owner. It’s much harder to cre-
ate momentum from zero. The “big dogs” like Amazon, Nike, Apple, and
Coca-Cola … they spend billions on advertising, so when you go into a
84 10X ENTREPRENEUR
store, you grab their products without even thinking about it. We look for
and choose what’s familiar, even if there might be a “better” alternative.
How else do you explain the existence of McDonald’s in Italy? Here
you are in the country with arguably the best food in the world. I’ve nev-
er had a bad meal in Italy. Even the hole-in-the-wall bistros are amazing.
Yet there’s still a line for a Big Mac. Why? Because people recognize the
name. They opt for the familiar.
Get known or go broke. It’s that simple.
Don’t have the cash to throw down for a Super Bowl ad or a full page
in Wired? You’re still not off the hook. Make up for your lack of money
with commitment, creativity, and hustle. Here’s how to get started with
a shift in mindset.
10X MINDSET: SATURATION, NOT SATISFACTION

“Grant, I don’t understand what you mean about customer satisfaction,”
Renata told me at a recent event. A health consultant, Renata had picked
up on one of my comments, and it had her stuck. “You say customer
satisfaction is the wrong target. Don’t we want our clients and customers
to be happy?” she asked.
Here’s what I told Renata and what I’ll tell you: I’m not interested in
making people happy. I’m interested in having people buy my product.
I’m not going to take responsibility for the emotional state of every-
one who reads this book, takes a training course, or watches one of my
YouTube videos. That’s not my job.
My job — and your job as an entrepreneur — is to create a solution
to a client’s or customer’s problem and then get that solution into the
hands of as many people as possible.
This is where many business owners make a huge mistake by focus-
ing on customer service as their end goal. Of course, you want those who
OMNiPRESENCE 85
buy your product to be happy, but there are two main problems with this
line of thinking. First, you cannot help anyone if they do not know who
you are. Awareness precedes a buying decision, always. You could have
the cure for cancer, and if no one knows about it, you are helping no one.
Second, you are not responsible for anyone else’s happiness. There
are people out there that you will be unable to please because they’re
unhappy people. Is that on you? No. They wouldn’t be happy if Beyoncé
and Jay-Z themselves hand-delivered their purchase to their door and
put on a free concert on their front lawn. “I don’t like hip hop.” “The
music’s too loud.” “What is she even wearing?” You get the picture.
This is what I was trying to relate to Renata, the health consultant. It’s far
better to serve many people, knowing some will always be less than perfectly
satisfied, than to hold onto your product in the hopes of “perfecting” it.
A better mousetrap, lower prices, better service, a better product … none
of it matters if you live and operate in obscurity. An inferior product that is
well known can have more impact than a superior product that is unknown.
Think again about the biggest brands in the world. You can find
shoes that are more comfortable than Nike — but we still buy Air
Jordans. You can find a cup of brew that is objectively better than a
Starbucks coffee — but we still buy Starbucks. I know many people
who say Google’s search engine sucks — but they still use it. Why?
It’s easier to default to the best-known option, and because of the vast
amounts of money these companies spend on branding, everyone knows
who they are. Their omnipresence in media, on the sides of buildings,
on billboards, on television, and in movies and other media ensures that
when you think “sports shoes” or “coffee” or “search engine,” you think
“Nike,” “Starbucks,” and “Google.” And the more you use them, the
more you’re likely to use them in the future.
You can do the same thing in your business and cement your role as
the industry default. Commit to omnipresence, and choose to raise your
awareness to extraordinary levels.
86 10X ENTREPRENEUR
Unless people know who you are, no one will pay attention to what
you are creating.
If no one pays attention to what you’re creating, they will not purchase.
If they do not purchase from you and become a customer, you are
unable to create an impact.
It works in reverse as well. The more attention you get, the greater
the impact you and your company can make. The first step? Mindset.
The second? Massive Action.
10X ACTION: BE OMNIPRESENT

Your decision to raise your name and brand recognition will mean noth-
ing without Massive Action (Level Four). You must follow up your
mindset shift with 10X Actions and do so consistently — even if you
are bootstrapping your business and have limited promotional dollars.
One of the most memorable scenes from Undercover Billionaire is
the sight of me, wearing navy blue satin PJs and a sleep mask, standing
by the side of the road and waving customers into the parking lot of Matt
Smith’s mattress store. The problem Matt and many businesses face is
that their businesses appear unremarkable, unnoticed, and irrelevant. To
get customers, I had to first get on their radar. That involved signage,
balloons, and (you got it) the satin pajamas. And it worked. The sales
from that day far outpaced any other single-day sales.
Did we improve our products or customer service? Nope. All we
did was raise the public’s awareness of the store, make them think
about buying a new bed, and get them in the door. Once they were in
the store, we could sell to them. The process must work in this order.
A purchase cannot take place unless awareness and attention precede.
Your efforts cannot cease with a one-day sale or weekend promo-
tion. To take your business to 10X levels, you must become active
OMNiPRESENCE 87
in communities where your customers (and your future employees)

are, online and off. You cannot be too well known or too familiar.
Brainstorm where you need to be, and show up — again and again and
again. Give interviews, host a podcast, and court the local newspaper
and TV reporters. Let them know you’re always available for perspec-
tive on topics associated with your business. Suggest story ideas — not
just once but weekly.
In this day and age, there is absolutely no excuse for not having a
social media footprint. You don’t have to be on all platforms, but choose
a couple and dominate. One video a week on YouTube is nothing — up-
load them daily. One tweet a day is irrelevant. Tweet hourly, if not more.
Provide value, share tips, and promote your clients and customers. The
content ideas are endless once you stop worrying about getting it right
and start worrying about just doing it — to massive levels, of course.
Show up to the point that people say, “I see you everywhere!”
Remember, you are not in the insurance business, the tech business,
the accounting business, or the coaching business. You are in the people
business. Focus on meeting and serving as many people as possible, ex-
panding what I call your “power base,” those people who already know,
like, and trust you. The more people you know — and who know you —
the larger your power base. When you focus on expanding your power
base through meeting and serving more people, your power base grows.
Then your business growth will follow.
88 10X ENTREPRENEUR
CHAPTER RECAP
• When you are in business, it’s better to be hated than to
be unknown.
• Get known or go broke.
• Your job as an entrepreneur is to create a solution to a
client’s or customer’s problem and then get that solution
into the hands of as many people as possible.
• The more attention you get, the greater the impact you
and your company can make.
• Show up to the point that people say, “I see you everywhere!”
28
Aiming for … Go to …
LinkedIn
College graduates
(50% of college graduates use it)
Pinterest
Female shoppers (70% of users are female, and more than
75% use it to find new products)
TikTok
Teens
(41% of users are in the 16–24 age group)
OMNiPRESENCE 89
YOUR TURN
What are some SPECifiC WAYS you can increase YOUR
viSiBiliTY? List 10 (or 100!). Put a star next to three you can do
in the next 24 HOURS.
_____________________________________________________________________________
_____________________________________________________________________________
_____________________________________________________________________________
_____________________________________________________________________________
_____________________________________________________________________________
_____________________________________________________________________________
_____________________________________________________________________________
_____________________________________________________________________________
_____________________________________________________________________________
_____________________________________________________________________________
EXECUTE on the THREE iTEMS you starred.
To change the world,

the world has to
know my name.
“
Burnout is
an indication
that you are
“
now clearly
off your
purpose.
– GC
CHAPTER 9
BURN IT DOWN
OR BURN OUT
E
ntrepreneurial burnout is such a concern that experts at leading
business schools like Harvard, Stanford, and Wharton are con-
stantly researching and writing about it.
I guess it’s a good thing I didn’t go to business school!
I don’t buy into the whole “working too hard leads to burnout” BS.
(No coincidence that “business school” is abbreviated to BS, right?)
In fact, despite being told for most of my life that I’m working too
hard and am going to burn out, the only time I've lost momentum and
energy is when I've lost sight of my purpose. If I forget why I’m taking
Level Four Massive Action, then the door opens for doubt and negativity.
When I’m on mission, hustling for a purpose and in support of my dreams,
I’m in the zone. Just like a baseball player rounding third and trying to beat
91
92 10X ENTREPRENEUR
the throw home, I’m not thinking about the ache in my legs, the burn in my
chest, or when I last had a day off. I’m laser-focused on the goal — sliding
into home base before the throw from centerfield finds its mark in the catch-
er’s mitt. There is no time for doubt or questions. Everything else disappears.
Some might call that obsessed, as we discussed in chapter 5. But as
any athlete (or successful entrepreneur) can tell you, there is no success
without that intense, all-encompassing focus.
Lose your focus, and you will lose your edge. And what causes you
to lose your focus? Losing sight of your purpose.
I found this out firsthand in my late thirties when I was running

my sales seminar business. When I wasn’t on the road, I was handling
the back end of my business or working on my consulting business. I
often lost track of what day it was because it didn’t matter. Saturday or
Wednesday, I was working, period.
This went on for several years without issue, but then I started to feel
off. Lower energy, general irritability, a slowing of my usually unstop-
pable drive … my passion was flagging, and I began to dread getting
back on a plane when it felt like I’d just gotten home.
If I felt these symptoms today, I’d know exactly what the problem
was. But back then, I was young and stupid and started wondering if all
those critics in my life had been right — I’d worked myself too hard for
too long and was starting to feel the results of extended effort. I took
some time off, took a look at my diet and made some adjustments, and
even started meditating. If I was burning out because of my drive and
ambition, the solution had to be to slow down, right?
BURN iT DOWN OR BURN OUT 93
Wrong. In fact, slowing down made the problem worse. The less
I worked, the less I wanted to go back to work. Apparently, “taking it
easy” wasn’t the answer.
So I dove into fact-finding mode. I sat down and took a life invento-
ry. I had been unstoppable when I’d launched my businesses. Something
had happened, but I didn’t know what. If it wasn’t my health or fitness
level, what was it?
I sat down with a piece of paper and started with a full inventory
of my life. When had I lost my energy? What had changed? When
had my energy started to crater? What made it worse? Did anything
make it better?
The answer came to me in one big kick upside the head.
My exhaustion had nothing to do with my physical state at all. It
was mental.
If we take another look at the 10X Success Formula, two elements
are needed: one mental and one action-oriented. I had lost my edge be-
cause I’d lost my purpose. I was missing the 10X Mindset.
My original goals as an entrepreneur — to launch my sales training

business, to give X number of presentations per month, to make an addi-
tional Y amount of dollars with my consulting — were no longer feeding
me. I wasn’t inspired by them. They were dull and boring and way too
small for where I now was — and way too small to motivate me to get on
yet another plane or work yet another 16-hour day. I’d been chasing the
carrot and grabbed it, and my body said, “Okay, why are we still running?”
94 10X ENTREPRENEUR
Once I diagnosed the issue, the solution was easy. I needed to regain
my 10X Mindset by defining new 10X Goals that required my obsession.
I needed to stretch beyond my comfort zone. Just like that runner who is
obsessed with making it to home plate, I needed business and life goals to
force me to think creatively and to take Level Four Massive Action.
I allowed myself to dream big and then challenged myself to dream
even bigger. I stopped thinking about a solo business and embraced
growth. I committed to huge 10X Goals and immediately felt the energy
and creativity start to fuel me again.
Entrepreneurs are not meant to live a life of ease. We are meant to
set the freaking world on fire. It’s in our DNA, and if we deny that by
trying to “take it easy,” we are going against our very nature. If we don’t
feel challenged by our work, we will be left depressed and uninspired.
This is what many people don’t understand about mega-successful
business owners. They don’t keep working for the money; they are
working because it’s what keeps them alive. People like Elon Musk,
Bethanny Frankel, and Jeff Bezos (and you and me) can’t not work. It’s
a punishment to take away our ability to grow.
Stop fighting this. It’s not a personality flaw or a defect. It’s a gift.
Whatever you’re pursuing, you must go after it with full intention and
full energy. In other words, you must be obsessed with your purpose.
Rather than sapping your energy and drive, the pursuit of your 10X
Success will call forth the best in you as it pushes you to new levels of
thinking and new levels of activity.
10X MINDSET: COMMIT TO YOUR PURPOSE

One thing many business books fail to disclose is the idea that your
personal purpose as an entrepreneur will evolve as you evolve. The
business growth path, while not always linear, is typically predictable.
Growth involves new markets, new customers, new products and ser-
vices, a bigger presence, and more revenue.
But as an individual, your purpose on day one of your business can
be substantially different than what motivates you when you’ve been
in business for five years, ten years, or more. In the early days, you
might want to simply see if you have a viable business idea. Once you’ve
reached that milestone, you then might want to create a lifestyle, gain
financial security for your family, impact more people, or start a non-
profit. The sky’s the limit when it comes to defining your 10X Success.
While I don’t know what your personal purpose is, I do know this: If
you don’t allow your purpose to evolve, if you don’t have a purpose with
which you are obsessed, if you don’t know why you’re spending untold time
and other resources building your business, you’re going to have trouble
staying motivated. To have an extraordinary life, you must continuously
push yourself to your edge, testing to see where your limitations lie.
A little success is not enough. You have to believe in burning it all
down, or you will face burnout. I’ve talked to so many seemingly suc-
cessful business owners who are thinking about cashing in. They either
feel like their work is no longer a challenge and they’ve become bored,
or the obstacles they’re facing are too great and their motivation is too
low. If you fall into either category, the solution is the same. You must
recommit to a definition of success and purpose that makes you want to
get out of bed every morning.
After the forced shutdowns in 2020 and beyond, many small busi-
nesses simply never reopened. Some owners figured it was the Universe’s
way of telling them it was time to retire. Others thought reopening was
just too much work, and they lacked motivation to continue.
But others — faced with the same financial hardships and challeng-
es — chose to keep moving forward. What was the difference? Those
who continued, despite the challenges and the allure of “retirement,”
have one thing in common: a greater purpose. Whether it was a printing
96 10X ENTREPRENEUR
company that needed to keep its doors open to pay the family’s bills or a
coffee shop that recognized the critical role it played in the community,
business owners who had their eyes set on their home plate were com-
mitted to succeeding despite any setbacks.
A few months ago, I was talking to Frank, who owns a custom cabi-
netry company with his brother. The brothers were determined to blast
through the labor shortages, governmental bureaucracy, and supply chain
issues that were threatening their business. I asked him why he was so fo-
cused on success when a lot of others had regressed to Level Two Retreat.
“What else are we gonna do, Grant?” he asked. “We’ve got clients
counting on us. We’ve got a big family counting on us. We’ve got em-
ployees counting on us.” This responsibility wasn’t weighing him down.
It was giving him purpose and energizing him.
It was spurring him on to 10X Action.
10X ACTION: GET THE LIGHTER FLUID

If you’ve ever watched a weight-loss show like The Biggest Loser, you’ll
notice something interesting. As soon as the contestants get off the show,
most of them gain back a large amount of weight.29 In my opinion, the
reason is simple. Their purpose was to win a contest. Once that purpose
was removed, they had no motivation to keep moving forward and taking
Level Four Massive Action. They stagnated, and in some cases, retreated.
This phenomenon occurs in every area of life — fitness, finances,
relationships, you name it. Once an initial goal is reached, we have a
choice: we can let the fire burn out, or we can add some lighter fluid and
burn the place down. Unfortunately, most people choose the former and
then wonder why their life has plateaued and they lack motivation.
You must do the opposite. No matter what level of success you
achieve, you must continue to build and grow, burning hotter and
brighter. Keep taking action until the fire you’ve built is so big that
nothing can stop it. Don’t fall into the trap of believing a little success is
enough, that one retail outlet, $1 million, $5 million, or even $50 million
is enough. Do not settle for less than you can achieve.
And as long as you are alive, you have the potential for more. The
finish line will keep moving as your skills, desires, and action expand.
Think about the physical world. Plants grow, or they die. You’ll nev-
er hear an apple tree say, “Yeah, I’ve produced enough fruit. I think I’ll
take a vacation.” Likewise, in your own body you’re either renewing or
you’re dying. You couldn’t stop creating new cells if you tried. It is when
we attempt to stifle this natural process of regeneration that we will feel
frustrated, depressed, and “burnt out.”
That is why you must continue to push boundaries in your business.
You must unleash Massive Action upon your goals and sustain that ac-
tion. Do not hold back. Do not worry that you’ll run out of creativity,
ideas, or hours in the day. People ask me how I have so much energy.
It’s because I do stuff! The more I do, the more I’m inspired to do, all
because I am clear on my purpose. There is no other option for me but to
continue forward at Level Four Massive Action until I arrive. And when
I do, there will be a new destination.
You can never take “too much” action. There is no such thing! Others
may try to dissuade you simply because your success and activity make
them feel uncomfortable. That is their problem, not yours. Others will
ask you to slow down and belittle your efforts because it makes them
look bad. Ignore them.
Instead, keep adding wood to the pile, spray the whole thing with
lighter fluid, and build a fire so hot and bright that others light their
way by it.
98 10X ENTREPRENEUR
CHAPTER RECAP
• Lose sight of your purpose, and you will lose your focus.
Lose your focus, and you will lose your edge.
• Rather than sapping your energy and drive, the pursuit of
your 10X Success will call forth the best in you and motivate
you to toward greater accomplishments.
• To have an extraordinary life, you must continuously push
yourself to your edge.
• As long as you are alive, you have the potential for more.
• You’re growing, or you’re dying. Your business is either
growing or dying.
W H AT R E A L LY I S B U R N O U T ?
“Existential burnout” sounds like a severe

condition, but it’s simply a loss of meaning in
your daily work.”30 When you aren’t able to see
the connection between your efforts and their
impact, it’s easy to lose your motivation.
If that’s what’s got you down, the answer is clear.

When you start feeling depleted, take some
Vitamin P (for purpose)!
YOUR TURN
Think of the most SUCCESSfUl PEOPlE you know: mentors,
idols, people who have inspired you in any field. Are these
people who led "BAlANCED" livES? What have other people
said about their PURPOSE or PASSiON?
_____________________________________________________________________________
_____________________________________________________________________________
_____________________________________________________________________________
One of the most POWERfUl TOOlS you have in your tool

chest is viSUAliZATiON — creating a mental picture of a
future state in vivid detail. Spend five minutes picturing your
"WHY" — the purpose behind what you do that drives you.
What will it feel like? Smell like? Sound like? Look like? Taste
like? Write out a picture that is so detailed that it pulls you
forward to it.
_____________________________________________________________________________
_____________________________________________________________________________
_____________________________________________________________________________
_____________________________________________________________________________
My business is
either growing,
or it’s dying.
“
Wake up!
“
No one is
coming to
save you.
– GC
CHAPTER 10
EXCUSE-FREE LIVING
(A.K.A., “DON’T
BE A VICTIM”)
T
here’s a common narrative in the United States that anyone who’s
successful has gained their success at the expense of someone
else. This is a lie perpetuated by those who seek to destroy the
prosperous, who want you to adopt a victim mindset, and whose goal is
to make you dependent on the government so they can control you.
This refrain of “financial success is evil” is so pervasive that you
must continue to inoculate yourself against it, lest you begin to take it
to heart and feel guilty about your ability to create and grow a profit-
able business.
101
102 10X ENTREPRENEUR
To fight against the lies being told about you, read the following and
repeat as often as necessary:
Don’t let anyone make you feel bad about creating financial, business,
or personal success. If you have done so ethically, you are a net positive on
the world around you. The idea that you should be punished for being suc-
cessful is twisted. (It’s also interesting that often the loudest voices in this
critique come from politicians who often have done nothing and created
nothing themselves and who DO make it harder to be successful through
excessive regulations, red tape, bureaucratic mumbo-jumbo, and taxation.)
In fact, the more successful you are, the more opportunity you pro-
vide to others through the jobs you create, through the investments you
make in your business, and through the inspiration you provide to others
to build their own businesses.
Think about the husband-and-wife owners of a corner mini-mart.
They provide not only for their own family, they also employ several ca-
shiers, a delivery person, and a cleaning service. They contribute to the
economy through the inventory they purchase, the taxes they pay, and
the thousands of other individuals who are involved in the manufactur-
ing and delivery of the products they stock on their shelves. The positive
ripples of their business extend far beyond their own pockets. And in
running a successful business, they inspire others to do the same.
Despite what others may say, there are no limits to success in the
world. Your success as a business owner takes nothing from anyone else.
If you are a person of integrity, you are not taking food out of anyone
else’s mouth, and you are not preventing others from succeeding. Instead,
you are making the world a better place through the products and services
you provide, the people you employ, and the example you set.
I went on Undercover Billionaire in 2020 to counter this claim that
the American dream is dead. I wanted to prove that anyone can suc-
ceed if they set extraordinary goals and take massive levels of action to
achieve those goals — even if they were an unknown person with no
financial backing and no reputation. I proved that 10X Mindset coupled
with 10X Action will win every time.
So why the campaign against the successful entrepreneur?
People want to demonize you for several reasons. First is pure envy. It is
much easier for others to say that you did not get where you are by playing
fairly. Somehow you “cheated” and should be punished. But think of it this
way. If it is true that anyone can be successful, then those not reaching their
goals are falling short because of personal failings, not because the deck is
stacked against them. No one wants to admit that they themselves are the
problem. It’s more comfortable to point fingers and blame. When someone
has given up on their own dreams, they want to bring others down as well.
The second reason there’s a growing antibusiness sentiment is that the
government is interested in self-preservation. If everyone could be inde-
pendently successful, there would be no reason for the government to ex-
ist in its current form and certainly no reason for its expansion. Therefore,
they must take what you create and make it seem like you are the problem.
The entrepreneur has to deal with red tape, taxes, regulations, and
more. These all make it difficult for an individual to be successful as
an entrepreneur.
In our political climate, those who are doing well (despite the bar-
riers put in their way) are vilified and made to help those who are not
producing anything or contributing anything. It's a popular social opin-
ion intended to keep the poor, poorer and to make sure that the helpless
don’t learn how to help themselves. It also penalizes the wealthy, so they
are disincentivized to continue to create more wealth.
I cannot tell you how many times I’ve been told that I am a success-
ful businessperson solely because of my background, my skin color, pure
luck, or some other perceived advantage. “You can make money because
you have money,” I’m told. “Not everyone can do what you have done.”
By now, I hope you can see that when someone says this to me, it’s
nothing more than an excuse and a deflection from their own failings.
I was raised without a father and entered my young adulthood with an

anger issue, a drug issue, and a chip-on-my-shoulder issue. No family connec-
tions. No startup capital. As you may recall, I was told I’d never be more than
an addict and should give up on any thoughts of ambition beyond my sobriety.
What I did have, though, was a determination to succeed. I was
obsessed with success, and when I combined that obsession with 10X
Mindset and 10X Action, I became unbeatable. Once I embraced the
idea that nothing happens to me but happens because of me, my life
turned around. I realized that no one was coming to save me. If there
was to be a hero, a knight in shining armor, it would have to be me. I
would need to save myself.
For me, “saving myself” means constantly pushing myself to see what
my true capabilities are. That’s my definition of success — leaving it all on
the playing field, holding nothing back. How big do I want to grow? As big
as possible. How many people do I want to impact? All eight billion of them.
Call me greedy, a dirty capitalist, a jerk … I’ve been called all of
these and worse. But the honest truth is that “enough” will never be
enough for me, simply because enough is someone else’s idea of what
I deserve or should have. No one gets to define my limitations but me.
Taking 100 percent responsibility for everything in your life, good
and bad, is your path to freedom and to success.
10X MINDSET: SUCCESS IS MANDATORY

No one's gonna show up at your front door and make your dreams come
true. When you accept that you must be your own savior, you realize
something critical: Success is no longer optional. You owe it to the
world to spread the word about your business far and wide, and you owe
it to yourself and your family to make the most of the opportunities,
skills, and abilities you’ve been given. To do anything less is unethical.
Almost nothing makes me more angry than seeing someone with
an incredible opportunity to grow their business and help more people
decide to “relax and take it easy.” It is an insult to your creator and to
those who need what your company provides to do anything less than
your absolute best to help as many people as possible.
If success is an option rather than a requirement, you will never live
to your full potential. If you don’t consider it your duty to live up to your
potential, if it isn’t an ethical issue for you, you simply won’t do it. There
are too many challenges, obstacles, distractions, and ready-made excuses.
In a previous chapter, I talked about the large number of businesses
that chose not to open up after the forced shutdowns of 2020 and 2021.
These business owners did not consider the success of their business to
be mandatory. Instead, they were distracted by leisure time and chal-
lenged by the economic environment, and they found it easier to just
quit. As a result, they let down their clients, their communities, their
families, and themselves. They redefined “success” to mean relaxation
rather than achievement, average rather than extraordinary.
As tempting as it is to say that will never happen to you, if you don’t
consider it your duty to live up to your potential and create massive
amounts of success, you won’t. You, too, will fall victim to a lifestyle of
comfort and inertia. I know how hard it is to handle employee problems,
supplier problems, and customer problems for 16 hours a day and then
go to bed at night still thinking about work, only to get up and do it all
over again. That’s why your purpose (chapter 9) is so critical. You must
be driven by an absolute certainty that you cannot live any other way.
Success must become an ethical issue where it becomes more painful to

fail than it is to push yourself. Visiting 50 clients in 10 cities in 5 days? No
problem. Getting 100 nos from bankers before you find one who says “yes”?
Just another day at the office. Selling your house and using the equity to fi-
nance business expansion? Of course. You are so dialed in on success that the
10X Actions required to achieve your goals will no longer seem unreasonable
to you. There are no longer any excuses that will keep you from acting.
10X ACTION: COMMIT TO AN EXCUSE-FREE LIFE

When’s the last time you had less-than-ideal results in one area of
your business?
If you’re like most entrepreneurs, that’s happened about a dozen
times in the last hour!
Any business owner can tell you that the question isn’t “if” things
will go wrong, but “when” things go wrong … because they will. There’s
an old adage that says a jet from New York to San Francisco spends 90
percent of the trip off course but still lands in the right place at close to
the right time. This is an appropriate metaphor because entrepreneur-
ship is largely a matter of course correction.
And I’ll tell you from personal experience that course correc-
tion is much easier when you take full responsibility for what has
occurred. Leave the blame game to the losers. As I say, you can
have success, or you can have excuses. You can’t have both.
Looking to external forces is a way to pass the blame or re-
sponsibility for your failures or lack of performance. When you are
looking to point the finger, you’re saying, “I’m not in charge here.
My actions don’t determine the course of my business or my life.”
Take the pandemic shutdowns. They were devastating to a large
number of businesses, not to mention our entire economy. It was easy
to say, “Well, the government said we can’t open, so I guess that’s that.”
And that’s exactly what many businesses did.
But there were others who took responsibility for the environment in
which they were existing. Because these business owners were 100 per-
cent committed to their success, they chose to look at what was possible
instead of focusing on what they couldn’t do. They made no excuses;
they just moved ahead despite the odds.
By definition, these are entrepreneurs because they are willing to take
greater than normal financial risks in order to operate their businesses.
Not every business owner made the same decision, but the ones at
the top of their game evaluated the situation and then made fast deci-
sions, knowing it’s easier to course correct while in motion rather than
to start a stalled engine.
In some cases, they laid off staff in order to shift operations in a dif-
ferent direction. In some cases, they doubled down and expanded their
core services, seeking to gain ground. In still other cases, they created
entirely new revenue streams. In any case, they did not wait for someone
to tell them what to do. They did not proceed timidly. They moved for-
ward boldly at Level Four Massive Action, knowing that retreating (Level
Two) or doing nothing (Level One) would not save them, and an average
amount of action (Level Three) was not an option in these unusual times.
Were they responsible for the pandemic and the government’s heavy-
handed reaction? No. But they were responsible for their business’s condi-
tion going into 2020, and they were responsible for how they responded.
There will always be another crisis, another challenge, another un-
expected occurrence. And the willingness to be a leader, to risk when
others would not, is what will make it inevitable that they will succeed
in the end. The reason why successful people seem lucky is that they
quit making excuses and instead take action. They take so much action
that the law of averages will eventually bless them.
CHAPTER RECAP
• Don’t let anyone make you feel bad about creating
financial, business, or personal success. You are a net
positive in the world.
• There is no limit to success in the world. Your success as a
business owner takes nothing from anyone else.
• Taking 100 percent responsibility for everything in your life,
good and bad, is your path to freedom and to success.
• Success must become an ethical issue, where it becomes
more painful to fail than it is to push yourself.
• The reason why successful people seem lucky is that they
quit making excuses and instead take action.
THE WEIGHT OF THE WORLD?
We are born to make a dent in the universe.

In fact, the current push to create victims is
actually damaging to our mental health.
A survey by Leadership IQ shows that people

who believe they have an impact on the world
around them are much happier than those
who believe they are victims of circumstance.
Additionally, survey respondents who felt they
had more control over their lives were more
likely to be in better health and show lower
levels of psychological stress. 31
YOUR TURN
Think of SOMETHiNG NEGATivE that happened in your business
over the lAST QUARTER. Did you lose a supplier, fail to make
payroll, or suffer a setback? How can you take 100 PERCENT
RESPONSiBiliTY to ensure the same situation doesn't occur
again or at least reduce the likelihood of it happening again?
_____________________________________________________________________________
_____________________________________________________________________________
_____________________________________________________________________________
_____________________________________________________________________________
_____________________________________________________________________________
Think you’re not one to make excuses? HERE’S A CHAllENGE:

GO 24 HOURS WiTHOUT MAKiNG AN EXCUSE. If you’re late
to an appointment, don’t say, “Traffic was horrible.” Just say,
“I apologize for being late. Thank you for waiting.” Miss your
monthly target? As soon as you start justifying, stop yourself.
Instead, ask yourself what specific actions you’ll undertake to
change things. (Note: Most people can’t make it more than an
hour or so without justifying, accusing, or excusing. If you slip
up, start again!)
I can
make excuses or
make money.
“
luck
comes to
those who
“
show up
and work
for it.
– GC
ClOSiNG
GETTING STARTED
WITH 10X
W
hen I think about the final words I want to impart to you,
I keep coming back to this: YOU are the one you’ve been
looking for. Heck, you are the one the world’s been looking
for. Things are pretty screwed up. A lot of people are lost and hurting.
Systems are failing. The old ways of doing things no longer work. We
need you at your best.
I’ve learned over the last three decades of entrepreneurship that I’m
at my best when I rise to the challenges in front of me. When I face a
problem that seems insurmountable, or I set a goal that everyone else
tells me is impossible, I dig deep. My creativity, passion, energy, and
drive come to the forefront. I turn off the whiny baby emotions. I silence
the voices in my head that say, “It can’t be done.” I remain 100 percent
111
committed to my vision of success. There is no other alternative. And

when there is no other alternative, when success becomes obligatory,
things happen.
As we discussed throughout this book, 10X Success for all of us will
continue to change and grow over time, and that means you will need
to change and grow as well. Just as you are 100 percent committed to
reaching your goals, you must be 100 percent committed to your own
personal development. The two are a package deal. You cannot have one
without the other.
So if personal development is a requirement for success, now I have
a question for you: How are you going to become better today than you
were yesterday — a better businessperson, a better leader, a better vi-
sionary? How will you up your game so you can raise the bar for your-
self and everyone around you?
I speak often about how the best investment I ever made was not real
estate, my jet, or any physical possession. The best investment I ever
made — and continue to make — is in myself. In my 20s, fresh out of
rehab and wondering how I was going to survive the next 24 hours with-
out a hit or a drink, I borrowed $3,000 and invested it in a sales training
program with tapes and videos.
Those tapes became my best friends, my mentors, my fairy-f’ing-
godmother. I listened to them over and over, day after day, filling my
ears and mind with knowledge and positive motivation. When I did not
have the internal know-how or others in my life to surround myself
with, I surrounded myself with the voices on those tapes instead. I ab-
sorbed them until they became part of me. Then, I took what I learned
and went even further with it. I added my own experiences and thoughts
and pushed on.
And now, over three decades later, the information, habits, and skills
I learned in those early days are still with me. Every deal I’ve done,
every business I’ve started, and anything good that has occurred in my
G E T T i N G S TA R T E D W i T H 1 0 X 113
life is a direct result of the decision I made to invest in myself at a time

when no one else would.
And because my goals continue to grow, so does the need to improve
myself and my skills. Training courses, coaches, consultants, experts,
books, podcasts … I still invest 10 percent of my time and income on
personal development. Why? Because enough ain’t ever enough, baby!
It doesn’t matter how good I am, I can always become better, and I’m
never satisfied. You shouldn’t be, either. We’re built to strive and push
ourselves, and that means pushing our skills and capabilities.
Anyone who’s been in business for any length of time knows that
there’s always something new coming your way. Changes in how
to manage and lead teams, new legal regulations, new market op-
portunities … nothing stays the same, nor should it. So if you’re not
actively expanding your knowledge and skills, you’re gonna get left
in the dust.
Entrepreneurs already know this, which is why this group tends to
be at the forefront of personal development habits like reading. While
the average person won’t pick up a single book this year, the average
entrepreneur will read 50 or 60.32 But even that’s not enough (unless you
want to be “average!”).
You must continue to learn and improve your:
• Leadership and management skills

• Processes and systems
• Financial knowledge
• Market knowledge
• Technological understanding
• Communication skills
• Critical thinking and decision-making
• Problem-solving
• And more …
It can be overwhelming, and often you end up focusing on whatever

area is causing a pain in your ass at that moment. That’s not always the
right approach, though. After working with hundreds of businesses and
entrepreneurs through our 10X 360 and Business Boot Camps, it’s clear
that growing a business to $100 million takes a predictable path.
The same things break at the same points in the journey, and the fix is
not always what you think it is. Often, you have to go backward in order
to move forward. Getting the foundations in place makes everything else
a lot simpler. (To find out more about our 10X 360, 10X Business Boot
Camps, and our Cardone Ventures programs, visit GrantCardone.com.)
Success leaves clues. That doesn’t mean it’s always easy, but if you
continue to up your game, there’s no reason you cannot be as successful
as you desire.
Think this all sounds expensive and time-consuming when you al-
ready have so many pressures and to-do items on your list? I never, ever
consider spending money and time on acquiring skills, improving my
mindset, or increasing my abilities, as an expense. It is an investment,
and it’s the only investment I know that can never decrease in value.
10X MINDSET: EMBRACE THE PATH

Successful people simply think differently. They approach challenges and
problems differently. They see themselves differently. And they adopt cer-
tain habits and characteristics that allow them to pursue 10X Success.
I’m not going to debate whether this perspective was present at birth
or assumed sometime later, namely because it’s irrelevant. What matters
is what you choose to do today.
In one of the final chapters of the original book, The 10X Rule, I list
thirty-two different characteristics of successful people. Interestingly,
many of these habits (Focus on Opportunity, Love Challenges, Seek to
Solve Problems, Take Risks) are inherent in the entrepreneurial mind-

set. But some may be more challenging for people like you and me, and
that’s what I want to review here. So here are three mindset shifts to
focus on in your quest for 10X Success:
1. Be Unreasonable. When you are in pursuit of unreasonable suc-

cess, you will have to be unreasonable to get there. You will have
to set unreasonable goals and then take what many will consider
to be unreasonable actions. You will have to work harder than the
vast majority of people because you want a life the vast majority of
people will never have. You will also make decisions that, on the
surface, seem illogical, but somehow in your gut, you know you’re
right. I faced this when making the decision to buy a private jet. I
couldn’t make sense of it on paper, but I knew it was the right thing
to do … And it turned out to be one of the best decisions of my life.
2. Create Wealth. I would say that a full 90 percent of people are

financially illiterate. The number is probably only slightly high-
er for entrepreneurs. Most of us were all raised with a long list
of money myths that are keeping us broke, one of which is the
focus on trading time for money rather than creating wealth. I
encourage you to re-educate yourself and start thinking in terms
of creating wealth, not salaries. Smart business owners invest in
their own companies to increase their wealth, not their income.
Income is taxed; wealth is not. I am determined to pay zero
taxes — legally. You must move your attention toward wealth
creation. Stay broke, stay hungry, and stop thinking about “mak-
ing” money. Create wealth instead.
3. Be Interested in the Group. Being an entrepreneur can be a

lonely road to walk. Being a 10X Entrepreneur can isolate you
even further. That’s why it’s essential to belong to a group of

people that will lift you up, push you on, and kick you in the ass
when you need it. You can only be as successful as the individu-
als with whom you associate yourself — and the most successful
people will want to surround themselves with those who want to
bring the entire team to a higher level. Care about those around
you. And if you’re in the wrong group, find a new one.
10X ACTION: CHOOSE WHO IS ALLOWED

TO SPEAK INTO YOUR LIFE
You’ve heard the adage about you being the composite of the five people
you surround yourself with. To some extent, that’s true. I can pretty
much predict someone’s income by looking at their best buddies and
how they spend their leisure time. But who we are today is not fixed. As
we grow and change, we may find it necessary to upgrade the people we
regularly associate with.
If I had to choose whether to surround myself with a bunch of nay-
sayers and critics or spend the rest of my life alone, I’d gladly embrace
the solitary life of a hermit. Yes, solitude can be tough, but criticism or
“advice” from average people with average lives is a cancer. You must
insulate yourself from it at all costs.
Once, many years ago, I was attending a men’s event and looked
around the room. I realized that while many of them were friend-
ly, funny, and well-intentioned, there wasn’t a single person in the
room I would have changed places with. None of them — includ-
ing the workshop leaders — had anything close to what I wanted
from life. “Why am I listening to these guys?” I asked myself. Then
I removed myself as soon as possible and resolved to take advice
only from those doing better than I am. I would no longer entertain
victim mentalities, weak-minded, weak-willed colleagues, or those

who chose to remain broken and small.
When I was first considering buying my jet, so many people had
a lot to say, most of it negative. But the only people whose opinions I
sought out were those who, at the time, were more financially success-
ful than I was. The two people I consulted both said, “Grant, do it. It
may not make sense on paper, but it was the best decision I ever made.”
Because they were walking (flying) the path I wanted to tread, I listened
to them and ignored the others.
What about family, you might wonder? What do you do with the
people who love you but don’t “get” what you’re doing? Well, I don’t go
to my barber for advice on how to run my companies, and I don’t go to
my sister for input on how to negotiate my next deal. It’s really that sim-
ple to draw a line. You can love them and share the table with them on
Thanksgiving, but you don’t have to give them a seat in your boardroom.
Just as we are raised with false ideas about money and wealth, we
grow up with many misperceptions and outright lies about who has a
right to guide our lives. It’s natural to want those close to us to approve
of what we do and the direction we choose to take our lives, but it is not
their decision. No one — I repeat, NO ONE — has the right to tell you
what your potential is. Only you know what’s in your heart and what
you’re capable of.
If you don’t already have a community of people who believe in
your greatness and are also on the 10X path, create one. Allow me to
be the first.
CHAPTER RECAP
• The one investment that always pays off is investing in your
skills, knowledge, and development.
• If you’re not actively expanding your knowledge and skills,
you’re gonna get left in the dust.
• Successful people simply think differently.
• You must insulate yourself from negativity and small
thinking at all costs.
• Create a community of 10X thinkers and doers.
S TAY I N T O U C H !
@grantcardone
@GrantCardone
facebook.com/grantcardonefan
@GrantCardone
Post about your progress (including your

challenges and successes!) using the
hashtag #10Xentrepreneur
YOUR TURN
Make a list of the people ClOSEST TO YOU whom you have
allowed to speak into your life, for good or for bad. Circle the
ones whose advice is WORTH liSTENiNG TO (Hint: If they've
never done what you want to do, don't listen to them!).
_____________________________________________________________________________
_____________________________________________________________________________
_____________________________________________________________________________
_____________________________________________________________________________
How are you going to iNvEST iN YOURSElf this week? Here

are some ideas:
• Check out the on-demand training in Cardone U at

CardoneUniversity.com
• Watch my videos on YouTube at youtube.com/GrantCardone
• Sign up for Business Boot Camp or one of my upcoming
live conferences at GrantCardone.com/events
• To learn about partnering with us to scale and sell your
business, visit Cardone Ventures at Cardoneventures.com
Success
leaves
clues.
ABOUT GRANT CARDONE
A
s of this printing, star of Discovery Channel’s Undercover
Billionaire, Grant Cardone owns and operates over 15 privately
held companies and a private equity real estate firm, Cardone
Capital, with a multifamily portfolio of assets under management worth
over $5.1 billion. He is the Top Crowdfunder in the world, raising over
$847 million in equity via social media. Known internationally as the
leading expert on sales, marketing, and scaling businesses, Cardone is a
New York Times bestselling author of 11 business books, including The
10X Rule, which led to Cardone establishing the 10X Global Movement
and the 10X Growth Conference, now the largest business and entrepre-
neur conference in the world. The online business and sales educational
platforms he created, Cardone University, serve over 453,000 individu-
als and Forbes 100 corporate clients throughout the world. Voted the top
Marketing Influencer to watch by Forbes, Cardone uses his massive 15
million plus following to give back via his Grant Cardone Foundation, a
nonprofit organization dedicated to mentoring underserved, at-risk ado-
lescents in financial literacy, especially those without father figures.
GRANTCARDONE.COM
121
ENDNOTES
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26, 2022, https://www.merriam-webster.com/dictionary/obsession.
21 Christine Comaford, “Got Inner Peace? 5 Ways To

Get It NOW,” Forbes, November 7, 2013, https://
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got-inner-peace-5-ways-to-get-it-now/.
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Closures in Pandemic's First Year,” The Wall Street Journal, April
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ness-200-000-extra-closures-in-pandemics-first-year-11618580619.
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Drives Shopping Online,” The New York Times, April 29, 2021,
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During Economic Downturns,” May 4, 2020, https://www.benzin-
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es-that-were-started-during-economic-downturns.
26 Alison Doyle, “How Long Should an Employee Stay at a Job?”
The Balance Careers, August 12, 2021, https://www.thebal-
ancecareers.com/how-long-should-an-employee-stay-at-a-
job-2059796#:~:text=The%20median%20number%20of%20
years,to%2034%20is%202.8%20years.
27 Spencer Lee, “Survey Says 77 Percent of Americans Believe
They're Underpaid in Current Job,” WJET/WFXP/YourErie.com,
August 27, 2021, https://www.yourerie.com/news/local-news/
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current-job/.
28 Mark Walker-Ford, “The 8 Best Social Media Platforms to Market
Your Business in 2021 [infographic],” Social Media Today,
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29 Helen Kollias, ““Case Study: The Biggest Loser. Is it impossible to

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renowned-.html.

10X Unbreakable Entrepreneur

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Dear Unbreakable Challenge member,

Grant Cardone here.

Thanks for registering for our upcoming Unbreakable Challenge. I’m on

I only ask 3 things of you in return…

• REQUEST 2) Please join our Unbreakable Challenge Facebook

• REQUEST 3) Please do NOT share it with anyone outside of the

The journey to Unbreakable Business starts now.

Be great, nothing else pays,

No part of this publication may be reproduced, stored in a retrieval system, or

Publishing services by Niche Pressworks, Indianapolis, IN

Library of Congress Control Number: 2022908198

Printed in the United States of America

1 The 10X Rule · · · · · · · · · · · · · · · · · · · · · · · · · · · · · · · · · · · · · · · · 1

2 Average Is a Failing Formula· · · · · · · · · · · · · · · · · · · · · · · · · · · 13

4 Dominate, Don’t Compete · · · · · · · · · · · · · · · · · · · · · · · · · · · 37

6 Expand, Don’t Contract · · · · · · · · · · · · · · · · · · · · · · · · · · · · · 59

7 Leveraging Your Resources · · · · · · · · · · · · · · · · · · · · · · · · · · · 71

9 Burn It Down or Burn Out · · · · · · · · · · · · · · · · · · · · · · · · · · · · · 91

10 Excuse-Free Living (a.k.a., “Don’t Be a Victim”)· · · · · · · · · 101

Getting Started with 10X · · · · · · · · · · · · · · · · · · · · · · · · · · · · · · · 111

About Grant Cardone · · · · · · · · · · · · · · · · · · · · · · · · · · · · · · · · · · 121

The 10X Rule

Entrepreneurs are used to forging new paths, but today’s economic

Be proud of being a business owner.

• There are over 90 million entrepreneurs

THE 10X RULE

Like most things viewed in the rearview mirror, my path looks

WHAT IS THE 10X MINDSET?

WHAT IS 10X ACTION?

• Tech bugs and delays

Facebook didn’t make any money its first five

10X ____________ + 10X ____________ = 10X ____________

Why are both 10X MiNDSET and 10X ACTiON needed to

Which tends to be easier for you and why?

Take your current goals: # customers, # employees, gross

Current Goal 10X Goal

What are some of your immediate thoughts that come up

10X Goals aren't enough.

Wanted: Outstanding employee who wants to make an

waking hours to an average product with average mar-

As a leader — and all entrepreneurs are leaders, if you haven’t

fill their recruiting classes many times over without advertising.

10X MINDSET: IT’S AS EASY TO THINK BIG

10X ACTION: THINK BIG, THEN SHARE THE VISION

workplace.”14 If only 36 percent of your employees — people you pay

About 75 percent of all businesses in the

Write out a viSiON of your dream for your business that is AT

• Speaking to an audience of five salespeople when I first

10X MINDSET: FEAR IS NOT BASED

They want fear-free, anxiety-free, worry-free, and risk-free.

The experience did cause me extreme discomfort, and I was

10X ACTION: LET FEAR GUIDE YOU

According to research by Harvard Business Journal,

blessed with a family name and inherited wealth — can achieve

This is the position I wanted to create for myself in Pueblo, a little

10X MINDSET: PURSUE DOMINATION

bastard, I’m not in business just to make money, either. My purpose,

10X ACTION: SEEK YOUR UNFAIR ADVANTAGE

Double down on your unfair advantage. Maybe you have a

to build, your obsession can be directed toward positive or nega-

10X + 10X = 10X